Summary
Chichikov visits the General, armed with elaborate flattery about military service and heroism. When the General asks about his host Tientietnikov, Chichikov improvises wildly, claiming the young man is writing a history of Russian generals from 1812. The General, initially suspicious of Tientietnikov, softens immediately and even offers to help with the supposed project. Chichikov meets the General's beautiful daughter Ulinka, who defends Tientietnikov's character. Then Chichikov makes his pitch: he spins an elaborate tale about a wealthy uncle who demands Chichikov acquire 300 souls before inheriting his fortune. He asks the General to sell him his dead souls, claiming he'll present them to his uncle as living ones to secure his inheritance. The General finds this scheme so hilariously absurd that he erupts into uncontrollable laughter, shaking the entire house and bringing his daughter and servants running. Far from being offended, the General is so amused by the idea of fooling this imaginary uncle that he agrees to give Chichikov the dead souls for free, even throwing in land. The chapter reveals how Chichikov adapts his con game to each mark's personality—the General responds to military praise and finds the scheme entertaining rather than suspicious. It also shows how quickly Chichikov can improvise when his lies start unraveling, turning potential disaster into unexpected success.
Coming Up in Chapter 14
Chichikov's next stop brings him to Colonel Koshkarev, and he's already worried this encounter might prove even more challenging than the last. Will his luck with eccentric landowners continue, or has he finally met his match?
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An excerpt from the original text.(~500 words)
Tientietnikov’s good horses covered the ten versts to the General’s house in a little over half an hour. Descending from the koliaska with features attuned to deference, Chichikov inquired for the master of the house, and was at once ushered into his presence. Bowing with head held respectfully on one side and hands extended like those of a waiter carrying a trayful of teacups, the visitor inclined his whole body forward, and said: “I have deemed it my duty to present myself to your Excellency. I have deemed it my duty because in my heart I cherish a most profound respect for the valiant men who, on the field of battle, have proved the saviours of their country.” That this preliminary attack did not wholly displease the General was proved by the fact that, responding with a gracious inclination of the head, he replied: “I am glad to make your acquaintance. Pray be so good as to take a seat. In what capacity or capacities have you yourself seen service?” “Of my service,” said Chichikov, depositing his form, not exactly in the centre of the chair, but rather on one side of it, and resting a hand upon one of its arms, “--of my service the scene was laid, in the first instance, in the Treasury; while its further course bore me successively into the employ of the Public Buildings Commission, of the Customs Board, and of other Government Offices. But, throughout, my life has resembled a barque tossed on the crests of perfidious billows. In suffering I have been swathed and wrapped until I have come to be, as it were, suffering personified; while of the extent to which my life has been sought by foes, no words, no colouring, no (if I may so express it?) painter’s brush could ever convey to you an adequate idea. And now, at length, in my declining years, I am seeking a corner in which to eke out the remainder of my miserable existence, while at the present moment I am enjoying the hospitality of a neighbour of your acquaintance.” “And who is that?” “Your neighbour Tientietnikov, your Excellency.” Upon that the General frowned. “Led me add,” put in Chichikov hastily, “that he greatly regrets that on a former occasion he should have failed to show a proper respect for--for--” “For what?” asked the General. “For the services to the public which your Excellency has rendered. Indeed, he cannot find words to express his sorrow, but keeps repeating to himself: ‘Would that I had valued at their true worth the men who have saved our fatherland!’” “And why should he say that?” asked the mollified General. “I bear him no grudge. In fact, I have never cherished aught but a sincere liking for him, a sincere esteem, and do not doubt but that, in time, he may become a useful member of society.” “In the words which you have been good enough to utter,” said Chichikov with a bow, “there is embodied...
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Intelligence Amplifier™ Analysis
The Road of Flattery's Perfect Pitch
People become most vulnerable to influence when someone expertly validates their core sense of self.
Why This Matters
Connect literature to life
This chapter teaches how manipulators target your core identity to bypass critical thinking.
Practice This Today
This week, notice when someone compliments your key identity before making a request—are you agreeing because it makes sense, or because they're flattering who you think you are?
Now let's explore the literary elements.
Terms to Know
Koliaska
A light Russian carriage drawn by horses, used by the upper classes for travel. In this chapter, it represents Chichikov's attempt to appear respectable and wealthy when visiting the General.
Modern Usage:
Like showing up to a business meeting in an expensive car to make a good impression.
Your Excellency
A formal title used to address high-ranking government officials and military officers in Imperial Russia. Chichikov uses it to flatter the General and show proper deference to his rank.
Modern Usage:
Similar to how people say 'sir' or 'ma'am' to police officers, or use titles like 'Doctor' or 'Professor' to show respect.
Dead Souls
Deceased serfs who were still counted on tax rolls until the next census. Landowners had to pay taxes on them as if they were alive, making them a financial burden that some would sell cheaply.
Modern Usage:
Like having to pay insurance or fees on something you no longer own or use, such as a car that's been totaled but still on your policy.
Treasury Service
Government employment in financial departments, considered respectable but not particularly prestigious work. Chichikov mentions it to establish his credibility as a former civil servant.
Modern Usage:
Like working for the IRS or state revenue department - steady government work that people respect but don't find exciting.
Barque
A type of sailing ship. Chichikov uses this metaphor to describe his career as being 'tossed like a barque on stormy seas,' suggesting he's had a difficult and unstable professional life.
Modern Usage:
When someone says their career has been 'all over the map' or they've been 'riding the waves' of different opportunities.
