How to influence acquaintances, colleagues, friends, the opposite sex and strangers? V modern world a vital skill is communication with people around you. Behind this lies career and personal success. How to communicate, influence and thrive through communication?
The ability to influence people is a vital skill in the real world. This will allow you to help people or encourage them to evaluate the situation from your point of view. This article will help you hone the art of influencing people.
1. Building relationships
1.1 Be sociable. A friendly and outgoing nature is of the utmost importance when it comes to influencing the people around you. People respond to people who feel comfortable and are more likely to follow their lead.
Smile. People are drawn to a benevolent smile. This makes you appear to be an approachable and reliable person.
Ask questions. Engage other people in conversations. Show interest in them and they will become more open and responsive.
Plan your activities. Take the initiative and organize a group trip such as a camping trip or a concert. This will earn you a lot of points.
1.2 Show interest in other people. In order to make a good impression, you need to take an active interest in the other person. Self-obsession is not an attractive trait.
Ask challenging questions about the other person's interests and opinions.
Listen to the information received and respond in an appropriate and thoughtful manner.
This will create a sense of trust and understanding between you.
1.3 Address people by name. People are more likely to react when they hear their name, as it makes your message more personal to them.
Remembering someone's name will make you look like interesting person paying close attention to detail.
Using a name is a sign of respect and a way to demonstrate to the other person that you have an interest in them.
1.4 Take an active part in discussions. Relationships are a two-way street. It's about reciprocity. You shouldn't just use the conversation to convey your ideas and opinions without even giving the other person a word. You also shouldn't be silent, nobody likes talking to themselves.
Try to find a balance between listening and speaking.
Ask questions, listen to the answers politely, and respond appropriately.
1.5 Talk about the interests of others. Taking an interest in the other person's hobbies is also a great way to demonstrate interest in other people. It's also one of the best ways to get to know someone better, which is the foundation of a relationship. Even the most humble person will open up if you bring up his favorite topic.
If you know that the person you are talking to loves to read, ask what they have read recently, or ask them to recommend a book for you.
If a person is interested in climbing, ask how he did it the first time, or if he could take you with him one day.
Try not to talk too much about your interests. Remember, your goal is to make the person feel that they are interesting to you. Of course, if the other person is interested in hearing about your recent skydiving experience, do not refuse to tell about it.
1.6 Respect the opinions of others. It is important to always respect other people's opinions, even during disagreements. It is not necessary to come to an agreement, but it is important to give the person an opportunity to express their opinions and beliefs without contradicting or belittling them. Relationships are built on trust and mutual respect, so it's important to acknowledge and accept your differences.
If you really disagree with someone, acknowledge that while you disagree, what you are hearing is not unfounded. "Yes, I see where you are leading the thought, however ..."
Use a metaphor of perspective. "Yes, but if you look at it from a different perspective ..."
Never tell another person that their opinion is insane, stupid, or useless.
1.7 Secure your place in the social circle. Find a position in your social circle by becoming a respected friend or acquaintance with as many people in that circle as possible. This will increase influence and power over this circle as a whole.
Don't be bored if your friend introduces you to a new group of people. Don't miss the opportunity. Interact and try to get to know them better, you never know who you might meet!
Talk to those in your circle with whom you usually do not communicate. Try to befriend them for their own sake, not just because you know them through someone else.
Organize a party or other group activity and invite as much as possible possible amount friends, acquaintances and friends of friends, and then chat!
2. Good reputation
2.1 Admit your mistakes first. If you are wrong, be sure to admit it quickly and decisively. If you don't, you can create an atmosphere of hostility very quickly. Therefore, if you want to build a relationship of trust and respect, admit your mistakes as soon as you realize them. People will admire your honesty, and honesty inspires confidence.
2.2 Point out errors in a useful, indirect way. If you need to point out other people's mistakes, do so in a constructive and positive manner. The last thing you need is to make the other person feel small or stupid. If you comment in a modest and practical way, chances are you will be heard and taken into account.
If you want to help a person avoid embarrassment, say, for example: “Anatoly, I noticed that you are eating salad with a dinner fork. This is not that important, but the outer fork may be more comfortable. You can just follow what I do if you want to. " Helping a person avoid embarrassment is an honor.
If you are helping someone by checking papers or a written report, try starting with a compliment and then pointing out something else worth working with: “Julia, you did a great job on the report! This is really interesting, but I have highlighted some information that I think you should check again. I'm not sure if this is 100% true. "
Don't correct people in a harsh, condescending, direct, rude, or annoyed way.
Never correct someone in the presence of another person. Do it face to face.
2.3 Gain experience. If you have extensive knowledge of a given topic, it is worth making this fact known, especially if this knowledge can potentially be used to help other people. Don't brag about your knowledge or talk about it endlessly. You will look like an arrogant person, and people will not ask you for help. Just let us know your abilities and that you will be happy to help people if necessary.
If you are known as a financial expert, then your friends may turn to you for money advice. They may feel more comfortable with someone they know and trust.
If you are fluent in a foreign language, let people know that you will be happy to help them prepare for their exam or travel abroad.
2.4 Live a pure life that can serve as an example. If you want to influence people, it is important to be a respectable role model. You need to live life to the fullest and strive to be a good person. Some ways to accomplish this include:
Good job.
Taking care of your appearance.
A healthy diet and good physical fitness.
No drug and alcohol abuse.
Interests and hobbies.
Respect for others.
2.5 Demonstrate a willingness to learn. Strong opinions and beliefs are a good trait, but it is also important to be open to innovation and learn from experience.
Strive to broaden your horizons. Engage in stimulating and thought-provoking discussions, read books and newspapers, and travel as much as possible.
Be the person who says yes. If someone invites you to show something or teach you something new, do not refuse.
3. Actively leading the actions of others
3.1 Take a friendly approach. Always start in a friendly way if you want other people to adopt your way of thinking. Avoid being overbearing and demanding. Ask questions to which they will answer yes.
For example, try saying, "Hey, I'm going to the grocery store, would you like to keep me company?"
Or: “God, I'm tired. It would be nice to stay at home today and watch a movie, would it? "
3.2 Show sympathy for opposing beliefs. Try to understand where the person gets the information from. Ask yourself what motivates him to do certain things? Again, this is about reciprocity, if you respect the beliefs of others, they will value you and your beliefs. By adopting beliefs with which you disagree, you can create an atmosphere of openness that will increase your influence.
3.3 Call on nobility for help. People are more likely to change their behavior if the change benefits the community, not just you.
3.4 Don't order. Never do this, even if you use the word please. The person may feel disrespectful or indifferent to their efforts, which can lead to them knowingly ignoring you or doing the opposite of what you want. Instead, ask questions or make soft suggestions.
For example, instead of saying, “You can't smoke here, go somewhere else,” say, “Today is a beautiful day. It would be nice to smoke outside, would it? "
Instead of “Take out the trash,” say, “Could you take out the trash? I did it yesterday. "
3.5 Praise Others. Praise is the best incentive for behavior, so don't skimp on it. However, do not just praise, it will sound insincere. For a person it will matter much more if the praise is about something that means a lot to him.
3.6 Make others think the idea belongs to them. It is very important to influence others with your way of thinking. People can criticize other people's ideas, but if the idea belongs to them, they will be much more supportive. You can do it like this:
Using reverse psychology, encourage the person to do the opposite of what you say. If you're trying to get someone to go to the club with you, say, “Well, I didn't think there was any point in asking you. You don't like parties, do you? "
Talk around the bush. Give hints and hints to the person, but he must draw the conclusion himself. If you want your interlocutor to invite you along for the weekend, make comments that you want to break away from reality and have a good time together, etc. You can also place brochures in a prominent place to give an idea.
3.7 Give the person the opportunity to save their face. it good way to build confidence. If you save someone from an embarrassing situation, they will feel grateful or even obligated. Help others save face in the following ways:
Pretend nothing happened. If someone trips over or uses someone else's name, don't embarrass them and pretend you didn't notice.
Help draw attention away from the person after an embarrassing situation. For example, if someone said something unnecessary, quickly change the subject.
Warnings:
Don't judge.
Don't argue.
Don't criticize.
Consider the psychological methods of manipulating the mental consciousness of a person and the masses. For convenience, we will divide the proposed methods into eight blocks, which are effective both individually and together.
The life of any person is multifaceted according to the life experience that this person has, according to the level of education, according to the level of upbringing, according to the genetic component, according to many other factors that must be taken into account when psychological impact on a person. Mental manipulation specialists (psychotherapists, hypnologists, criminal hypnotists, fraudsters, government officials, etc.) use many different technologies that allow them to control people. It is necessary to know such methods, incl. and in order to counteract this kind of manipulation. Knowledge is power. It is the knowledge about the mechanisms of manipulating the human psyche that allows one to resist illegal intrusions into the psyche (into the subconscious of a person), and therefore to protect oneself in this way.
It should be noted that the receptions psychological impact(manipulation) a very large number. Some of them are available for mastering only after a long practice (for example, NLP), some are freely used by most people in life, sometimes without even noticing it; about some methods of manipulative influence, it is enough to have an idea to already protect yourself from them; to counteract others, you yourself need to have a good command of such techniques (for example, gypsy psychological hypnosis), etc. To the extent that such a step is permissible, we will reveal the secrets of the methods of controlling the mental consciousness of a person and the masses (team, meeting, audience, crowd, etc.).
It is worth noting that only recently has it become possible to openly talk about early secret methods. At the same time, in our opinion, such an unspoken permission from the side of the supervisory authorities is fully justified, since we are convinced that a person only at a certain stage of life is revealed to some part of the truth. Collecting such material bit by bit - a person is formed into a personality. If a person, for some reason, is still ready to comprehend the truth, fate itself will lead him aside. And if such a person even learns about some secret methods, he will not be able to realize their meaning, i.e. This kind of information will not find the necessary response in his soul, and a certain stupor will turn on in his psyche, due to which such information will simply not be perceived by the brain, i.e. will not be remembered by such a person.
Below we will consider the manipulation techniques as blocks of equal efficiency. Despite the fact that each block is preceded by its inherent name, nevertheless, it should be noted that the specificity of methods of influencing the subconscious mind is very effective for everyone, without exception, regardless of the specific target audience or typical personality traits of a particular person. This is explained by the fact that the human psyche as a whole has single components, and differs only in insignificant details, and hence the increased efficiency of the developed manipulation techniques that exist in the world.
The first block of manipulation techniques.
Ways to manipulate the mental consciousness of a person (S.A. Zelinsky, 2008).
1. False questioning, or deceptive clarifications.
In this case, the manipulative effect is achieved due to the fact that the manipulator pretends that he wants to understand something better for himself, asks you again, but repeats your words only at the beginning and then only partially, introducing a different meaning into the meaning of what you said earlier, thereby changing total value spoken to please yourself.
In this case, you should be extremely careful, always listen attentively to what you are being told, and if you notice a catch, you should clarify what you said earlier; moreover, to clarify even if the manipulator, pretending not to notice your desire for clarification, tries to move on to another topic.
2. Deliberate haste, or skipping topics.
In this case, the manipulator seeks, after voicing any information, to hastily switch to another topic, realizing that your attention is immediately reoriented to new information, which means that the likelihood increases that the previous information that has not been "protested" will reach the subconscious listener; if the information reaches the subconscious, then it is known that after any information is in the unconscious (subconscious), after a while it is realized by a person, i.e. passes into consciousness. Moreover, if the manipulator additionally strengthened his information with an emotional load, or even introduced it into the subconscious by the method of coding, then such information will appear at the moment the manipulator needs, which he himself will provoke (for example, using the principle of "anchoring" from NLP, or, in other words, by activating the code).
In addition, as a result of haste and skipping of topics, it becomes possible to “voice” a large number of topics in a relatively short period of time; which means that the censorship of the psyche will not have time to let everything through itself, and the likelihood increases that a certain part of the information will penetrate into the subconscious, and from there will affect the consciousness of the object of manipulation in a key beneficial to the manipulator.
