Psychological techniques - how to influence people? Means and methods of psychological influence of information on a person

Incredible facts

Before starting, it is worth noting that none of the methods listed below falls under what can be called the "dark art of influencing" people. Anything that can harm a person or hurt his dignity is not given here.

These are the ways in which you can win friends and influence people using psychology, without making anyone feel bad.

Psychological tricks

10. Ask for a service

Trick: Ask someone for a favor for you (a technique known as the Benjamin Franklin Effect).

Legend has it that Benjamin Franklin once wanted to win the favor of a man who didn't love him. He asked this man to lend him a rare book, and when he received it, he thanked him very kindly.

As a result, a man who didn't even want to talk to Franklin made friends with him. In Franklin's words, "Someone who has done you a good deed once will be more inclined to do something good for you again than someone to whom you owe."

Scientists decided to test this theory, and eventually found that the people whom the researcher asked for personal favors were much more supportive of the specialist compared to other groups of people.

Influence on human behavior

9. Tag above

The trick: always ask for more than you initially need and then lower the bar.

This technique is sometimes called the "door-to-face approach". You are addressing a person with a really too high request, which he, most likely, will refuse.

After that, you return with a request "below rank", namely, what you really need from this person.

This trick may seem counterintuitive to you, but the idea is that the person will feel bad after they reject you. However, he will explain this to himself by the unreasonableness of the request.

Therefore, the next time you turn to him with your real need, he will feel obligated to help you.

Scientists, after testing this principle in practice, came to the conclusion that it actually works, because a person who is first approached with a very "big" request, and then returned to him and asked for little, feels that he can help you he should.

The influence of a name on a person

8. Give names

Trick: Use the person's name or job title as appropriate.

He emphasizes that a person's name in any language is the sweetest combination of sounds for him. Carnegie says that the name is the main component of human identity, therefore, when we hear it, we once again receive confirmation of its significance.

That is why we feel more positively disposed towards the person who confirms our importance in the world.

However, the use of a position or other form of address in speech can also have a powerful impact. The idea is that if you behave like a certain type of person, then you become that person. This is somewhat like a prophecy.

To use this technique to influence other people, you can reach out to them in the way you would like them to be. As a result, they will begin to think of themselves in this way.

It's very simple, if you want to get close to a certain person, then often call him "friend", "comrade". Or, referring to someone you would like to work for, you can call him "boss". But keep in mind that at times this can turn out to be sideways for you.

The influence of words on a person

7. Flatter

Trick: Flattery can get you where you need to go.

This may seem obvious at first glance, but there are some important caveats. For starters, it’s worth noting that if flattery is not sincere, it’s likely to do more harm than good.

However, scientists who have studied flattery and how people react to it have found several very important things.

Simply put, people always try to maintain cognitive balance by trying to organize their thoughts and feelings in a similar way.

Therefore, if you flatter a person whose self-esteem is high, moreover sincere flattery, He will like you more, because the flattery will match what he thinks of himself.

However, if you flatter someone who is suffering from self-esteem, then it is possible Negative consequences... It is likely that he will begin to treat you worse, because this does not intersect with how he perceives himself.

Of course, this does not mean that a person with low self-esteem should be humiliated.

Ways to influence people

6. Reflect other people's behavior

Trick: Be the mirror image of the other person's behavior.

Mirroring behavior is also known as mimicry, and it is something that certain types of people have inherent in their nature.

People with this skill are called chameleons because they try to blend in with their environment by copying other people's behavior, mannerisms, and even speech. However, this skill can be used deliberately and is a great way to be liked.

Researchers studied mimicry and found that those who were copied were very supportive of the person who copied them.

Also, experts have come to another, more interesting conclusion. They found that people who had copycats were much more supportive of people in general, even those who were not involved in the study.

It is likely that the reason for this reaction lies in the following. Having someone who mirrors your behavior confirms your worth. People feel more confident in themselves, thus, they are happier and well-disposed towards other people.

Psychology of influence on people

5. Take advantage of fatigue

Trick: Ask for a favor when you see that the person is tired.

When a person gets tired, he becomes more receptive to any information, be it a simple statement about something or a request. The reason is that when a person gets tired, this happens not only on the physical level, his the mental store of energy is also depleted.

When you ask a tired person, most likely, you will not get a definite answer right away, but you will hear: "I will do it tomorrow", because he will not want to make any decisions at the moment.

The next day, most likely, the person will actually fulfill your request, because on a subconscious level, most people try to keep their word, so we make sure that what we say matches what we do.

Psychological impact on a person

4. Offer what the person cannot refuse.

Trick: start a conversation with something that the other person cannot refuse, and you will achieve what you need.

This is the flip side of the door-to-face approach. Instead of starting a conversation with a request, you start with something small. As soon as a person agrees to help you in a little, or simply agrees to something, you can use "heavy artillery".

Experts have tested this theory on marketing approaches. They started by asking people to show support in defense of rainforest and the environment, which is a very simple request.

Once support was obtained, scientists found that it is now much easier to convince people to buy products that contribute to that support. However, don't start with one request and move on to the next.

Psychologists have found that it is much more effective to take a break of 1-2 days.

Techniques for influencing people

3. Keep calm

Cunning: you should not correct a person when he is wrong.

In his famous book, Carnegie also emphasized that people should not be told that they were wrong. This, as a rule, will lead nowhere, and you just fall out of favor with this person.

In fact, there is a way to show disagreement while continuing the polite conversation, not telling anyone that he is wrong, but by hitting the ego of the interlocutor to the core.

The method was invented by Ray Ransberger and Marshall Fritz. The idea is pretty simple: instead of arguing, listen to what the person is talking about and then try to understand how they are feeling and why.

After that, you should explain to the person the points that you share with them, and use this as a starting point to clarify your position. This will make him more supportive of you, and he is more likely to listen to what you say without losing his face.

Influence of people on each other

2. Repeat the words of your interlocutor

Trick: paraphrase what the person says and repeat what he said.

This is one of the most amazing ways to influence other people. Thus, you show your interlocutor that you really understand him, catch his feelings and your empathy is sincere.

That is, by paraphrasing the words of your interlocutor, you will achieve his location very easily. This phenomenon is known as reflective listening.

Studies have shown that when doctors use this technique, people open up more to them, and their "collaboration" is more fruitful.

It's easy to use when chatting with friends. If you listen to what they have to say and then rephrase what they say, forming a confirmation question, they will feel very comfortable with you.

You will have a strong friendship and they will listen more actively to what you have to say because you have shown that you care about them.

Methods of influencing people

1. nod your head

The trick: nod your head a little during a conversation, especially if you want to ask your interlocutor about something.

Scientists have found that when a person nods while listening to someone, they are more likely to agree with what was said. They also found that if the person you are talking to nods, you will also nod in most cases.

This is understandable because people often unconsciously imitate the behavior of another person, especially the one with which interaction will benefit them. Therefore, if you want to add weight to what you are saying, nod regularly as you speak.

The person you are talking to will find it difficult not to nod back, and he will begin to have a positive attitude towards the information you are presenting without even knowing it.

Consider the psychological methods of manipulating the mental consciousness of a person and the masses. For convenience, we will divide the proposed methods into eight blocks, which are effective both individually and together.

The life of any person is multifaceted according to the life experience that this person has, according to the level of education, according to the level of upbringing, according to the genetic component, according to many other factors that must be taken into account when psychological impact on a person. Psychic manipulators (psychotherapists, hypnologists, criminal hypnotists, fraudsters, government officials, etc.) use many different technologies allowing them to control people. It is necessary to know such methods, incl. and in order to counteract this kind of manipulation. Knowledge is power. It is the knowledge about the mechanisms of manipulating the human psyche that allows one to resist illegal intrusions into the psyche (into the subconscious of a person), and therefore to protect oneself in this way.

It should be noted that the methods of psychological influence (manipulation) are very a large number of... Some of them are available for mastering only after a long practice (for example, NLP), some are freely used by most people in life, sometimes without even noticing it; about some methods of manipulative influence, it is enough to have an idea to already protect yourself from them; to counteract others, you yourself need to have a good command of such techniques (for example, gypsy psychological hypnosis), etc. To the extent that such a step is permissible, we will reveal the secrets of the methods of controlling the mental consciousness of a person and the masses (team, meeting, audience, crowd, etc.).

It is worth noting that only recently has it become possible to openly talk about early secret methods. At the same time, in our opinion, such an unspoken permission from the side of the supervisory authorities is quite justified, since we are convinced that only at a certain stage of life some part of the truth is revealed to a person. Collecting such material bit by bit - a person is formed into a personality. If a person, for some reason, is still ready to comprehend the truth, fate itself will lead him aside. And if such a person even learns about some secret methods, he will not be able to realize their meaning, i.e. This kind of information will not find the necessary response in his soul, and a certain stupor will turn on in his psyche, due to which such information will simply not be perceived by the brain, i.e. will not be remembered by such a person.

Below we will consider the manipulation techniques as blocks of equal efficiency. Despite the fact that each block is preceded by its inherent name, nevertheless, it should be noted that the specificity of methods of influencing the subconscious is very effective on everyone, without exception, regardless of the specific target audience or typical personality traits of this or that person. This is explained by the fact that the human psyche as a whole has single components, and differs only in insignificant details, and hence the increased efficiency of the developed manipulation techniques that exist in the world.

The first block of manipulation techniques.

Ways to manipulate the mental consciousness of a person (S.A. Zelinsky, 2008).

1. False questioning, or deceptive clarifications.

In this case, the manipulative effect is achieved due to the fact that the manipulator pretends that he wants to understand something better for himself, asks you again, but repeats your words only at the beginning and then only partially, introducing a different meaning into the meaning of what you said earlier, thereby changing the general meaning of what was said to please oneself.

In this case, you should be extremely careful, always listen attentively to what you are being told, and if you notice a catch, you should clarify what you said earlier; moreover, to clarify even if the manipulator, pretending not to notice your desire for clarification, tries to move on to another topic.

2. Deliberate haste, or skipping topics.

In this case, the manipulator seeks, after voicing any information, to hastily switch to another topic, realizing that your attention is immediately reoriented to new information, which means that the likelihood increases that the previous information that has not been "protested" will reach the subconscious listener; if the information reaches the subconscious, then it is known that after any information is in the unconscious (subconscious), after a while it is realized by a person, i.e. passes into consciousness. Moreover, if the manipulator additionally strengthened his information with an emotional load, or even introduced it into the subconscious by the method of coding, then such information will appear at the moment the manipulator needs, which he himself will provoke (for example, using the principle of "anchoring" from NLP, or, in other words, by activating the code).

