Methods of psychological influence on a person. Basic psychological techniques for persuading people
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There are psychological tricks that work on a subconscious level. They help to achieve the location of the interlocutor, to join a new company or instantly calm down in a moment of stress.
website talks about the 12 most effective of them, which work 100% and will be useful in any situation.
No. 1. When several people laugh, everyone looks at the one who is most attractive to him.
After a good joke or during a lively discussion in the company of people, everyone instinctively looks at the one he likes the most.Therefore, to find out everything about relationships in the company of friends, prepare a couple of killer anecdotes.
No. 2. If you are nervous - chew
Before an important conversation, speech, or event that makes us nervous, we should try chewing gum or even eating something.
- No one will eat in the face of danger. Therefore, while chewing our brain thinks there is no danger and you can relax. It sends a signal that relieves nervous tension and helps to calm down.
No. 3. A closer look will help draw out any information.
If the answer of your interlocutor does not suit you or it seems to you that he is not finishing something, simply keep looking into his eyes.
- In such a situation, the silence for the interlocutor will become so unbearable that he will be forced to tell you literally everything, just to stop it.
#4 Imagine Your Employer Is Your Longtime Good Friend
In order not to worry during an important exam or interview, imagine that the person opposite is your friend whom you have not seen for a long time. This will help you instantly calm down, and answering questions will be much easier.
No. 5. If you have to work with people a lot, put a mirror behind you.
If you often communicate with different people at work, put a small mirror behind you. You will be surprised, but many clients will be more polite and go out of your way more often. This is because people don't like to see themselves angry and annoyed.
#6. If you think someone is looking at you, just yawn.
Just look at this picture. Did you just yawn? Yes, yawning is incredibly contagious. It is enough to yawn and look around to understand who was following you. The person who was looking at you will most likely yawn too.
#7 If you want to stop a fight, just grab something to eat and stand between the fights.
#8 If you want to get rid of an item, just hand it to the person while talking to them.
Ask a person a personal question or get their opinion on something. During the response, the brain will be so busy that everything else will happen at the level of reflexes. In such a situation, most people will accept anything from your hands without any hesitation.
This list of psychological techniques is confirmed by practice. Perhaps some of them resemble manipulation. The same techniques can be used in communicating with you, and whoever is warned is armed.
1. At the beginning of an acquaintance, pay attention to the color of the eyes of one of those present. Let this information not be useful to you (unless, of course, you are going to dedicate poems to him). But this technique helps to achieve optimal eye contact, showing your interlocutors your friendliness and self-confidence.
2. People remember best what happened at the beginning and at the end of the day, and everything that happens in between is perceived as blurry. Therefore, when scheduling an interview, try to be first or last on the list of candidates.
3. The position of the feet of people participating in a conversation can give away their hidden emotions. For example, if you approach two acquaintances and they turn to you only with their bodies, keeping the position of their feet, they are clearly not disposed towards you. Similarly, the toes of the interlocutor's shoes or boots turned away from you indicate that he wants to leave as soon as possible.
When a group of people laugh, everyone instinctively glances at the one they like the most.
4. When a group of people burst into laughter, everyone instinctively casts a glance at the one they like the most. By the way, this is a great way to calculate office romances.
5. If you want to get an honest answer to a question, and the interlocutor shirks, pause, as qualified psychotherapists do. Be silent for a while, continuing to look into the eyes of the interlocutor. As a rule, a person becomes embarrassed and he seeks to fill a pause.
6. If you feel that the boss is preparing to give you a fly-over, sit right next to him. Your close proximity will lower his aggression level and you can get away with it.
7. If you ask people for small favors, they start to like you. This is the psychological mechanism: we value more those who have been taken care of at least once.
If you know your boss is going to scold you on the fly, sit right next to him. Your close proximity will lower his level of aggression
8. Try to remember the person's name when you first meet and use it in subsequent communication. This will position him towards you.
9. Unobtrusive mirroring of other people's gestures contributes to the establishment of trust. The main thing is not to overdo it.
10. Making your way through the crowd, try to look at the gaps between people, and not at themselves. It forces people to step aside in front of you.
11. An adrenaline-fueled date - like riding a rollercoaster, watching a horror movie, or flying together in an airplane - stimulates the arousal centers in the brain and brings you closer to the object of passion.
Don't be afraid to ask for a favor: we value more those who have been taken care of at least once
12. Try not to start sentences with the words "I think" and "It seems to me." This goes without saying in your speech, but shows sometimes unnecessary uncertainty.
14. People value their own self-image. Try to figure out how others see themselves in their own eyes.
15. If your job is customer service, put a mirror behind you. This will allow people waiting in line to be less bored and angry about it.
16. Are you dating someone you want to like? Then, as brightly and emotionally as possible, demonstrate the joy of meeting with him. This will make him enjoy you almost as intensely next time.
Often the style of our behavior affects other people on a subconscious level. We may not even be aware of the effect produced. These tips can be very useful, but you can only verify this from your own experience.
1. When a group of people laughs, everyone instinctively looks at the one they like the most (or at the one they would like to consider a close person).
2. When you have to do something especially responsible or requiring concentration, in a word, something that usually makes us nervous, you should try chewing gum or even eating something. This is associated on a subconscious level with a sense of security, since we usually eat when nothing threatens us.
3. If someone is angry at us, and we manage to remain calm, then the anger will probably only escalate from this. However, later this person will become ashamed of his behavior.
4. If a person answers a question only partially, or is too evasive, you should not ask again. Better to just look him in the eye. He, most likely, will understand that this answer did not satisfy the interlocutor, and will continue to talk.
5. Facial expressions, it turns out, can not only be the result of feelings, but also cause these same feelings. Feedback works almost flawlessly, so those who want to feel happy should smile as often and widely as possible.
6. It is better not to use such phrases as "I think" or "I think" in speech or letters. They go without saying, but they give the words a shade of uncertainty.
7. Before an important interview, it is useful to imagine that we have a long-standing close friendship with the interviewer.
It almost always depends on us how to perceive the situation, and our calmness and ease can be transmitted to the interlocutor.
8. If we manage to force ourselves to be sincerely happy when we meet someone, the next time we meet, that person will be glad to see us. (By the way, dogs do this trick on us all the time.)
9. People tend to accept a smaller favor after they've denied us a larger one.
10. Quite a few useful information can be extracted by paying attention to the position of the interlocutor's legs. If, say, the toes of his shoes are facing the opposite direction from us, this usually means that the person wants to end the conversation as soon as possible.
11. Many of us have been present at a meeting in a situation where there was reason to expect sharp and unpleasant criticism from someone. Under such circumstances, it is best to sit next to this person. Practice shows that he will lose all his ardor and intent to attack, or at least be much softer.
12. Most people do not distinguish magnificence from simple self-confidence. If you learn how to demonstrate confidence with all your appearance, people will be drawn to us.
13. A good tip for those who work in the service industry is to hang a mirror behind you. People will behave much more correctly, because no one likes to see themselves irritated and angry.
14. A very useful habit is to notice the color of a person's eyes when meeting. He will unconsciously feel sympathy for us due to slightly lengthened eye contact.
15. When you go on a first date, it's smart to take your partner somewhere exciting. Subsequently, positive emotions from this meeting will be associated with us.
Consider the psychological techniques of manipulation mental consciousness man and the masses. For convenience, we divide the proposed methods into eight blocks, effective both individually and together.
The life of any person is multifaceted by the life experience that this person has, by the level of education, by the level of upbringing, by the genetic component, by many other factors that must be taken into account when psychologically influencing a person. Mental manipulation specialists (psychotherapists, hypnologists, criminal hypnotists, scammers, 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 counter such manipulations. Knowledge is power. It is the knowledge about the mechanisms of manipulating the human psyche that allows you to resist illegal intrusions into the psyche (into the human subconscious), and therefore protect yourself in this way.