3. The desire to show their indifference, or pseudo-inattention.
In this case, the manipulator tries as indifferently as possible to perceive both the interlocutor and the information received, thereby unconsciously forcing the person to try at all costs to convince the manipulator of his importance for him. Thus, the manipulator can only manage the information emanating from the object of his manipulations, receiving those facts that the object was not going to spread earlier. A similar circumstance on the part of the person to whom the manipulation is directed is inherent in the laws of the psyche, forcing any person to strive at all costs to prove his innocence by convincing the manipulator (not suspecting that he is a manipulator), and using for this the available arsenal of logical controllability of thoughts - that is, the presentation of new circumstances of the case, facts that, in his opinion, can help him in this. That turns out to be in the hands of the manipulator, who deduces the information he needs.
As a countermeasure in this case, it is recommended to strengthen your own volitional control and not succumb to provocations.
4. False inferiority, or imaginary weakness.
This principle of manipulation is aimed at the desire on the part of the manipulator to show the object of manipulation his weakness, and thereby achieve what he wants, because if someone is weaker, the effect of condescension turns on, which means that the censorship of the human psyche begins to function in a relaxed mode, as if not perceiving what is coming from manipulator information in earnest. Thus, the information emanating from the manipulator goes directly to the subconscious, is deposited there in the form of attitudes and patterns of behavior, which means that the manipulator achieves its own, because the object of manipulation without suspecting it after a while will begin to carry out the attitudes inherent in the subconscious, or, in other words, to perform the secret will of the manipulator.
The main method of confrontation is complete control of information emanating from any person, i.e. any person is an adversary and must be taken seriously.
5. False love, or vigilance lulling.
Due to the fact that one individual (manipulator) plays in front of another (the object of manipulation) falling in love, excessive respect, reverence, etc. (i.e. expresses his feelings in a similar vein), he achieves incomparably more than if he openly asked for something.
In order not to succumb to such provocations, one should have, as F.E.Dzerzhinsky once said, "a cold mind."
6. Furious pressure, or exorbitant anger.
Manipulation in this case becomes possible as a result of unmotivated rage on the part of the manipulator. The person at whom this kind of manipulation is directed will have a desire to calm down the one who is angry with him. Why is he subconsciously ready to make concessions to the manipulator.
Countermeasures can be different, depending on the skills of the object of manipulation. For example, as a result of "adjustment" (the so-called calibration in NLP), you can first stage a state of mind similar to that of a manipulator, and after calming down, calm down the manipulator as well. Or, for example, you can show your calmness and absolute indifference to the manipulator's anger, thereby confusing him, and therefore depriving him of his manipulative advantage. You can sharply increase the tempo of your own aggressiveness yourself by using speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm ...), and additional visual impact, i.e. in this case, we intercept the initiative, and by simultaneously influencing the manipulator with the help of a visual, auditory and kinesthetic stimulus, we introduce him into a state of trance, and hence dependence on you, because in this state the manipulator itself becomes the object of our influence, and we we can introduce certain attitudes into his subconscious, because it is known that in a state of anger, any person is subject to coding (psychoprogramming). Other countermeasures can also be used. It should be remembered that in a state of anger it is easier to make a person laugh. You should know about such a feature of the psyche and use it in time.
7. Fast paced, or unnecessary haste.
In this case, we should talk about the desire of the manipulator, due to the imposed excessively fast rate of speech, to push through some of his ideas, having achieved their approval by the object of manipulation. This also becomes possible when the manipulator, hiding behind the alleged lack of time, achieves incomparably more from the object of manipulation than if this happened over a long period of time, during which the object of manipulation would have time to think over his answer, and therefore not become a victim of deception ( manipulations).
In this case, you should take a time-out (for example, refer to an urgent phone call, etc.) in order to knock the manipulator off the pace set by him. To do this, you can play a misunderstanding of some question and "stupid" questioning, etc.
8. Excessive suspicion, or causing forced excuses.
This kind of manipulation occurs when the manipulator plays suspicious in a matter. As a response to suspicion, the object of manipulation should have a desire to justify. Thus, the protective barrier of his psyche weakens, which means that the manipulator achieves his goal by “pushing” the necessary psychological attitudes into his subconscious.
A variant of protection is awareness of yourself as a person and volitional opposition to any attempt at manipulative influence on your psyche (i.e., you must demonstrate your own self-confidence, and show that if the manipulator suddenly takes offense, then let him be offended, and if he wants to leave, you will not run after him; this should be adopted by "lovers": do not let yourself be manipulated.)
The manipulator with all his appearance shows fatigue and the inability to prove something and listen to any objections. Thus, the object of manipulation tries to quickly agree with the words quoted by the manipulator, so as not to tire him with his objections. Well, by agreeing, he thereby follows the lead of the manipulator, who only needs this.
One way of counteraction is: do not succumb to provocations.
This type of manipulation proceeds from such a specificity of the individual's psyche as worship of authorities in any area. Most often it turns out that the very area in which such an "authority" has achieved a result lies in a completely different sphere than his imaginary "request" now, but nevertheless the object of manipulation cannot do anything with itself, since in the soul the majority people believe that there is always someone who has achieved more than they.
A variant of confrontation is belief in one's own exclusivity, a super-personality; developing in oneself a conviction in one's own chosenness, that you are a super-human.
11. Courtesy Rendered, or Payment for Help.
The manipulator conspiratorially informs the object of manipulation about something, as if advising in a friendly way to make this or that decision. At the same time, clearly hiding behind an imaginary friendship (in fact, they may be familiar for the first time), as a piece of advice, he inclines the object of manipulation to the solution that is needed primarily by the manipulator.
You need to believe in yourself, and remember that you have to pay for everything. And it is better to pay immediately, i.e. before being asked for a thank-you payment for the service rendered.
12. Resistance, or played out protest.
The manipulator with some words excites in the soul of the object of manipulation feelings aimed at overcoming the barrier that has arisen (censorship of the psyche), in an effort to achieve his own. It is known that the psyche is arranged in such a way that a person wants to more what he is either forbidden, or to achieve which it is necessary to make efforts.
While what may be better and more important, but lies on the surface, in fact, is often overlooked.
The way of counteraction is self-confidence and will, i.e. you should always rely only on yourself, and not give in to weaknesses.
13. Factor of particular, or from detail to error.
The manipulator forces the object of manipulation to pay attention to only one specific detail, without allowing to notice the main thing, and on the basis of this draw the appropriate conclusions, which are taken by the consciousness of that person as an uncontested basis for the meaning of what was said. It should be noted that this is very common in life, when most people allow themselves to make their opinion about any subject, in fact, having neither facts nor more detailed information, and often without having their own opinion about what they judge, using the opinion of others. Therefore, such an opinion turns out to be possible to impose on them, which means that the manipulator can get his way.
To counteract, you should constantly work on yourself, to improve your own knowledge and level of education.
14. Irony, or manipulation with a grin.
Manipulations are achieved due to the fact that the manipulator chooses an initially ironic tone, as if unconsciously questioning any words of the object of manipulation. In this case, the manipulation object “loses its temper” much faster; and since critical thinking is hampered during anger, a person enters ASC (altered states of consciousness), in which consciousness easily passes through itself early forbidden information.
For effective protection, you must show your complete indifference to the manipulator. Feeling like a super-human, “the chosen one” will help you to condescend to trying to manipulate you - as a child's play. A manipulator will intuitively feel this state immediately, because manipulators usually have well-developed sense organs, which, we note, allows them to feel the moment to carry out their manipulative techniques.
15. Interruption, or thought withdrawal.
The manipulator achieves its goal by constantly interrupting the thoughts of the object of manipulation, directing the topic of conversation in the direction necessary for the manipulator.
As a countermeasure, one can ignore the interruption of the manipulator, or use special speech psychotechnics to make him ridiculed among the listeners, because if they laugh at a person, all his subsequent words are no longer taken seriously.
16. Provoking sham, or far-fetched accusations.
This kind of manipulation becomes possible as a result of the message to the object of manipulation of the information that can cause him anger, and hence a decrease in criticality in assessing the alleged information. After that, such a person is broken for a certain period of time, during which the manipulator achieves the imposition of his will on him.
Protection is to believe in yourself and not pay attention to others.
17. Luring into a trap, or perceived benefit of the opponent.
In this case, the manipulator, carrying out the act of manipulation, hints at more favorable conditions in which the opponent (the object of manipulation) is supposedly located, thereby forcing the latter to justify himself in every possible way and become open to manipulations, which usually follow from the manipulator's side.
Protection is the awareness of oneself as a super-personality, which means a completely reasonable "elevation" above the manipulator, especially if he also considers himself "insignificant". Those. in this case, one must not make excuses that they say, no, I am not now higher than you in status, but admit, grinning, that yes, I am you, you are in my dependence, and I must accept this or ... Thus, faith in yourself, belief in your own exclusivity will help to overcome any traps on the way of your consciousness from the side of manipulators.
18. Deception in the palm of your hand, or imitation of bias.
The manipulator deliberately puts the object of manipulation in certain predetermined conditions, when the person chosen as the object of manipulation, trying to divert from himself the suspicion of excessive bias towards the manipulator, allows manipulation to take place on himself due to the unconscious belief in the good intentions of the manipulator. That is, he seems to be giving himself the instruction not to react critically to the words of the manipulator, thereby unconsciously providing the opportunity for the words of the manipulator to pass into his consciousness.
19. Deliberate error, or specific terminology.
In this case, manipulation is carried out through the use of specific terms by the manipulator that are not understandable to the object of manipulation, and the latter, due to the danger of appearing illiterate, lacks the courage to clarify what these terms mean.
The way of counteraction is to ask again and clarify what is incomprehensible to you.
20. Imposing false stupidity, or through humiliation to victory.
The manipulator seeks to reduce the role of the object of manipulation in every possible way, hinting at his stupidity and illiteracy, in order to destabilize the positive attitude of the psyche of the object of manipulation, plunge his psyche into a state of chaos and temporary confusion, and thus achieve the fulfillment of his will over him through verbal manipulation and ( or) coding the psyche.
Protection - ignore. It is generally recommended to pay less attention to the meaning of the manipulator's words, and more to the details around, gestures and facial expressions, or generally pretend that you are listening, and think “about your own”, especially if you are an experienced fraudster or criminal hypnotist.
21. The repetition of phrases, or the imposition of thoughts.
With this type of manipulation, due to repeated phrases, the manipulator teaches the object of manipulation to any information that is going to convey to him.
The protective attitude is not to fix attention on the words of the manipulator, to listen to him "half-heartedly", or to transfer the conversation to another topic with special speech techniques, or to seize the initiative and enter the settings you need into the subconscious of the interlocutor-manipulator yourself, or many other options.
22. Erroneous speculation, or reluctance to agree.
In this case, manipulations achieve their effect due to:
1) deliberate lack of agreement by the manipulator;
2) erroneous conjecture by the object of manipulation.
At the same time, even in the case of detection of deception, the object of manipulation has the impression of his own guilt due to the fact that he misunderstood, or did not hear something.
Protection - exceptional self-confidence, education of super-will, the formation of "chosenness" and super-personality.
In this situation, the object of manipulation falls into the trap of a manipulator playing on his own supposedly inattentiveness, so that later, having achieved his goal, refer to the fact that he allegedly did not notice (listen to) the protest from the opponent. Moreover, as a result of this, the manipulator actually puts the object of manipulation in front of the fact of the perfect.
Defense - to clearly clarify the meaning of the "agreements reached."
24. Say yes, or the path to agreement.
Manipulations of this kind are carried out due to the fact that the manipulator seeks to build a dialogue with the manipulated object in such a way that he always agrees with his words. Thus, the manipulator skillfully brings the object of manipulation to the push of its idea, and hence the implementation of manipulation over it.
Defense - to knock down the focus of the conversation.
25. Unexpected quotation, or the words of the opponent as evidence.
In this case, the manipulative effect is achieved by unexpectedly quoting the previously spoken words of the opponent by the manipulator. Such a technique acts discouragingly on the selected object of manipulation, helping the manipulator to achieve the result. Moreover, in most cases, the words themselves can be partially invented, i.e. have a different meaning than the object of manipulation said earlier on this issue. If he spoke. Because the words of the object of manipulation can be simply invented inside and out, or have only a slight similarity.
Protection - also apply the technique of false quotation, choosing in this case the allegedly spoken words of the manipulator.
26. The effect of observation, or the search for common features.
As a result of preliminary observation of the object of manipulation (including in the process of dialogue), the manipulator finds or invents any similarity between himself and the object, unobtrusively draws the object's attention to this similarity, and thereby partially weakens the protective functions of the psyche of the object of manipulation, after which pushing his idea.