In addition, as a result of haste and skipping of topics, it becomes possible to “voice” a large number of topics in a relatively short period of time; which means that the censorship of the psyche will not have time to let everything through itself, and the likelihood increases that a certain part of the information will penetrate into the subconscious, and from there will affect the consciousness of the object of manipulation in a key beneficial to the manipulator.

3. The desire to show their indifference, or pseudo-inattention.

In this case, the manipulator tries as indifferently as possible to perceive both the interlocutor and the information received, thereby unconsciously forcing the person to try at all costs to convince the manipulator of his importance for him. Thus, the manipulator can only manage the information emanating from the object of his manipulations, receiving those facts that the object was not going to spread earlier. A similar circumstance on the part of the person to whom the manipulation is directed is inherent in the laws of the psyche, forcing any person to strive at all costs to prove his innocence by convincing the manipulator (not suspecting that he is a manipulator), and using for this the available arsenal of logical controllability of thoughts - that is, the presentation of new circumstances of the case, facts that, in his opinion, can help him in this. That turns out to be in the hands of the manipulator, who deduces the information he needs.

As a countermeasure in this case, it is recommended to strengthen your own volitional control and not succumb to provocations.

4. False inferiority, or imaginary weakness.

This principle of manipulation is aimed at the desire on the part of the manipulator to show the object of manipulation his weakness, and thereby achieve what he wants, because if someone is weaker, the effect of condescension turns on, which means that the censorship of the human psyche begins to function in a relaxed mode, as if not perceiving what is coming from manipulator information in earnest. Thus, the information emanating from the manipulator goes directly to the subconscious, is deposited there in the form of attitudes and patterns of behavior, which means that the manipulator achieves its own, because the object of manipulation without suspecting it after a while will begin to carry out the attitudes inherent in the subconscious, or, in other words, to perform the secret will of the manipulator.

The main method of confrontation is complete control of information emanating from any person, i.e. any person is an adversary and must be taken seriously.

5. False love, or vigilance lulling.

Due to the fact that one individual (manipulator) plays in front of another (the object of manipulation) falling in love, excessive respect, reverence, etc. (i.e. expresses his feelings in a similar vein), he achieves incomparably more than if he openly asked for something.

In order not to succumb to such provocations, one should have, as F.E.Dzerzhinsky once said, "a cold mind."

6. Furious pressure, or exorbitant anger.

Manipulation in this case becomes possible as a result of unmotivated rage on the part of the manipulator. The person at whom this kind of manipulation is directed will have a desire to calm down the one who is angry with him. Why is he subconsciously ready to make concessions to the manipulator.

Countermeasures can be different, depending on the skills of the object of manipulation. For example, as a result of "adjustment" (the so-called calibration in NLP), you can first stage a state of mind similar to that of a manipulator, and after calming down, calm down the manipulator as well. Or, for example, you can show your calmness and absolute indifference to the manipulator's anger, thereby confusing him, and therefore depriving him of his manipulative advantage. You can sharply increase the tempo of your own aggressiveness yourself by using speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm ...), and additional visual impact, i.e. in this case, we intercept the initiative, and by simultaneously influencing the manipulator with the help of a visual, auditory and kinesthetic stimulus, we introduce him into a state of trance, and hence dependence on you, because in this state the manipulator itself becomes the object of our influence, and we we can introduce certain attitudes into his subconscious, because it is known that in a state of anger, any person is subject to coding (psychoprogramming). Other countermeasures can also be used. It should be remembered that in a state of anger it is easier to make a person laugh. You should know about such a feature of the psyche and use it in time.

7. Fast paced, or unnecessary haste.

In this case, we should talk about the desire of the manipulator, due to the imposed excessively fast rate of speech, to push through some of his ideas, having achieved their approval by the object of manipulation. This also becomes possible when the manipulator, hiding behind the alleged lack of time, achieves incomparably more from the object of manipulation than if this happened over a long period of time, during which the object of manipulation would have time to think over his answer, and therefore not become a victim of deception ( manipulations).

In this case, you should take a time-out (for example, refer to an urgent phone call, etc.) in order to knock the manipulator off the pace set by him. To do this, you can play a misunderstanding of some question and "stupid" questioning, etc.

8. Excessive suspicion, or causing forced excuses.

This kind of manipulation occurs when the manipulator plays suspicious in a matter. As a response to suspicion, the object of manipulation should have a desire to justify. Thus, the protective barrier of his psyche weakens, which means that the manipulator achieves his goal, "pushing" the necessary psychological attitudes into his subconsciousness.

A variant of protection is awareness of yourself as a person and volitional opposition to any attempt at manipulative influence on your psyche (i.e., you must demonstrate your own self-confidence, and show that if the manipulator suddenly takes offense, then let him be offended, and if he wants to leave, you will not run after him; this should be adopted by "lovers": do not let yourself be manipulated.)

The manipulator with all his appearance shows fatigue and the inability to prove something and listen to any objections. Thus, the object of manipulation tries to quickly agree with the words quoted by the manipulator, so as not to tire him with his objections. Well, by agreeing, he thereby follows the lead of the manipulator, who only needs this.

One way of counteraction is: do not succumb to provocations.

This type of manipulation proceeds from such a specificity of the individual's psyche as worship of authorities in any area. Most often it turns out that the very area in which such an "authority" has achieved a result lies in a completely different sphere than his imaginary "request" now, but nevertheless the object of manipulation cannot do anything with itself, since in the soul the majority people believe that there is always someone who has achieved more than they.

A variant of confrontation is belief in one's own exclusivity, a super-personality; developing in oneself a conviction in one's own chosenness, that you are a super-human.

11. Courtesy Rendered, or Payment for Assistance.

The manipulator conspiratorially informs the object of manipulation about something, as if advising in a friendly way to make this or that decision. At the same time, clearly hiding behind an imaginary friendship (in fact, they may be the first to know each other), as a piece of advice, he inclines the object of manipulation to the solution that is needed in the first place for the manipulator.

You need to believe in yourself, and remember that you have to pay for everything. And it is better to pay immediately, i.e. before being asked for a thank-you payment for the service rendered.

12. Resistance, or played out protest.

The manipulator with some words excites in the soul of the object of manipulation feelings aimed at overcoming the barrier that has arisen (censorship of the psyche), in an effort to achieve his own. It is known that the psyche is arranged in such a way that a person wants to more what he is either forbidden, or to achieve which it is necessary to make efforts.

While what may be better and more important, but lies on the surface, in fact, is often overlooked.

The way of counteraction is self-confidence and will, i.e. you should always rely only on yourself, and not give in to weaknesses.

13. Factor of particular, or from detail to error.

The manipulator forces the object of manipulation to pay attention to only one specific detail, without allowing to notice the main thing, and on the basis of this draw the appropriate conclusions, which are taken by the consciousness of that person as an uncontested basis for the meaning of what was said. It should be noted that this is very common in life, when most people allow themselves to make their opinion about any subject, in fact, having neither facts nor more detailed information, and often without their own opinion about what they judge, using opinions of others. Therefore, such an opinion turns out to be possible to impose on them, which means that the manipulator can get his way.

To counteract, you should constantly work on yourself, to improve your own knowledge and level of education.

14. Irony, or manipulation with a grin.

Manipulations are achieved due to the fact that the manipulator chooses an initially ironic tone, as if unconsciously questioning any words of the object of manipulation. In this case, the manipulation object “loses its temper” much faster; and since critical thinking is hampered during anger, a person enters ASC (altered states of consciousness), in which consciousness easily passes through itself early forbidden information.

For effective protection, you must show your complete indifference to the manipulator. Feeling like a super-human, “the chosen one” will help you to condescend to trying to manipulate you - as a child's play. A manipulator will intuitively feel this state immediately, because manipulators usually have well-developed sense organs, which, we note, allows them to feel the moment to carry out their manipulative techniques.

15. Interruption, or thought withdrawal.

The manipulator achieves its goal by constantly interrupting the thoughts of the object of manipulation, directing the topic of conversation in the direction necessary for the manipulator.

As a countermeasure, one can ignore the interruption of the manipulator, or use special speech psychotechnics to make him ridiculed among the listeners, because if they laugh at a person, all his subsequent words are no longer taken seriously.

16. Provoking sham, or far-fetched accusations.

This kind of manipulation becomes possible as a result of the message to the object of manipulation of the information that can cause him anger, and hence a decrease in criticality in assessing the alleged information. After that, such a person is broken for a certain period of time, during which the manipulator achieves the imposition of his will on him.

Protection is to believe in yourself and not pay attention to others.

17. Luring into a trap, or perceived benefit of the opponent.

In this case, the manipulator, carrying out the act of manipulation, hints at more favorable conditions in which the opponent (the object of manipulation) is supposedly located, thereby forcing the latter to justify himself in every possible way and become open to manipulations, which usually follow from the manipulator's side.

Protection is the awareness of oneself as a super-personality, which means a completely reasonable "elevation" above the manipulator, especially if he also considers himself "insignificant". Those. in this case, one must not make excuses that they say, no, I am not now higher than you in status, but admit, grinning, that yes, I am you, you are in my dependence, and I must accept this or ... Thus, faith in yourself, belief in your own exclusivity will help to overcome any traps on the way of your consciousness from the side of manipulators.

18. Deception in the palm of your hand, or imitation of bias.

The manipulator deliberately puts the object of manipulation in certain predetermined conditions, when the person chosen as the object of manipulation, trying to divert from himself the suspicion of excessive bias towards the manipulator, allows manipulation to take place on himself due to the unconscious belief in the good intentions of the manipulator. That is, he seems to be giving himself the instruction not to react critically to the words of the manipulator, thereby unconsciously providing the opportunity for the words of the manipulator to pass into his consciousness.

19. Deliberate error, or specific terminology.

In this case, manipulation is carried out through the use of specific terms by the manipulator that are not understandable to the object of manipulation, and the latter, due to the danger of appearing illiterate, lacks the courage to clarify what these terms mean.

The way of counteraction is to ask again and clarify what is incomprehensible to you.

20. Imposing false stupidity, or through humiliation to victory.

The manipulator seeks to reduce the role of the object of manipulation in every possible way, hinting at his stupidity and illiteracy, in order to destabilize the positive attitude of the psyche of the object of manipulation, plunge his psyche into a state of chaos and temporary confusion, and thus achieve the fulfillment of his will over him through verbal manipulation and ( or) coding the psyche.

Protection - ignore. It is generally recommended to pay less attention to the meaning of the manipulator's words, and more to the details around, gestures and facial expressions, or generally pretend that you are listening, and think “about your own”, especially if you are an experienced fraudster or criminal hypnotist.