Verst
A Russian unit of distance equal to about two-thirds of a mile. The ten versts mentioned shows this is a substantial journey, not a quick trip next door.
Modern Usage:
Like saying 'it's about seven miles to the General's house' - gives you a sense of the distance and travel time involved.
Characters in This Chapter
Chichikov
Protagonist and con artist
Shows his adaptability by flattering the General with military praise and spinning an elaborate lie about needing dead souls for an inheritance. His quick thinking turns potential disaster into success.
Modern Equivalent:
The smooth-talking salesman who can read any room and adjust his pitch accordingly
The General
Military authority figure and potential mark
A retired military officer who responds well to flattery about his service. His personality is revealed when he finds Chichikov's scheme so absurd it's hilarious rather than offensive.
Modern Equivalent:
The veteran who loves war stories and has a good sense of humor about life's absurdities
Ulinka
The General's daughter and voice of reason
Defends Tientietnikov's character when others speak poorly of him. Her presence adds tension as she represents genuine goodness in contrast to Chichikov's scheming.
Modern Equivalent:
The boss's daughter who actually knows what's going on and isn't fooled by office politics
Tientietnikov
Absent host whose reputation is discussed
Though not present, he becomes central to Chichikov's improvised story about writing military history. His character is defended by Ulinka and becomes more interesting to the General.
Modern Equivalent:
The quiet coworker everyone gossips about but who might be more accomplished than people realize
Key Quotes & Analysis
"I have deemed it my duty to present myself to your Excellency. I have deemed it my duty because in my heart I cherish a most profound respect for the valiant men who, on the field of battle, have proved the saviours of their country."
Context: His opening line when meeting the General, laying on the military flattery thick
Shows Chichikov's calculated approach to each mark. He's researched that the General is former military and opens with exactly what he wants to hear. The repetitive, flowery language reveals his manipulative nature.
In Today's Words:
I had to come meet you personally because I have huge respect for veterans who served our country.
"Of my service the scene was laid, in the first instance, in the Treasury; while its further course bore me successively into the employ of the Public Buildings Commission, of the Customs Board, and of other Government Offices."
Context: When the General asks about his background and service record
Chichikov presents his checkered employment history in grandiose terms, making job-hopping sound like a noble career progression. The formal language masks what was likely a series of dismissals or scandals.
In Today's Words:
I worked for the Treasury Department, then moved around to different government agencies - Buildings, Customs, you know how it is.
"But, throughout, my life has resembled a barque tossed on the waves of adversity."
Context: Continuing his sob story about his career struggles
Uses poetic metaphor to gain sympathy while avoiding specifics about why his career was so unstable. The dramatic language is designed to evoke pity rather than suspicion about his past.
In Today's Words:
My whole career has been like a small boat getting knocked around by rough seas.
Thematic Threads
Deception
In This Chapter
Chichikov adapts his con to each mark's psychology, using military praise to disarm the General
Development
Evolved from crude lies to sophisticated psychological manipulation
In Your Life:
You might find yourself more trusting of people who validate what you're proudest of about yourself.
Identity
In This Chapter
The General's entire worldview centers on military honor, making him vulnerable to military-themed flattery
Development
Shows how rigid self-image creates predictable blind spots
In Your Life:
Your strongest sense of self might be your biggest weakness when dealing with manipulative people.
Social Expectations
In This Chapter
The General must play the role of generous military hero once Chichikov frames the request properly
Development
Demonstrates how social roles can be weaponized against us
In Your Life:
You might feel pressured to act according to how others define your role, even when it's not in your interest.
Class
In This Chapter
Chichikov uses the General's military status and pride to gain access to resources and land
Development
Shows how class markers can be exploited by those who understand the system
In Your Life:
You might find that people try to use your professional identity or background to get things from you.
Human Relationships
In This Chapter
The General's daughter Ulinka shows genuine concern for Tientietnikov, contrasting with Chichikov's manipulation
Development
Highlights the difference between authentic care and calculated charm
In Your Life:
You can tell the difference between someone who genuinely cares about you and someone who's working an angle.
You now have the context. Time to form your own thoughts.
Discussion Questions
- 1
Why does the General's attitude toward Tientietnikov completely change when Chichikov claims the young man is writing about military heroes?
analysis • surface - 2
What makes the General laugh so hard at Chichikov's dead souls scheme instead of being suspicious or offended?
analysis • medium - 3
Think about someone you know who has strong pride in their profession or identity. How do they react when people validate that part of themselves?
application • medium - 4
When have you noticed your own judgment getting cloudy because someone was telling you exactly what you wanted to hear about yourself?
application • deep - 5
What does this chapter reveal about the relationship between ego validation and critical thinking?
reflection • deep
Critical Thinking Exercise
Map Your Identity Vulnerabilities
List three things you're most proud of about yourself - your profession, skills, values, or roles. For each one, write down what someone might say to flatter that identity. Then think about a recent decision you made after someone praised one of these aspects of yourself.
Consider:
- •Notice which identities make you feel most validated when praised
- •Consider whether the praise was connected to someone asking you for something
- •Think about how your decision-making changes when your ego is engaged
Journaling Prompt
Write about a time when someone's validation of your identity led you to agree to something you might not have otherwise. What did you learn from that experience?
Coming Up Next...
Chapter 14: The Art of Making Money
Moving forward, we'll examine genuine wealth comes from understanding your field deeply, not chasing shortcuts, and understand starting from nothing often leads to greater success than inheriting advantages. These insights bridge the gap between classic literature and modern experience.