Protection - to sharply highlight in words your dissimilarity from the interlocutor-manipulator.
27. The imposition of a choice, or the initially correct decision.
In this case, the manipulator asks a question in such a way that it does not leave the manipulated object with the possibility of making a choice other than the one voiced by the manipulator. (For example, do you want to do this or that? In this case, the keyword is "do", whereas initially the object of manipulation, perhaps, did not intend to do anything. But he was not left with the right to choose other than the choice between the first and the second.)
Protection - not paying attention, plus volitional control of any situation.
28. Unexpected revelation, or sudden honesty.
This type of manipulation consists in the fact that after a short conversation, the manipulator suddenly confidentially informs the object chosen by him as a manipulation that he intends to communicate something secret and important, which is intended only for him, because he really liked this person, and he feels, that can trust him with the truth. At the same time, the object of manipulation unconsciously develops confidence in this kind of revelation, which means that we can already talk about the weakening of the protective mechanisms of the psyche, which, by weakening the censorship (the barrier of criticality), lets the manipulator's lie into the subconscious mind.
Protection is not to succumb to provocations, and remember that you can always rely only on yourself. Another person can always fail (consciously, unconsciously, under duress, under the influence of hypnosis, etc.)
29. A sudden counterargument, or an insidious lie.
The manipulator, unexpectedly for the object of manipulation, refers to words allegedly said earlier, in accordance with which the manipulator simply develops the topic further, starting from them. After such “revelations”, the object of manipulation has a feeling of guilt; the barriers put forward in the path of those words of the manipulator, which he had previously perceived with a certain degree of criticality, must finally break down in his psyche. This is also possible due to the fact that most of those who are manipulated are internally unstable, have increased criticality in relation to themselves, and therefore, such a lie on the part of the manipulator turns in their minds into one or another share of truth, which as a result and helps the manipulator get his way.
Protection - fostering willpower and exceptional confidence and self-respect.
30. Accusation of theory, or alleged lack of practice.
The manipulator, as an unexpected counterargument, puts forward the requirement that the words of the object of manipulation chosen by him are, as it were, good only in theory, while in practice the situation is supposedly different. Thus, unconsciously letting the object of manipulation understand that all the words just heard by the manipulator do not represent anything and are good only on paper, but in a real situation everything will turn out differently, which means, in fact, it is impossible to rely on such words.
Protection - do not pay attention to the speculations and assumptions of other people and believe only in the power of your mind.
The second block of manipulation techniques.
Methods of influencing the mass media audience using manipulations.
1. The principle of priority.
The essence of this method is based on the specifics of the psyche, which is arranged in such a way that it takes on faith the information that was first processed by consciousness. The fact that later we can get more reliable information often does not matter anymore.
In this case, the effect of perceiving primary information as truth works, especially since it is impossible to immediately understand its contradictory nature. And after that it is already quite difficult to change the formed opinion.
A similar principle is quite successfully used in political technologies, when some incriminating material (compromising evidence) is sent to the address of a competitor (through the media), thereby:
a) forming a negative opinion of the voters about him;
b) forcing to make excuses.
(In this case, there is an impact on the masses by means of widespread stereotypes that if someone is justified, then he is guilty).
2. "Eyewitnesses" of events.
There are allegedly eyewitnesses of the events who, with the necessary sincerity, report information that had been transmitted to them in advance by manipulators, passing it off as their own. The name of such "eyewitnesses" is often hidden allegedly for the purpose of conspiracy, or a false name is called, which, along with falsified information, nevertheless achieves an effect on the audience, since it affects the unconscious of the human psyche, causing it to heat up feelings and emotions. as a result of which the censorship of the psyche is weakened and is able to pass information from the manipulator without determining its false essence.
3. The image of the enemy.
By artificially creating a threat and, as a result, the intensity of passions, the masses are immersed in states similar to ASC (altered states of consciousness). As a result, such masses are easier to manage.
4. Shifting emphasis.
In this case, there is a conscious shift in emphasis in the submitted material, and something that is not quite desirable for manipulators is presented in the background, and vice versa is highlighted - what is necessary for them.
5. Use of "opinion leaders".
In this case, manipulations of mass consciousness occur on the basis that when performing any actions, individuals are guided by opinion leaders. The opinion leaders can be various figures who have become authoritative for a certain category of the population.
6. Reorientation of attention.
In this case, it becomes possible to present almost any material without fear of its undesirable (negative) component. This becomes possible on the basis of the rule of reorientation of attention, when the information necessary for concealment seems to recede into the shadows of seemingly randomly highlighted events that serve to distract attention.
7. Emotional charging.
This manipulation technology is based on such a property of the human psyche as emotional infection. It is known that in the process of life, a person builds certain protective barriers in the way of receiving unwanted information for him. To get around such a barrier (censorship of the psyche), it is necessary that the manipulative influence was directed to feelings. Thus, having “charged” the necessary information with the necessary emotions, it becomes possible to overcome the barrier of reason and cause an explosion of passions in a person, forcing him to worry about some moment of the information he heard. Then the effect of emotional charging comes into play, which is most widespread in the crowd, where, as you know, the threshold of criticality is lower.
(Example. A similar manipulation effect is used during a number of reality shows, when participants speak in a raised voice and sometimes demonstrate significant emotional arousal, which makes them watch the twists and turns of the events they are demonstrating, empathizing after the main characters. Or, for example, when speaking on television of a number especially ambitious politicians who impulsively shout out their ways of getting out of crisis situations, due to which information affects the feelings of individuals, and an emotional infection of the audience occurs, which means the possibility of such manipulators to make them pay attention to the material being presented.)
8. Showy issues.
Depending on the presentation of the same materials, you can achieve different, sometimes opposite opinions from the audience. That is, some event can be artificially “not noticed”, but something, on the contrary, can be given increased attention, and even on different television channels. At the same time, the truth itself seems to recede into the background. And it depends on the desire (or not desire) of the manipulators to highlight it. (For example, it is known that every day in the country there are many events. Naturally, coverage of all of them is already impossible purely physically. However, it often happens that some events are shown quite often, many times, and on various channels; while something else , which probably also deserves attention - no matter how deliberately noticed.)
It is worth noting that the presentation of information through such a manipulative technique leads to artificial inflating of non-existent problems, behind which something important is not noticed, which can cause the anger of the people.
9. Inaccessibility of information.
This principle of manipulative technologies is called information blockade. This becomes possible when a certain piece of information, undesirable for manipulators, is deliberately not allowed on the air.
10. Strike ahead of the curve.
A type of manipulation based on the advance release of information that is negative for the main category of people. Wherein this information causes maximum resonance. And by the time of the subsequent flow of information and the need to make an unpopular decision, the audience will already get tired of the protest, and will not react too negatively. Using a similar method in political technologies, they first sacrifice insignificant compromising evidence, after which, when new incriminating evidence appears on the politician promoted by them, the masses no longer react that way. (Tired of reacting.)
11. False passion.
A method of manipulating the mass media audience, when a false intensity of passions is used due to the presentation of supposedly sensational material, as a result of which the human psyche does not have time to react properly, unnecessary excitement is created, and the information presented later does not have such an effect, because criticality decreases promoted by the censorship of the psyche. (In other words, a false time limit is created for which the information received must be evaluated, which often leads to the fact that it almost without cuts from the side of consciousness falls into the unconscious of the individual; after which it affects consciousness, distorting the very meaning of the information received, and also taking a place for obtaining and evaluating information more truthful. Moreover, in most cases we are talking about the impact in the crowd, in which the principle of criticality is already difficult in itself).
12. The effect of likelihood.
In this case, the basis for possible manipulation consists of such a component of the psyche, when a person is inclined to believe information that does not contradict previously available information or ideas on the issue in question.
(In other words, if through the media we come across information with which we internally disagree, then we deliberately cut off such a channel for obtaining information. And if we come across information that does not contradict our understanding of this issue, we continue to absorb such information, which reinforces early formed patterns of behavior and attitudes in the subconscious, which means that it becomes possible to accelerate for manipulations, since manipulators will deliberately wedge into information that is believable for us. false, which, as if automatically, we perceive as real. Also, in accordance with such a principle of manipulation, it is possible to initially supply information that is obviously unfavorable for the manipulator (supposedly criticizing oneself), thereby increasing the audience's belief that this mass media source is fairly honest and truthful. Well, only later, the information required for manipulators is interspersed with the supplied information.)
13. The effect of "information storm".
In this case, it should be said that a flurry of useless information falls upon a person, in which the truth is lost.
(People who have been subjected to this form of manipulation simply get tired of the flow of information, which means that the analysis of such information becomes difficult and the manipulators have the opportunity to hide information that they need, but undesirable for demonstration to the general public.)
14. The opposite effect.
In the case of such a fact of manipulation, such an amount of negative information is emitted to the address of a person that this information achieves the exact opposite effect, and instead of the expected condemnation, such a person begins to cause pity. (An example of the Perestroika years with Boris Yeltsin, who fell into the river from the bridge.)
15. Everyday story, or evil with a human face.
Information that can cause an undesirable effect is pronounced in a normal tone, as if nothing terrible is happening. As a result of this form of presenting information, some critical information loses its relevance when it penetrates into the consciousness of listeners. Thus, the criticality of the perception of negative information by the human psyche disappears and becomes addicted to it.
16. One-sided coverage of events.
This method of manipulation is aimed at one-sided coverage of events, when only one side of the process is given the opportunity to speak out, as a result of which a false semantic effect of the information received is achieved.
17. The principle of contrast.
This type of manipulation becomes possible when the necessary information is presented against the background of another, initially negative, and negatively perceived by the majority of the audience. (In other words, against the background of black, there will always be noticeable white. And against the background of bad people, you can always show a good person by talking about his good deeds. A similar principle is common in political technologies, when first a possible crisis in the camp of competitors is examined in detail, and then it is demonstrated the correct nature of actions required by the manipulators of the candidate who does not have such a crisis and cannot have.)
18. Approval of the imaginary majority.
The application of this technique of manipulating the masses is based on such a specific component of the human psyche - as the permissibility of performing any actions, after the initial approval of them by other people. As a result of this method of manipulation in the human psyche, the barrier of criticality is erased, after such information has aroused the approval of other people. Let us recall Le Bon, Freud, Bekhterev and other classics of mass psychology - the principles of imitation and contagion are actively operating in the masses. Therefore, what one does is picked up by the others.
19. Expressive strike.
When implemented, this principle should produce the effect of a psychological shock, when the manipulators achieve the desired effect by deliberately broadcasting the horrors of modern life, which causes the first reaction of protest (due to a sharp increase in the emotional component of the psyche), and a desire to punish the guilty at all costs. At the same time, it is not noticed that the emphasis when submitting material can be deliberately shifted towards unnecessary competitors to manipulators or against information that seems undesirable to them.
20. False analogies, or sabotage against logic.
This manipulation removes the true cause in any issue, replacing it with a false analogy. (For example, there is an incorrect comparison of various and mutually exclusive consequences, which in this case are presented as one thing. For example, many young athletes were elected to the State Duma of the last convocation. athletes can run the country, but it should be remembered that every State Duma deputy has the rank of federal minister).
21. Artificial "calculation" of the situation.
A lot of different information is deliberately thrown onto the market, thereby tracking public interest in this information, and information that has not received relevance is subsequently excluded.
22. Manipulative commenting.
By means of the accent necessary for the manipulators, one or another event is illuminated. At the same time, any event undesirable for manipulators when using this technology can take on the opposite color. It all depends on how the manipulators present this or that material, with what comments.
24. Tolerance (approximation) to power.
This type of manipulation is based on such a property of the psyche of most individuals as a radical change in their views in the event that such a person is endowed with the necessary powers of authority. (A rather vivid example - D.O. Rogozin, who was in opposition to the government - remember Rogozin's statement in connection with the CEC ban on registering V. Gerashchenko as a presidential candidate, remember the hunger strike in the State Duma demanding the resignation of ministers of the socio-economic bloc of the government, remember other statements by Rogozin, including about the ruling party and the country's president - and recall the speeches of Rogozin after his appointment as Russia's permanent representative to the North Atlantic Treaty Organization (NATO) in Brussels, i.e. a major official representing Russia in an enemy organization. )
25. Repetition.
This kind of manipulation is quite simple. All that is needed is a multiple repetition of any information in order for such information to be deposited in the memory of the mass media audience and be used in the future. At the same time, manipulators should simplify the text as much as possible and achieve its receptivity, counting on a low-intellectual audience. Oddly enough, practically only in this case, you can be sure that the necessary information will not only be conveyed to the mass viewer, reader or listener, but will also be correctly perceived by them. And this effect can be achieved by repeating simple phrases many times. In this case, the information is first firmly anchored in the subconscious of the listeners, and then it will influence their consciousness, which means the commission of actions, the semantic shade of which is secretly embedded in the information for the mass media audience.
