When it comes to lobbyists in "Romance of the Three Kingdoms", people will always think of Zhuge Liang, Jia Xu, Xun Yu and other star strategists. But the person we are talking about today is a small character who only showed a few faces and received a box lunch. Don't look at dying quickly, he is the first lobbyist in the Three Kingdoms to appear, and with three inches of uncorrupted tongue, he has changed the power structure of the Three Kingdoms twice. Therefore, although he is not a star, he is at least a meteor that has emitted a brilliant light.
This person was Li Su, who had successively toyed Lü Bu and Dong Zhuo on the applause.
The first big trick in the Romance of the Three Kingdoms: turning Lü Bu into a family slave with three surnames
When Li Su appeared, the author gave him a very low treatment, similar to the group performance.
At that time, Dong Zhuo had just entered The Capital and wanted to depose the Young Emperor Liu Xie and establish Liu Xie, the Prince of Chenliu, as emperor. Under the threat of Dong Zhuo's force, hundreds of officials did not dare to say a word, and only Jingzhou Assassin Shi Dingyuan openly opposed. Dong Zhuo wanted to kill Ding Yuan, but he could not defeat Ding Yuan's righteous son Lü Bu. Therefore, Dong Zhuo summoned his subordinates to discuss, saying that if lü Bu was brought over as a horse boy, then he would be able to plot the world's major events.
At this time, Li Su appeared. The Romance of the Three Kingdoms says:
A person under the account came out: "A certain person is in the same village as Lü Bu, and he knows that his people are brave and unscrupulous, and they see profit and forget righteousness." With three inches of uncorrupted tongue, it is said that Lü Bu surrendered his hand to surrender the lord, can he? "Zhuo Daxi, looking at his people, is the tiger Ben Zhonglang general Li Su."
No background, no close-up, from the appearance, properly a small supporting role. But as soon as the supporting role Li Su appeared, he changed the power structure of the Three Kingdoms: he successfully persuaded Lü Bu.
This persuasion process is not long, but there are many communication skills, let's briefly say.
The first trick is to pull the relationship set almost.
As a fellow countryman, Li Su quickly became close to Lü Bu. Brother, how have you been lately, how are you doing? I heard that you have great ambitions, brother, I am very happy, just got a red rabbit horse, give it to your brother you use just right.
Lü Bu saw his fellow countrymen, he already had an incense and fire in love, and the fellow also brought himself a luxurious gift, of course, it would not be cold, and the atmosphere was warmed up.
Don't underestimate the ability to "pull a relationship set almost", which is called "building an inner group" in psychology, and is an important technique for improving intimate relationships.
The second technique, empathy, starts from Lü Bu's interests.
We are all accustomed to treating others as ourselves, and it is difficult to empathize with others. But lobbyists are different, they pretend to look at things from each other's point of view, and that's where they're awesome.
For example, Li Su, he easily realized that with Lü Bu's unparalleled force in the world, it was impossible for him to be willing to live in the small temple of Ding Yuan. Therefore, as soon as the two became acquainted, Li Su took "the talent of driving the sea in the sky" but "why he was helpless under the people", first raised and then suppressed, easily stimulating Lü Bu's sense of shame and guiding Lü Bu to rethink his situation.
The third technique is to convince Lü Bu with factual judgments rather than value judgments.
After guiding Lü Bu to rethink his situation, Li Su's next words were also very skillful, "If so-and-so is not talented, Shang Jia is a tiger general; if the public is to the other, it is expensive to say." ”
This sentence is a typical factual judgment, because Li Su knows Lü Bu's personality characteristics of "seeing profit and forgetting righteousness", so he should impress him with red horses, gold, pearls, and the expected "expensive". On the contrary, if you change it to "national righteousness" or the like, and Lü Bu talks about "Kuang Fu Han Room", it is estimated that Lü Bu is not much interested (value judgments are useful for talents such as Guan Yu).
Sure enough, Lü Bu didn't play dumb, and directly asked, is it because I killed Ding Yuan, and this matter has become?
The two sides hit it off. Lü Bu killed Ding Yuan that night, became a candidate, surrendered to Dong Zhuo, and recognized Dong Zhuo as his righteous father.
A perfect flicker is done. Li Su used three inches of uncorrupted tongue to turn Lü Bu into a "three-surnamed family slave", changing the power structure at that time in one fell swoop.
After fooling Lü Bu, he also flickered dong Zhuo to death
Li Su succeeded, but his heart was full of resentment, because he "could not be promoted." He made a great contribution, but Dong Zhuo did not use him much.
But Li Su soon got a new opportunity. Under the control of Wang Yun, the "father and son" of Dong Zhuo and Lü Bu soon became enemies because of the mink cicadas, and finally Wang Yun and Lü Bu conspired to pretend to be the emperor and lured Dong Zhuo into the palace to kill. Everything is ready, just like the lobbyist, Li Su, who performed outstandingly last time and held a grudge against Dong Zhuo, became the best candidate.
