Book 1
6.21
This, my son, is the road to compulsory obedience, indeed, but there is another road, a short cut, to what is much better—namely, to willing obedience. For people are only too glad to obey the man who they believe takes wiser thought for their interests than they themselves do. And you might recognize that this is so in many instances but particularly in the case of the sick: how readily they call in those who are to prescribe what they must do; and at sea how cheerfully the passengers obey the captain; and how earnestly travellers desire not to get separated from those who they think are better acquainted with the road than they are. But when people think that they are going to get into trouble if they obey, they will neither yield very much for punishment nor will they be moved by gifts; for no one willingly accepts even a gift at the cost of trouble to himself.
6.22
You mean to say, father, that nothing is more effectual toward keeping one’s men obedient than to seem to be wiser than they? Yes said he, that is just what I mean. And how, pray, father, could one most quickly acquire such a reputation for oneself?There is no shorter road, my son, said he, thanBe what you would seem to be really to be wise in those things in which you wish to seem to be wise; and when you examine concrete instances, you will realize that what I say is true. For example, if you wish to seem to be a good farmer when you are not, or a good rider, doctor, flute-player, or anything else that you are not, just think how many schemes you must invent to keep up your pretensions. And even if you should persuade any number of people to praise you, in order to give yourself a reputation, and if you should procure a fine outfit for each of your professions, you would soon be found to have practised deception; and not long after, when you were giving an exhibition of your skill, you would be shown up and convicted, too, as an impostor.