It should be noted that there are a very large number of methods of psychological influence (manipulation). 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; it is enough to have an idea about some methods of manipulative influence in order to protect yourself from them; to counteract others, you yourself need to be good at such techniques (for example, gypsy psychological hypnosis), etc. As far as the admissibility of such a step, we will reveal the secrets of methods for controlling the mental consciousness of a person and the masses (a team, a meeting, an audience, a crowd, etc.).
It is worth noting that only recent times an opportunity to talk openly about the early secret techniques. At the same time, in our opinion, such a tacit permission from the supervisory authorities is quite justified, since we are convinced that a certain part of the truth is revealed to a person only at a certain stage in life. Collecting such material bit by bit - a person is formed into a personality. If, for some reason, a person 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 significance, i.e. this kind of information will not find the necessary response in his soul, and a kind of stupor will turn on in the psyche, due to which such information will simply not be perceived by the brain, i.e. will not be remembered as such a person.
Below, we will consider the manipulation techniques outlined as blocks that are equivalent in terms of efficiency. Despite the fact that each block precedes its inherent name, nevertheless, it should be noted that the specific methods of influencing the subconscious are 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 in general has the same components, and differs only in minor details, and hence the increased efficiency of the developed methods of manipulation that exist in the world.
The first block of manipulations.
Ways of manipulating the mental consciousness of a person (S.A. Zelinsky, 2008).
1. False questioning, or deceptive clarifications.
AT this case the manipulative effect is achieved due to the fact that the manipulator pretends that he wants to better understand something 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 the overall meaning said for his own sake.
In this case, you should be extremely careful, always listen to what they are talking about, and noticing a catch, 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 jumping topics.
The manipulator in this case seeks, after voicing any information, to quickly move on to another topic, realizing that your attention is immediately redirected to new information, which means that the likelihood that the previous information that was not “protested” will reach the subconscious increases listener; if 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. goes into consciousness. Moreover, if the manipulator additionally strengthened his information with an emotional load, or even entered it into the subconscious by 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 jumping 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 it will influence the consciousness of the object of manipulation in a way that is beneficial to the manipulator.
3. The desire to show their indifference, or pseudo-inattention.
In this case, the manipulator tries to perceive both the interlocutor and the information received as indifferently as possible, thereby unconsciously forcing the person to try at all costs to convince the manipulator of his importance to him. Thus, the manipulator can only manage the information coming from the object of his manipulations, receiving those facts that the object was not going to spread before. A similar circumstance on the part of the person who is being manipulated is inherent in the laws of the psyche, forcing any person to strive at all costs to prove his case by convincing the manipulator (not suspecting that this is a manipulator), and using the available arsenal of logical controllability of thoughts for this - that is, the presentation of new circumstances of the case, facts that, in his opinion, can help him in this. What turns out to be in the hands of the manipulator, who finds out 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 the desired, 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 comes from manipulator information seriously. Thus, the information coming from the manipulator passes immediately into the subconscious, is deposited there in the form of attitudes and patterns of behavior, which means that the manipulator achieves his goal, because the object of manipulation, without suspecting it, after a while will begin to fulfill the installations embedded in the subconscious, or, in other words, to perform secret will of the manipulator.
The main way of confrontation is the complete control of information coming from any person, i.e. everyone is an adversary and should be taken seriously.
5. False love, or lulling vigilance.
Due to the fact that one individual (manipulator) plays in front of another (object of manipulation) love, excessive respect, reverence, etc. (i.e. expresses his feelings in a similar way), 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. A person who is targeted by this kind of manipulation will have a desire to calm the one who is angry with him. Why is he subconsciously ready to make concessions to the manipulator.
Methods of counteraction may 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 the manipulator, and then, having calmed down, calm the manipulator as well. Or, for example, you can show your calmness and absolute indifference to the anger of the manipulator, thereby confusing him, and therefore depriving him of his manipulative advantage. You can sharply increase the pace of your own aggressiveness by speech techniques simultaneously with a light touch on the manipulator (his hand, shoulder, arm ...), and additional visual impact, i.e. in this case, we seize the initiative, and by simultaneously influencing the manipulator with the help of visual, auditory and kinesthetic stimuli, 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 this feature of the psyche and use it in time.
7. Fast pace, or unjustified haste.
In this case, we should talk about the desire of the manipulator, due to the imposed excessively fast pace of speech, to push through some of his ideas, having achieved their approval by the object of manipulation. This becomes possible even when the manipulator, hiding behind the alleged absence 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 timeout (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 act out a misunderstanding of a question and a “stupid” questioning, etc.
8. Excessive suspicion, or forced excuses.
This type of manipulation occurs when the manipulator acts suspicious in any matter. As a response to suspicion in the object of manipulation, a desire to justify oneself follows. Thus, the protective barrier of his psyche weakens, which means that the manipulator achieves his goal by “pushing” the necessary psychological attitudes.
A defense option is to realize yourself as a person and volitional opposition to an attempt of any manipulative influence on your psyche (that is, you must demonstrate your own self-confidence and show that if the manipulator is suddenly offended, then let him be offended, and if he wants to leave, you will not run after him; this should be adopted by "in love": 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 given 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.
There is only one way to counteract: not to succumb to provocations.
This type of manipulation comes from such specifics of the individual's psyche as the worship of authorities in any area. Most often it turns out that the very area in which such an “authority” has achieved results lies in a completely different area than his imaginary “request” now, but nevertheless, the object of manipulation cannot do anything with himself, since in his soul the majority people believe that there is always someone who has achieved more than they do.
A variant of confrontation is belief in one's own exclusivity, super-personality; development in oneself the belief in one's own chosenness, in the fact that you are a super-human.
11. Favors rendered, or payment for help.
The manipulator conspiratorially informs the object of manipulation about something, as if advising him to make this or that decision in a friendly way. At the same time, clearly hiding behind an imaginary friendship (in fact, they may be acquainted for the first time), as advice, he inclines the object of manipulation to the solution that the manipulator needs first of all.
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 you are required to pay in the form of gratitude for the service rendered.
12. Resistance or enacted protest.
The manipulator, with some words, excites feelings in the soul of the object of manipulation, 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 a greater extent what is either forbidden to him or what efforts must be made to achieve.
Whereas what may be better and more important, but lies on the surface, in fact, is often not noticed.
The way to counteract is self-confidence and will, i.e. you should always rely only on yourself, and not give in to weaknesses.
13. Particular factor, or from details to error.
The manipulator forces the object of manipulation to pay attention only to one specific detail, not allowing to notice the main thing, and on the basis of this to draw the appropriate conclusions, accepted by the consciousness of that 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 own opinion about any subject, in fact, having neither facts nor more detailed information, and often not having their own opinion about what they judge, using the opinions of others. Therefore, it is possible to impose such an opinion on them, which means that the manipulator will achieve his own.
To counteract, you should constantly work on yourself, on increasing your own knowledge and level of education.
14. Irony, or manipulation with a grin.
Manipulation is 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 object of manipulation "loses its temper" much faster; and since critical thinking is difficult during anger, a person enters ASC (altered states of consciousness), in which consciousness easily passes through itself the early forbidden information.
For effective protection, you should show your complete indifference to the manipulator. Feeling like a super-human, "chosen one", will help to treat the attempt to manipulate you with indulgence - as child's play. The manipulator will immediately feel such a state intuitively, because the 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 withdrawal of thought.
The manipulator achieves its goal by constantly interrupting the thoughts of the object of manipulation, directing the topic of conversation in the direction the manipulator needs.
As a countermeasure, you can ignore the interruptions of the manipulator, or use special speech psychotechniques to make him ridicule among the audience, because if a person is laughed at, all his subsequent words are no longer taken seriously.
16. Provoking imaginary, or false accusations.
This kind of manipulation becomes possible as a result of informing the object of manipulation of the information that can make him angry, and hence reducing the 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 - believe in yourself and not pay attention to others.
17. Trapping, or the imaginary recognition of the opponent's benefit.
In this case, the manipulator, carrying out an act of manipulation, hints at more favorable conditions in which the opponent (the object of manipulation) is supposedly located, thereby forcing the latter to make excuses in every possible way and become open to manipulations that usually follow from this by the manipulator.