But what Li Su did not expect was that Dong Zhuo's luck was not bad this time, from Guowu to Chang'an 250 miles, a short three-day journey, in order to prevent Dong Zhuo from dying, the heavens descended as many as four times, almost killing Li Su. (The Heavens in the Romance of the Three Kingdoms are very willful, and they don't know who they are to, such as Dong Zhuo, and the heavens descended to prevent him from dying, but later when Li Dai guo buried Dong Zhuo, the heavens thundered and turned the coffin into powder.) ）
On the first day, after coming out of the dock and walking for less than 30 miles, Dong Zhuo's wheels were broken; instead of riding a horse, the horse's braid head was broken again. Dong Zhuo felt that something was wrong, and Li Su hurriedly said, This is an auspicious omen, Taishi you want to accept the Zen position, and you should take the jade and golden saddle in the future. Dong Zhuo was overjoyed, "My confidants see it very clearly."
The next day, walking well, suddenly the wind was fierce, and the fog covered the sky. Dong Zhuo felt that something was wrong again, and Li Su said again, This is a good thing, the lord is going to be the emperor, the heavens have descended, the red light and purple mist, this is to give you a strong momentum. Dong Zhuo was also very happy, "My confidants see it very clearly."
That night, after camping outside Chang'an City, Dong Zhuo heard more than a dozen children singing "Thousand Li Cao, He Qingqing!" outside! Ten days, shall not be born". Thousand mile grass, put together is the word "Dong"; ten days, put together is the word "Zhuo". Dong Zhuo asked Li Su again, how is this nursery rhyme fierce? Li Su Khan is going to come down, such an obvious meaning of "Dong Zhuo will die", don't you hear it? Fortunately, Li Su had a quick wit, and his explanation was that "the Liu clan is going to perish, and the Dong clan is going to rise." Dong Zhuoli made Zhi faint, and actually believed it again.
In the early morning of the third day, Dong Zhuo went to the court, and a Taoist priest stopped him on the road. The Taoist priest wears a white scarf on his head and holds a long bamboo pole tied to a long cloth, and on the cloth is written a "mouth" character at each end. Dong Zhuo asked Li Su again, what is going on? Li Su thought to himself, don't you have long eyes, the Taoist priest is giving you Dai Xiaona, and also told you that it was Lü Bu who wanted to kill you, but he pushed back and said that this person is a madman, just drive away.
After entering the North Gate, the ambush troops were everywhere, and Lü Bu stabbed into Dong Zhuo's throat, and Dong Zhuo cried out for his life.
It can be said that Dong Zhuo's death absolutely depends on Li Su's insight into human nature. People always believe what they are willing to believe, which is called "overconfidence cognitive bias". Dong Zhuo was immersed in the dream of becoming an emperor, and Li Su took advantage of this, because of the situation, misinterpreted the "bad omen" as an "auspicious omen", and single-handedly sent Dong Zhuo to the road of no return, once again changing the power structure at that time.
Trapped in injustice, he was eventually silenced by Lü Bu
With Li Su's strategy, it seems that there should be a good future. However, in the Romance of the Three Kingdoms, Li Su ended up hastily and was soon killed by Lü Bu.
Here's how it went. After Dong Zhuo's death, his son-in-law Niu Fu came to take revenge. Li Su, as the vanguard, defeated Niu Fu during the day, but was robbed of the camp by Niu Fu at night and was greatly defeated. Lü Bu beheaded Li Su on the grounds of "contusion and sharpness" and hung his head above the military gate.
Victory and defeat are common affairs of soldiers, if you kill your head after a defeat, then in the "Romance of the Three Kingdoms", except for Zhao Yun, it is estimated that few can live. Therefore, Lü Bu killed Li Su and lost the battle was just an excuse.
In fact, Lü Bu had long wanted to kill Li Su. At that time, it was necessary for a person to fool Dong Zhuo into the dynasty, and someone recommended Li Su, and Lü Bu said: "In the past, I killed Ding Jianyang, and this person was also." If I don't go now, I'll cut it off first. ”
Then why did Lü Bu want to kill Li Su? Let's analyze that the most likely reason is that Lü Bu believes that Li Su "trapped him in injustice."
In the historical environment at that time, "filial piety" was an extremely important moral norm, "filial piety comes first", "first there is filial piety, then there are loyal subjects", and even the state selects talents, and the system of "filial piety (filial piety and honest officials)" is used. Therefore, "killing the father" is a kind of thing that people simply cannot accept. Once people do this kind of thing, they can't stand in society.
Although Lü Bu killed a righteous father, it was also unacceptable to people at that time, and he must have often pointed out behind his back, and Lü Bu's personal image pants fell down and fell all the way to the bottom line. What about Lü Bu himself? Every time in the dead of night, he asked himself, maybe he regretted it.
This can be seen from Lü Bu's performance when the Eighteenth Route Princes rebelled against Dong Zhuo. When Zhang Fei shouted out "three family slaves", Lü Bu, who had originally pursued and killed Gongsun Zhan, turned his horse's head to attack Zhang Fei, and then the "Three Ying Battle Lü Bu" occurred.
In this state of mind, Lü Bu looked at Li Su, who was hanging around him all day, could he not use strange eyes? Moreover, Lü Bu "killed his father" twice, Li Su knew it best, could Lü Bu not afford to kill? It is also a good choice to block the mouth of the people in the world and destroy the mouth of the most informed people.
This was the real cause of Li Su's death.
Speaking of this, some people may ask: Lü Bu killed Ding Yuan, was it not his own choice? If Lü Bu didn't do it himself, it would be useless for Li Su to fool around no matter how much, so why did Lü Bu rely on Li Su?
This is called "self-interest attribution bias", simply put, people encounter good things, they are smart; when they encounter bad things, they are despicable to others.
Human nature is like this, and nothing can be done.