Be convinced, that there are no persons so insignificant and inconsiderable, but may, some time or other, have it in their power to be of use to you; which they certainly will not, if you have once shown them contempt.
—Lord Chesterfield
The ability to measure people is the most important skill of all in gathering and conserving power. Without it you are blind: not only will you offend the wrong people, you will choose the wrong types to work on and will think you are flattering people when you are actually insulting them. Before embarking on any move, take the measure of your mark or potential opponent. Otherwise you will waste time and make mistakes. Study people’s weaknesses, the chinks in their armor, their areas of both pride and insecurity. Know their ins and outs before you even decide whether or not to deal with them. Two final words of caution: First, in judging and measuring your opponent, never rely on your instincts. You will make the greatest mistakes of all if you rely on such inexact indicators. Nothing can substitute for gathering concrete knowledge. Study and spy on your opponent for however long it takes; this will pay off in the long run. Second, never trust appearances. Anyone with a serpent’s heart can use a show of kindness to cloak it; a person who is blustery on the outside is often really a coward. Never trust the version that people give of themselves—it is utterly unreliable.
Daily Law: What possible good can come from ignorance about other people? Learn to tell the lions from the lambs or pay the price.
The 48 Laws of Power
, Law 19: Know Who You’re Dealing With—Do Not Offend the Wrong Person