Konnikova, Maria:
"The put-up is all about the choice of victim: learning what makes someone who she is, what she holds dear, what moves her, and what leaves her cold. After the mark is chosen, it is time to set the actual con in motion: the play, the moment when you first hook a victim and begin to gain her trust. And that is accomplished, first and foremost, through emotion. Once our emotion have been captured, once the con artist has cased us closely enough to identify what it is we want, feeling, at least in the moment, takes over from thinking. As any good confidence man will tell you, someone who is emotional is someone who is vulnerable. And so, before a single element of the actual con is laid out, before a single persuasive appeal is made, before a mark knows that someone will want something, anything at all, from him, the emotional channels are opened. And as in that first rush of romantic infatuation, we abandon our reason to follow our feeling."
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