Moses persuaded Al Smith through vivid graphic verbal description, not argument

Evidence

But Moses had one advantage. Smith’s mind was the type that responded most enthusiastically to what Frances Perkins called “the graphic presentation.” The Governor, she said, “wanted you to tell him what it looked like…. He got more information out of people who would tell him the exact thing they’d seen, [who] described the detail…. Then he saw what it was like.” Anxious to improve the lives of the urban poor, he was especially anxious to improve them through things he could actually see improving them; his Governorship was distinguished by his emphasis on works of physical construction, solid and visible. Nothing was more visible than the physical entity that was a park, and no one was a more vivid describer, a more graphic presenter, than Bob Moses. After Smith’s election in November 1922, Moses persuaded him to visit the New York City watershed properties. They were barren in winter, but with his gift for words Moses made the Governor see them as they could be in summer, with leaves on the trees and people sitting at picnic tables under them. Day after day, pacing restlessly back and forth before the Governor’s desk, he poured out his ideas in a continual flow of words. Sometimes the other members of Smith’s inner circle had to smile at Moses’ vehemence and earnestness. Once, as the torrent of words flowed over him, the Governor gradually began sinking lower and lower in his chair, and, with Moses still talking, disappeared at last under his desk. But when he poked his head up, he was smiling. — Robert A. Caro, The Power Broker, 737

Categorization

• XREF: Connects to the persuasion-by-narrative and salesmanship theme running through the book; Moses’ ‘graphic presentation’ powers echo back to earlier chapters where he charms patricians and bridges the gap between vision and funder. — connects to: Al Smith’s closeness to Robert Moses stemmed from recognizing a fellow master of government — Robert A. Caro, The Power Broker: Robert Moses and the…, 575