21. The repetition of phrases, or the imposition of thoughts.

With this type of manipulation, due to repeated phrases, the manipulator teaches the object of manipulation to any information that is going to convey to him.

The protective attitude is not to fix attention on the words of the manipulator, to listen to him "half-heartedly", or to transfer the conversation to another topic with special speech techniques, or to seize the initiative and enter the settings you need into the subconscious of the interlocutor-manipulator yourself, or many other options.

22. Erroneous speculation, or reluctance to agree.

In this case, manipulations achieve their effect due to:

1) deliberate lack of agreement by the manipulator;

2) erroneous conjecture by the object of manipulation.

At the same time, even in the case of detection of deception, the object of manipulation has the impression of his own guilt due to the fact that he misunderstood, or did not hear something.

Protection - exceptional self-confidence, education of super-will, the formation of "chosenness" and super-personality.

In this situation, the object of manipulation falls into the trap of a manipulator playing on his own supposedly inattentiveness, so that later, having achieved his goal, refer to the fact that he allegedly did not notice (listen to) the protest from the opponent. Moreover, as a result of this, the manipulator actually puts the object of manipulation in front of the fact of the perfect.

Defense - to clearly clarify the meaning of the "agreements reached."

24. Say yes, or the path to agreement.

Manipulations of this kind are carried out due to the fact that the manipulator seeks to build a dialogue with the manipulated object in such a way that he always agrees with his words. Thus, the manipulator skillfully brings the object of manipulation to the push of its idea, and hence the implementation of manipulation over it.

Defense - to knock down the focus of the conversation.

25. Unexpected quotation, or the words of the opponent as evidence.

In this case, the manipulative effect is achieved by unexpectedly quoting the previously spoken words of the opponent by the manipulator. Such a technique acts discouragingly on the selected object of manipulation, helping the manipulator to achieve the result. Moreover, in most cases, the words themselves can be partially invented, i.e. have a different meaning than the object of manipulation said earlier on this issue. If he spoke. Because the words of the object of manipulation can be simply invented inside and out, or have only a slight similarity.

Protection - also apply the technique of false quotation, choosing in this case the allegedly spoken words of the manipulator.

26. The effect of observation, or the search for common features.

As a result of preliminary observation of the object of manipulation (including in the process of dialogue), the manipulator finds or invents any similarity between himself and the object, unobtrusively draws the object's attention to this similarity, and thereby partially weakens the protective functions of the psyche of the object of manipulation, after which pushing his idea.

Protection - to sharply highlight in words your dissimilarity from the interlocutor-manipulator.

27. The imposition of a choice, or the initially correct decision.

In this case, the manipulator asks a question in such a way that it does not leave the manipulated object with the possibility of making a choice other than the one voiced by the manipulator. (For example, do you want to do this or that? In this case, the keyword is "do", whereas initially the object of manipulation, perhaps, did not intend to do anything. But he was not left with the right to choose other than the choice between the first and the second.)

Protection - not paying attention, plus volitional control of any situation.

28. Unexpected revelation, or sudden honesty.

This type of manipulation consists in the fact that after a short conversation, the manipulator suddenly confidentially informs the object chosen by him as a manipulation that he intends to communicate something secret and important, which is intended only for him, because he really liked this person, and he feels, that can trust him with the truth. At the same time, the object of manipulation unconsciously develops confidence in this kind of revelation, which means that we can already talk about the weakening of the protective mechanisms of the psyche, which, by weakening the censorship (the barrier of criticality), lets the manipulator's lie into the subconscious mind.

Protection is not to succumb to provocations, and remember that you can always rely only on yourself. Another person can always fail (consciously, unconsciously, under duress, under the influence of hypnosis, etc.)

29. A sudden counterargument, or an insidious lie.

The manipulator, unexpectedly for the object of manipulation, refers to words allegedly said earlier, in accordance with which the manipulator simply develops the topic further, starting from them. After such “revelations”, the object of manipulation has a feeling of guilt; the barriers put forward in the path of those words of the manipulator, which he had previously perceived with a certain degree of criticality, must finally break down in his psyche. This is also possible due to the fact that most of those who are manipulated are internally unstable, have increased criticality in relation to themselves, and therefore, such a lie on the part of the manipulator turns in their minds into one or another share of truth, which as a result and helps the manipulator get his way.

Protection - fostering willpower and exceptional confidence and self-respect.

30. Accusation of theory, or alleged lack of practice.

The manipulator, as an unexpected counterargument, puts forward the requirement that the words of the object of manipulation chosen by him are, as it were, good only in theory, while in practice the situation is supposedly different. Thus, unconsciously letting the object of manipulation understand that all the words just heard by the manipulator do not represent anything and are good only on paper, but in a real situation everything will turn out differently, which means, in fact, it is impossible to rely on such words.

Protection - do not pay attention to the speculations and assumptions of other people and believe only in the power of your mind.

The second block of manipulation techniques.

Methods of influencing the mass media audience using manipulations.

1. The principle of priority.

The essence of this method is based on the specifics of the psyche, which is arranged in such a way that it takes on faith the information that was first processed by consciousness. The fact that later we can get more reliable information often does not matter anymore.

In this case, the effect of perceiving primary information as truth works, especially since it is impossible to immediately understand its contradictory nature. And after that it is already quite difficult to change the formed opinion.

A similar principle is quite successfully used in political technologies, when some incriminating material (compromising evidence) is sent to the address of a competitor (through the media), thereby:

a) forming a negative opinion of the voters about him;

b) forcing to make excuses.

(In this case, there is an impact on the masses by means of widespread stereotypes that if someone is justified, then he is guilty).

2. "Eyewitnesses" of events.

There are allegedly eyewitnesses of the events who, with the necessary sincerity, report information that had been transmitted to them in advance by manipulators, passing it off as their own. The name of such "eyewitnesses" is often hidden allegedly for the purpose of conspiracy, or a false name is called, which, along with falsified information, nevertheless achieves an effect on the audience, since it affects the unconscious of the human psyche, causing it to heat up feelings and emotions. as a result of which the censorship of the psyche is weakened and is able to pass information from the manipulator without determining its false essence.

3. The image of the enemy.

By artificially creating a threat and, as a result, the intensity of passions, the masses are immersed in states similar to ASC (altered states of consciousness). As a result, such masses are easier to manage.

4. Shifting emphasis.

In this case, there is a conscious shift in emphasis in the submitted material, and something that is not quite desirable for manipulators is presented in the background, and vice versa is highlighted - what is necessary for them.

5. Use of "opinion leaders".

In this case, manipulations of mass consciousness occur on the basis that when performing any actions, individuals are guided by opinion leaders. Influencers can be various shapes that have become authoritative for a certain category of the population.

6. Reorientation of attention.

In this case, it becomes possible to present almost any material without fear of its undesirable (negative) component. This becomes possible on the basis of the rule of reorientation of attention, when the information necessary for concealment seems to recede into the shadows of seemingly randomly highlighted events that serve to distract attention.

7. Emotional charging.

This manipulation technology is based on such a property of the human psyche as emotional infection. It is known that in the process of life, a person builds certain protective barriers in the way of receiving unwanted information for him. To get around such a barrier (censorship of the psyche), it is necessary that the manipulative influence was directed to feelings. Thus, having “charged” the necessary information with the necessary emotions, it becomes possible to overcome the barrier of reason and cause an explosion of passions in a person, forcing him to worry about some moment of the information he heard. Then the effect of emotional charging comes into play, which is most widespread in the crowd, where, as you know, the threshold of criticality is lower.

(Example. A similar manipulation effect is used during a number of reality shows, when participants speak in a raised voice and sometimes demonstrate significant emotional arousal, which makes them watch the twists and turns of the events they are demonstrating, empathizing after the main characters. Or, for example, when speaking on television of a number especially ambitious politicians who impulsively shout out their ways of getting out of crisis situations, due to which information affects the feelings of individuals, and an emotional infection of the audience occurs, which means the possibility of such manipulators to make them pay attention to the material being presented.)

8. Showy issues.

Depending on the presentation of the same materials, you can achieve different, sometimes opposite opinions from the audience. That is, some event can be artificially “not noticed”, but something, on the contrary, can be given increased attention, and even on different television channels. At the same time, the truth itself seems to recede into the background. And it depends on the desire (or not desire) of the manipulators to highlight it. (For example, it is known that every day in the country there are many events. Naturally, coverage of all of them is already impossible purely physically. However, it often happens that some events are shown quite often, many times, and on various channels; while something else , which probably also deserves attention - no matter how deliberately noticed.)

It is worth noting that the presentation of information through such a manipulative technique leads to artificial inflating of non-existent problems, behind which something important is not noticed, which can cause the anger of the people.

9. Inaccessibility of information.

This principle of manipulative technologies is called information blockade. This becomes possible when a certain piece of information, undesirable for manipulators, is deliberately not allowed on the air.

10. Strike ahead of the curve.

A type of manipulation based on the advance release of information that is negative for the main category of people. Moreover, this information causes maximum resonance. And by the time of the subsequent flow of information and the need to make an unpopular decision, the audience will already get tired of the protest, and will not react too negatively. Using a similar method in political technologies, they first sacrifice insignificant compromising evidence, after which, when new incriminating evidence appears on the politician promoted by them, the masses no longer react that way. (Tired of reacting.)

11. False passion.

A method of manipulating the mass media audience, when a false intensity of passions is used due to the presentation of supposedly sensational material, as a result of which the human psyche does not have time to react properly, unnecessary excitement is created, and the information presented later does not have such an effect, because criticality decreases promoted by the censorship of the psyche. (In other words, a false time limit is created for which the information received must be evaluated, which often leads to the fact that it almost without cuts from the side of consciousness falls into the unconscious of the individual; after which it affects consciousness, distorting the very meaning of the information received, and also taking a place for obtaining and evaluating information more truthful. Moreover, in most cases we are talking about the impact in the crowd, in which the principle of criticality is already difficult in itself).

12. The effect of likelihood.

In this case, the basis for possible manipulation consists of such a component of the psyche, when a person is inclined to believe information that does not contradict previously available information or ideas on the issue in question.

(In other words, if through the media we come across information with which we internally disagree, then we deliberately cut off such a channel for obtaining information. And if we come across information that does not contradict our understanding of this issue, we continue to absorb such information, which reinforces early formed patterns of behavior and attitudes in the subconscious, which means that it becomes possible to accelerate for manipulations, since manipulators will deliberately wedge into information that is believable for us. false, which, as if automatically, we perceive as real. Also, in accordance with such a principle of manipulation, it is possible to initially supply information that is obviously unfavorable for the manipulator (supposedly criticizing oneself), thereby increasing the audience's belief that this mass media source is fairly honest and truthful. Well, only later, the information required for manipulators is interspersed with the supplied information.)