Protection - awareness of oneself as a super-personality, which means a completely reasonable "rise" above the manipulator, especially if he also considers himself "insignificance". Those. in this case, one should not make excuses that they say, no, I am not now higher in status than you, but admit, grinning, that yes, I am you, you are in my dependence, and you must accept this or ... Thus, faith in yourself, belief in your own exclusivity will help you overcome any traps in the way of your mind from manipulators.
18. Deception in the palm of your hand, or imitation of bias.
The manipulator intentionally puts the object of manipulation in certain given conditions when a person chosen as an object of manipulation, in an effort to avert suspicion of excessive bias towards the manipulator, allows manipulation to be carried out on himself due to the unconscious belief in the good intentions of the manipulator. That is, it is as if he gives himself the installation not to react critically to the words of the manipulator, thereby unconsciously allowing the words of the manipulator to pass into his consciousness.
19. Deliberate delusion, or specific terminology.
In this case, manipulation is carried out through the use by the manipulator of specific terms that are not clear to the object of manipulation, and the latter, because of the danger of appearing illiterate, does not have the courage to clarify what these terms mean.
The way to counteract is to ask again and clarify what is incomprehensible to you.
20. Imposition of false stupidity, or through humiliation to victory.
The manipulator seeks in every possible way to reduce the role of the object of manipulation, hinting at his stupidity and illiteracy, in order to destabilize the positive mood 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 of the psyche.
Protection - do not pay attention. It is generally recommended to pay less attention to the meaning of the words of the manipulator, and more to the details around, gestures and facial expressions, or even 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 accustoms the object of manipulation to any information that is going to convey to him.
Protective setting - do not fix attention on the words of the manipulator, listen to him “on the floor of the ear”, or use special speech techniques to transfer the conversation to another topic, or seize the initiative and introduce the settings you need into the subconscious of the interlocutor-manipulator yourself, or many other options.
22. Erroneous conjecture, or reticence involuntarily.
In this case, manipulations achieve their effect due to:
1) deliberate reticence by the manipulator;
2) erroneous conjecture by the object of manipulation.
At the same time, even if a deception is detected, the object of manipulation gets 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, formation of "chosenness" and super-personality.
In this situation, the object of manipulation falls into the trap of the manipulator, who plays on his own alleged inattention, so that later, having achieved his goal, he will refer to the fact that he allegedly did not notice (listen to) the opponent’s protest. Moreover, as a result of this, the manipulator actually puts the object of manipulation before the fact of the perfect.
Protection - 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 object of manipulation in such a way that he always agrees with his words. Thus, the manipulator skillfully leads the object of manipulation to pushing through his idea, and therefore to the implementation of manipulation over him.
Protection - bring down the focus of the conversation.
25. An unexpected quotation, or the words of an opponent as evidence.
In this case, the manipulative effect is achieved through unexpected quoting by the manipulator of the previously spoken words of the opponent. Such a technique has a discouraging effect on the chosen object of manipulation, helping the manipulator to achieve a result. At the same time, in most cases, the words themselves can be partially invented, i.e. have a different meaning than the subject of manipulation earlier said on this issue. If he spoke. Because the words of the object of manipulation can be simply invented from and to, or have only a slight similarity.
Defense - also apply the technique of false quoting, choosing in this case the supposedly said words of the manipulator.
26. The effect of observation, or the search for commonalities.
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 attention of the object to this similarity, and thereby partially weakens the protective functions of the psyche of the object of manipulation, after which pushes his idea.
Protection - to sharply highlight with words your dissimilarity to the interlocutor-manipulator.
27. Imposing a choice, or initially the right decision.
In this case, the manipulator asks the question in such a way that does not leave the object of manipulation to accept a choice other than the one voiced by the manipulator. (For example, do you want to do this or that? In this case, the key word is “do”, while initially the object of manipulation may not have intended to do anything. But he was left with no choice but to choose between the first and second.)
Protection - do not pay 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 he has chosen as manipulation that he intends to tell 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 gains confidence in this kind of revelation, which means that we can already talk about the weakening of the protective mechanisms of the psyche, which, through the weakening of censorship (the barrier of criticality), allows lies from the manipulator into the consciousness-subconsciousness.
Protection - do not succumb to provocations, and remember that you can always rely only on yourself. Another person can always let you down (consciously, unconsciously, under duress, under the influence of hypnosis, etc.)
29. Sudden counterargument, or insidious lie.
The manipulator, unexpectedly for the object of manipulation, refers to the words allegedly said earlier, in accordance with which the manipulator, as it were, simply develops the topic further, starting from them. The object of manipulation after such “revelations” has a feeling of guilt, in his psyche the barriers put forward in the way of those words of the manipulator, which he had previously perceived with a certain degree of criticality, should finally break down. This is also possible because most of those targeted by manipulation are internally unstable, have increased criticality towards themselves, and therefore, such a lie on the part of the manipulator turns in their minds into one or another share of the truth, which as a result and helps the manipulator get his way.
Protection - education of 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 will allegedly be different. Thus, unconsciously making it clear to the object of manipulation that all the words just heard by the manipulator are nothing and are good only on paper, but in a real situation everything will turn out differently, which means, in fact, one cannot rely on such words.
Protection - do not pay attention to the conjectures and assumptions of other people and believe only in the power of your mind.
The second block of manipulations.
Methods of influencing the mass media audience with the help of manipulations.
1. The principle of first priority.
The essence of this method is based on the specifics of the psyche, which is designed in such a way that it takes on faith the information that was first received by the 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 is triggered, especially since it is impossible to immediately understand its contradictory nature. And after - it is already quite difficult to change the formed opinion.
A similar principle is quite successfully used in political technologies, when some accusatory material (compromising evidence) is sent to a competitor (through the media), thereby:
a) forming a negative opinion among voters about him;
b) making excuses.
(In this case, there is an impact on the masses through widespread stereotypes that if someone makes excuses, then he is guilty).
2. "Eyewitnesses" of events.
There are supposedly eyewitnesses of the events who, with the necessary sincerity, report the information that the manipulators gave them in advance, 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 a glow of feelings and emotions in it, in as a result of which the censorship of the psyche is weakened and is able to skip information from the manipulator without determining its false essence.
3. The image of the enemy.
By artificially creating a threat and as a result of this heat 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. Shift in emphasis.
In this case, there is a conscious shift in emphasis in the material being presented, and something not entirely desirable for the manipulators is presented in the background, but the opposite is highlighted - what is necessary for them.
5. Use of "opinion leaders".
In this case, the manipulation of mass consciousness occurs on the basis that when performing any actions, individuals are guided by opinion leaders. 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 hiding, as it were, fades into the shadows of seemingly randomly highlighted events that serve to divert attention.
7. Emotional charge.
This manipulation technology is based on such a property of the human psyche as emotional contagion. It is known that in the process of life a person builds certain protective barriers on the way of receiving information that is undesirable for him. To get around such a barrier (censorship of the psyche), it is necessary that the manipulative influence be directed to feelings. Thus, "loading" necessary information necessary emotions, it becomes possible to overcome the barrier of the mind and cause an explosion of passions in a person, forcing him to experience at some point the information he heard. Next comes the effect of emotional charge, which receives most widespread in a crowd where, as you know, the criticality threshold is lower.
(Example. A similar manipulation effect is used during a number of reality shows, when participants speak in raised tones and sometimes demonstrate significant emotional arousal, which makes you watch the ups and downs of the events they demonstrate, empathizing with the main characters. Or, for example, when speaking on television of a series especially ambitious politicians who impulsively shout out their ways out of crisis situations, due to which information affects the feelings of individuals, and the audience becomes emotionally infected, which means that such manipulators can be forced to pay attention to the material presented.)
