Prologue
Before the Game
People who say they do not play games are usually losing with their eyes closed.
Every room in which something can be taken — a board, a shop floor, a campaign, a family business, a first week among people who already know the exits — is already keeping score. Who is interrupted. Whose idea is repeated by someone with more rank and only then becomes real. Who is asked to stay after. Who is explained to, and who is consulted. None of this is written down. All of it decides where the room will look when a choice has to be made.
Dark psychology is the name for influence the other person would not have chosen in full daylight. The crude forms are easy to name: flattery, fear, a manufactured urgency, a truth with the inconvenient half cut away. The quieter forms last longer, because they do not look like an attack. Framing, timing, status, the management of a face. This book is about those quieter forms, and about seeing the crude ones before you are standing inside them.