26. Truth - half.
This method of manipulation consists in the fact that only a part of reliable information is presented to the public, while the other part, explaining the possibility of the existence of the first part, is concealed by the manipulators. (An example of the times of Perestroika, when at first rumors were spread that the Union republics allegedly contained the RSFSR. At the same time, they seemed to have forgotten about subsidies from Russia. earnings to Russia.)
The third block of manipulation techniques.
Speech psychotechnics (V.M. Kandyba, 2002).
In the event of such influence, it is prohibited to use methods of direct informational influence, said in an orderly manner, replacing the latter with a request or proposal, and at the same time applying the following verbal tricks:
1) Truisms.
In this case, the manipulator pronounces what is in reality, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell goods in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “Well, it's cold! Great, very cheap sweaters! Everybody buys, you won't find such cheap sweaters anywhere! " and fiddles with bags of sweaters.
As Academician V.M. Kandyba, such an unobtrusive purchase offer, is more directed to the subconscious, works better, since it corresponds to the truth and passes the critical barrier of consciousness. It is really "cold" (this is already one unconscious "yes"), the bag and the pattern of the sweater are really beautiful (the second "yes"), and really very cheap (the third "yes"). Therefore, without any words "Buy!" the object of manipulation is born, as it seems to him, an independent, his own decision to buy on the cheap and on the occasion of an excellent thing, often without even opening the package, but only asking the size.
2) The illusion of choice.
In this case, as if in the usual phrase of the manipulator about the presence of any product or phenomenon, some hidden statement is interspersed, which flawlessly acts on the subconscious, forcing the will of the manipulator to be fulfilled. For example, they don't ask you whether you will buy or not, but say: “How cute you are! And it suits you and this thing looks great! Which one will you take, this or that? ”, And the manipulator looks at you with sympathy, as if the question that you are buying this thing has already been resolved. Indeed, the last phrase of the manipulator contains a trap for consciousness, imitating your right to choose. But in reality you are being deceived, since the choice of "buy or not buy" is replaced by the choice of "buy this or buy that".
3) Commands hidden in questions.
In such a case, the manipulator hides its command-setting under the guise of a request. For example, you need to close the door. You can say to someone: "Go and close the door!" The second option works better, and the person does not feel cheated.
4) Moral impasse.
This case is a delusion of consciousness; the manipulator, asking for an opinion about any product, after receiving the answer, asks the next question, which contains the installation to perform the action required by the manipulator. For example, a manipulator-seller persuades not to buy, but to “just try” his product. In this case, we have a trap for consciousness, since nothing dangerous or bad seems to be offered to him and it seems that complete freedom of any decision is preserved, but in fact it is enough to try, as the seller immediately asks another tricky question: “Well, how did you like it? Did you like it? ", And although we are talking about the sensations of taste, but in fact the question is:" Will you buy or not? " And since the thing is objectively tasty, you cannot say to the seller's question that you didn’t like it, and answer that you “liked it,” thereby giving an involuntary consent to the purchase. Moreover, as soon as you answer the seller that you liked it, he, without waiting for your other words, is already weighing the goods and it’s as if it’s uncomfortable for you to refuse to buy, especially since the seller selects and imposes the best that he has (from , which can be seen). Conclusion - you need to think a hundred times before accepting a seemingly harmless proposal.
5) Speech technique: "what ... - so ...".
The essence of this speech psychotechnics lies in the fact that the manipulator connects what is happening with what he needs. For example, the seller of hats, seeing that the buyer twirls a hat in his hands for a long time, thinking about buying or not buying, says that the client was lucky, because he found exactly the hat that suits him best. Like, the more I look at you, the more I am convinced that this is so.
6) Coding.
After the manipulation has worked, the manipulators code their victim for amnesia (forgetting) everything that happens. For example, if a gypsy (as an extra-class specialist in waking hypnosis, street manipulation) took a ring or a chain from the victim, she will definitely say the phrase before parting: “You don't know me and have never seen me! These things - the ring and the chain - are strangers! You have never seen them! " In this case, if the hypnosis was shallow, the charm ("charm" - as an obligatory part of the suggestion in reality) passes in a few minutes. With deep hypnosis, coding can last for years.
7) Stirlitz method.
Since a person in any conversation better remembers the beginning and end, it is necessary not only to enter the conversation correctly, but also the necessary words that the object of manipulation must remember - put at the end of the conversation.
8) Speech trick "three stories".
In the case of such a reception, next take programming of the human psyche. There are three stories you are told. But in an unusual way. First, they begin to tell you story # 1. In the middle, they interrupt it and begin to tell story # 2. In the middle, they also interrupt it, and begin to tell story # 3, which is told in full. Then the manipulator tells story No. 2, and then - completes story No. 1. As a result of this method of programming the psyche, stories No. 1 and No. 2 are realized and remembered. And story No. 3 is quickly forgotten and unconscious, which means that, being forced out of consciousness, it is placed in the subconscious. But the point is that just in story No. 3 the manipulators laid down instructions and commands for the subconscious of the object of manipulation, which means that one can be sure that after a while this person (object) will begin to fulfill the psychological attitudes introduced into his subconscious, and at the same time will count that they come from him. Introducing information into the subconscious is a reliable way of programming a person to perform the settings required by manipulators.
9) Allegory.
As a result of this effect of consciousness processing, the information needed by the manipulator is hidden among the story, which the manipulator expresses allegorically and metaphorically. The bottom line is that just the hidden meaning is the thought that the manipulator decided to put into your consciousness. Moreover, the brighter and more picturesque the story is told, the easier it is for such information to go around the barrier of criticality and to introduce information into the subconscious. Later, such information "will start working" often just at the moment, the onset of which or was originally planned; or a code was put in, activating which the manipulator each time to achieve the necessary effect.
10) Method "as soon as ... then ...".
A very curious method. Here is how V.M. describes it. Kandyba: "Reception" as soon as ... then ... "This speech trick consists in the fact that a fortuneteller, for example, a gypsy, foreseeing some likely future action of the client, says, for example:" As soon as you see your line life, you will immediately understand me! " Here, by the subconscious logic of the client's gaze on her palm (on the "life line"), the gypsy logically adds the building up of confidence in herself and in everything that she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase "immediately understand me", the intonation of which denotes a different real meaning hidden from consciousness - "immediately agree with everything I do."
11) Diffusion.
The method is quite interesting and effective. It consists in the fact that the manipulator, telling you a story, highlights his attitudes in some way that breaks the monotony of speech, including putting so-called "anchors" (the technique of "anchoring" refers to the techniques of neurolinguistic programming). It is possible to highlight speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to dissipate among other words that make up the information flow of this story. And later - the subconscious of the object of manipulation will react only to these words, intonations, gestures, etc. In addition, as Academician V.M. Kandyba notes, hidden commands scattered among the entire conversation are very effective and work much better than those expressed in a different way. To do this, you need to be able to speak with expression, and emphasize - when required - the necessary words, skillfully highlight pauses, and so on.
There are the following methods of manipulative influences on the subconscious for the purpose of programming human behavior (object of manipulation):
Kinesthetic methods (the most effective): touching the hand, touching the head, any stroking, patting on the shoulder, shaking hands, touching the fingers, placing the hands on top of the client's hands, taking the client's hand in both hands, etc.
Emotional ways: raising emotion at the right moment, lowering emotion, emotional exclamations or gestures.
Speech methods: changing the volume of speech (louder, quieter); change in the rate of speech (faster, slower, pauses); change in intonation (increase-decrease); accompanying sounds (tapping, snapping fingers); changing the localization of the sound source (right, left, top, bottom, front, back); changing the timbre of the voice (imperative, command, hard, soft, insinuating, lingering).
Visual methods: facial expressions, eye expansion, hand gestures, finger movements, changes in body position (bends, turns), changes in head position (turns, tilts, lifts), a characteristic sequence of gestures (pantomime), rubbing your own chin.
Written ways. In any written text, using the scattering technique, you can insert hidden information, while the necessary words are highlighted: in font size, in a different font, in a different color, paragraph indentation, a new line, etc.
12) The "old reaction" method.
According to this method, it must be remembered that if in some situation a person reacts strongly to any stimulus, then after a while you can again expose this person to the action of such a stimulus, and the old reaction will automatically work for him, although the conditions and situation may differ significantly from the one in which the reaction manifested itself for the first time. A classic example of an "old reaction" is when a child is unexpectedly attacked by a dog while walking in the park. The child was very frightened and subsequently in any, even the safest and most harmless, situation when he saw a dog, he automatically, i.e. unconsciously, an "old reaction" arises: fear.
Similar reactions are painful, temperature, kinesthetic (touch), gustatory, auditory, olfactory, etc., therefore, according to the "old reaction" mechanism, it is necessary to fulfill a number of basic conditions:
a) The reflexive reaction should, if possible, be reinforced several times.
b) The applied stimulus should, in its characteristics, coincide as much as possible with the stimulus applied for the first time.
c) The best and more reliable is a complex stimulus that uses the reaction of several senses at the same time.
If it is necessary to establish the dependence of another person on you (the object of manipulation), you must:
1) evoke a reaction of joy in the process of questioning the object;
2) fix a similar reaction by any of the signaling methods (the so-called "anchors" in NLP);
3) if it is necessary to encode the psyche of the object, “activate” the “anchor” at the necessary moment. In this case, in response to your information, which, in your opinion, should be deposited in the memory of the object, the person selected for the role of the object will have a positive associative array, which means that the criticality barrier of the psyche will be broken, and such a person (object) will be "programmed" for implementation conceived by you after the encoding you entered. At the same time, it is recommended to first check yourself several times before fixing the "anchor", so that by facial expressions, gestures, changed intonation, etc. remember the reflex reaction of the object to words that are positive for its psyche (for example, pleasant memories of the object), and choose a reliable key (tilt the head, voice, touch, etc.)
The fourth block of manipulations.
Television manipulation. (S.K. Kara-Murza, 2007).
1) Fabrication of facts.
In this case, the manipulation effect occurs as a result of small deviations used when feeding the material, but always acting in the same direction. Manipulators speak the truth only when the truth can be easily verified. In other cases, they try to present the material in the key they need. Moreover, a lie becomes most effective when it is based on a stereotype embedded in the subconscious.
2) Selection for material events of reality.
In this case, an effective condition for programming thinking is the control of the media in order to present uniform information, but in different words. At the same time, the activities of opposition media are allowed. But their activities should be controlled and not go beyond the broadcasting allowed by them. In addition, the media use the so-called. the principle of noise democracy, when a message unnecessary by a manipulator must simply perish under a powerful outburst of versatile information.
3) Gray and black information.
In the second half of the twentieth century, the media began to use psychological warfare technologies. The 1948 American Military Dictionary defines psychological warfare as: "These are systematic propaganda activities that influence the views, emotions, attitudes and behavior of enemy, neutral or friendly foreign groups in order to support national policies." The manual (1964) states that the purpose of such a war is "to undermine the political and social structure of the country ... to such a degree of degradation of national consciousness that the state becomes incapable of resistance."
4) Great psychoses.
The secret tasks of the media are to transform the citizens of our country into a single mass (crowd), with the aim of generally regulating the spread of the flow of information, which processes the consciousness and subconsciousness of people. As a result, such a crowd is easier to manage, and the average man in the street unquestioningly believes the most ridiculous statements.
5) Assertion and repetition.
In this case, the information is presented in the form ready-made templates who actively use the stereotypes in the subconscious. Affirmation in any speech means refusal of discussion, since the power of an idea that can be discussed loses all credibility. In human thinking, Kara-Murza notes, the so-called. mosaic type of culture. The media are a factor in strengthening this type of thinking, teaching a person to think in stereotypes, and not include intelligence when analyzing media materials. G. Le Bon noted that with the help of repetition, information is introduced into the depths of the subconscious, where the motives of subsequent actions of a person arise. Excessive repetition dulls consciousness, forcing any information to be deposited practically unchanged in the subconscious. And from the subconscious, after a certain period of time, such information passes into consciousness.