13. The effect of "information storm".

In this case, it should be said that a flurry of useless information falls upon a person, in which the truth is lost.

(People who have been subjected to this form of manipulation simply get tired of the flow of information, which means that the analysis of such information becomes difficult and the manipulators have the opportunity to hide information they need, but undesirable for demonstration to the general public.)

14. The opposite effect.

In the case of such a fact of manipulation, such an amount of negative information is emitted to the address of a person that this information achieves the exact opposite effect, and instead of the expected condemnation, such a person begins to cause pity. (An example of the Perestroika years with Boris Yeltsin, who fell into the river from the bridge.)

15. Everyday story, or evil with a human face.

Information that can cause an undesirable effect is pronounced in a normal tone, as if nothing terrible is happening. As a result of this form of presenting information, some critical information loses its relevance when it penetrates into the consciousness of listeners. Thus, the criticality of the perception of negative information by the human psyche disappears and becomes addicted to it.

16. One-sided coverage of events.

This method of manipulation is aimed at one-sided coverage of events, when only one side of the process is given the opportunity to speak out, as a result of which a false semantic effect of the information received is achieved.

17. The principle of contrast.

This type of manipulation becomes possible when the necessary information is presented against the background of another, initially negative, and negatively perceived by the majority of the audience. (In other words, against the background of black, there will always be noticeably white. And against the background of bad people, you can always show a good person by talking about his good deeds. A similar principle is common in political technologies, when first a possible crisis in the camp of competitors is analyzed in detail, and then it is demonstrated the correct nature of actions required by the manipulators of the candidate who does not have such a crisis and cannot have.)

18. Approval of the imaginary majority.

The application of this technique of manipulating the masses is based on such a specific component of the human psyche - as the permissibility of performing any actions, after the initial approval of them by other people. As a result of this method of manipulation in the human psyche, the barrier of criticality is erased, after such information has aroused the approval of other people. Let us recall Le Bon, Freud, Bekhterev and other classics of mass psychology - the principles of imitation and contagion are actively operating in the masses. Therefore, what one does is picked up by the others.

19. Expressive strike.

When implemented, this principle should produce the effect of a psychological shock, when the manipulators achieve the desired effect by deliberately broadcasting the horrors of modern life, which causes the first reaction of protest (due to a sharp increase in the emotional component of the psyche), and a desire to punish the guilty at all costs. At the same time, it is not noticed that the emphasis when submitting material can be deliberately shifted towards unnecessary competitors to manipulators or against information that seems undesirable to them.

20. False analogies, or sabotage against logic.

This manipulation removes the true cause in any issue, replacing it with a false analogy. (For example, there is an incorrect comparison of various and mutually exclusive consequences, which in this case are presented as one thing. For example, many young athletes were elected to the State Duma of the last convocation. athletes can run the country, but it should be remembered that every State Duma deputy has the rank of federal minister).

21. Artificial "calculation" of the situation.

Many are deliberately dumped on the market various information, thereby tracking public interest in this information, and information that has not received relevance is subsequently excluded.

22. Manipulative commenting.

By means of the accent necessary for the manipulators, one or another event is illuminated. At the same time, any event undesirable for manipulators when using this technology can take on the opposite color. It all depends on how the manipulators present this or that material, with what comments.

24. Tolerance (approximation) to power.

This type of manipulation is based on such a property of the psyche of most individuals as a radical change in their views in the event that such a person is endowed with the necessary powers of authority. (A rather vivid example - D.O. Rogozin, who was in opposition to the government - remember Rogozin's statement in connection with the CEC ban on registering V. Gerashchenko as a presidential candidate, remember the hunger strike in the State Duma demanding the resignation of ministers of the socio-economic bloc of the government, remember other statements by Rogozin, including about the ruling party and the country's president - and recall the speeches of Rogozin after his appointment as Russia's permanent representative to the North Atlantic Treaty Organization (NATO) in Brussels, i.e. a major official representing Russia in an enemy organization. )

25. Repetition.

This kind of manipulation is quite simple. All that is needed is a multiple repetition of any information in order for such information to be deposited in the memory of the mass media audience and be used in the future. At the same time, manipulators should simplify the text as much as possible and achieve its receptivity, counting on a low-intellectual audience. Oddly enough, practically only in this case, you can be sure that the necessary information will not only be conveyed to the mass viewer, reader or listener, but will also be correctly perceived by them. And this effect can be achieved by repeating simple phrases many times. In this case, the information is first firmly anchored in the subconscious of the listeners, and then it will influence their consciousness, which means the commission of actions, the semantic shade of which is secretly embedded in the information for the mass media audience.

26. Truth - half.

This method of manipulation consists in the fact that only a part of reliable information is presented to the public, while the other part, explaining the possibility of the existence of the first part, is concealed by the manipulators. (An example of the times of Perestroika, when at first they spread rumors that the Union republics allegedly contained the RSFSR. At the same time, they forgot about the subsidies of Russia. earnings to Russia.)

The third block of manipulation techniques.

Speech psychotechnics (V.M. Kandyba, 2002).

In the event of such influence, it is prohibited to use methods of direct informational influence, said in an orderly manner, replacing the latter with a request or proposal, and at the same time applying the following verbal tricks:

1) Truisms.

In this case, the manipulator pronounces what is in reality, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell goods in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “Well, it's cold! Great, very cheap sweaters! Everybody buys, you won't find such cheap sweaters anywhere! " and fiddles with bags of sweaters.

As Academician V.M. Kandyba, such an unobtrusive purchase offer, is more directed to the subconscious, works better, since it corresponds to the truth and passes the critical barrier of consciousness. It is really “cold” (this is already one unconscious “yes”), the bag and the pattern of the sweater are really beautiful (the second “yes”), and really very cheap (the third “yes”). Therefore, without any words "Buy!" the object of manipulation is born, as it seems to him, an independent, his own decision to buy on the cheap and on the occasion of an excellent thing, often without even opening the package, but only asking the size.

2) The illusion of choice.

In this case, as if in the usual phrase of the manipulator about the presence of any product or phenomenon, some hidden statement is interspersed, which flawlessly acts on the subconscious, forcing the will of the manipulator to be fulfilled. For example, they don't ask you whether you will buy or not, but say: “How cute you are! And it suits you and this thing looks great! Which one will you take, this or that? ”, And the manipulator looks at you with sympathy, as if the question that you are buying this thing has already been resolved. Indeed, the last phrase of the manipulator contains a trap for consciousness, imitating your right to choose. But in reality you are being deceived, since the choice of "buy or not buy" is replaced by the choice of "buy this or buy that".

3) Commands hidden in questions.

In such a case, the manipulator hides its command-setting under the guise of a request. For example, you need to close the door. You can say to someone: "Go and close the door!" The second option works better, and the person does not feel cheated.

4) Moral impasse.

This case is a delusion of consciousness; the manipulator, asking for an opinion about any product, after receiving the answer, asks the next question, which contains the installation to perform the action required by the manipulator. For example, a manipulator-seller persuades not to buy, but to “just try” his product. In this case, we have a trap for consciousness, since nothing dangerous or bad seems to be offered to him and it seems that complete freedom of any decision is preserved, but in fact it is enough to try, as the seller immediately asks another tricky question: “Well, how did you like it? Did you like it? ", And although we are talking about the sensations of taste, but in fact the question is:" Will you buy or not? " And since the thing is objectively tasty, you cannot say to the seller's question that you didn’t like it, and answer that you “liked it,” thereby giving an involuntary consent to the purchase. Moreover, as soon as you answer the seller that you liked it, he, without waiting for your other words, is already weighing the goods and it’s as if it’s uncomfortable for you to refuse to buy, especially since the seller selects and imposes the best that he has (from , which can be seen). Conclusion - you need to think a hundred times before accepting a seemingly harmless proposal.

5) Speech 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, the seller of hats, seeing that the buyer twirls a hat in his hands for a long time, thinking about buying or not buying, says that the client was lucky, because he found exactly the hat that suits him best. Like, the more I look at you, the more I am convinced that this is so.

6) Coding.

After the manipulation has worked, the manipulators code their victim for amnesia (forgetting) everything that happens. For example, if a gypsy (as an extra-class specialist in waking hypnosis, street manipulation) took a ring or a chain from the victim, she will definitely say the phrase before parting: “You don't know me and have never seen me! These things - the ring and the chain - are strangers! You have never seen them! " In this case, if the hypnosis was shallow, the charm ("charm" - as an obligatory part of the suggestion in reality) passes in a few minutes. With deep hypnosis, coding can last for years.

7) Stirlitz method.

Since a person in any conversation better remembers the beginning and end, it is necessary not only to enter the conversation correctly, but also the necessary words that the object of manipulation must remember - put at the end of the conversation.

8) Speech trick "three stories".

In the case of such a technique, the following technique of programming the human psyche is carried out. There are three stories you are told. But in an unusual way. First, they begin to tell you story # 1. In the middle, they interrupt it and begin to tell story # 2. In the middle, they also interrupt it, and begin to tell story # 3, which is told in full. Then the manipulator tells story No. 2, and then - completes story No. 1. As a result of this method of programming the psyche, stories No. 1 and No. 2 are realized and remembered. And story No. 3 is quickly forgotten and unconscious, which means that, being forced out of consciousness, it is placed in the subconscious. But the point is that just in story No. 3 the manipulators laid down instructions and commands for the subconscious of the object of manipulation, which means that one can be sure that after a while this person (object) will begin to fulfill the psychological attitudes introduced into his subconscious, and at the same time will count that they come from him. Introducing information into the subconscious - reliable way programming a person to perform installations required by manipulators.

9) Allegory.

As a result of this effect of consciousness processing, the information needed by the manipulator is hidden among the story, which the manipulator expresses allegorically and metaphorically. The bottom line is that just the hidden meaning is the thought that the manipulator decided to put into your consciousness. Moreover, the brighter and more picturesque the story is told, the easier it is for such information to go around the barrier of criticality and to introduce information into the subconscious. Later, such information "will start working" often just at the moment, the onset of which or was originally planned; or a code was put in, activating which the manipulator each time to achieve the necessary effect.

10) Method "as soon as ... then ...".

A very curious method. Here is how V.M. describes it. Kandyba: "Reception" as soon as ... then ... "This speech trick consists in the fact that a fortuneteller, for example, a gypsy, foreseeing some likely future action of the client, says, for example:" As soon as you see your line life, you will immediately understand me! " Here, by the subconscious logic of the client's gaze on her palm (on the "life line"), the gypsy logically adds the building up of confidence in herself and in everything that she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase "immediately understand me", the intonation of which denotes a different real meaning hidden from consciousness - "immediately agree with everything I do."

