- Persuasion, selective self-disclosure, and ingratiation are the most preferred influence tactics 
- Indirect persuasion strategies
- Thought manipulation
- Deceit
- Friendliness and other emotional tactics (possibly because of their ability to stay emotionally detached from a situation)
- High Machs are also known to use guilt induction to manipulate others
- "Sandbagging," or feigning incompetence, in order to gain a competitive edge

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Machiavellianism refers to a duplicitous personality trait, especially in interpersonal style, characterized by a cynical disregard for morality and a focus on self-interest and personal gain.

Machiavellianism

Jones, D. N., & Paulhus, D. (2009). Machiavellianism. Handbook of Individual Differences in Social Behavior, 93–108.

Despite popular belief, Machiavellian personality types don’t have superior IQ or emotional intelligence. Any manipulative abilities that Machiavellians possess derive from superior impulse regulation rather than any special cognitive ability.

Machiavellian Abilities

Machs have an internal locus of control. They believe that they can manipulate others to get what they want.

Machiavellian Mindset

The Machiavellian worldview is one of pragmatic tough-mindedness. This includes pragmatic sociopolitical views that have links with some aspects of conservatism and authoritarianism (e.g. traditional attitudes toward women in the workplace). Machs tend to have a negative view of other people and are more likely to believe that others would engage in unethical behavior like cheating. High Machs report being more tolerant of unethical behavior in others.
Cynical beliefs could lead to manipulative tactics as a form of preemptive strike. Alternatively, the tendency to manipulate may be rationalized in the form of a cynical worldview.

Machiavellian Worldview

Machiavellianism is named after 16th century political strategist Niccolo Machiavelli. He wrote a book titled Il Principe where he advised rulers with a clear agenda to secure their power through careful planning, and if necessary, cruel and unethical means (e.g. executing political rivals). These rulers should be open to any and all effective tactics, including manipulative interpersonal strategies such as flattery and lying. Psychologists in the 1960s observed the parallels between Machiavelli's political strategies and people's everyday social behavior and later grouped these similarities as a personality trait by the name of "Machiavellianism."

The History of Machiavellianism

Unlike narcissism, Machiavellianism doesn’t facilitate career success. However, Machs appear to have an advantage in unstructured organizations. They thrive when they have more decision power, fewer rules, and less managerial supervision.

Machiavellianism and Career Success

Machiavellianism is measured by the MACH-IV, a 20-item self-report measure that poses questions about the utility of various tactics instead of asking respondents directly whether they manipulate others. Those who score high on the scale (high Machs) are more likely to have a high level of deceitfulness, an unempathetic temperament, and engage in interpersonal manipulation. The MACH-IV measures three themes: belief in manipulative tactics, a cynical worldview, and a pragmatic morality.

MACH-IV

Machiavellian Manipulation Tactics

The moral perspective of Machs may be seen as either immorality or simple pragmatism. High Machs place relatively more emphasis on competence values (i.e. valuing competence and ability to succeed), whereas low Machs report relatively more emphasis on moral values. 

Machiavellian Morality

Machs behave in a less ethical manner, but only in specific circumstances. Compared to low Machs, high Machs have lower ethical standards, are more tolerant of unethical behavior, and have greater intentions to behave unethically in the future. Machs are willing to accept unjustified positive benefits from an employer and advocate the violation of privacy and intellectual property laws. Machs are less impulsive than psychopaths and no more impulsive than non-Machs. Machs manipulate in the long term as well as the short term. Machs engage in aggression (including revenge) only to the degree that it is deemed profitable. 

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