8. Display problems.
Depending on the presentation of the same materials, it is possible to achieve different, sometimes opposing opinions from the audience. That is, some event can be artificially “not noticed”, but on the contrary, it can be given increased attention, and even on different television channels. In this case, the truth itself, as it were, fades into the background. And it depends on the desire (or not desire) of the manipulators to highlight it. (For example, it is known that many events take place in the country every day. Naturally, coverage of all of them is already purely physically impossible. However, it often happens that some events are shown quite often, many times, and on various channels; while something else , which certainly also deserves attention - as if deliberately not 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. Unavailability of information.
This principle of manipulative technologies is called information blockade. This becomes possible when a certain part of the information, undesirable for manipulators, is deliberately not allowed on the air.
10. Strike ahead of the curve.
A type of manipulation based on the early release of negative information for the main category of people. Wherein this information causes maximum resonance. And by the time the information arrives and an unpopular decision has to be made, the audience will already be tired of the protest, and will not react too negatively. Using a similar method in political technologies, they first sacrifice an insignificant compromising evidence, after which, when a new compromising evidence appears on the political figure they are promoting, the masses no longer react in this way. (Tired of reacting.)
11. False passions.
A method of manipulating the mass media audience, when a false heat of passion is used by presenting allegedly 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 no longer has such an impact, because criticality is reduced put forward 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 consciousness enters the unconscious of the individual; after which it affects the consciousness, distorting the very meaning of the information received, and also taking up space for obtaining and appropriately evaluating more truthful information.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. Likelihood effect.
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 the information or ideas he previously had on the issue under consideration.
(In other words, if through the media we come across information with which we internally disagree, then we deliberately block such a channel for obtaining information. And if we come across information that does not contradict our understanding of such an issue, we continue to absorb such information, which reinforces the previous formed patterns of behavior and attitudes in the subconscious, which means that acceleration for manipulations becomes possible, since manipulators will consciously wedge into the information that is plausible for us false, which, as if automatically, we perceive as real. Also, in accordance with this principle of manipulation, it is possible to initially present information that is obviously unfavorable for the manipulator (supposedly self-criticism), due to which the audience’s belief that this mass media source is fairly honest and truthful increases. Well, later, information necessary for manipulators is interspersed with the information supplied.)
13. The effect of "information assault".
In this case, it should be said that a flurry of useless information falls upon a person, in which the truth is lost.
(People 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 the information they need, but undesirable for demonstration to the masses.)
14. Reverse effect.
In the case of such a fact of manipulation, such a quantity of negative information is released against a person that this information achieves the exact opposite effect, and instead of the expected condemnation, such a person begins to arouse pity. (An example of the Perestroika years with B.N. Yeltsin, who fell into the river from the bridge.)
15. Everyday story, or evil with a human face.
Information that may cause an undesirable effect is pronounced in a normal tone, as if nothing terrible is happening. As a result of this form of presentation of information, some critical information, when it penetrates into the minds of listeners, loses its relevance. Thus, the criticality of the perception of negative information by the human psyche disappears and addiction to it occurs.
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, as a result of which a false semantic effect of the information received is achieved.
17. The principle of contrast.
This kind of manipulation becomes possible when the necessary information served against the background of another, initially negative, and negatively perceived by the majority of the audience. (In other words, white will always be noticeable against a black background. And against a background of bad people, you can always show good man talking about his good deeds. A similar principle is common in political technologies, when a possible crisis in the camp of competitors is first analyzed in detail, and then the correct nature of the actions of the candidate needed by the manipulators, who does not and cannot have such a crisis, is demonstrated.)
18. Approval of the imaginary majority.
The application of this method of mass manipulation is based on such a specific component of the human psyche as the permissibility of performing any actions after their initial approval by other people. As a result of such a method of manipulation in the human psyche, the barrier of criticality is erased after such information has been approved by other people. Let us recall Le Bon, Freud, Bekhterev and other classics of the psychology of the masses - the principles of imitation and contagion are actively operating in the mass. Therefore, what one does is picked up by the rest.
19. Expressive blow.
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 the desire to punish the guilty at all costs. At the same time, it is not noticed that the emphasis in the presentation of material can be deliberately shifted towards competitors that are unnecessary to the manipulators or against information that seems undesirable to them.
20. False analogies, or diversions against logic.
This manipulation eliminates the true reason 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. For example, many young athletes were elected to the State Duma of the last convocation. In this case, merit in sports in the minds of the masses replaced the opinion of whether 20-year-olds really Athletes can govern the country, but it should be remembered that every member of the State Duma has the rank of a federal minister).
21. Artificial "calculation" of the situation.
A lot of different information is intentionally released to the market, thereby monitoring the public's interest in this information, and information that has not received relevance is subsequently excluded.
22. Manipulative commenting.
By means of the emphasis necessary for the manipulators, this or that event is covered. At the same time, any undesirable event for manipulators when using such technology can take on the opposite color. It all depends on how the manipulators will present this or that material, with what comments.
24. Admission (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 striking example is D.O. Rogozin, who was in opposition to the authorities - let us recall Rogozin’s statement in connection with the CEC ban on the registration of V. Gerashchenko as a presidential candidate, recall the hunger strike in the State Duma demanding the resignation of ministers of the socio-economic bloc of the government, recall other statements by Rogozin, including those about the ruling party and the president of the country - and let us 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 high-ranking official representing Russia in an enemy organization. )
25. Repetition.
Such a method of manipulation is quite simple. It is only necessary to repeatedly repeat any information so that such information is deposited in the memory of the mass media audience and subsequently used. At the same time, manipulators should simplify the text as much as possible and achieve its susceptibility based on a low-intellectual audience. Oddly enough, practically only in this case one 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 repeated repetition simple phrases. In this case, the information is first firmly fixed in the subconscious of the listeners, and then it will influence their consciousness, and hence the commission of actions, the semantic connotation of which is secretly embedded in the information for the mass media audience.
26. The truth is half.
This method of manipulation lies in the fact that only part of the 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 from the time of Perestroika, when at first rumors were spread that the Union Republics allegedly supported the RSFSR. At the same time, they seemed to forget about Russian subsidies. As a result of deception of the population of republics friendly to us, these republics first left the USSR, and then part of their population began to come to earnings in Russia.)
The third block of manipulation techniques.
Speech psychotechniques (V.M. Kandyba, 2002).
In the event of such influence, it is forbidden to use methods of direct informational influence, said in an order, replacing the latter with a request or offer, and at the same time using the following verbal tricks:
1) Truisms.
In this case, the manipulator says what is really there, 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! Everyone buys, you won’t find such cheap sweaters anywhere!” and fiddling with bags of sweaters.
As academician V.M. Kandyba, such an unobtrusive purchase offer, is more directed to the subconscious, works better, as it corresponds to the truth and passes the critical barrier of consciousness. Really “cold” (this is already one unconscious “yes”), really the package and pattern of the sweater are beautiful (second “yes”), and really very cheap (third “yes”). Therefore, without any words "Buy!" the object of manipulation is born, as it seems to him, an independent, self-made decision to buy an excellent thing on the cheap and on the occasion, often without even unwrapping the package, but only asking for 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 kind of hidden statement is interspersed, which flawlessly affects the subconscious, forcing the manipulator to fulfill the will. For example, they do not ask you whether you will buy or not, but they say: “How pretty you are! And it suits you, and this thing looks great! Which one will you take, this one or that one? ”, And the manipulator looks at you with sympathy, as if the question that you are buying this thing has already been decided. After all, the last phrase of the manipulator contains a trap for consciousness, imitating your right to choose. But in fact, you are being deceived, as the choice "buy or not buy" is replaced by the choice "buy this or buy that."
3) Commands hidden in questions.
In such a case, the manipulator hides its installation command under the guise of a request. For example, you need to close the door. You can say to someone: “Go and close the door!”, But this will be worse than if your order is issued as a request in the question: “I beg you, could you 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 a product, after receiving an answer, asks the next question, which contains the installation to perform the action necessary for the manipulator. For example, a manipulative 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 it seems to be about the sensations of taste, but in fact the question is: “Will you buy it or not?” And since the thing is objectively tasty, you can’t say to the seller’s question that you didn’t like it, and answer that you “liked it”, thereby, as it were, giving involuntary consent to the purchase. Moreover, as soon as you answer the seller that you liked it, as he, without waiting for your other words, is already weighing the goods and it’s as if it’s already inconvenient for you to refuse to buy, especially since the seller selects and imposes the best that he has (from , which is visible). Conclusion - you need to think a hundred times before accepting a kind of harmless offer.