11) Diffusion.

The method is quite interesting and effective. It consists in the fact that the manipulator, telling you a story, highlights his attitudes in some way that breaks the monotony of speech, including putting so-called "anchors" (the technique of "anchoring" refers to the techniques of neurolinguistic programming). It is possible to highlight speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to dissipate among other words that make up the information flow of this story. And later - the subconscious of the object of manipulation will react only to these words, intonations, gestures, etc. In addition, as Academician V.M. Kandyba notes, hidden commands scattered among the entire conversation are very effective and work much better than those expressed in a different way. To do this, you need to be able to speak with expression, and emphasize - when required - the necessary words, skillfully highlight pauses, and so on.

There are the following methods of manipulative influences on the subconscious for the purpose of programming human behavior (object of manipulation):

Kinesthetic methods (the most effective): touching the hand, touching the head, any stroking, patting on the shoulder, shaking hands, touching the fingers, placing the hands on top of the client's hands, taking the client's hand in both hands, etc.

Emotional ways: raising emotion at the right moment, lowering emotion, emotional exclamations or gestures.

Speech methods: changing the volume of speech (louder, quieter); change in the rate of speech (faster, slower, pauses); change in intonation (increase-decrease); accompanying sounds (tapping, snapping fingers); changing the localization of the sound source (right, left, top, bottom, front, back); changing the timbre of the voice (imperative, command, hard, soft, insinuating, lingering).

Visual methods: facial expressions, eye expansion, hand gestures, finger movements, changes in body position (bends, turns), changes in head position (turns, tilts, lifts), a characteristic sequence of gestures (pantomime), rubbing your own chin.

Written ways. In any written text, using the scattering technique, you can insert hidden information, while the necessary words are highlighted: in font size, in a different font, in a different color, paragraph indentation, a new line, etc.

12) The "old reaction" method.

According to this method, it must be remembered that if in some situation a person reacts strongly to any stimulus, then after a while you can again expose this person to the action of such a stimulus, and the old reaction will automatically work for him, although the conditions and situation may differ significantly from the one in which the reaction manifested itself for the first time. A classic example of an "old reaction" is when a child is unexpectedly attacked by a dog while walking in the park. The child was very frightened and subsequently in any, even the safest and most harmless, situation when he saw a dog, he automatically, i.e. unconsciously, an "old reaction" arises: fear.

Similar reactions are painful, temperature, kinesthetic (touch), gustatory, auditory, olfactory, etc., therefore, according to the "old reaction" mechanism, it is necessary to fulfill a number of basic conditions:

a) The reflexive reaction should, if possible, be reinforced several times.

b) The applied stimulus should, in its characteristics, coincide as much as possible with the stimulus applied for the first time.

c) The best and more reliable is a complex stimulus that uses the reaction of several senses at the same time.

If it is necessary to establish the dependence of another person on you (the object of manipulation), you must:

1) evoke a reaction of joy in the process of questioning the object;

2) fix a similar reaction by any of the signaling methods (the so-called "anchors" in NLP);

3) if it is necessary to encode the psyche of the object, “activate” the “anchor” at the necessary moment. In this case, in response to your information, which, in your opinion, should be deposited in the memory of the object, the person selected for the role of the object will have a positive associative array, which means that the criticality barrier of the psyche will be broken, and such a person (object) will be "programmed" for implementation conceived by you after the encoding you entered. At the same time, it is recommended to first check yourself several times before fixing the "anchor", so that by facial expressions, gestures, changed intonation, etc. remember the reflex reaction of the object to words that are positive for its psyche (for example, pleasant memories of the object), and choose a reliable key (tilt the head, voice, touch, etc.)

The fourth block of manipulations.

Television manipulation. (S.K. Kara-Murza, 2007).

1) Fabrication of facts.

In this case, the manipulation effect occurs as a result of small deviations used when feeding the material, but always acting in the same direction. Manipulators speak the truth only when the truth can be easily verified. In other cases, they try to present the material in the key they need. Moreover, a lie becomes most effective when it is based on a stereotype embedded in the subconscious.

2) Selection for material events of reality.

In this case, an effective condition for programming thinking is the control of the media in order to present uniform information, but in different words. At the same time, the activities of opposition media are allowed. But their activities should be controlled and not go beyond the broadcasting allowed by them. In addition, the media use the so-called. the principle of noise democracy, when a message unnecessary by a manipulator must simply perish under a powerful outburst of versatile information.

3) Gray and black information.

In the second half of the twentieth century, the media began to use psychological warfare technologies. The 1948 American Military Dictionary defines psychological warfare as: "These are systematic propaganda activities that influence the views, emotions, attitudes and behavior of enemy, neutral or friendly foreign groups in order to support national policies." The manual (1964) states that the purpose of such a war is “to undermine the political and social structure countries ... to such a degree of degradation of national consciousness that the state becomes incapable of resistance. "

4) Great psychoses.

The secret tasks of the media are to transform the citizens of our country into a single mass (crowd), with the aim of generally regulating the spread of the flow of information, which processes the consciousness and subconsciousness of people. As a result, such a crowd is easier to manage, and the average man in the street unquestioningly believes the most ridiculous statements.

5) Assertion and repetition.

In this case, the information is presented in the form of ready-made templates that actively use the stereotypes in the subconscious. Affirmation in any speech means refusal of discussion, since the power of an idea that can be discussed loses all credibility. In human thinking, Kara-Murza notes, the so-called. mosaic type of culture. The media are a factor in strengthening this type of thinking, teaching a person to think in stereotypes, and not include intelligence when analyzing media materials. G. Le Bon noted that with the help of repetition, information is introduced into the depths of the subconscious, where the motives of subsequent actions of a person arise. Excessive repetition dulls consciousness, forcing any information to be deposited practically unchanged in the subconscious. And from the subconscious, after a certain period of time, such information passes into consciousness.

6) Crushing and urgency.

In this technique of manipulating the media used, integral information is divided into fragments so that a person cannot combine them into a single whole and comprehend the problem. (For example, articles in a newspaper are split into parts and placed on different pages; a text or TV show is broken up by advertisements.) Professor G. Schiller explains the effectiveness of this technique: “When a holistic character social problem deliberately bypasses, 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 information about an important event to pieces can drastically reduce the impact of the message, or even deprive it of meaning altogether.

7) Simplification, stereotyping.

This type of manipulation is based on the fact that a person is a product of a mosaic culture. His consciousness is created by the media. The media, in contrast to high culture, are intended specifically for the masses. Therefore, they set strict limits on the complexity and originality of messages. The justification for this is the rule that a representative of the masses is able to adequately assimilate only simple information, therefore any new information is fitted to the 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. At the same time, some pseudo-sensation stands out. And already under the cover of it - really important news is hushed up (if this news, for some reason, is dangerous for the circles that control the media).

Continuous bombardment of consciousness, especially " bad news", Performs an important function of maintaining the necessary level of" nervousness "in society, draws attention to prof. S.G. Kara-Murza. Such nervousness, a sense of continuous crisis, sharply increases the suggestibility of people and reduces the ability to critical perception.

9) Changing the meaning of words and concepts.

In this case, manipulators from the media freely interpret the words of any person. At the same time, the context changes, often taking a form that is directly opposite or at least distorted. A striking example is given by prof. SG Kara-Murza, telling that when the Pope, during a visit to one of the countries, was asked how he felt about the houses of tolerance, he was surprised that, they say, did they exist. After that, an emergency message appeared in the newspapers: "The first thing that dad asked when he set foot on our land, do we have houses of tolerance?"

The fifth block of manipulations.

Manipulation of consciousness (S.A. Zelinsky, 2003).

1. Provocation of suspicion.

The manipulator initially puts the subject in critical conditions, when convincingly puts forward a statement such as: "Do you think I will persuade you? ..", which suggests the so-called. the opposite effect, when the one who is being manipulated begins to convince the manipulator of the opposite, and thus, repeating the installation several times, unconsciously inclines to the opinion of the honesty of the person who was convincing him in something. Whereas under all conditions this honesty is false. But if, under certain conditions, he would understand this, in this situation the line between lies and the receptivity of the truth is erased. So the manipulator achieves its goal.

Protection - not paying attention and believing in yourself.

2. False gain of the enemy.

The manipulator, with his certain words, as it were, initially casts doubt on his own arguments, referring to the supposedly more favorable conditions in which his opponent is. Which, in turn, forces this opponent to make excuses in the desire to convince the partner and remove suspicion from himself. Thus, the one over whom the manipulation took place unconsciously removes from himself any setting for censoring the psyche, for defense, allowing attacks from the manipulator to penetrate into his now defenseless psyche. The words of a manipulator that are possible in a similar situation: "You say that because now your position demands it ..."

Protection - such words as: "Yes, I say this because I have such a position, I am right, and you must obey and obey me."

3. Aggressive conversation style.

When using this technique, the manipulator takes an initially high and aggressive tempo of speech, which unconsciously falsifies the opponent's will. In addition, the opponent in this case cannot properly process all the information received. Which forces him to agree with the information from the manipulator, unconsciously, moreover, wishing that all this would end as soon as possible.

Defense - to make an artificial pause, to interrupt the fast pace, to reduce the aggressive intensity of the conversation, to transfer the dialogue into a calm channel. If necessary, you can leave for some time, i.e. interrupt the conversation and then - when the manipulator calms down - continue the conversation.

4. Apparent misunderstanding.

In this case, a certain trick is achieved as follows. The manipulator, referring to finding out for yourself the correctness of what you have just heard, repeat the words you said, but adding your own meaning to them. The spoken words can be something like: "Sorry, did I understand you correctly, you say that ..." - and then he repeats 60-70% of what he heard from you, but distorts the final meaning by entering other information, information - he needs ...

Defense - a clear clarification, going back and re-explaining to the manipulator what you meant when you said this and that.

5. False agreement.

In this case, the manipulator seems to agree with the information received from you, but immediately makes his own adjustments. According to the principle: "Yes, yes, everything is correct, but ...".

Protection is to believe in yourself and not pay attention to manipulative techniques in a conversation with you.

6. Provocation for a scandal.

With just those hurtful words, the manipulator is trying to evoke with his ridicule anger, rage, misunderstanding, resentment, etc., in order to piss you off and achieve the intended result.

Protection - strong character, strong will, cold mind.

7. Specific terminology.

In this way, the manipulator achieves in you an unconscious belittling of your status, as well as the development of a feeling of inconvenience, as a result of which you, out of false modesty or self-doubt, are embarrassed to ask the meaning of a term, which gives the manipulator the opportunity to turn the situation in the direction he needs, referring to the need for your alleged approval of the words he said earlier. Well, lowering the status of the interlocutor in a conversation allows you to find yourself in an initially advantageous position and achieve what you need in the end.

