The Executive Handbook of Change & Consent

How to be a leader instead of just a manager

Marcel Wanningen • Boek • paperback

• Samenvatting
  This book was written in april 2026 following the launch of Operation Epic Fury against Iran on februari 28th 2026.
  
  OSINT learned on 28th that ‘Mosaic Defense" doctrine’ was activated by Iran as a direct response to a massive joint military operation by the United States and Israel, dubbed Operation "Epic Fury" and Operation "Roaring Lion". This operations which targeted Iranian leadership resulted in the death of Supreme Leader Ali Khamenei. Mosaic doctrine transferred authority to autonomous, self-regulating "cells" that operate independently once the central chain of command is broken. In effect it was on 28th foreseeable that the operation failed to destabilize Iran.
  The war would escalate! The Street of Hormuz would be closed. The cascade was already observed in 2020 & 2022: disruption of supply chains → rising cost of energy → inflation → rate hikes by Central banks → Companies that can not refinance debt and fail. Only this time the shock is a multitude larger.
  
  For C-level executives the coming winter of 2026 will prove their measure. Those companies that have executives that can adapt the (IT-)organization might survive. Those companies that have executives being blindsided or hoping to sit it through will fail. Possibly due to the costs of energy and capital, probably by the failure of the supply chains and certainly because the collapse of the internal (IT) organization not able to adjust to rapid external developments.
  This book was written as an add on to the prior book How to fix the company before it’s broke. The former book was about the restructuring of the (IT) organization to prepare for a shockwave of energy prices. This book offers a field manual for (IT) executives to maximize the performance of the crew in their oiltanker organization during the coming storm.
  Your tools of the human mind will be found in the grey zone of psychology utilized for a common goal.
  Knowledge from psychological & management literature was rigorously applied, tempered by personal experience over 20+ years in IT and across sectors and roles. It should give the executive an overview of thinking within organizations and society at large and how the human mind is influenced for good or worse.
• Productinformatie
  Binding : Paperback
  Distributievorm : Boek (print, druk)
  Formaat : 210mm x 297mm
  Aantal pagina's : 144
  Uitgeverij : Marcel Wanningen
  ISBN : 9789465335971
  Datum publicatie : 04-2026
  