5) Speech reception: "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, a seller of hats, seeing that the buyer is twirling a hat in his hands for a long time, considering whether to buy or not to buy, says that the client is 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) of everything that happens. For example, if a gypsy (as an extra-class specialist in waking hypnosis, street manipulation) took a ring or chain from the victim, then she will definitely utter the phrase before parting: “You don’t know me and have never seen me! These things - the ring and the chain - are alien! You've never seen them!" In this case, if the hypnosis was not deep, the charm (“charm” - as an obligatory part of waking suggestion) disappears after a few minutes. With deep hypnosis, coding can last for years.
7) Stirlitz method.
Since a person in any conversation remembers the beginning and end better, it is necessary not only to enter the conversation correctly, but also to put the necessary words that the object of manipulation must remember - to put at the end of the conversation.
8) Speech trick "three stories".
In the case of such a technique, the following method of programming the human psyche is carried out. You are told three stories. But in an unusual way. First, they start telling you story #1. In the middle, they interrupt it and start telling story #2. In the middle, they interrupt it and start telling story #3, which is told in full. Then the manipulator finishes 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 recognized and remembered. And story No. 3 is quickly forgotten and unconscious, which means that, having been forced out of consciousness, it is placed in the subconscious. But the bottom line is that just in story No. 3, the manipulators laid instructions and commands for the subconscious of the object of manipulation, which means you can be sure that after a while this person (object) will begin to fulfill the psychological settings introduced into his subconscious, and at the same time will count that they come from him. The introduction of information into the subconscious is a reliable way of programming a person to perform the settings necessary for manipulators.
9) Allegory.
As a result of such an impact of mind processing, the information the manipulator needs is hidden among the story, which the manipulator sets out allegorically and metaphorically. The bottom line is that just the hidden meaning is the thought that the manipulator decided to put into your mind. 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 introduce information into the subconscious. Later, such information “starts to work” often just at the moment, the onset of which was either originally planned; or a code was laid, activating which the manipulator each time achieves the desired effect.
10) Method "as soon as ... then ...".
A very curious method. Here is how V.M. Kandyba: “The reception “as soon as ... then ...” This speech trick consists in the fact that a fortuneteller, for example, a gypsy, foreseeing some certain upcoming 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 look at her palm (at the "life line"), the gypsy logically attaches an increase in trust to herself and everything she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase “understand me immediately”, the intonation of which denotes another real meaning hidden from consciousness - “immediately agree with everything that I do.”
11) Scattering.
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 the so-called "anchors" (the "anchoring" technique refers to the methods of neurolinguistic programming). It is possible to distinguish speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to be scattered among other words that make up the information flow of this story. And later - the subconscious of the object of manipulation will respond only to these words, intonations, gestures, and so on. In addition, as academician V.M. Kandyba notes, hidden commands dissipating in the middle of the whole conversation turn out to be very effective, and work much better than those expressed in a different way. To do this, one must be able to speak with expression, and underline - when required - the right words, skillfully highlight pauses, and so on.
There are the following methods of manipulative influences on the subconscious in order to program the behavior of a person (an 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 brushes on the client’s hands from above, taking the client’s brush in both hands, etc.
Emotional ways: raising emotions at the right time, lowering emotions, emotional exclamations or gestures.
Speech methods: change the volume of speech (louder, quieter); change in the pace of speech (faster, slower, pauses); change in intonation (increase-decrease); accompanying sounds (tapping, snapping fingers); change the localization of the sound source (right, left, top, bottom, front, back); change in the timbre of the voice (imperative, command, hard, soft, insinuating, drawling).
Visual methods: facial expressions, eye widening, hand gestures, finger movements, body position change (tilts, turns), head position changes (turns, tilts, lifts), a characteristic sequence of gestures (pantomime), rubbing your own chin.
written methods. Hidden information can be inserted into any written text using the scattering technique, while the necessary words are highlighted: font size, different font, different color, paragraph indentation, 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 the "old reaction" is when a child walking in the park is suddenly attacked by a dog. The child was very frightened and subsequently, in any, even the safest and most harmless, situation, when he sees a dog, he automatically, i.e. unconsciously, an "old reaction" arises: fear.
Such reactions are pain, temperature, kinesthetic (touch), taste, auditory, olfactory, etc., therefore, according to the mechanism of the "old reaction", a number of basic conditions must be met:
a) The reflective reaction should, if possible, be reinforced several times.
b) The applied irritant should, in its characteristics, match as much as possible the stimulus applied for the first time.
c) The best and more reliable is a complex stimulus that uses the reaction of several sense organs simultaneously.
If you need to establish dependence on you of another person (an 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 signal 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 chosen for the role of the object will have a positive associative array, which means that the barrier of criticality of the psyche will be broken, and such a person (object) will be “programmed” to implement conceived by you after the encoding you entered. At the same time, it is recommended that you 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 positive words for his psyche (for example, pleasant memories of the object), and pick up a reliable key (by tilting the head, voice, touch, etc.)
The fourth block of manipulations.
Manipulation through television. (S.K. Kara-Murza, 2007).
1) Fabrication of facts.
In this case, the manipulation effect occurs as a result of small deviations used in the supply of material, but acting always in the same direction. Manipulators only tell the truth when the truth can be easily verified. In other cases, they try to present the material in the way 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 must be controlled and not go beyond the limits of broadcasting allowed by them. In addition, the media use the so-called. the principle of democracy of noise, when a message unnecessary by the manipulator should simply perish under a powerful release of versatile information.
3) Gray and black information.
In the second half of the twentieth century, the media began to use the technology of psychological warfare. The American Military Dictionary of 1948 defines psychological warfare as follows: "These are planned propaganda activities that influence the views, emotions, attitudes and behavior of enemy, neutral or friendly foreign groups in order to support national policy." The manual (1964) states that the purpose of such a war is "undermining the political and social structure of the country ... to such a degree of degradation of the national consciousness that the state becomes unable to resist."
4) Major psychoses.
The secret tasks of the media is to turn the citizens of our country into a single mass (crowd), with the aim of general regulation of the dissemination of the flow of information, which processes the consciousness and subconscious of people. As a result, such a crowd is easier to manage, and the average layman unquestioningly believes the most ridiculous statements.
5) Assertion and repetition.
In this case, the information is presented in the form of ready-made templates that actively involve the stereotypes in the subconscious mind. An affirmation in any speech means a refusal to discuss, since the power of an idea that can be discussed loses all credibility. In human thinking, Kara-Murza notes, the so-called. mosaic culture. The media are a factor in strengthening this type of thinking, accustoming a person to think in stereotypes, and not to include intellect when analyzing media materials. G.Lebon noted that with the help of repetition, information is introduced into the depths of the subconscious, where the motives for subsequent human actions are born. Excessive repetition dulls consciousness, causing any information to be deposited in the subconscious almost unchanged. And from the subconscious, after a certain period of time, such information passes into consciousness.
6) Crushing and urgency.
In this media manipulation technique, 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 divided into parts and placed on different pages; a text or a TV show is broken up by advertising.) Professor G. Schiller explains the effectiveness of this technique in this way: “When the holistic nature of a social problem is deliberately bypassed, and fragmentary information about it is offered as reliable "information", the results of this approach are always the same: misunderstanding ... apathy and, as a rule, indifference. Tearing apart information about important event, it is possible to drastically reduce the impact of the message or completely deprive it of its meaning.
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, unlike high culture, is designed 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, so any new information is adjusted to a stereotype so that a person perceives 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. In this case, any pseudo-sensation stands out. And already under the cover of it, the really important news is hushed up (if this news, for some reason, is dangerous for the circles that control the media).
