“The Influence of the Eyes”
In this chapter the Shogun is telling us that people look at each others faces and eyes in particular to see what they mean. They can see what you are thinking. They can gauge your resolve and determination and sincerity.
Here are some passages –
Few persons can escape the influence of the human eye. If its look is imperious, it subjugated; if it is tender, it moves; if it is sad it penetrates the heart with melancholy.
But this influence can not be real and strong unless it is incited by the thought behind it which maintains and fixes that look in communicating to it the expression either terrible or favorable, persuasive or defiant, which alone can maintain the firmness and the perseverance of the active forces of our brain.
…But it is not enough to throw a glance….the look should be the projection of a thought in which the fixt form is definite enough so that its penetrative influence shall become efficacious.
…the eye of a man, when he is animated by an active and reasonable thought, may be an important agent of influence and of suggestion.
In order to convince an adversary one must look him straight in the eyes. But it would be very stupid and unskillful to employ this method without discretion.
Look at the bridge of his nose without blinking while you have the idea you want them to agree to firmly and singularly in mind. Don’t blink.
So, with this in mind, next time you want to convince someone of something important, are you going to send a text or email?
In my sales training, I explain that your ability to influence someone is never higher than after you have spent time and built rapport and done a confident, enthusiastic presentation. Once you leave the house, your power to persuade goes down dramatically.
The power of the eyes…