• Inhoudsopgave
  Context 5
  Chapter 1: The Architecture of Consent in an Age of Fury 6
  2.1 The Integrated Toolkit: Navigating the Framework 7
  2.2 Exerting Influence: The Mechanics of Consent and how to be effective as agent of change 8
  2.3 Defending the Trajectory: Counter-Intelligence and Surveillance 9
  Chapter 2: Foundations of Psychology and Behavioral Biology 11
  2.1 The Classical Triad: Aristotle and the Logic of Persuasion 11
  The Three Modes of Persuasion: Ethos, Pathos, and Logos 11
  The Power of the Enthymeme: Leading to the Inevitable Conclusion 13
  Understanding Motives: The Seven Causes of Human Action 13
  2.2 The Architecture of the Unconscious: Freud and the Mechanics of Resistance 15
  The System of the Unconscious: The Ante-Chamber and the Watchman 15
  The Phenomenon of Resistance: Why Logic Fails 16
  Words as Magic: The Executive as Special Pleader 17
  Managing the "Shadow" of the IT Organization 17
  2.3 The Map of the Soul: Jung and the Collective Archetypes 18
  Archetypes and the Organizational Shadow: Confronting the Demons of Decay 18
  The Four Primary Archetypes 19
  Other Common Archetypal Figures 20
  The Dual Nature of Archetypes & applications in corporate setting 20
  Integration: Tearing Down the "Theater" 23
  The Process of Individuation: Professional Maturity as a Strategic Asset 24
  Symbols as Messengers: Navigating the Energy Void 24
  2.4 The Biological Reality: Sapolsky and the Neurobiology of the "Us vs. Them" 26
  The Amygdala and the Hub of Fear: Managing the "Panic Bypass" 26
  The Frontal Cortex: The Executive Brake and its Vulnerabilities 27
  The dlPFC and vmPFC: Cognition vs. Emotion 28
  The Tribal Instinct: Oxytocin and the "Us vs. Them" Machine 28
  The Hierarchy of Stress: From Displacement to Resilience 28
  2.5 The Endocrinology of Leadership: The Winner Effect 29
  The Chemical Signature of Power: The Testosterone/Cortisol Ratio 30
  Neuroplasticity and the Winner Effect: Engineering Success 30
  Mirror Neurons and State Contagion: The Mechanics of the Nimbus 31
  The Strategic Application of the Winner Effect 31
  2.6 The Cognitive Architecture of Decision-Making: Beyond Biology 32
  The Friction of Thought: Exploiting the System 1 and System 2 Tension 32
  The Gravity of Loss: Prospect Theory and the Pivot of Aversion 33
  Choice Architecture: The Power of the Default and the Path of Least Resistance 33
  Social Proof: Engineering the Bandwagon and the Perception of Mass Movement 34
  Chapter 3: Clinical Hypnosis and the "Ericksonian" Tradition 35
  3.1 The Natural State: Redefining Trance in the Boardroom 35
  Trance as a Spectrum of Awareness 35
  Trance as a Learning Tool: Utilizing the Unconscious 36
  Bypassing the "Secretary": Relaxing the Critical Faculty 37
  3.2 The Executive Mandate: Manufacturing Consent through Presence 38
  The Uptime Strategy: Maintaining Sensory Contact in the Eye of the Storm 38
  The Perils of Incongruence: Why Insecure Leadership Breeds Distrust 38
  Ordered Events in an Impersonal World: Stabilizing the Hierarchy 39
  The Law of Utilization: Converting Resistance into Momentum 40
  The Evolutionary Leap: Synthesizing Goals and Unconscious Wisdom 42
  The Law of Utilization: Converting Resistance into Momentum 43
  Strategic Ambiguity: The Milton Model and Indirect Influence 44
  The Architecture of Confusion: Pattern Interrupts and the Handshake Induction 45
  The Teaching Tale: Metaphor as a Strategic Vehicle 46
  The Persistence of Change: Amnesia and the "State-Bound" Strategy 47
  Chapter 4: Neuro-Linguistic Programming (NLP) — The Executive Operating System 48
  4.1 The "Bastard Child of Applied Psychology”: Critiques and Professional Standards 48
  The Pseudoscience Debate: Sifting the Beef from the Bull 48
  The Commercial Trap: Power Gurus and Litigation 50
  The Legacy of Acrimony 50
  The Ethical Mandate: Pragmatism with Integrity 51
  Professional Standards and the "Oral Tradition" 51
  4.2 The Santa Cruz Synthesis: Modeling the Giants of Change 53
  The Neuro-Linguistic Triumvirate 53
  Bypassing the Corporate Watchman 53
  The TOTE Loop as a Strategic Anchor 54
  4.2 The Epistemology of Perception: The Map and the Territory 54
  Korzybski’s Dictum: Navigating the Gap Between Reality and Perception 55
  The Architecture of Subjective Experience: VAKOG and the 4-Tuple 56
  The Reducing Valve: Managing the Filters of a Systemic Shock 57
  Behavioral Flexibility: The Law of Requisite Variety in IT Strategy 59
  The Executive Mandate: Creating a "Firewall of the Mind" 60
  4.3 The Linguistic Tools of Influence: Meta and Milton Models 60
  The Meta Model: Tactical Precision and the Audit of Reality 61
  The Milton Model: Artful Vagueness and the Architecture of Consent 62
  Integration: The Executive Operating System 64
  4.4 The Mechanics of Performance: Identifying Strategies and Modeling Excellence 64
  Strategy Elicitation: Deconstructing the "Human Software" 66
  The TOTE Model: The Cybernetic Feedback Loop of the Mind 68
  The scaling of Excellence: The Modeling Process 69
  Methodology of modeling: ITIL as an example of modeling in IT . 69
  Installation and Anchoring: Triggering Peak Performance on Demand 71
  Chapter 5: Applied Interpersonal Persuasion and Social Dynamics 73
  5.1 The Executive as "The Prize": Identity and State Control 73
  Prizability and Outcome Independence: The Alpha Response 73
  Dynamic State Management: Entering the "Nimbus" 74
  Immunity to Social Proof: Resisting the "Herd Instinct" 75
  5.2 Conversational Warfare: Redefining and Pattern Interrupts 76
  The Redefine Pattern: The Pivot of Strategic Focus 76