Protection - to ask again, to clarify, to pause and come back if necessary, referring to the desire to better understand what is required of you.

8. Using the effect of false suspicion in your words.

Applying such a position of psycho-influence, the manipulator, as it were, initially puts the interlocutor in the position of the defender. An example of the monologue used: "You think I will persuade you, convince you of something ..." - which, as it were, makes the object want to convince the manipulator that this is not so, that you are initially well disposed to him (to the manipulator), etc. Thus, the object, as it were, reveals itself for unconscious agreement with the words of the manipulator that will follow after this.

Protection - words like: “Yes. I think that you should try to convince me of this, otherwise I will not believe you and the further continuation of the conversation will not work. "

The manipulator operates with quotations from the speeches of famous and significant people, the specifics of the foundations and principles adopted in society, and so on. Thus, the manipulator unconsciously lowers your status, they say, look, all respected and famous people say this, but you think quite differently, and who you are, and who they are, etc., an approximately similar associative chain should unconsciously appear in the object of manipulation , after which the object, in fact, becomes such an object.

Protection is the belief in one's own exclusivity and "chosenness."

10. Formation of false stupidity and failure.

Utterances 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 dependence this person from the manipulator. This means that the manipulator can practically fearlessly advance his ideas through the manipulated object, encouraging the object to solve the problems necessary for the manipulator. That is, in other words, the ground for manipulations has already been prepared by the manipulations themselves.

Protection - do not succumb to provocations and believe in your own mind, knowledge, experience, education, etc.

11. Imposing thoughts.

In this case, by means of constantly or periodically repeated phrases, the manipulator accustom the object to any information that is going to convey to him.

The principle of advertising is based on such manipulation. When at first some information appears in front of you repeatedly (and regardless of your conscious approval or denial of it), and then, when a person is faced with the need to choose a product, unconsciously, from several types of goods of unknown brands, he chooses the one about which heard somewhere. Moreover, based on the fact that an exclusively positive opinion about a product is conveyed through advertising, it is much more likely that an exclusively positive opinion about this product is formed in the unconscious of a person.

Defense is an initial critique of any information received.

12. Failure to prove, with hints of some special circumstances.

This is a method of manipulation through a special kind of reticence that forms in the object of manipulation a false confidence in what was said, through his unconscious conjecture of certain situations. And when in the end it turns out that he “misunderstood”, such a person practically does not have any component of protest, because unconsciously he remains convinced that he is to blame, because he did not understand correctly. Thus, the object of manipulation is forced (unconsciously - consciously) to accept the rules of the game imposed on him.

In the context of such a circumstance, it most likely makes sense to divide into manipulation, taking into account both the unexpected for the object and the forced, when the object eventually realizes that it has become a victim of manipulations, but is forced to accept them due to the impossibility of conflict with its own conscience and some kind of inherent into his psyche by attitudes in the form of norms of behavior based on certain foundations of society, which do not allow such a person (object) to make a reverse move. Moreover, the agreement on his part can be dictated both by a falsely evoked feeling of guilt in him, and by a kind of moral masochism, forcing him to unconsciously punish himself.

In this situation, the object of manipulation falls into the trap of a manipulator playing on his own supposedly inattentiveness, so that after having achieved his goal, refer to the fact that he allegedly did not notice (listen to) the protest from the opponent. Moreover, he actually puts the object in front of the fact of the perfect.

Protection - to clarify and ask again what you misunderstood.

14. Diminishing irony.

As a result of thoughts uttered at the right moment about the insignificance of his own status, the manipulator forces the object to assert the opposite and in every possible way to elevate the manipulator. Thus, the subsequent manipulative actions of the manipulator become invisible to the manipulated object.

Protection - if the manipulator believes that he is "insignificant" - it is necessary to continue to give his will, increasing such a feeling in him, so that he and his thoughts no longer have to manipulate you, and when he sees you, the manipulator has a desire to obey you or bypass you ...

15. Focus on the pros.

In this case, the manipulator concentrates the conversation only on the pros, thereby promoting his idea and ultimately achieving manipulation of the psyche of another person.

Defense - to express a number of contradictory statements, to be able to say "no", etc.

Sixth block of manipulations.

Personality manipulation (G. Grachev, I. Melnik, 1999).

1. "Labeling".

This technique consists in the selection of offensive epithets, metaphors, names, etc. ("Labels") to denote a person, organization, idea, any social phenomenon... Such "labels" cause emotionally negative attitude of others, they associate with low (dishonest and socially disapproved) actions (behavior) and, thus, are used to discredit the person, expressed ideas and proposals, organization, social group or subject of discussion in the eyes of the audience.

2. "Shining generalizations".

This technique consists in replacing the name or designation of a certain social phenomenon, idea, organization, social group or a specific person 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 for certain concepts and words, for example, such as “freedom”, “patriotism”, “peace”, “happiness”, “love”, “success”, “victory”, etc. etc. Such words, which carry a positive psycho-emotional impact, are used to push through solutions that are beneficial for a particular person, group or organization.

3. "Transfer" or "transfer".

The essence of this technique is skillful, unobtrusive and imperceptible for most people to spread the authority and prestige of what they value and respect for what the source of communication presents to them. The use of "transfer" forms associative links of the presented object with someone or something that has value and significance among others. In addition, negative "transfer" is also used to create associations with negative and socially disapproved events, actions, facts, people, etc., which is necessary to discredit specific individuals, ideas, situations, social groups or organizations.

The content of this technique consists in citing the statements of individuals with high authority, or, on the contrary, those that cause a negative reaction in the category of people who are being manipulated. The statements used usually contain value judgments about people, ideas, events, etc., and express their condemnation or approval. Thus, a person, as an object of manipulative influence, initiates the formation of an appropriate attitude - positive or negative.

5. "The game of the common people".

The purpose of this technique is to try to establish trusting relationships with the audience, as with like-minded people, on the basis that both the manipulator himself and the ideas are correct, since they are focused on a common person. Such a technique is actively used in advertising and information promotion and various kinds of propaganda to form the chosen image - “a man of the people” - to build trust in him from the people.

6. "Shuffling" or "manipulation of cards".

7. "Common carriage".

When using this technique, a selection of judgments, statements, phrases is carried out that require uniformity in behavior, creating the impression that everyone is doing this. A message, for example, can begin with the words: "All normal people understand that ..." or "no sane person would object that ..." and so on. Through the “common platform”, a person gets a feeling of confidence that the majority of members of a certain social community, with which he identifies himself or whose opinion is significant to him, accept similar values, ideas, programs, etc.

8. Information fragmentation, redundancy, high rate.

Such techniques are used especially often on television. As a result of such a massive bombardment of people's consciousness (for example, by cruelty on TV), they cease to critically perceive what is happening, and to perceive it as meaningless incidents. In addition, the viewer, following the fast speech of the announcer or presenter, misses links to the source of information and in his imagination himself already connects and coordinates the inconsistent parts of the perceived programs.

9. "Mockery".

When using this technique, both specific individuals and views, ideas, programs, organizations and their activities, various associations of people against which the struggle is being waged, can be ridiculed. The choice of the object of ridicule is carried out depending on the goals and the specific information and communication situation. The effect of this technique is based on the fact that when individual statements and elements of a person's behavior are ridiculed, a playful and frivolous attitude is initiated towards him, which automatically extends to his other statements and views. With the skillful use of such a technique, it is possible for a specific person to form an image of a “frivolous” person, whose statements are not trustworthy.

10. "Method of negative assignment groups".

In this case, it is argued that any set of views is the only correct one. All who share these views are better than those who do not share (but share others, often opposite ones). For example, pioneers or Komsomol members are better than informal youth. Pioneers and Komsomol members are honest, responsive; if Komsomol members are called up to serve in the army, they are excellent combatants and politicians. And informal youth - punks, hippies, and so on. - not good youth. Thus, one group is opposed to another. Accordingly, different accents of perception are highlighted.

11. "Repetition of slogans" or "repetition of formulaic phrases."

The main condition for the effective use of this technique is the correct slogan. A slogan is a short statement formulated in such a way as to grab attention and influence the imagination and feelings of the reader or listener. The slogan should be adapted to the peculiarities of the psyche of the target audience (i.e. the group of people who need to be influenced). Using the technique of "repeating 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 wording as a whole. We can add to the definition of G. Grachev and I. Melnik that the brevity of the slogan allows information to freely penetrate into the subconscious, thus programming the psyche, and giving rise to psychological attitudes and patterns of behavior, which subsequently serve as an algorithm of actions for a person (masses, crowds) which received such installations.

12. "Emotional adjustment".

This technique can be defined as a way of creating a mood while simultaneously transmitting certain information. The mood is evoked among a group of people by various means (external environment, certain times of the day, lighting, mild stimulants, music, songs, etc.). Against this background, the relevant information is transmitted, but they strive to ensure that there is not too much of it. Most often this technique is used in theatrical performances, game and show programs, religious (cult) events, etc.

13. "Promotion through mediators".

This technique is based on the fact that the process of perceiving significant information, certain values, views, ideas, assessments has a two-stage nature. This means that effective informational influence on a person is often carried out not through the media, but through people who are authoritative for him. This phenomenon is reflected in the two-stage communication flow model developed in the USA by Paul Lazarsfeld in the mid-1950s. In the model he proposed, the distinguished two-stage nature of the mass communication process is taken into account, firstly, as the interaction between the communicator and the “opinion leaders”, and secondly, as the interaction of opinion leaders with members of microsocial groups. Informal leaders, politicians, representatives of religious confessions, cultural workers, scientists, art workers, athletes, military men, etc. can act as "opinion leaders". In the practice of information-psychological influence of the media, this has led to the fact that information-propaganda and advertising messages have become more focused on persons whose opinions are significant to others. (ie, movie stars and other popular people are evaluating and promoting the product). The manipulative effect is enhanced by inclusion in entertainment programs, interviews, etc. direct or indirect assessments of such leaders of any ongoing events, which contributes to the provision of the desired influence on the subconscious level of the human psyche.

14. "Imaginary choice".

The essence of this technique is that listeners or readers are told several different points view on a particular issue, but so as to subtly present in the most favorable light the one that they want to be accepted by the audience. For this, several additional techniques are usually used: a) include in the propaganda materials the so-called "two-way messages", which contain arguments for and against a certain position. Such "two-way communication" anticipates the opponent's arguments; b) positive and negative elements are dosed. Those. to make a positive assessment look more believable, a little criticism should be added to the description of the described point of view, and the effectiveness of the judgmental position increases in the case of the presence of elements of praise; c) selection of facts of strengthening or weakening of statements is carried out. Conclusions are not included in the text of the above messages. They should be made by those for whom the information is intended; d) operating with comparative materials to enhance the importance, demonstrate trends and scale of events, phenomena. All the evidence used is selected in such a way that the required conclusion is sufficiently obvious.