6) Crushing and urgency.
In this technique of manipulating the media used, integral information is divided into fragments so that a person cannot combine them into a single whole and comprehend the problem. (For example, articles in a newspaper are broken into parts and placed on different pages; a text or TV show is broken up by advertisements.) Professor G. Schiller explains the effectiveness of this technique as follows: "Information", the results of this approach are always the same: misunderstanding ... apathy and, as a rule, indifference. " Tearing information about an important event to pieces can drastically reduce the impact of the message, or even deprive it of meaning altogether.
7) Simplification, stereotyping.
This type of manipulation is based on the fact that a person is a product of a mosaic culture. His consciousness is created by the media. The media, in contrast to high culture, are intended specifically for the masses. Therefore, they set strict limits on the complexity and originality of messages. The justification for this is the rule that a representative of the mass is able to adequately assimilate only simple information, therefore, any new information is fitted to the stereotype so that a person perceives the information without effort and internal analysis.
8) Sensationalism.
In this case, the principle of such presentation of information is preserved, when it is impossible or very difficult to form a single whole from separate parts. At the same time, some pseudo-sensation stands out. And already under the cover of it - really important news is hushed up (if this news, for some reason, is dangerous for the circles that control the media).
Continuous bombardment of consciousness, especially with "bad news", performs an important function of maintaining the necessary level of "nervousness" in society, draws the attention of prof. S.G. Kara-Murza. Such nervousness, a sense of continuous crisis, sharply increases the suggestibility of people and reduces the ability to critical perception.
9) Changing the meaning of words and concepts.
In this case, manipulators from the media freely interpret the words of any person. At the same time, the context changes, often taking a form that is directly opposite or at least distorted. A striking example is given by prof. SG Kara-Murza, telling that when the Pope, during a visit to one of the countries, was asked how he felt about the houses of tolerance, he was surprised that, they say, did they exist. After that, an emergency message appeared in the newspapers: "The first thing that dad asked when he set foot on our land, do we have houses of tolerance?"
The fifth block of manipulations.
Manipulation of consciousness (S.A. Zelinsky, 2003).
1. Provocation of suspicion.
The manipulator initially puts the subject in critical conditions when he convincingly puts forward a statement like: "Do you think I will persuade you? ..", which suggests the so-called. the opposite effect, when the one who is being manipulated begins to convince the manipulator of the opposite, and thus, repeating the installation several times, unconsciously inclines to the opinion of the honesty of the person who was convincing him in something. Whereas under all conditions this honesty is false. But if, under certain conditions, he would understand this, in this situation the line between lies and the receptivity of the truth is erased. So the manipulator achieves its goal.
Protection - not paying attention and believing in yourself.
2. False gain of the enemy.
The manipulator, with his certain words, as it were, initially casts doubt on his own arguments, referring to the supposedly more favorable conditions in which his opponent is. Which, in turn, forces this opponent to make excuses in the desire to convince the partner and remove suspicion from himself. Thus, the one over whom the manipulation took place unconsciously removes from himself any setting for censoring the psyche, for defense, allowing attacks from the manipulator to penetrate into his now defenseless psyche. The words of a manipulator that are possible in a similar situation: "You say that because now your position demands it ..."
Protection - such words as: "Yes, I say this because I have such a position, I am right, and you must obey and obey me."
3. Aggressive conversation style.
When using this technique, the manipulator takes an initially high and aggressive tempo of speech, which unconsciously falsifies the opponent's will. In addition, the opponent in this case cannot properly process all the information received. Which forces him to agree with the information from the manipulator, unconsciously, moreover, wishing that all this would end as soon as possible.
Defense - to make an artificial pause, to interrupt the fast pace, to reduce the aggressive intensity of the conversation, to transfer the dialogue into a calm channel. If necessary, you can leave for some time, i.e. interrupt the conversation and then - when the manipulator calms down - continue the conversation.
4. Apparent misunderstanding.
In this case, a certain trick is achieved as follows. The manipulator, referring to finding out for yourself the correctness of what you have just heard, repeat the words you said, but adding your own meaning to them. Spoken words can be something like: "Sorry, did I understand you correctly, you say that ..." - and then he repeats 60-70% of what he heard from you, but distorts the final meaning by entering other information, information - he needs ...
Defense - a clear clarification, going back and re-explaining to the manipulator what you meant when you said this and that.
5. False agreement.
In this case, the manipulator seems to agree with the information received from you, but immediately makes his own adjustments. According to the principle: "Yes, yes, everything is correct, but ...".
Protection is to believe in yourself and not pay attention to manipulative techniques in a conversation with you.
6. Provocation for a scandal.
With the offensive words spoken at the right time, the manipulator is trying to evoke with his ridicule anger, rage, misunderstanding, resentment, etc., in order to piss you off and achieve the intended result.
Protection - strong character, strong will, cold mind.
7. Specific terminology.
In this way, the manipulator achieves in you an unconscious belittling of your status, as well as the development of a feeling of inconvenience, as a result of which you, out of false modesty or self-doubt, hesitate to ask the meaning of a term, which gives the manipulator the opportunity to turn the situation in the direction he needs, referring to the need for your alleged approval of the words he said earlier. Well, lowering the status of the interlocutor in a conversation allows you to find yourself in an initially advantageous position and achieve what you need in the end.
Protection - to ask again, to clarify, to pause and come back if necessary, referring to the desire to better understand what is required of you.
8. Using the effect of false suspicion in your words.
Applying such a position of psycho-influence, the manipulator, as it were, initially puts the interlocutor in the position of the defender. An example of the monologue used: "You think I will persuade you, convince you of something ..." - which, as it were, makes the object want to convince the manipulator that this is not so, that you are initially well disposed towards him (to the manipulator), etc. Thus, the object, as it were, reveals itself for unconscious agreement with the words of the manipulator that will follow after this.
Protection - words like: “Yes. I think that you should try to convince me of this, otherwise I will not believe you and the further continuation of the conversation will not work. "
The manipulator operates with quotations from the speeches of famous and significant people, the specifics of the foundations and principles adopted in society, and so on. Thus, the manipulator unconsciously lowers your status, they say, look, all respected and famous people say this, but you think quite differently, and who you are, and who they are, etc., an approximately similar associative chain should unconsciously appear in the object of manipulation , after which the object, in fact, becomes such an object.
Protection is the belief in one's own exclusivity and "chosenness".
10. Formation of false stupidity and failure.
The statement of the type - this is banal, it is complete bad taste, etc. - should form the initial unconscious belittling of his role in the object of manipulation, and form an artificial dependence on the opinion of others, which prepares the dependence of this person on the manipulator. This means that the manipulator can practically fearlessly advance his ideas through the manipulated object, encouraging the object to solve the problems necessary for the manipulator. That is, in other words, the ground for manipulations has already been prepared by the manipulations themselves.
Protection - do not succumb to provocations and believe in your own mind, knowledge, experience, education, etc.
11. Imposing thoughts.
In this case, by means of constantly or periodically repeated phrases, the manipulator accustom the object to any information that is going to convey to him.
The principle of advertising is based on such manipulation. When at first some information appears in front of you repeatedly (and regardless of your conscious approval or denial of it), and then, when a person is faced with the need to choose a product, unconsciously, from several types of goods of unknown brands, he chooses the one about which heard somewhere. Moreover, based on the fact that through advertising, an extremely positive opinion about the product is conveyed, it is much more likely that in unconscious person formed an exclusively positive opinion about this product.
Defense is an initial critique of any information received.
12. Failure to prove, with hints of some special circumstances.
This is a method of manipulation through a special kind of reticence that forms in the object of manipulation a false confidence in what was said, through his unconscious conjecture of certain situations. And when in the end it turns out that he “misunderstood”, such a person practically does not have any component of protest, because unconsciously he remains convinced that he is to blame, because he did not understand correctly. Thus, the object of manipulation is forced (unconsciously - consciously) to accept the rules of the game imposed on him.
In the context of such a circumstance, it most likely makes sense to divide into manipulation, taking into account both the unexpected for the object and the forced, when the object eventually realizes that it has become a victim of manipulations, but is forced to accept them due to the impossibility of conflict with its own conscience and some kind of inherent into his psyche by attitudes in the form of norms of behavior based on certain foundations of society, which do not allow such a person (object) to make a reverse move. Moreover, the agreement on his part can be dictated both by a falsely evoked feeling of guilt in him, and by a kind of moral masochism, forcing him to unconsciously punish himself.
In this situation, the object of manipulation falls into the trap of a manipulator playing on his own supposedly inattentiveness, so that after having achieved his goal, refer to the fact that he allegedly did not notice (listen to) the protest from the opponent. At the same time, he actually puts the object before the fact of the perfect.
Protection - to clarify and ask again what you misunderstood.
14. Diminishing irony.
As a result of thoughts uttered at the right moment about the insignificance of his own status, the manipulator forces the object to assert the opposite and in every possible way to elevate the manipulator. Thus, the subsequent manipulative actions of the manipulator become invisible to the manipulated object.
Protection - if the manipulator believes that he is "insignificant" - it is necessary to continue to give his will, increasing such a feeling in him, so that he and his thoughts no longer have to manipulate you, and when he sees you, the manipulator has a desire to obey you or bypass you ...
15. Focus on the pros.
In this case, the manipulator concentrates the conversation only on the pros, thereby promoting his idea and ultimately achieving manipulation of the psyche of another person.
Defense - to express a number of contradictory statements, to be able to say "no", etc.
Sixth block of manipulations.
Personality manipulation (G. Grachev, I. Melnik, 1999).
1. "Labeling".
This technique consists in the selection of offensive epithets, metaphors, names, etc. ("Labels") to designate a person, organization, idea, any social phenomenon. Such "labels" cause an emotionally negative attitude of others, are associated with low (dishonest and socially disapproved) actions (behavior) and, thus, are used to defame a person, expressed ideas and proposals, organization, social group or subject of discussion in the eyes of the audience.
2. "Shining generalizations".
This technique consists in replacing the name or designation of a certain social phenomenon, idea, organization, social group or a specific person with a more general name that has a positive emotional coloring and causes a benevolent attitude of others. This technique is based on the exploitation of people's positive feelings and emotions for certain concepts and words, for example, such as “freedom”, “patriotism”, “peace”, “happiness”, “love”, “success”, “victory”, etc. etc. Such words, which carry a positive psycho-emotional impact, are used to push through solutions that are beneficial for a particular person, group or organization.
3. "Transfer" or "transfer".
The essence of this technique is skillful, unobtrusive and imperceptible for most people to spread the authority and prestige of what they value and respect for what the source of communication presents to them. The use of "transfer" forms associative links of the presented object with someone or something that has value and significance among others. In addition, negative "transfer" is also used to create associations with negative and socially disapproved events, actions, facts, people, etc., which is necessary to discredit specific individuals, ideas, situations, social groups or organizations.
The content of this technique consists in citing the statements of individuals with high authority, or, on the contrary, those that cause a negative reaction in the category of people who are being manipulated. The statements used usually contain value judgments about people, ideas, events, etc., and express their condemnation or approval. Thus, a person, as an object of manipulative influence, initiates the formation of an appropriate attitude - positive or negative.
5. "The game of the common people".
The purpose of this technique is to try to establish trusting relationships with the audience, as with like-minded people, on the basis that both the manipulator himself and the ideas are correct, since they are focused on a common person. Such a technique is actively used in advertising and information promotion and various kinds of propaganda to form the chosen image - “a man of the people” - to build trust in him from the people.
6. "Shuffling" or "manipulation of cards".
7. "Common carriage".
When using this technique, a selection of judgments, statements, phrases is carried out that require uniformity in behavior, creating the impression that everyone is doing this. A message, for example, can begin with the words: "All normal people understand that ..." or "no sane person would object that ..." and so on. Through the “common platform”, a person gets a feeling of confidence that the majority of members of a certain social community, with which he identifies himself or whose opinion is significant to him, accept similar values, ideas, programs, etc.
8. Information fragmentation, redundancy, high rate.
Such techniques are used especially often on television. As a result of such a massive bombardment of people's consciousness (for example, by cruelty on TV), they cease to critically perceive what is happening, and to perceive it as meaningless incidents. In addition, the viewer, following the fast speech of the announcer or presenter, misses links to the source of information and in his imagination himself already connects and coordinates the inconsistent parts of the perceived programs.