The continuous bombardment of the mind, especially by "bad news," important function maintaining the necessary level of "nervousness" in society, draws the attention of prof. S.G. Kara-Murza. Such nervousness, a feeling of continuous crisis, sharply increases the suggestibility of people and reduces the ability for critical perception.
9) Changing the meaning of words and concepts.
Media manipulators in this case freely interpret the words of any person. At the same time, the context changes, often taking the form directly opposite or at least distorted. A striking example is provided by Prof. S.G. Kara-Murza, telling that when the Pope during a visit to one of the countries was asked how he relates to brothels, he was surprised that, they say, do they really exist. After that, an emergency report appeared in the newspapers: “The first thing dad asked when he set foot on our land was whether we have brothels?”
The fifth block of manipulations.
Manipulations of consciousness (S.A. Zelinsky, 2003).
1. Provocation of suspicion.
The manipulator initially puts the subject in critical conditions when he confidently puts forward a statement like: “Do you think I will persuade you? ..”, which implies the so-called. the opposite effect, when the one who is being manipulated begins to convince the manipulator of the opposite, and thereby, pronouncing the installation several times, unconsciously tends to the opinion of the honesty of the person who convinced him of something. Whereas by all conditions this honesty is false. But if, under certain conditions, he would understand this, that in this situation the line between lies and the susceptibility of truth is erased. So the manipulator achieves its goal.
Protection - do not pay attention and believe in yourself.
2. False advantage of the enemy.
With his specific words, the manipulator, as it were, initially casts doubt on his own arguments, referring to the allegedly more favorable conditions in which his opponent finds himself. Which, in turn, makes this opponent justify his desire to convince his partner and remove suspicion from himself. Thus, the one over whom the manipulation took place, unconsciously removes from himself any setting for censorship of the psyche, for defense, allowing attacks from the manipulator to penetrate into his psyche, which has become defenseless. The words of the manipulator, possible in such a situation: “You say so, because now your position requires it ...”
Protection - words such as: "Yes, I say this because I have such a position, I am right, and you must obey and obey me."
3. Aggressive manner of conducting a conversation.
When using this technique, the manipulator takes an initially high and aggressive rate of speech, which unconsciously subjugates the will of the opponent. 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 also wishing that all this would stop as soon as possible.
Protection - to make an artificial pause, interrupt the fast pace, reduce the aggressive intensity of the conversation, transfer the dialogue to a calm channel. If necessary, you can leave for a while, i.e. interrupt the conversation and after - when the manipulator calms down - continue the conversation.
4. Imaginary misunderstanding.
In this case, a certain trick is achieved as follows. The manipulator, referring to finding out for himself the correctness of what you just heard, repeat the words you said, but introducing your own meaning into them. The spoken words can be 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 .
Protection - a clear clarification, going back and re-explaining to the manipulator what you meant when you said so-and-so.
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 to the scandal.
Timely said hurtful words the manipulator is trying to provoke anger, rage, misunderstanding, resentment, etc., in you with his ridicule, in order to piss you off and achieve the intended result.
Protection - a strong character, a strong will, a 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, are embarrassed to ask again the meaning of a particular 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 had previously spoken. Well, belittling the status of the interlocutor in a conversation allows you to be in an initially advantageous position and achieve what you need in the end.
Protection - ask again, clarify, pause and go 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 a defender. An example of the monologue used: “Do you think I will persuade you, convince you of something ...”, which already, 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. n. In this way, the object, as it were, reveals itself for unconscious agreement with the words of the manipulator that will follow this.
Protection - words like: “Yes. I think that you should try to convince me of this, otherwise I will not believe you and 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 accepted in society, and so on. Thus, the manipulator unconsciously belittles your status, they say, look, all respected and famous people they say so, but you think completely differently, and who are you, and who are they, 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 - faith in one's exclusivity and "chosenness".
10. Formation of false stupidity and bad luck.
The statement of the type - this is banal, this is complete bad taste, etc. - should form in the object of manipulation the initial unconscious belittling of his role, and form his artificial dependence on the opinions of others, which prepares the dependence of this person on the manipulator. This means that the manipulator can practically fearlessly promote his ideas through the object of manipulation, encouraging the object to solve the problems that the manipulator needs. 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 accustoms the object to any information that is going to convey to him.
The principle of advertising is based on such manipulation. When at first any information repeatedly appears in front of you (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 he already heard somewhere. Moreover, based on the fact that an exclusively positive opinion about a product is conveyed through advertising, it is much more likely that an exclusively positive opinion about this product has been formed in the unconscious of a person.
Protection - the initial critical analysis of any incoming information.
12. Lack of evidence, with hints of some special circumstances.
This is a way of manipulation through a special kind of reticence, forming in the object of manipulation a false confidence in what was said, through unconscious conjecture by him of certain situations. Moreover, when in the end it turns out that he “understood it wrong”, such a person practically does not have any component of the protest, because unconsciously he remains sure that he himself is to blame, because he understood it wrong. 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 it into manipulation, taking into account both the unexpected for the object and the forced one, when the object eventually realizes that he has become a victim of manipulation, but is forced to accept them because of the impossibility of a conflict with his own conscience and some kind of inherent into his psyche with 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, an agreement on his part can be dictated both by a sense of guilt falsely evoked 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 the manipulator, who plays on his alleged inattention, so that after having achieved his goal, he refers 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 - clarify and ask again what you misunderstood.
14. Belittling irony.
As a result of thoughts uttered at the right moment about the insignificance of his own status, the manipulator, as it were, forces the object to assert the opposite and elevate the manipulator in every possible way. Thus, subsequent manipulative actions of the manipulator become invisible to the object of manipulation.
Protection - if the manipulator believes that he is “insignificant” - it is necessary to continue to give his will, strengthening such a feeling in him, so that he no longer has the thought of manipulating 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 make a number of contradictory statements, to be able to say "no", etc.
The sixth block of manipulations.
Personality manipulation (G. Grachev, I. Melnik, 1999).
1. "Hanging labels".
This technique consists in choosing offensive epithets, metaphors, names, etc. ("Labels") to refer to a person, organization, idea, any social phenomenon. Such "labels" evoke emotionally negative attitude others are associated with low (dishonest and socially disapproved) deeds (behavior) and, thus, are used to discredit a person, ideas and proposals, an organization, a social group or a 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 particular person with a more common name, which 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 towards 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 they are presented with a source of communication. 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 unapproved events, actions, facts, people, etc., which is necessary to discredit specific individuals, ideas, situations, social groups or organizations.
The content of this technique is to bring the statements of individuals with high authority, or vice versa, those that cause a negative reaction in the category of people on whom the manipulative influence is directed. The statements used usually contain value judgments about people, ideas, events, etc., and express their condemnation or approval. Thus, in a person, as an object of manipulative influence, the formation of an appropriate attitude is initiated - positive or negative.
5. "The game of common people".
The purpose of this technique is to try to establish a trusting relationship with the audience, as with congenial people, on the basis that both the manipulator and the ideas are correct, as they are focused on the common man. Such a technique is actively used in advertising and information promotion and various kinds of propaganda to form the chosen image - "a man from the people" - in order to form trust in him from the side of the people.
6. "Shuffling" or "Juggling the Cards".
7. "Common wagon".
When using this technique, judgments, statements, phrases are selected that require uniformity in behavior, creating the impression that everyone does this. The message, for example, may begin with the words: "All normal people understand that ..." or "no sane person will object that ...", etc. By means of a “common platform”, a person is evoked 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 such values, ideas, programs, etc.
8. Crushing of information supply, redundancy, high rate.
Especially often such techniques are used on television. As a result of such a massive shelling of people's minds (for example, cruelty on TV), they cease to critically perceive what is happening, and 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 already connects and harmonizes 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 whom the struggle is being fought can be subjected to ridicule. 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 ridiculing individual statements and elements of a person’s behavior, 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 particular person to form the 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 students in combat and political training. 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 effectiveness of the use of this technique is the correct slogan. A slogan is a short statement formulated in such a way as to attract the attention and influence the imagination and feelings of the reader or listener. The slogan must be adapted to the characteristics of the psyche of the target audience (i.e., the group of people who need to be influenced). Using the technique of "repetition of slogans" assumes that the listener or reader will not think about either the meaning of individual words used in the slogan, or the correctness of the entire formulation as a whole. We can add to the definition of G. Grachev and I. Melnik on our own behalf 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) received such settings.