15. "Initiation of an information wave".

An effective technique of informational influence on large groups of people is the initiation of a secondary informational wave. Those. an event is proposed that will clearly pick up and begin to circulate the media. At the same time, the initial coverage in one media can be picked up by other media, which will increase the power of information and psychological impact. This creates the so-called. "Primary" information wave. The main purpose of using this technique is to create a secondary information wave at the level of interpersonal communication through the initiation of appropriate discussions, assessments, rumors. All this allows you to enhance the effect of information and psychological impact on target audiences.

Seventh block of manipulations.

Manipulative techniques used during discussions and discussions. (G. Grachev, I. Melnik, 2003)

1. Dosing of the original infobase.

The materials required for discussion are not provided to participants on time, or are given selectively. Some of the participants in the discussions, “as if by chance”, are given an incomplete set of materials, and along the way it turns out that someone, unfortunately, was not aware of all the available information. Working documents, letters, appeals, notes and everything else that can affect the process and the results of the discussion in an unfavorable direction are "lost". Thus, some participants are incompletely informed, which makes it difficult for them to discuss, and for others creates additional opportunities for the use of psychological manipulations.

2. " Excessive information ”.

Reverse option. It consists in the fact that too many projects, proposals, decisions, etc. are being prepared, the comparison of which in the process of discussion turns out to be impossible. Especially when a large amount of materials is offered for discussion in a short time, in connection with which they qualitative analysis difficult.

3. Formation of opinions through targeted selection of speakers.

First, the floor is given to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the desired attitude is formed among the participants in the discussion, because changing the primary attitude requires more effort than its formation. To implement the formation of the attitudes necessary for the manipulators, the discussion can also end or be interrupted after the speech of a person whose position corresponds to the views of the manipulators.

4. A double standard in the norms for assessing the behavior of participants in discussions.

Some speakers are severely limited in observing the rules and rules of relationships during the discussion, others are allowed to deviate from them and violate the established rules. The same thing happens with respect to the nature of the allowed statements: some do not notice harsh statements about opponents, others make remarks, etc. A variant is possible when the regulations are not specially established, so that a more convenient line of behavior can be chosen along the way. In this case, either the opponents' positions are smoothed out and "pulling" them to the desired point of view, or, on the contrary, the differences in their positions are strengthened up to incompatible and mutually exclusive points of view, as well as the discussion is brought to the point of absurdity.

5. "Maneuvering" the agenda of the discussion.

In order to make it easier to pass the "necessary" question, first "steam" is released (they initiate a surge of emotions in the audience) on insignificant and unimportant issues, and then, when everyone is tired or under the impression of the previous skirmish, a question is brought up that they want to discuss without intense criticism.

5. Management of the discussion process.

In public discussions, the floor is given in turn to the most aggressive-minded representatives of opposition groups that allow mutual insults, which are either not suppressed at all, or are suppressed only for appearance. As a result of such a manipulative move, the atmosphere of the discussion becomes critical. Thus, the discussion of an actual topic can be terminated. Another way is to unexpectedly interrupt an unwanted speaker, or deliberately move on to another topic. This technique is often used in the course of commercial negotiations, when, upon a previously agreed-upon signal from the manager, the secretary brings in coffee, an "important" call is organized, etc.

6. Limitations in the discussion procedure.

This technique ignores suggestions for a negotiation procedure; undesirable facts, questions, arguments are bypassed; the floor is not given to the participants who, by their statements, may lead to undesirable changes in the course of the discussion. The decisions made are fixed rigidly, it is not allowed to return to them even with the arrival of new data that are important for the development of final decisions.

7. Referencing.

Brief reformulation of questions, proposals, arguments, in the process of which there is a shift in emphasis in the desired direction. Simultaneously with this, an arbitrary summarization can be carried out, in which, in the process of summing up the results, there is a change in accents in the conclusions, the presentation of the positions of opponents, their views, the results of the discussion in the desired direction. In addition, with interpersonal communication, you can increase your status with the help of a certain arrangement of furniture and resorting to a number of techniques. For example, to place the visitor on a lower armchair, to have many diplomas of the owner on the walls in the office, to demonstratively use the attributes of power and authority during discussions and negotiations.

8. Psychological tricks.

This group includes techniques based on irritating the opponent, using a sense of shame, inattention, humiliation of personal qualities, flattery, playing on self-esteem and other individual psychological characteristics of a person.

9. Irritation of the opponent.

Unbalancing by ridicule, unfair accusations and other means, until he "boils". At the same time, it is important that the opponent not only gets into a state of irritation, but also makes an erroneous or unfavorable statement for his position in the discussion. This technique is actively used in an explicit form as belittling the opponent or in a more veiled one, combined with irony, indirect hints, implicit but recognizable subtext. Acting in this way, the manipulator can emphasize, for example, such negative traits the personality of the object of manipulative influence, as ignorance, ignorance in a certain area, etc.

10. Self-praise.

This trick is an indirect method of belittling your opponent. Only it is not said directly "who you are", but according to "who I am" and "with whom you argue" the corresponding conclusion follows. Expressions such as: "... I am the head of a large enterprise, region, industry, institution, etc.", "... I had to solve major problems ...", "... before applying for this ... it is necessary to be a leader at least ... "," ... before discussing and criticizing ... it is necessary to gain experience in solving problems at least on a scale ... "and so on.

11. The use of words, theories and terms unfamiliar to the opponent.

The trick succeeds if the opponent hesitates to ask again and pretends that he has accepted these arguments, has understood the meaning of terms that are not clear to him. Behind such words or phrases is the desire to discredit the personal qualities of the object of manipulation. Especially effective from the use of unfamiliar to most slang occurs in situations where the subject does not have the opportunity to argue or clarify what was meant, and can also be aggravated by the use of a fast pace of speech and a multitude of thoughts that change one another during the discussion. Moreover, it is important to note that the use of scientific terms is considered manipulation only if such a statement is made deliberately for a psychological impact on the object of manipulation.

12. " Greasing "arguments.

In this case, the manipulators play on flattery, vanity, arrogance, and heightened conceit of the object of manipulation. For example, he is bribed by the words that he "... as a person who is shrewd and erudite, intellectually developed and competent, sees the inner logic of the development of this phenomenon ..." and enter into a dispute, the outcome of which is not sufficiently predictable.

13. Disruption or withdrawal from discussion.

Such a manipulative action is carried out with a demonstrative use of resentment. For example, "... it is impossible to discuss serious issues with you in a constructive way ..." or "... your behavior makes it impossible to continue our meeting ...", or "I am ready to continue this discussion, but only after you put your nerves ... "and the like. Disruption of the discussion with the use of provoking a conflict is carried out by using a variety of techniques to drive the opponent out of himself, when the discussion turns into an ordinary squabble that is completely unrelated to the original topic. In addition, such tricks as: interruption, interruption, raising the voice, demonstrative acts of behavior showing unwillingness to listen and disrespect to the opponent can be used. After their application, statements are made of the type: "... it is impossible to talk to you, because you do not give a single intelligible answer to any question"; "... it is impossible to talk to you, because you do not give the opportunity to express a point of view that does not coincide with your point of view ..." and so on.

14. Reception "stick arguments".

It is used in two main varieties, differing in purpose. If the goal is to interrupt the discussion by psychologically suppressing the opponent, there is a reference to the so-called. higher interests without deciphering these higher interests and without arguing the reasons why they are appealed to. In this case, statements such as are used: "Do you understand what you are attempting?! ...", etc. If it is necessary to force the object of manipulation to at least outwardly agree with the proposed point of view, then such arguments are used that the object can accept for fear of something unpleasant, dangerous, or to which he cannot respond in accordance with his views for the same reasons ... Such arguments may include such judgments as: “... this is a denial of the constitutionally enshrined institution of the presidency, the system of supreme legislative bodies, undermining constitutional framework life of society ... ". It can be simultaneously combined with an indirect form of labeling, for example, "... it is such statements that contribute to the provocation of social conflicts ...", or "... such arguments were used in their vocabulary by the Nazi leaders ...", or "... you deliberately use facts that contribute to the incitement of nationalism, anti-Semitism ... "and so on.

15. "Reading in the hearts".

It is used in two main versions (so-called positive and negative forms). The essence of using this technique is that the attention of the audience shifts from the content of the opponent's arguments to the alleged reasons and hidden motives why he speaks and defends a certain point of view, and does not agree with the arguments opposite side... May be enhanced by the simultaneous use of "stick arguments" and "labeling". For example: "... You say this, defending corporate interests ...", or "... the reason for your aggressive criticism and irreconcilable position is obvious - this is the desire to discredit progressive forces, constructive opposition, disrupt the democratization process ... but the people are not will allow such pseudo-defenders of the law to hinder the satisfaction of its legitimate interests ... "and so on. Sometimes "reading in hearts" takes a form when a motive is found that does not allow speaking in favor of the opposite side. This technique can be combined not only with "stick arguments", but also with "greasing the argument." For example: "... your decency, excessive modesty and false shame do not allow you to recognize this obvious fact and thereby support this progressive undertaking, on which the solution of the issue depends, anticipated with impatience and hope by our voters ..." and so on. ...

16. Logical and psychological tricks.

Their name is due to the fact that, on the one hand, they can be built on the violation of the laws of logic, and on the other, on the other hand, use formal logic in order to manipulate an object. Even in antiquity, sophism was known, requiring an answer "yes" or "no" to the question "have you stopped beating your father?" Any answer is difficult, since if the answer is “yes”, then it means he beat it earlier, and if the answer is “no”, then the object beats its father. There are many variants of such sophism: "... Are you all writing denunciations? ..", "... Have you already stopped drinking? ..", etc. Public accusations are especially effective, while the main thing is to get a short answer and not give the person an opportunity to explain himself. The most common logical and psychological tricks include the conscious vagueness of the thesis put forward, or the answer to the question posed, when a thought is formulated indistinctly, indefinitely, which allows it to be interpreted in different ways. In politics, this technique allows you to extricate yourself from difficult situations.

