Manipulating 219 InsIghts on manIPulatIng my research on power and influence reveals some fascinating insights about people who make high use of manipulation to influence others: People who score high on manipulation are significantly less influ- q q ential overall than people who score low on manipulation. Although manipulators may succeed for a time with some people, in the long run they are considerably less influential than those people who influ- ence ethically. High-score manipulators use the following influence techniques q q most frequently: stating, legitimizing, appealing to relationship, alli- ance building, and then socializing. this profile is remarkably like Ber- nie madoff's. these manipulators use stating significantly more often than any other influence technique, but of course what they are stat- ing is often a lie. then they will try an appeal to authority to legitimize the deception, or rely on existing relationships. they may, like mad- off, find allies who perhaps unwittingly help them manipulate