Sales Psychology

We cannot describe how the mind is made without having good ways to describe complicated processes. Before computers, no languages were good for that. Piaget tried algebra and Freud tried diagrams; other psychologists used Markov Chains and matrices, but none came to much. Behaviorists, quite properly, had ceased to speak at all. Linguists flocked to formal syntax, and made progress for a time but reached a limit: transformational grammar shows the contents of the registers (so to speak), but has no way to describe what controls them. This makes it hard to say how surface speech relates to underlying designation and intent–a baby-and-bath-water situation. I prefer ideas from AI research because there we tend to seek procedural description first, which seems more appropriate for mental matters.

Love and admiration are drowned in these astronomical figures.

Truly, if you want to ascertain what love there is in you or in another person, then pay attention to how he relates himself to one who is dead. If one wishes to observe a person, it is very important for the sake of the observation that one, in seeing him in a relationship, look at him alone. When one actual person relates himself to another actual person, the result is two, the relationship is constituted, and the observation of the one person alone is made difficult. In other words, the second person covers over something of the first person; moreover, the second person can have so much influence that the first one appears different from what he is. Therefore a double accounting is necessary here; the observation must keep a special account of the influence the second person has on the person who is the object under observation through his personality, his characteristics, his virtues, and his defects. If you could manage to see someone shadowboxing in dead earnest, or if you could prevail upon a dancer to dance solo the dance he customarily dances with another, you would be able to observe his motions best, better than if he were boxing with another actual person or is he were dancing with another actual person. And if, in conversation with someone, you understand the art of making yourself no one, you get to know best what resides in this person.