9. "Mockery".
When using this technique, both specific individuals and views, ideas, programs, organizations and their activities, various associations of people against which the struggle is being waged, can be ridiculed. The choice of the object of ridicule is carried out depending on the goals and the specific information and communication situation. The effect of this technique is based on the fact that when individual statements and elements of a person's behavior are ridiculed, a playful and frivolous attitude is initiated towards him, which automatically extends to his other statements and views. With the skillful use of such a technique, it is possible for a specific person to form an image of a “frivolous” person, whose statements are not trustworthy.
10. "Method of negative assignment groups".
In this case, it is argued that any set of views is the only correct one. All who share these views are better than those who do not share (but share others, often opposite ones). For example, pioneers or Komsomol members are better than informal youth. Pioneers and Komsomol members are honest, responsive; if Komsomol members are called up to serve in the army, they are excellent combatants and politicians. And informal youth - punks, hippies, and so on. - not good youth. Thus, one group is opposed to another. Accordingly, different accents of perception are highlighted.
11. "Repetition of slogans" or "repetition of formulaic phrases."
The main condition for the effective use of this technique is the correct slogan. A slogan is a short statement formulated in such a way as to grab attention and influence the imagination and feelings of the reader or listener. The slogan should be adapted to the peculiarities of the psyche of the target audience (i.e. the group of people who need to be influenced). The use of the technique of "repeating slogans" assumes that the listener or reader will not think about any of the meaning individual words used in the slogan, nor over the correctness of the entire wording as a whole. We can add to the definition of G. Grachev and I. Melnik from ourselves that the brevity of the slogan allows information to freely penetrate into the subconscious, thus programming the psyche, and giving rise to psychological attitudes and patterns of behavior, which subsequently serve as an algorithm of actions for a person (masses, crowds) which received such installations.
12. "Emotional adjustment".
This technique can be defined as a way of creating a mood while simultaneously transmitting certain information. The mood is evoked among a group of people by various means (external environment, certain times of the day, lighting, mild stimulants, music, songs, etc.). Against this background, the relevant information is transmitted, but they strive to ensure that there is not too much of it. Most often this technique is used in theatrical performances, game and show programs, religious (cult) events, etc.
13. "Promotion through mediators".
This technique is based on the fact that the process of perceiving significant information, certain values, views, ideas, assessments has a two-stage nature. This means that effective informational influence on a person is often carried out not through the media, but through people who are authoritative for him. This phenomenon is reflected in the two-stage communication flow model developed in the USA by Paul Lazarsfeld in the mid-1950s. In the model he proposed, the distinguished two-stage nature of the mass communication process is taken into account, firstly, as the interaction between the communicator and the “opinion leaders”, and secondly, as the interaction of opinion leaders with members of microsocial groups. Informal leaders, politicians, representatives of religious confessions, cultural workers, scientists, art workers, athletes, military men, etc. can act as "opinion leaders". In the practice of information-psychological influence of the media, this has led to the fact that information-propaganda and advertising messages have become more focused on persons whose opinions are significant to others. (ie, movie stars and other popular people are evaluating and promoting the product). The manipulative effect is enhanced by inclusion in entertainment programs, interviews, etc. direct or indirect assessments of such leaders of any ongoing events, which contributes to the provision of the desired influence on the subconscious level of the human psyche.
14. "Imaginary choice".
The essence of this technique is that listeners or readers are told several different points of view on a certain issue, but so as to subtly present in the most favorable light the one that they want to be accepted by the audience. For this, several additional techniques are usually used: a) include in the propaganda materials the so-called "two-way messages", which contain arguments for and against a certain position. Such "two-way communication" anticipates the opponent's arguments; b) positive and negative elements are dosed. Those. to make a positive assessment look more believable, a little criticism should be added to the description of the described point of view, and the effectiveness of the judgmental position increases in the case of the presence of elements of praise; c) selection of facts of strengthening or weakening of statements is carried out. Conclusions are not included in the text of the above messages. They should be made by those for whom the information is intended; d) operating with comparative materials to enhance the importance, demonstrate trends and scale of events, phenomena. All the evidence used is selected in such a way that the required conclusion is sufficiently obvious.
15. "Initiation of an information wave".
An effective technique of informational influence on large groups of people is the initiation of a secondary informational wave. Those. an event is proposed that will clearly pick up and begin to circulate the media. At the same time, the initial coverage in one media can be picked up by other media, which will increase the power of information and psychological impact. This creates the so-called. "Primary" information wave. The main purpose of using this technique is to create a secondary information wave at the level of interpersonal communication through the initiation of appropriate discussions, assessments, rumors. All this allows you to enhance the effect of information and psychological impact on target audiences.
Seventh block of manipulations.
Manipulative techniques used during discussions and discussions. (G. Grachev, I. Melnik, 2003)
1. Dosing of the original infobase.
The materials required for discussion are not provided to participants on time, or are given selectively. Some of the participants in the discussions, “as if by chance”, are given an incomplete set of materials, and along the way it turns out that someone, unfortunately, was not aware of all the available information. Working documents, letters, appeals, notes and everything else that can affect the process and the results of the discussion in an unfavorable direction are "lost". Thus, some participants are incompletely informed, which makes it difficult for them to discuss, and for others creates additional opportunities for the use of psychological manipulations.
2. " Excessive information ”.
Reverse option. It consists in the fact that too many projects, proposals, decisions, etc. are being prepared, the comparison of which in the process of discussion turns out to be impossible. Especially when a large amount of materials is offered for discussion in a short time, and therefore their qualitative analysis is difficult.
3. Formation of opinions through targeted selection of speakers.
First, the floor is given to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the desired attitude is formed among the participants in the discussion, because changing the primary attitude requires more effort than its formation. To implement the formation of the attitudes necessary for the manipulators, the discussion can also end or be interrupted after the speech of a person whose position corresponds to the views of the manipulators.
4. A double standard in the norms for assessing the behavior of participants in discussions.
Some speakers are severely limited in observing the rules and rules of relationships during the discussion, others are allowed to deviate from them and violate the established rules. The same thing happens with respect to the nature of the allowed statements: some do not notice harsh statements about opponents, others make remarks, etc. A variant is possible when the regulations are not specially established, so that a more convenient line of behavior can be chosen along the way. In this case, either the positions of opponents are smoothed out and "pulling" them to the desired point of view, or, on the contrary, the differences in their positions are strengthened up to incompatible and mutually exclusive points of view, as well as the discussion is brought to the point of absurdity.
5. "Maneuvering" the agenda of the discussion.
In order to make it easier to pass the "necessary" question, first "steam" is released (they initiate a surge of emotions in the audience) on insignificant and unimportant issues, and then, when everyone is tired or under the impression of the previous skirmish, a question is brought up that they want to discuss without intense criticism.
5. Management of the discussion process.
In public discussions, the floor is given in turn to the most aggressive-minded representatives of opposition groups that allow mutual insults, which are either not suppressed at all, or are suppressed only for appearance. As a result of such a manipulative move, the atmosphere of the discussion becomes critical. Thus, the discussion of an actual topic can be terminated. Another way is to unexpectedly interrupt an unwanted speaker, or deliberately move on to another topic. This technique is often used in the course of commercial negotiations, when, upon a previously agreed-upon signal from the manager, the secretary brings in coffee, an "important" call is organized, etc.
6. Limitations in the discussion procedure.
This technique ignores suggestions for a negotiation procedure; undesirable facts, questions, arguments are bypassed; the floor is not given to the participants who, by their statements, may lead to undesirable changes in the course of the discussion. Decisions taken are fixed rigidly, it is not allowed to return to them even with the arrival of new data that are important for the development of final decisions.
7. Referencing.
Brief reformulation of questions, proposals, arguments, in the process of which there is a shift in emphasis in the desired direction. Simultaneously with this, an arbitrary summarization can be carried out, in which, in the process of summing up the results, there is a change in accents in the conclusions, the presentation of the positions of opponents, their views, the results of the discussion in the desired direction. In addition, with interpersonal communication, you can increase your status with the help of a certain arrangement of furniture and resorting to a number of techniques. For example, to place the visitor on a lower armchair, to have many diplomas of the owner on the walls in the office, to demonstratively use the attributes of power and authority during discussions and negotiations.
8. Psychological tricks.
This group includes techniques based on irritating the opponent, using a sense of shame, inattention, humiliation of personal qualities, flattery, playing on self-esteem and other individual psychological characteristics of a person.
9. Irritation of the opponent.
Unbalancing by ridicule, unfair accusations and other means, until he "boils". At the same time, it is important that the opponent not only gets into a state of irritation, but also makes an erroneous or unfavorable statement for his position in the discussion. This technique is actively used in an explicit form as belittling the opponent or in a more veiled one, combined with irony, indirect hints, implicit but recognizable subtext. Acting in this way, the manipulator can emphasize, for example, such negative personality traits of the object of manipulative influence as lack of education, ignorance in a certain area, etc.
10. Self-praise.
This trick is an indirect method of belittling your opponent. Only it is not said directly "who you are", but according to "who I am" and "with whom you argue" the corresponding conclusion follows. Expressions such as: "... I am the head of a large enterprise, region, industry, institution, etc.", "... I had to solve major problems ...", "... before applying for this ... it is necessary to be a leader at least ... "," ... before discussing and criticizing ... it is necessary to gain experience in solving problems at least on a scale ... "and so on.
11. The use of words, theories and terms unfamiliar to the opponent.
The trick succeeds if the opponent hesitates to ask again and pretends that he has accepted these arguments, has understood the meaning of terms that are not clear to him. Behind such words or phrases is the desire to discredit the personal qualities of the object of manipulation. Especially effective from the use of unfamiliar to most slang occurs in situations where the subject does not have the opportunity to argue or clarify what was meant, and can also be aggravated by the use of a fast pace of speech and a lot of thoughts that change one another during the discussion. Moreover, it is important to note that the use of scientific terms is considered manipulation only if such a statement is made deliberately for a psychological impact on the object of manipulation.
12. " Greasing "arguments.
In this case, the manipulators play on flattery, vanity, arrogance, and heightened conceit of the object of manipulation. For example, he is bribed by the words that he "... as a person who is shrewd and erudite, intellectually developed and competent, sees the inner logic of the development of this phenomenon ..." and enter into a dispute, the outcome of which is not sufficiently predictable.
13. Disruption or withdrawal from discussion.
Such a manipulative action is carried out with a demonstrative use of resentment. For example, "... it is impossible to discuss serious issues with you in a constructive way ..." or "... your behavior makes it impossible to continue our meeting ...", or "I am ready to continue this discussion, but only after you put your nerves ... "and the like. Disruption of the discussion with the use of provoking a conflict is carried out by using a variety of techniques to drive the opponent out of himself, when the discussion turns into an ordinary squabble that is completely unrelated to the original topic. In addition, such tricks as: interruption, interruption, raising the voice, demonstrative acts of behavior showing unwillingness to listen and disrespect to the opponent can be used. After their application, statements are made of the type: "... it is impossible to talk to you, because you do not give a single intelligible answer to any question"; "... it is impossible to talk to you, because you do not give the opportunity to express a point of view that does not coincide with your point of view ..." and so on.
14. Reception "stick arguments".
It is used in two main varieties, differing in purpose. If the goal is to interrupt the discussion by psychologically suppressing the opponent, there is a reference to the so-called. higher interests without deciphering these higher interests and without arguing the reasons why they are appealed to. In this case, statements such as are used: "Do you understand what you are attempting?! ...", etc. If it is necessary to force the object of manipulation to at least outwardly agree with the proposed point of view, then such arguments are used that the object can accept for fear of something unpleasant, dangerous, or to which he cannot respond in accordance with his views for the same reasons ... Such arguments may include such judgments as: "... this is a denial of the constitutionally enshrined institution of the presidency, the system of supreme legislative bodies, undermining the constitutional foundations of social life ...". It can be simultaneously combined with an indirect form of labeling, for example, "... it is such statements that contribute to the provocation of social conflicts ...", or "... such arguments were used in their vocabulary by the Nazi leaders ...", or "... you deliberately use facts that contribute to the incitement of nationalism, anti-Semitism ... "and so on.