  The Broken Record: Reprogramming the Assumptions of "Zombie" Vendors 77
  Pattern Interrupts: Shattering the "Success Theater" 77
  Guerrilla War Linguistics: Reclaiming the Authority Position 78
  The Military Line of Persuasion: The Least of Evils 78
  5.3 The Mechanics of "Dark" Influence: Values and Hidden Addictions 79
  The Architecture of Value Elicitation 79
  Hidden Addictions and the Fear of Scarcity 80
  Integrating the Narrative of Survival 80
  5.4 Tactical Empathy and High-Stakes Negotiation 81
  The Art of the Mirror and the Label: De-escalating Hostility 81
  The Psychology of Autonomy: The "No-Oriented" Question 81
  The Accusation Audit: Disarming the Internal Opposition 82
  Game Theory in the C-Suite: Breaking the Stagnation Trap 82
  5.5 Defensive Intelligence: Identifying the "Psychopathic Bond" 83
  Consultant Crutch 84
  The Psychopathic Seduction Process 84
  The Linguistics of Hijacking: Spotting the Patterns 85
  The Turning of the Screw: The N.A.C. Cycle of Dependency 86
  The Extraction Imperative: Leading to the Death Spiral of Behavioral Surplus 87
  Identifying the "Secondary Psychopath" in the Ranks 87
  The Firewall of the Mind: Constructing Defensive Counter-Measures 88
  5.6 Building Cultural Resilience 89
  Breaking the Spell: The Executive Reset 90
  Tactics to Implement the "Strategic Reset" 90
  5.7 Virtual Sovereignty: Commanding the Digital Landscape 91
  Mastering Digital Gravitas: The Architecture of the Frame 92
  The Optical Anchor: Eye-Contact Hacks for the Camera 92
  De-escalating Hostility in Asynchronous Environments (Slack/Teams) 92
  The Persistence of Virtual Presence: Amnesia and the State-Bound Strategy 93
  5.8 The Ethical Mandate: Strategic Integrity 94
  The "Morning After" Test: Survival Beyond the Trance 94
  The Ecology of Influence: Auditing for "Toxic Debt" 94
  Non-Maleficence and the "Psychician's Oath" 95
  The Democratization of Influence: Vaccinating the Team 95
  Congruence as a Defensive Asset: The Prerequisite for Uptime 96
  Chapter 6: Propaganda, Mass Persuasion, and Social Influence 97
  6.1 The Invisible Government: Bernays and the Engineering of Consent 97
  The External Propaganda Model: Navigating the Five Filters 98
  The Executive as Forensic Filter: Bypassing Sequential Summarization 99
  6.2 The Necessity of Orthopraxy: Action over Belief 100
  Pre-Propaganda and the Myth of Productivity 100
  The Ellulian Expansion: Why Your Beliefs No Longer Matter 101
  The Irreversibility of Action: The Trap of Participation 101
  Instrumentarian Power: The Technological Engine of Orthopraxy 102
  6.3 Defending against "Instrumentarian Power" and Behavioral Capture 103
  The Shadow Text and the Division of Learning 103
  Tactical Filtering: Identifying the "Yes Set" and "Double Binds" 103
  Countermeasures for Behavioral Sovereignty 104
  6.4 The Digital Panopticon: Influence in the Algorithmic Age 106
  Micro-targeting the Narrative: Shattering the Organizational Echo Chamber 106
  The "Oracular" Power of Data: Analytics as the High Priest of Consent 107
  Manufacturing Uncertainty: The Tobacco Strategy and Strategic Stall 107
  The Defensive Mandate: Institutional Resilience Against Behavioral Capture 107
  6.5 Algorithmic Rapport: Persuading the Human-AI Hybrid 108
  The New Aristotelian Logic: When Machines Provide the "Reasoning" 108
  Prompt-Based Influence: The Executive as the Chief Architect of the Model 109
  Scaling the Milton Model: Ericksonian Communication for Ten Thousand 109
  The Ethics of Automated Persuasion: Guarding Behavioral Sovereignty 110
  Executive Checklist for Algorithmic Rapport 110
  Chapter 7: The Architecture of Compliance 111
  7.1. The compliancy Experiments 111
  The Milgram Experiment: The Diffusion of Responsibility 111
  The Stanford Prison Experiment: The Dehumanization of the Minority 112
  The Asch Experiment: The Manufacture of a Fake Consensus 112
  Festinger’s Cognitive Dissonance: The Mechanics of Internal Justification 113
  The Monkey Ladder and the Redux of Herd Mentality 113
  7.2 The Architecture of the Acceptable: Navigating the Overton Window 113
  Media in context of the Overton Window 114
  The Vanguard of Policy: Talk Shows as Catalysts for Cultural Permissibility 115
  The Bouncer of Ideas: How Talk Shows show you the door 116
  Navigating the Digital Talk Show: The Long-Form Shift 117
  The Overton Window in context of Compliance 120
  7.3 Reclaiming Behavioral Sovereignty 121
  Dismantling the "Machine Model" 122
  Tactical re-entries into the Overton Window 123
  Chapter 8: Toolkit for immediate use. 125
  8.1 The "911" Checklist: The 5-Minute Ritual 125
  Phase 1: The Biological Reset (Minutes 0–2) 125
  Goal: Lower Cortisol and trigger the "Winner Effect" hardware. 125
  Phase 2: The Cognitive Audit (Minutes 2–4) 125
  Phase 3: The Presence Projection (Minute 4–5) 126
  8.1 The Aristotelian Triad: Rhetoric to move people 127
  8.2 To neutralize the Watchman: Stealth instructions 130
  8.3 Disrupting the “Success Theater”: Throwing the Table 132
  8.4 Systematic State Management: How to keep Calm 134
  8.5 Broadcasting the organization's neurochemistry. 135
  8.6 Reclaiming the Authority Position 137
  8.7 Being Empathic: How to disarm opponents 137
  8.8 The Scapegoat and the Savior: Managing the Final Act 139
  The Mechanics of Shadow Projection: Why the Scapegoat is Born 139
  The Savior Protocol: Using Jungian Dynamics for a Clean Exit 139
  The "Morning After" Test for Legacies 140
  Reclaiming Behavioral Sovereignty in the Final Act 140
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