12. "Emotional Adjustment".
This technique can be defined as a way to create a mood while conveying certain information. A mood is evoked among a group of people by means of various means(external environment, certain times of day, lighting, light stimulants, music, songs, etc.). Against this background, 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 perception of significant information, certain values, views, ideas, assessments has a two-stage character. This means that an effective information impact 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 mid-1950s in the USA by Paul Lazarsfeld. 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 "opinion leaders", and secondly, as the interaction of opinion leaders with members of microsocial groups. Informal leaders, politicians, representatives of religious denominations, cultural figures, scientists, artists, athletes, military, etc. can act as "opinion leaders". In the practice of information and psychological impact 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. (i.e., "movie stars" and other popular persons carry out evaluations and advertising promotion of 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 desired impact on the subconscious level of the human psyche.
14. "Imaginary choice".
The essence of this technique lies in the fact that listeners or readers are informed of several different points of view on a particular issue, but in such a way as to imperceptibly present in the most favorable light the one that they want to be accepted by the audience. To do this, several additional techniques are usually used: a) include so-called "two-sided messages" in propaganda materials that contain arguments for and against a certain position. This "two-way communication" preempts the opponent's arguments; b) positive and negative elements are dosed. Those. in order for a positive assessment to look more plausible, a little criticism should be added to the description of the described point of view, and the effectiveness of the condemning position increases if elements of praise are present; 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) there is an operation 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 necessary conclusion is sufficiently obvious.
15. "Initiation of an information wave".
An effective technique of information impact on large groups people is the initiation of a secondary information wave. Those. an event is proposed that will clearly pick up and begin to replicate the media. At the same time, the initial coverage in one media may be picked up by other media, which will increase the power of information and psychological impact. This creates a 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 by initiating appropriate discussions, assessments, rumors. All this makes it possible to enhance the effect of information and psychological impact on target audiences.
The seventh block of manipulations.
Manipulative techniques used during discussions and discussions. (G. Grachev, I. Melnik, 2003)
1. Dosing of the initial infobase.
Materials necessary for discussion are not provided to the participants on time, or are given selectively. Some participants in the discussions, “as if by accident”, are given an incomplete set of materials, and along the way it turns out that someone, unfortunately, was not aware of all the information available. Working documents, letters, appeals, notes and everything else that can affect the process and results of the discussion in an unfavorable direction are “lost”. Thus, incomplete informing of some participants is carried out, which makes it difficult for them to discuss, and for others creates additional opportunities for using psychological manipulations.
2. " Too much 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.
The word is given first to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the formation of the desired attitude among the participants in the discussion is carried out, because changing the primary attitude requires more effort than its formation. To carry out the formation of the settings 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. Double standard in the norms for evaluating the behavior of participants in discussions.
Some speakers are severely restricted in observing the rules and regulations of relationships during the discussion, while others are allowed to deviate from them and violate the established rules. The same thing happens with regard to the nature of the allowed statements: some people do not notice harsh statements about opponents, others make comments, etc. It is possible that the regulations are not specifically established, so that you can choose a more convenient course of action along the way. At the same time, either the positions of opponents are smoothed and they are “pulled up” to the desired point of view, or, conversely, the differences in their positions are strengthened up to incompatible and mutually exclusive points of view, as well as bringing the discussion 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” (initiate a surge of emotions of the audience) on insignificant and unimportant issues, and then, when everyone is tired or under the impression of the previous skirmish, a question is raised that they want to discuss without increased criticism.
5. Management of the discussion process.
In public discussions, the floor is alternately given to the most aggressive representatives of opposition groups that allow mutual insults, which are either not stopped at all, or are stopped only for appearances. As a result of such a manipulative move, the atmosphere of discussion heats up to a critical one. Thus, the discussion of the current 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, at a prearranged signal from the head, the secretary brings coffee, an “important” call is organized, etc.
6. Limitations in the procedure for conducting discussions.
When using this technique, proposals regarding the procedure for discussion are ignored; bypass undesirable facts, questions, arguments; the floor is not given to participants who, by their statements, may lead to undesirable changes in the course of the discussion. The decisions made are fixed rigidly, it is not allowed to return to them even when new data is received that is important for making final decisions.
7. Referencing.
Brief reformulation of questions, proposals, arguments, during which the emphasis shifts in the desired direction. At the same time, an arbitrary summary can be carried out, in which, in the process of summing up, there is a change in the emphasis in the conclusions, the presentation of the positions of opponents, their views, and the results of the discussion in the desired direction. In addition, at interpersonal communication you can raise your status with the help of a certain arrangement of furniture and resorting to a number of tricks. For example, to place a visitor on a lower armchair, to have many diplomas of the owner on the walls in the office, in the course of discussions and negotiations, defiantly use the attributes of power and authority.
8. Psychological tricks.
This group includes techniques based on annoying the opponent, using a sense of shame, inattention, humiliation of personal qualities, flattery, playing on pride and other individual psychological characteristics of a person.
9. Annoying the opponent.
Unbalance by ridicule, unfair accusations and other means until he "boils". At the same time, it is important that the opponent not only become irritated, but also make an erroneous or unfavorable statement for his position in the discussion. This technique is actively used in an explicit form as a belittling of an opponent or in a more veiled one, in combination with irony, indirect allusions, implicit but recognizable subtext. By acting in this way, the manipulator can emphasize, for example, such negative traits the personality of the object of manipulative influence, such as lack of education, ignorance in a certain area, etc.
10. Self-praise.
This trick is an indirect method of belittling the opponent. Only it is not directly stated “who you are”, but according to “who I am” and “with whom you are arguing”, the corresponding conclusion follows. Such expressions can be used as: “... I am the head of a large enterprise, region, industry, institution, etc.”, “... I had to solve large tasks ...”, “... 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...”, etc.
11. 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, understood the meaning of terms that are unclear to him. Behind such words or phrases is the desire to discredit the personal qualities of the object of manipulation. The use of slang unfamiliar to most occurs especially effectively in situations where the subject does not have the opportunity to object or clarify what was meant, and can also be exacerbated by the use of a fast pace of speech and a lot of thoughts that change one another in the process of discussion. Moreover, it is important to note that the use of scientific terms is considered manipulation only in cases where such a statement is made deliberately for the psychological impact on the object of manipulation.
12. " Lubrication" of arguments.
In this case, the manipulators play on flattery, vanity, arrogance, elevated self-conceit of the object of manipulation. For example, he is bribed with the words that he "... as a person as insightful and erudite, intellectually developed and competent, sees the internal logic of the development of this phenomenon ..." Thus, an ambitious person is faced with a dilemma - either accept this point of view, or reject a flattering public assessment and enter into a dispute, the outcome of which is not predictable enough.
13. Disruption or withdrawal from the discussion.
Such a manipulative action is carried out with the demonstrative use of resentment. For example, “... it is impossible to constructively discuss serious issues with you ...” 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..." etc. The disruption of the discussion using the provocation of the 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, tricks such as interrupting, interrupting, raising the voice, demonstrative acts of behavior that show unwillingness to listen and disrespect for the opponent can be used. After their application, statements are made like: “... it is impossible to talk with you, because you do not give a single intelligible answer to a single question”; “... it is impossible to talk with you, because you do not give the opportunity to express a point of view that does not coincide with yours ...”, etc.
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 like: “Do you understand what you are encroaching on?!...”, etc. are used. 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 out of 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 fixed institution of the presidency, the system of supreme legislative bodies, undermining the constitutional foundations of society ...". It can simultaneously be combined with an indirect form of labeling, for example, “... it is precisely such statements that contribute to provoking social conflicts ...”, or “... Nazi leaders used such arguments in their lexicon ...”, or “... You deliberately use facts that contribute to incitement of nationalism, anti-Semitism…” and so on.