15. "Reading in the hearts".
It is used in two main versions (so-called positive and negative forms). The essence of using this technique is that the attention of the audience moves from the content of the opponent's arguments to the alleged reasons and hidden motives for why he speaks and defends a certain point of view, and does not agree with the arguments opposite side... May be enhanced by the simultaneous use of "stick arguments" and "labeling". For example: "... You say this, defending corporate interests ...", or "... the reason for your aggressive criticism and irreconcilable position is obvious - this is the desire to discredit progressive forces, constructive opposition, to disrupt the democratization process ... but the people are not will allow such pseudo-defenders of the law to hinder the satisfaction of its legitimate interests ... "and so on. Sometimes "reading in hearts" takes a form when a motive is found that does not allow speaking in favor of the opposite side. This technique can be combined not only with “ cane arguments", But also by" smearing the argument. " For example: "... your decency, excessive modesty and false shame do not allow you to recognize this obvious fact and thereby support this progressive undertaking, on which the solution of the issue depends, anticipated with impatience and hope by our voters ..." and so on. ...
16. Logical and psychological tricks.
Their name is due to the fact that, on the one hand, they can be built on the violation of the laws of logic, and on the other, on the other hand, use formal logic in order to manipulate an object. Even in antiquity, sophism was known, requiring an answer "yes" or "no" to the question "have you stopped beating your father?" Any answer is difficult, since if the answer is “yes”, then it means he beat it earlier, and if the answer is “no”, then the object beats its father. There are many variants of such sophism: "... Are you all writing denunciations? ..", "... Have you already stopped drinking? ..", etc. Public accusations are especially effective, while the main thing is to get a short answer and not give the person an opportunity to explain himself. The most common logical and psychological tricks include the conscious vagueness of the thesis put forward, or the answer to the question posed, when a thought is formulated indistinctly, indefinitely, which allows it to be interpreted in different ways. In politics, this technique allows you to extricate yourself from difficult situations.
17. Failure to comply with the law of sufficient reason.
Compliance with the formally logical law of sufficient reason in discussions and discussions is very subjective in view of the fact that the participants in the discussion make the conclusion about the sufficient basis for the thesis being defended. According to this law, correct and relevant arguments may be insufficient if they are private and do not provide grounds for concluding conclusions. In addition to formal logic in the practice of information exchange, there is a so-called. "Psycho-logic" (theory of argumentation), the essence of which is that argumentation does not exist by itself, it is put forward by certain people in certain conditions and is also perceived by specific people who have (or do not have) some knowledge, social status, personal qualities etc. Therefore, a special case, raised to the rank of a regularity, often passes if the manipulator with the help of side effects it is possible to influence the object of influence.
18. Change of emphasis in statements.
In these cases, what the opponent said about a particular case is refuted as general pattern... The opposite trick is to oppose general reasoning with one or two facts that may in fact be exceptions or atypical examples. Often during the discussion, conclusions about the problem under discussion are made on the basis of what “lies on the surface”, for example, the side effects of the development of a phenomenon.
19. Incomplete rebuttal.
In this case, the combination of a logical violation with a psychological factor is used in cases when the most vulnerable is chosen from the positions and arguments put forward by the opponent in his defense, they break him in a sharp form and pretend that the other arguments do not even deserve attention. The trick works if the opponent does not return to the topic.
20. Demanding a unambiguous answer.
With the help of phrases such as: "do not evade ..", "say clearly, in front of everyone ...", "speak directly ...", etc. - the object of manipulation is offered to give an unambiguous answer "yes" or "no" to a question requiring a detailed answer, or when the unambiguous answer may lead to a misunderstanding of the essence of the problem. In a classroom with a low educational level, such a trick can be perceived as a manifestation of integrity, decisiveness and directness.
21. Artificial displacement of the dispute.
In this case, starting a discussion of a provision, the manipulator tries not to give reasons from which this provision follows, but suggests to go straight to refuting it. Thus, the opportunity for criticism of one's own position is limited, and the dispute itself is shifted to the argumentation of the opposite side. In the event that the opponent succumbed to this and begins to criticize the position put forward, giving various arguments, they try to argue around these arguments, looking for shortcomings in them, but not presenting their own system of evidence for discussion.
22. "Many questions".
In the case of this manipulative technique, the object is asked several different questions at once on the same topic. In the future, they act depending on his answer: either they are accused of not understanding the essence of the problem, or of not answering the question completely, or of trying to mislead.
Eighth block of manipulations.
Manipulative influences depending on the type of behavior and emotions of a person. (V.M. Kandyba, 2004).
1. First type. A person spends most of the time between the usual state of consciousness and the state of a normal night's sleep.
This type is governed by his upbringing, character, habits, as well as a sense of pleasure, the desire for security and peace, i.e. everything that is formed by verbal and emotional-figurative memory. For most men of the first type, abstract mind, words and logic prevail, and for most women of the first type, common sense, feelings and fantasies prevail. Manipulative influence should be directed to the needs of such people.
2. Second type. Dominance of trance states.
These are super-suggestible and super-hypnotizable people, whose behavior and reactions are controlled by the psychophysiology of the right hemisphere of the brain: imagination, illusions, dreams, dreamy desires, feelings and sensations, belief in the unusual, belief in someone's authority, stereotypes, selfish or selfless interests (conscious or unconscious ), scenarios of events happening to them, facts and circumstances. In case of manipulative influence, it is recommended to influence the feelings and imaginations of such people.
3. Third type. Dominance of the left hemisphere of the brain.
Such people are governed by verbal information, as well as principles, beliefs and attitudes developed during the conscious analysis of reality. External reactions of people of the third type are determined by their education and upbringing, as well as critical and logical analysis of any information received from the outside world. To effectively influence them, it is necessary to reduce their analysis of the information presented to them by their left, critical, hemisphere of the brain. To do this, it is recommended to present information against the background of trust in you, and information must be submitted strictly and balanced, using strictly logical inferences, to back up the facts with exclusively authoritative sources, to appeal not to feelings and pleasures (instincts), but to reason, conscience, duty, morality, justice, etc.
4. Fourth type. Primitive people with a predominance of right-brain instinctive animal states.
For the most part, these are ill-mannered and uneducated people with an undeveloped left brain, who often grew up with mental retardation in socially disadvantaged families (alcoholics, prostitutes, drug addicts, etc.). The reactions and behavior of such people are controlled by animal instincts and needs: sexual instinct, the desire to eat well, sleep, drink, experience more pleasant pleasures. When manipulatively influencing such people, it is necessary to influence the psychophysiology of the right brain: on the experiences and feelings they experienced earlier, hereditary traits of character, stereotypes of behavior, on the currently prevailing feelings, mood, fantasies and instincts. It should be borne in mind that this category of people thinks mostly primitively: if you satisfy their instincts and feelings, they react positively, if you do not satisfy them, they react negatively.
5. Fifth type. People with an "expanded state of consciousness."
These are those who managed to develop a highly spiritual person. In Japan, such people are called "enlightened", in India - "Mahatmas", in China - "perfectly wise Tao people", in Russia - "holy prophets and miracle workers." The Arabs call such people "holy Sufis." As VM Kandyba notes, manipulators cannot influence such people, since “they are inferior to them in professional knowledge of man and nature”.
6. Sixth type. People with a predominance of pathological conditions in their psychophysiology.
Mostly mentally ill people. Their behavior and reactions are unpredictable because they are abnormal. These people can perform some actions as a result of a painful motive or being in captivity of some kind of hallucination. Many of this type of people fall prey to totalitarian sects. Manipulations against such people must be carried out quickly and harshly, to cause fear in them, a feeling of unbearable pain, isolation and, if necessary, complete immobility and a special injection that deprives them of consciousness and activity.
7. Seventh type. People whose reactions and behavior are dominated by a strong emotion, one or more of the basic basic emotions, for example, fear, pleasure, anger, etc.
Fear is one of the most powerful hypnogenic (generating hypnosis) emotions, which always occurs in every person when his physical, social or other well-being is threatened. Experiencing fear, a person immediately falls into a narrowed, altered state of consciousness. The left brain is inhibited with its ability to reasonably, critically-analytical, verbal-logical perception of what is happening, and the right brain is activated with its emotions, imagination and instincts.
© Sergey Zelinsky, 2009
© Published with the kind permission of the author
We are glad to welcome you, dear readers of Valery Kharlamov's blog! I think that in the life of every person there are situations when it is necessary to use manipulation in order to achieve success and your goal. And today I will tell you how to influence people without harming them, but getting what they want.
Top 11 ways
1. Address by name
Well-known to many, psychologist Dale Carnegie in his book "How to Win Friends and Influence People" talks about how a person's own name is very meaningful and pleasant to the ear. After all, this is an integral part of his identity, differences from the rest and one of the ways to present himself to the world. Therefore, the more often in a conversation you mention the name of the interlocutor, the more likely it is to get his favor. Only one important nuance - you should definitely either clarify or pay attention to how he introduced himself to you, so as not to experiment in declensions.
For example, a person may experience irritation and disgust when they call him “Alexander”, preferring simply “Sasha”. So it is not worth experimenting and being amateur. Be sure to clarify how the person likes it more, so that they turn to him, even if they are old friends. And by the way, I highly recommend that you familiarize yourself with this book, it is read in one breath, while it contains all the basic information about manipulation.
2) the impossible at first
If you want a friend to help you for sure, first ask for something impossible, which will probably seem very difficult to him to do. Seems like I'm saying strange things, right? But in fact, after the refusal, the interlocutor will feel awkward and guilty because he did not help you, but at the same time he will think that he made the right decision. And then, having waited quite a bit of time, you can feel free to make your request, which in fact will turn out to be trifling for him and completely unpretentious in comparison with the previous one. Do you think, feeling guilt and a desire to atone for it, can your interlocutor refuse to help you again?
3 what to do with ill-wishers
There is an interesting theory that if you have an ill-wisher, you should not get angry in return, you just need to ask him. Then, feeling that he was useful and did a good deed, he will begin to treat you better. There is even a legend about how this method was discovered. It turns out that Benjamin Franklin, as you know, is a very smart politician and diplomat, once, in order to get the favor of one famous person asked to borrow a rare book. He agreed, and over time they even became friends, although at first they did not even say hello.
4 compliment and look for similarities
If you openly flatter, at that, not believing in your words, but wanting to please another - he will understand that you are trying to manipulate, and then the relationship will probably not work out as expected. Therefore, look for those reasons and reasons that you yourself believe in, be sure to look for similarities, because they bring together and create the feeling that you have known each other for many years. Also, be interested in who you want to influence. It's like with a name, any person is pleased with the interest in his person. Talking about your hobby and what gives pleasure and makes you happy - your interlocutor will begin to experience these pleasant feelings, which only plays into your hands.
We rarely refuse to be in a good mood, especially to those who have turned out to be the culprit of happiness. For example, having entered the office of a stern official, look around, what do you see? Family photos, diplomas, handmade items? Say something about them, tell a story, make a joke ... The main thing is to win his favor first, and only then get down to business. Even the harshest person will melt if you can spot his weakness. And for this it is important to be careful.
5 imitation
Psychology has long been studying mimicry, that is, the similarities between several organisms in order to protect themselves and preserve their appearance. For example, a stick insect looks like a twig, so birds do not peck it. In the human world, this also applies. So, if you want to influence someone, try to mirror their behavior, posture and gestures. Then he will feel the closeness and similarity between you, and you will feel in what mood he is at the moment. Taking his pose, you will understand on your own skin what exactly is happening to him.
Just repeat not very explicitly, so that the imitation is perceived on a subconscious level, and not consciously, otherwise you risk causing resentment and aggression. You can learn more about non-verbal communication in this article.
6 the right moment
To be sure to get an affirmative answer, you need to ask at the very moment when a person is in an exhausted state, tired and dreaming of peace. And even if he replies that he will think about it tomorrow, then 90% will agree, because such an insignificant agreement leaves very little room for sidetracking. And most people tend to keep promises, so to speak, keep their word.
7 attentiveness
When communicating, use whatever means you can to show that you are listening carefully and supporting the other person. Smile, nod your head often in the affirmative, and say that you completely agree with his opinion. Put your questions so that he has no options but to answer in the affirmative. And the more times he says "yes", the more chances that he will agree to provide assistance even to a serious request.
