Beautiful opening scene to Mel Gibson’s “Braveheart.”  Might want to visit Scotland one day.  Likely not, but … a thought.  Anyhoo, the first few minutes of the film return to 1280 AD.  The Scottish king dies without a proper heir, and the nobles and elders of the clans were invited to a meet with King Edward the LongShanks to decide the ascension of the Scottish throne.

The conversation ended with the death by hanging of the all the Scottish leaders, and William Wallace traumatized – yet educated – for life.

A possibly better strategy?  Appeal to the king’s self-interest, convince him that a Scotsman on the throne of Scotland would help the English king rule over the clans. 

Roughly 400 years before the birth of Christ, two warring regions in ancient Greece sought the support and alliance of Athens.  Athens was the big dog at the time, as it t’were, and if Athens took one side over the other, success for the chosen was most assured.  Corfu had never been friends with Athens, and was actually more friendly with Athens’ enemies.  Corfu, however, had a navy superseded only in power by Athens’ own, and suggested that if Athens and Corfu combined forces, Sparta would face a formidable foe.  On the other hand, Corinth had always been loyal to Athens, and during its appeal for support reminded the leaders of the friendship provided over the years, and cautioned Athens that its failure to align itself with Corinth could risk the continued allegiance of the other regions. 

Of course Athens chose Corfu, and a powerful alliance was forged.

In the 1500s, Portugal controlled access between Japan and Europe, and Portuguese missionaries were relentless in their attempt to convert the Japanese to Catholicism.  Although there was some limited success, the ruling elite found the incessant proselytizing of the Portuguese irritating.  When the Dutch arrived in the 1600s with the desire only to trade, the Emperor of Japan quickly evicted Portugal and dealt only with the Dutch.  Japan sought European knowledge of guns and navigation, and had little patience or need for religion.  When the Dutch alternative became available, the Japanese wasted no time in dispensing with the unwanted and the unwarranted.

Genghis Khan invaded China and had planned to raze its cities to the ground, destroying over 2,000 years of culture.  Khan saw no benefit to China and desired more open pasture for his horses to graze, believing it “better to exterminate the Chinese and let the grass grow.” 

However.

Yeh-lü Ch’u-ts’ai, a foreigner from Northern China served as one of Khan’s advisers, and suggested that the conquering warlord merely tax the Chinese rather than destroying them, and in that manner extract untold Chinese wealth.  Khan agreed, and a system of taxation (i.e., wealth extraction) was established.

Following a year-long siege of the city of Kaifeng, one of the Eight Ancient Capitals of China, when the walls finally fell Khan’s son and successor Ogödei intended to massacre all the inhabitants, likely for holding out for so long and making him wait.  

However.

Ch’u-ts’ai knew many skilled craftsmen and engineers lived in Kaifeng, and suggested to Ogödei that he put those workers to his own use, as opposed to wiping them out.  During the siege, Kaifeng defenders launched bombs hurled by trebuchets – “thunder bombs” – and early flamethrowers – “firelancers” – to blow up and burn the Mongol attackers.  Ogödei agreed, using the expertise and knowledge of skilled artisans in Kaifeng to bolster the warfare capabilities of the Mongols, and helped to make the Mongolian empire the largest in human history.

Pragmatism reigns. 

For those in the position of power to help others, gratitude for past support or assistance, and undue attention given to tangential matters, are burdens borne grudgingly.  Always appeal to the self-interest of those with the power to help you achieve your goals. 

Why should we hire you?

What do you offer the organization?

How would you benefit us?

Explaining – Demonstrating – Convincing
helping you helps them helps you
get what you want/need/desire.

But.  Careful …

There are occasions when a naked appeal to self-interest will offend the target.  Generally, this type of personality has a greater desire for the opportunity to appear superior and beneficient, charitable and praiseworthy. 

Give it to them, the more public, the better.

But know your target. 

If motivated by greed, appeal to self-interest.
If motivated by magnanimity, appeal to pride.