Admittedly, I did not discover a new technique
in dealing with people. This technique is one of the oldest,
best-known and most effective. It is because of the last
point that I feel it should be re-emphasized.
The debate itself was less than outstanding.
It was characterized by an experienced politician-lawyer
using an aggressive court-room manner to try to undermine
the voters' confidence in the long voting record of his
opponent, a distinguished senator who had served in public
office for many years. The senator countered with a ca1m,
sincere account of his seriously-considered reasons for vot-
ing as he did on the issues under debate.
Now, here is the important point: The senator
also frequently emphasized that his opponent's accusations
were "UNFAIR" because he said they were untrue, inaccu-
rate or taken out of context.
It is not the purpose of this chapter to analyze
the merits or the accuracy of either side of the debate. It is
my purpose to point out the results of the use of the word:
"unfair" which was so often used by the senator to charac-
terize the accusations and statements of his opponent.
As previously mentioned, this debate was im-
mediately followed by an hour radio program, during which
listeners gave their opinions of it by telephone calls broad-
cast directly over the radio. With few exceptions, the
opponent of the senator was vehemently attacked. He was
called most of the derogatory names permitted on the
radio. Long distance telephone calls were made to de-
nounce him. And-note this-in almost every call, his per-
formance in the debate was labeled: «unfair." All kinds of6.2