15. "Reading in the hearts."
It is used in two main versions (the so-called positive and negative forms). The essence of using this technique is that the audience's attention moves from the content of the opponent's arguments to the reasons he allegedly has and hidden motives why he speaks and defends a certain point of view, and does not agree with the arguments of the opposite side. Can 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 implacable position is obvious - this is the desire to discredit progressive forces, constructive opposition, to disrupt the process of democratization ... but the people do not will allow such pseudo-defenders of the law to interfere with the satisfaction of his legitimate interests ... ”, etc. Sometimes "reading in the hearts" takes the 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 “stick arguments”, but also with “oiling 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, which our voters expect with impatience and hope...”, etc. .
16. Logical-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 hand, on the contrary, they can use formal logic to manipulate an object. Even in ancient times, a sophism was known that required a yes or no answer to the question “Have you stopped beating your father?” Any answer is difficult, because if the answer is “yes”, then it means he beat him before, and if the answer is “no”, then the object beats his father. There are many variants of such sophism: “... Do you all write denunciations? ..”, “... Have you already stopped drinking? ..”, etc. Public accusations are especially effective, and the main thing is to get a short answer and not give the person the opportunity to explain himself. The most common logical and psychological tricks include the conscious uncertainty of the thesis put forward, or the answer to the question posed, when the thought is formulated vaguely, indefinitely, which allows it to be interpreted in different ways. In politics, this technique allows you to get out of difficult situations.
17. Failure to comply with the law of sufficient cause.
Compliance with the formally logical law of sufficient reason in discussions and discussions is very subjective in view of the fact that the conclusion about the sufficient reason for the defended thesis is made by the participants in the discussion. According to this law, arguments that are true and relevant to the thesis may be insufficient if they are of a private nature and do not give grounds for final conclusions. Except formal logic in the practice of information exchange there is a so-called. "psycho-logic" (argumentation theory), the essence of which is that argumentation does not exist by itself, it is put forward by certain people in certain conditions and perceived by specific people who have (or do not have) some knowledge, social status, personal qualities etc. Therefore, a special case, elevated to the rank of regularity, often passes if the manipulator with the help side effects able to influence the target.
18. Change of emphasis in statements.
In these cases, what the opponent said about the particular case is refuted as general pattern. The reverse trick is that one or two facts are opposed to general reasoning, which in fact may 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, side effects of the development of a phenomenon.
19. Incomplete rebuttal.
In this case, a combination of a logical violation with a psychological factor is used in those cases when the most vulnerable of the positions and arguments put forward by the opponent in his defense is chosen, he is broken in a sharp form and pretend that the rest of the arguments do not even deserve attention. The trick passes if the opponent does not return to the topic.
20. Demanding a clear answer.
With the help of phrases like: "do not evade ..", "say clearly, in front of everyone ...", "say it straight ...", 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 unambiguity of the answer can lead to a misunderstanding of the essence of the problem. In an audience 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, having started discussing any position, the manipulator tries not to give arguments from which this provision follows, but suggests immediately proceeding to refute 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 put forward position, citing various arguments, they try to argue around these arguments, looking for flaws in them, but without presenting their 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 one topic. In the future, they act depending on his answer: either they are accused of not understanding the essence of the problem, or that he did not answer the question completely, or of trying to mislead.
The eighth block of manipulations.
Manipulative influences depending on the type of behavior and emotions of a person. (V.M. Kandyba, 2004).
1. First type. Most of the time a person spends between the usual state of consciousness and the state of ordinary night sleep.
This type is governed by his upbringing, character, habits, as well as a sense of pleasure, a desire for security and peace, i.e. everything that is formed by verbal and emotional-figurative memory. In most men of the first type, the abstract mind, words and logic prevail, and in the majority of women of the first type - common sense, feelings and fantasies. Manipulative influence should be directed to the needs of such people.
2. The 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 disinterested interests (conscious or unconscious ), scenarios of events, facts and circumstances occurring with them. In the case of manipulative influence, it is recommended to influence the feelings and imagination of such people.
3. The 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 any information coming from the outside world. In order 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 presented strictly and balanced, using strictly logical conclusions, backing up the facts with exclusively authoritative sources, appealing 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.
In their main part, they are ill-mannered and uneducated people with an undeveloped left brain, often growing up with a delay mental development in socially dysfunctional 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 manipulating such people, it is necessary to influence the psychophysiology of the right brain: on the experiences and feelings they have previously experienced, hereditary character traits, behavior stereotypes, on the prevailing in this moment feelings, moods, fantasies and instincts. It must 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, negatively.
5. Fifth type. People with an "expanded state of consciousness".
These are those who have 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." Manipulators cannot influence such people, as V.M. Kandyba notes, 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, as they are abnormal. These people may perform some action as a result of a painful motive or being held captive by some kind of hallucination. Many of these people fall victim to totalitarian sects. Manipulations against such people must be carried out quickly and harshly, to arouse in them fear, a feeling of unbearable pain, isolation and, if necessary, complete immobilization and a special injection that deprives 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, such as fear, pleasure, anger, etc.
Fear is one of the strongest hypnotic (hypnosis generating) emotions that always arises 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 rational, critical-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
Psychology is everywhere. And not just in doctors' offices. Psychology is also present in ordinary everyday communication. As for sales, the question of buying (or lack of it) is far from always decided at the level of cold rational calculation. Often decisions in sales are decided precisely at the level of communication psychology.
So, the introductory part is behind, we go directly to the psychological methods of communication:
That's what a person is greedy for, so it's to feel guilty. This feeling appears for various reasons and everyone who is not lazy uses it. And of course those who know how to use this feeling.
For example, guilt can be used to make a person feel obligated. This can be done easily - just ask the opponent about what he cannot do. It is difficult for people to refuse, when we say “No”, we feel guilty. After, wanting to justify himself, the opponent will be more accommodating regarding simpler requests.
Foot in the door
The essence of the reception is to make small requests before the “general” request. Initially receiving a small request, the opponent agrees to some process and then becomes more receptive to larger requests. Many salespeople use this approach. Offers to buy something right away can scare away. So a small step is taken first. For example, a customer is invited to try out a product - this could be an offer to try on a new jacket or a test drive in a car.
As an example, one experiment can be mentioned. The goal is to convince people to put posters in their backyard calling for environmental conservation. One subject was asked to place the poster directly. Other subjects were first asked to place small banners that were almost invisible, and then followed by a suggestion to place a large poster. As a result, the second group of subjects was more receptive to the main sentence.
A person has one feature - we all tend to trust those who are like us. Techniques that can be characterized as an adjustment to the interlocutor is a powerful tool. This tool is widely used in direct sales - the ability to build trust in a client can be a great help to sell something. Also, the challenge of trust can help in ordinary communication.
Gesture copy. Copying gestures, body positions, posture is a relatively easy way to adjust. Alternatively, you can copy not directly the interlocutor, but only partially. For example, the interlocutor scratched the back of his head, then we can just touch his head or face.
Phrase repetition. This is the principle of active listening. We can, for example, repeat phrases or sentence endings of the interlocutor. The interlocutor, hearing his words as an echo, is inclined to greater confidence.
Name similarity. People tend to trust more those who have the same name as themselves or people close to them.
door to the forehead
This technique is similar to the foot in the door technique. The principle is just the opposite. First, we make the request so big that the interlocutor will refuse. And then we make our main request, which will be noticeably smaller. As a result, our main request will be favorably contrasted - reducing the size of the request may even seem like a concession.
For example, a seller may buy an expensive set of goods. And after the buyer refuses, the offer to buy only part of the kit will seem more attractive.
The name is like a magic sound
An easy way to get the sympathy of the interlocutor is to say the name of the interlocutor out loud. Research shows that a person's name is a pleasant sound. Therefore, often sellers try to find out the name of the client and address the client by name.