From a research begun in 1965 and updated by «Holos System», anthropologically, human beings are divided into five types:

1) who does not care about anyone;

2) those who accept our ideas just to do it while not feeling the need;

3) who accepts our ideas on the experience of others he trusts;

4) who is always in a defensive position;

5) who agrees to discuss our ideas to solve their needs.

Each of the five types of people requires a different approach:


Avoid the new interlocutors, if you can. Seeing them or hearing them is a nuisance. If there are risks of making a mistake, it is better that the decision to accept a proposal is taken by someone else and, if it depends on you, supersedes. He is a person who breathes enough. He is a person who always tells you he is in a hurry. She has experience, but on completely different things than those that should interest her. She is scarcely interested both in those who are in front of her and in what may be proposed to her. She thinks she knows how to think very well about herself. In order not to give her the impression that she is wasting her time, we need to ask her a few very brief questions that require as many very short answers. Are you satisfied with how things are going? If you work, is it more what you produce or what you consume? Given that you do not expect anything from others, do you exclude being able to participate in initiatives with others, or depends on what you are offered? Why do you almost never offer anything to others? We would not like to provoke you, but to try to overcome your apathy, you will forgive us if we say to you: your weakness also costs everyone else. Do you think that's right? Yet he has not chosen to live on a desert island ... We have problems in common and we have many: don't you think it is possible to face them together with mutual understanding? We will not take your statements literally, nor those on which we agree, nor those on which we do not agree. The fundamental proposal we make to you is this: do something with us even if it will not be in your exclusive advantage!


When an interlocutor who likes her suggests something, she always positively considers what is proposed to her, glad to accept it even if, in reality, she also welcomes what she does not need or which is useless. It is not entirely reliable, on the contrary, it represents a danger, because after we had convinced it, someone else could convince it to the contrary. So we will not try to convince her, but only to prove to her what we want to do. She does not talk about material issues, objective problems: she escapes them, referring to the illusion that everything is resolved spontaneously in the best possible way. fickle, with a certain orientation to imitations of those who have succeeded. Then, realizing that success costs, she abandons. But what are your wishes actually? What are your real needs? No need to die, to change! It is not easy for us to discern his emotional desires compared to the reasoned ones, but we will try. We will certainly not try to confuse it, but rather to make sure that it has well understood our considerations on the issues we have dealt with so far. We will not make quotations, we will not take any examples, but we will stay on the topic that should interest you most, both for its objective situation, and for the reflections that this situation may have on others. And, when it is reasonable, we will present you with a proposal. Or we'll take leave of her.


For her, the best guide to accepting proposals is the experience of others, tested over the long term. You think that accepting a proposal because people of prestige have already accepted it also gives you the same prestige. A bit like the banks, which offer you money when they know you don't need it, even to be able to boast of working with those who already have power and prestige. He will ask us for references, to us who have only decided to work for her, without ever having been asked to do so. Who makes us do it? The consideration we have of us and also of her, that tomorrow, perhaps, could be the first to tell us: you did well! We know that a technical language and a lot of diplomacy are necessary with her, so we say to her: look around, reflect on the things she sees, then think about tomorrow (have the courage to accept being there) and compare it with what you see today. Everything is alright? Should it continue like this? We know that you don't want to think too much, but you need to encourage it to do so. Otherwise, we should surrender to the fact that she has no freedom. Because freedom also means being able to choose the future, not the past. Do you want technical solutions? We have indicated them. Is your situation special? Let us know it and we will face it together: not with a prestigious person, but with us. Convince yourself that this is the only possible and useful thing. Do you think it's too urgent? We apologize. Moreover, we need to show you that our proposals can be adapted to your situation. And if you judge what we say wrong, tell us. We have never ceased to question ourselves, with all the doubts that this entails.


We note that no one has ever managed to do it, because she has always dominated any interlocutor on any proposal. She is willing to consider a hypothesis only if she is convinced that she can get the most. With her, you have to have a lot of patience and be able to listen a lot, to understand what, for her, the maximum (and also to show her that the maximum is a relative concept also linked to what she is) we will do everything to provoke his curiosity and we will never think of having gained his trust. Whatever happens, we will never let our guard down, we won't break up. We know with certainty that she is interested in knowing what we think but, until we are able to know her situation, we do not know what to propose to you. On the other hand, you have a strong curiosity to know our proposals. And then, we must invite her to read everything we have sent her: she will find more than she can imagine. Urging her not to be skeptical and to do it! In this way, we challenge you to give us wrong. If we could know his needs, we could make proposals. Do you want us to ask you questions? But in this way, we would force her to admit her ignorance. And we don't want it, we already have the weight of ours!


She considers her needs and seeks specific solutions to her problems, accepting the costs, in consideration of her situation and of what she wants to create because she considers it useful. To her, with whom we can only speak logically, we launch an appeal. Evaluate who we are, what we want, why we want it. Do it based on what you know about us and what we offer. Then, freely, alone, decide. Normally, in situations, you are a leader; you must know that we have no problem with you being a leader with us too. We have no complex towards her: if she believes she is good, she shows it to her and to us. Otherwise, it means that we were wrong about her. We felt the impulse to change things that are not going well, we set goals, we designed solutions, we built the tools to promote our proposals, moment by moment we evaluate the effects of what we do and, in the meantime, we look for to build our strength also from the awareness that you are doing the same. Of course, we need time to make ourselves understood. In our opinion, she too has problems that she can't solve on her own. And we are here for that too. We will introduce ourselves once again, asking you to take into account that it is the first and the last. But also inviting her not to ruin everything by throwing it away: it could be the last chance. Quien sabe?

March 21, 2019

Rodolfo Marusi Guareschi