8 don't argue
Even if you disagree with some thoughts and ideas, you should not talk about it out loud. Otherwise, you will set this person against yourself, he will perceive your disagreement as rejection and non-recognition, which may well lead to conflict. It is better to ask questions to accurately understand his point of view, finding some similar positions. And as soon as you find them, immediately declare, so you show that you understand him and think in the same way. Based on similar points of view, add those nuances in which there are differences. Then the opponent will not accept your words with hostility, and the likelihood that he will hear you will increase, having made a choice in the direction of peaceful cooperation, and not conflict.
9 reflective listening
There is a technique that doctors actively use for our benefit, and it is called reflective listening. It is worth rephrasing what you are told in a question, the answer to which will only be confirmation. This method gives a person the opportunity to understand that you treat him with sincere interest and understand, like no one else, which will contribute to the emergence of trust in you. Now we remembered how doctors sometimes ask: "So what do you say, it hurts since yesterday and no painkillers help?"
10 an offer you can't refuse
To get consent, ask for something frivolous for a start, in which your friend will certainly agree to help and participate. Wait a few days and then voice your real request. This ability to influence people is widely used for marketing purposes. For example, they may come up to you and ask if you care about the environment, and if they hear that yes, you are worried about the environment, you will instantly be offered to purchase any product that does not pollute the environment. 65% of people agree to become customers.
11. Speech rate
To instill the necessary information, try to speak quickly and jump from topic to topic, in which case the person will not have the opportunity to process what he has heard, and all the material will simply be deposited in the subconscious. And over time, he will share your opinion, taking long-heard ideas for his own.
Counteraction
It is important not only to be able to influence others, but also not to allow yourself to fall into other people's traps, becoming a puppet. The environment is so insecure that people have to cheat to survive and win the competition when they get what they want. Therefore, we use many manipulation techniques unconsciously, not even wanting to harm another. So you should always be on the alert, be attentive to your feelings and sensations.
As soon as you notice that during communication your well-being changes, you begin to feel, for example, guilt or pity, be sure to take a break, go to the toilet and think about why you suddenly became envious. Why do you react in such a way to the words of the interlocutor, and what is his motive, why does he make you feel so? Always, as soon as you suspect something is wrong, "turn on" the mind, logical thinking.
Explore all of your weak spots by pushing on which, other people gain power. And try to deal with your weaknesses, as a last resort, knowing about them, you can pause the conversation in advance. For example, a friend presses on you to borrow a large amount of money, manipulating the fact that there is nothing to dress the children in, and so on. You, of course, may feel anxiety for other people's children, but in fact who is responsible for them? To avoid getting hooked, always return responsibility for the consequences to those who try to control you. Yes, you are very sorry, you sympathize, but this is the life of another person and you cannot help anything. But this is when they try to use you.
Conclusion
The material was prepared by Zhuravina Alina.
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Before starting, it is worth noting that none of the methods listed below falls under what can be called the "dark art of influencing" people. Anything that can harm a person or hurt his dignity is not given here. These are the ways in which you can win friends and influence people using psychology, without making anyone feel bad.
Ask for a service
Cunning: ask someone for a favor for you (known as the Benjamin Franklin Effect). Legend has it that Benjamin Franklin once wanted to win the favor of a man who didn't love him. He asked this man to lend him a rare book, and when he received it, he thanked him very kindly. As a result, a man who didn't really want to even talk to Franklin made friends with him. In Franklin's words, "Someone who has done you a good deed once will be more inclined to do something good for you again than someone to whom you owe." Scientists decided to test this theory, and eventually found that those people whom the researcher asked for personal favors were much more supportive of the specialist compared to other groups of people.
Influence on human behavior
Tag above
Cunning: always ask for more than you initially need and then lower the bar. This technique is sometimes called "door-to-face approach." You turn to a person with a really too high request, which he will most likely refuse. After that, you return with a request of a “lower rank”, namely, what you really need from this person. This trick may seem counterintuitive to you, but the idea is that the person will feel bad after they reject you. However, he will explain this to himself by the unreasonableness of the request. Therefore, the next time you contact him with your real need, he will feel obligated to help you. Scientists after testing this principle in practice, came to the conclusion that it actually works, because the person who is first approached with a very “big” request, and then return to him and ask for a small one, he feels that he should help you.
The influence of a name on a person.
Give names
Cunning: use the person's name or title as appropriate. Dale Carnegie, author of How to Win Friends and Influence People, believes that the frequent mention of a person's name in conversation is incredibly important. He emphasizes that the name of a person in any language is the sweetest combination of sounds for him. Carnegie says that the name is the main component of human identity, therefore, when we hear it, we once again receive confirmation of our significance. That is why we feel more positively disposed towards the person who confirms our importance in the world. However, the use of a position or other form of address in speech can also have a powerful impact. The idea is that if you behave like a certain type of person, then you become that person. This is somewhat like a prophecy. To use this technique to influence other people, you can reach out to them in the way you would like them to be. As a result, they will begin to think of themselves in this way. It's very simple, if you want to get close to a certain person, then more often call him "friend", "comrade". Or, referring to someone you would like to work for, you can call him "boss." But keep in mind that at times this can turn out to be sideways for you.
The influence of words on a person.
Flatter
Cunning: flattery can get you where you need to go. This may seem obvious at first glance, but there are some important caveats. For starters, it’s worth noting that if flattery is not sincere, it’s likely to do more harm than good. However, scientists who have studied flattery and how people react to it have found several very important things. Simply put, people always try to maintain cognitive balance by trying to organize their thoughts and feelings in a similar way. Therefore, if you flatter a person whose self-esteem is high, and the flattery is sincere, he will like you more, because the flattery will coincide with what he thinks of himself. However, if you flatter someone who is suffering from self-esteem, negative consequences are possible.
It is likely that he will treat you worse, because it does not interfere with how he perceives himself.Of course, this does not mean that a person with low self-esteem should be humiliated.
Ways to influence people.
Reflect other people's behavior
Cunning: be a mirror image of the other person's behavior. Mirror reflection Behavior is also known as mimicry, and it is something that is characteristic of certain types of people by their nature. People with this skill are called chameleons because they try to blend in with their environment by copying other people's behavior, mannerisms, and even speech. However, this skill can be used deliberately and is a great way to be liked. Researchers studied mimicry and found that those who were copied were very supportive of the person who copied them. Also, experts have come to another, more interesting conclusion. They found that people who had copycats were much more supportive of people in general, even those who were not involved in the study. It is likely that the reason for this reaction lies in the following. Having someone who mirrors your behavior confirms your worth. People feel more confident in themselves, thus, they are happier and well-disposed towards other people.
Psychology of influence on people.
Take advantage of fatigue
Cunning: ask for a favor when you see that the person is tired. When a person gets tired, he becomes more receptive to any information, be it a simple statement about something or a request. The reason is that when a person gets tired, this happens not only on the physical level, his mental energy supply is also depleted. When you ask a tired person, most likely, you will not get a definite answer right away, but you will hear: “I will do it tomorrow,” because he will not want to make any decisions at the moment. The next day, most likely, the person will actually fulfill your request, because on a subconscious level, most people try to keep their word, so we make sure that what we say matches what we do.
Psychological impact on a person.
Offer what the person cannot refuse.
Cunning: start the conversation with something that the other person cannot refuse, and you will achieve what you need. This is the flip side of the door-to-face approach. Instead of starting a conversation with a request, you start with something small. As soon as a person agrees to help you in a little, or simply agrees to something, you can use "heavy artillery". Experts have tested this theory on marketing approaches. They started by asking people to show their support to protect the rainforest and the environment, which is a very simple request. Once support has been obtained, scientists have found that it is now much easier to convince people to buy products that contribute to that support, but don't start with one request and move on to the next. Psychologists have found that it is much more effective to take a break of 1-2 days.
Techniques for influencing people.
Keep calm
Cunning: you should not correct a person when he is wrong. In his famous book, Carnegie also emphasized that people should not be told that they were wrong. This, as a rule, will lead nowhere, and you just fall out of favor with this person. In fact, there is a way to show disagreement while continuing the polite conversation, not telling anyone that he is wrong, but by hitting the ego of the interlocutor to the core. The method was invented by Ray Ransberger and Marshall Fritz. The idea is pretty simple: instead of arguing, listen to what the person is talking about and then try to understand how they are feeling and why. After that, you should explain to the person the points that you share with them, and use this as a starting point to clarify your position. This will make him more supportive of you, and he is more likely to listen to what you say without losing his face.
Influence of people on each other.
Repeat the words of your interlocutor
Cunning: paraphrase what the person says and repeat what he said. This is one of the most amazing ways to influence other people. Thus, you show your interlocutor that you really understand him, catch his feelings and your empathy is sincere. That is, by paraphrasing the words of your interlocutor, you will achieve his location very easily. This phenomenon is known as reflective listening. Studies have shown that when doctors use this technique, people open up more to them, and their "collaboration" is more fruitful. It's easy to use when chatting with friends. If you listen to what they have to say and then rephrase what they say, forming a confirmation question, they will feel very comfortable with you. You will have a strong friendship and they will listen more actively to what you have to say because you have shown that you care about them.
Methods of influencing people.
Nod your head
Cunning: nod your head a little during a conversation, especially if you want to ask your interlocutor about something. Scientists have found that when a person nods while listening to someone, they are more likely to agree with what was said. They also found that if the person you are talking to nods, you will also nod in most cases. This is understandable, because people often unconsciously imitate the behavior of another person, especially the one with whom they will benefit from interaction. Therefore, if you want to add weight to what you are saying, nod regularly as you speak. The person you are talking to will find it difficult not to nod back, and he will begin to have a positive attitude towards the information you are presenting without even knowing it.
You want to learn how to psychologically influence a person.
A person cannot be perceived exclusively as a bodily component, his psyche and energy are inherent in him. Having the opportunity to use certain parapsychological techniques, you will achieve that you will be subject to the very unconscious beginning of any personality, its biofield and, most likely, certain physiological parameters.
The best minds of parapsychology and esotericism are always able to distinguish not only the influence of water, air, earth or fire, but also a certain so-called ether medium, consisting of energy fields. Having certain skills, they seem to "connect" to the desired broadcast. This gives them the ability to send specific messages, setting a person in the desired mood.
This technique can be mastered by those who use the so-called meditation practice. Experts in parapsychology and esotericism consider the help of the Buddhist mantra to be quite effective in order to establish a mental connection with the Universe. One of them is "Om Mani Padme Hum".
In the process of reciting this mantra, while meditating, you will get the opportunity to move away from the real world and send a message to the world of subtle energy waves of ether, receiving and transmitting them.
Thus, you will learn how to transmit thoughts and feelings at a distance, this will allow this meditative technique. The adherents of non-traditional psychophysical medicine, who have attained the highest level of harmony with the Universe, can already penetrate into the essence of the ether, thus even affecting people physically. Proponents of the Reiki teachings, for example, have the ability to stop bleeding that has opened up or heal a wound with the power of thought.
Working with energy channels
Highlights getting started:
- The position you are in should be comfortable, keep your back straight.
- Start meditating, while detachment from the surrounding reality should reach the maximum phase, extraneous thoughts should not bother you.
- Close your eyes and imagine that a stream of light connects you with the ether, the surrounding Universe. It comes out of your head and moves towards the Cosmos, upward.
Then, in front of your face, the image of the person you are going to influence should appear as clearly as possible. At the same time, it is not at all necessary to accurately see his appearance, clothes, achieve the feeling of the full presence of this person next to him. - Then, when you invisibly feel the most believable image, you should surround it with a stream of light, the one that you imagined earlier and that went from you to the Universe.
How to start an energy flow
- Formed in your thoughts, an absolutely precise and extremely clear message should be “directed” to the one on whom you are trying to influence.
- Imagine for a moment how you write a letter and put it in an envelope, or wrap it up with a luminous ball or a sunbeam, and throw it down the tunnel that goes from your head to the Cosmos. This message goes through the same tunnel to the addressee, right into his head, his thoughts.
- At the moment of delivery of the message, you should try to feel what the person felt, imagine his emotions that he experienced at that moment, understand what thoughts visited him.
With the help of this procedure, you get the opportunity to warn others about the danger that threatens them, improve their health, strengthen a positive mood, and the like. Psychologically influencing a person and how to learn it is available to every person involved in spiritual practices, which we will talk about in the following reviews.