17. Failure to comply with the law of sufficient reason.

Compliance with the formally logical law of sufficient reason in discussions and discussions is very subjective in view of the fact that the participants in the discussion make the conclusion about the sufficient basis for the thesis being defended. According to this law, correct and relevant arguments may be insufficient if they are private and do not provide grounds for concluding conclusions. In addition to formal logic in the practice of information exchange, there is a so-called. "Psycho-logic" (theory of argumentation), the essence of which is that argumentation does not exist by itself, it is put forward by certain people in certain conditions and is also perceived by specific people who have (or do not have) some knowledge, social status, personal qualities, etc. That's why special case, raised to the rank of regularity, often passes if the manipulator, with the help of side effects, manages to influence the object of influence.

18. Change of emphasis in statements.

In these cases, what the opponent said about a particular case is refuted as a general rule. The opposite trick is to oppose general reasoning with one or two facts that may in fact be exceptions or atypical examples. Often during the discussion, conclusions about the problem under discussion are made on the basis of what “lies on the surface”, for example, the side effects of the development of a phenomenon.

19. Incomplete rebuttal.

In this case, the combination of a logical violation with a psychological factor is used in those cases when the most vulnerable is chosen from the positions and arguments put forward by the opponent in his defense, they break him in a sharp form and pretend that the other arguments do not even deserve attention. The trick works if the opponent does not return to the topic.

20. Demanding a unambiguous answer.

With the help of phrases such as: "do not evade ..", "say clearly, in front of everyone ...", "speak directly ...", etc. - the object of manipulation is offered to give an unambiguous answer "yes" or "no" to a question requiring a detailed answer, or when the unambiguous answer may lead to a misunderstanding of the essence of the problem. In a classroom with a low educational level, such a trick can be perceived as a manifestation of integrity, decisiveness and directness.

21. Artificial displacement of the dispute.

In this case, starting a discussion of a provision, the manipulator tries not to give reasons from which this provision follows, but suggests to go straight to refuting it. Thus, the opportunity for criticism of one's own position is limited, and the dispute itself is shifted to the argumentation of the opposite side. In the event that the opponent succumbed to this and begins to criticize the position put forward, giving various arguments, they try to argue around these arguments, looking for shortcomings in them, but not presenting their own system of evidence for discussion.

22. "Many questions".

In the case of this manipulative technique, the object is asked several different questions at once on the same topic. In the future, they act depending on his answer: either they are accused of not understanding the essence of the problem, or of not answering the question completely, or of trying to mislead.

Eighth block of manipulations.

Manipulative influences depending on the type of behavior and emotions of a person. (V.M. Kandyba, 2004).

1. First type. A person spends most of the time between the usual state of consciousness and the state of a normal night's sleep.

This type is governed by his upbringing, character, habits, as well as a sense of pleasure, the desire for security and peace, i.e. everything that is formed by verbal and emotional-figurative memory. For most men of the first type, abstract mind, words and logic prevail, and for most women of the first type, common sense, feelings and fantasies prevail. Manipulative influence should be directed to the needs of such people.

2. Second type. Dominance of trance states.

These are super-suggestible and super-hypnotizable people, whose behavior and reactions are controlled by the psychophysiology of the right hemisphere of the brain: imagination, illusions, dreams, dreamy desires, feelings and sensations, belief in the unusual, belief in someone's authority, stereotypes, selfish or selfless interests (conscious or unconscious ), scenarios of events happening to them, facts and circumstances. In case of manipulative influence, it is recommended to influence the feelings and imaginations of such people.

3. Third type. Dominance of the left hemisphere of the brain.

Such people are governed by verbal information, as well as principles, beliefs and attitudes developed during the conscious analysis of reality. External reactions of people of the third type are determined by their education and upbringing, as well as critical and logical analysis of any information received from the outside world. To effectively influence them, it is necessary to reduce their analysis of the information presented to them by their left, critical, hemisphere of the brain. To do this, it is recommended to present information against the background of trust in you, and information must be submitted strictly and balanced, using strictly logical inferences, to back up the facts with exclusively authoritative sources, to appeal not to feelings and pleasures (instincts), but to reason, conscience, duty, morality, justice, etc.

4. Fourth type. Primitive people with a predominance of right-brain instinctive-animal states.

For the most part, these are ill-mannered and uneducated people with an undeveloped left brain, who often grew up with mental retardation in socially disadvantaged families (alcoholics, prostitutes, drug addicts, etc.). The reactions and behavior of such people are controlled by animal instincts and needs: sexual instinct, the desire to eat well, sleep, drink, experience more pleasant pleasures. When manipulating such people, it is necessary to influence the psychophysiology of the right brain: on the experiences and feelings they experienced earlier, hereditary traits of character, stereotypes of behavior, on the currently prevailing feelings, mood, fantasies and instincts. It should be borne in mind that this category of people thinks mostly primitively: if you satisfy their instincts and feelings, they react positively, if you do not satisfy them, they react negatively.

5. Fifth type. People with an "expanded state of consciousness."

These are those who managed to develop a highly spiritual person. In Japan, such people are called "enlightened", in India - "Mahatmas", in China - "perfectly wise Tao people", in Russia - "holy prophets and miracle workers." The Arabs call such people "holy Sufis." As V.M. Kandyba notes, manipulators cannot influence such people, since “they are inferior to them in professional knowledge man and nature ".

6. Sixth type. People with a predominance of pathological conditions in their psychophysiology.

Mostly mentally ill people. Their behavior and reactions are unpredictable because they are abnormal. These people can perform some actions as a result of a painful motive or being in captivity of some kind of hallucination. Many of this type of people fall prey to totalitarian sects. Manipulations against such people must be carried out quickly and harshly, to cause fear in them, a feeling of unbearable pain, isolation and, if necessary, complete immobility and a special injection that deprives them of consciousness and activity.

7. Seventh type. People whose reactions and behavior are dominated by a strong emotion, one or more of the basic basic emotions, for example, fear, pleasure, anger, etc.

Fear is one of the most powerful hypnogenic (generating hypnosis) emotions, which always occurs in every person when his physical, social or other well-being is threatened. Experiencing fear, a person immediately falls into a narrowed, altered state of consciousness. The left brain is inhibited with its ability to reasonably, critically-analytical, verbal-logical perception of what is happening, and the right brain is activated with its emotions, imagination and instincts.

© Sergey Zelinsky, 2009
© Published with the kind permission of the author

One of the areas of psychology are methods of psychological influence on people... They include various ways of influencing others that are used by people in Everyday life in the process of building family, social and professional relations.

When an interaction occurs between individuals, it does not matter at what level, it includes a certain impact on each other through beliefs, imitation, suggestion or infection. Moreover, the latter method is the most common and has been used since ancient times.

Infection as a hidden influence on others.

What are the main methods of psychological influence on a person by infection? Their actions are aimed primarily at the emotional, unconscious sphere of perception of the individual. Examples of infection are laughter, which others begin to unconsciously support, panic, negative emotions, which one person provokes, and the majority subsequently picks up. Thus, there is a transfer of mental and emotional moods from one personality to another. How strong the influence will be depends on the emotional mood of the individual, which is the source of the infection. In order to affect a large number of people, significant superiority in the crowd of susceptible individuals is required. This stimulates the source's ability to feel oneness with a group of individuals, given their own high level of emotional sensations.

Suggestion as a hidden influence on others.

This technique is also aimed at the emotional, unconscious side of the subconscious of the individual. The main instruments of influence here are verbal indicators: words, facial expressions and gestures. In order to inspire a person with this or that information, it is necessary to provide it in the form of a summary, but at the same time as meaningful as possible, using expression.

Himself the person who renders psychological impact on people through the use of suggestion, should not be at the level of emotional trance. The basis of successful suggestion is the recognition of the authority of the source's opinion, and for this he needs to have common sense, be confident in his point of view and competently work with objections and doubts. The result will not be achieved if the individual who is trying to instill the information is not an authority for the opponent.

Great importance in achieving the set goal, the intonation with the help of which the inspiring person gives information, the tone should be confident, authoritative, in the conversation it is necessary to use significant, weighty arguments and words.

Each individual reacts differently to suggestion, in view of his level of resistance to external influences, the lack of critical perception of information coming from the outside and other features of the psyche and subconsciousness. It is much easier to psychologically influence people through suggestion if they have erratic mindfulness or their nervous systems are frail and weak.

Suggestion can be carried out in three main forms:

1. A person is inspired with certain information while he is awake;
2. The object of suggestion is in a relaxed state, namely, its muscular and mental abilities;
3. Suggestion using hypnosis.

The first type of suggestion includes the impact on the subconscious of the object when it is in a state of wakefulness, and it, in turn, is divided into subtypes: behavioral elements of suggestion, emotional and intellectual. Let's try to consider each subtype as an example in order to outline a complete picture of one or another suggestion.

Elements of emotional suggestion.

In order to influence a person, to convince him that the information provided is really correct, it is necessary first of all to influence his emotions. For example, in order to show a person the whole essence of the concepts that you are trying to instill in him, it is necessary to use undeniable arguments. Emotional Suggestion Task- to present information so that the opponent does not have doubts about your correctness, arguing this visualization, by giving examples or in other available ways.

Elements of behavioral suggestion.

Influence on the subconscious of a person through the use of various forms of suggestive behavior. Let's say a person falls into a group of people where there is excitement around one event or fact. After some time, he himself will be carried away by the object of interest of others, supporting agiotage behavior.

Elements of intellectual suggestion.

Sometimes, without even thinking about how to influence people and what needs to be done for this, people unconsciously become suggestive. For example, you've probably come across the fact that you suddenly notice the habit of taking the same posture during a conversation as your boss. Or your habits with best friend suddenly become almost the same, and the manner of communication strongly resembles the way your colleague communicates. These people did not want to inspire you with anything, but it happened unconsciously, without intent.

In order for the suggestion to be effective, the opponent must perceive the information with minimal criticality. To do this, use the emotional reorientation of significance from one piece of information to another, or evidence.

Methods of psychological influence, based on the reorientation of the significance of information, include certain ways of presenting information. in order to achieve the goal and inspire a person with a positive attitude towards the subject of suggestion, one can draw an analogy with those moments that cause the object's approval. For example, in order to stimulate the active development of an individual in a certain direction, one can cite as an example the successes and achievements of other people. In the same way, you can act from the opposite, for example, in order to convince a person to act in one way or another, you can give an example of a situation when someone did a similar act and received only additional problems.

In order to exert a psychological effect on people with the help of suggestion, it is necessary to minimize the critical perception of the information provided. This can be done through the technique of witnessing. To do this, you should resort to quotes from successful people, give examples from the life experience of a professional and celebrities that can stimulate both positive and negative effects. The choice of the direction of emotional perception depends on what the person wants to achieve by instilling information. Some experts advise using techniques of psychological influence based on a person's subconscious desire to be in line with the majority. For this, public opinion is cited as a stimulant for a positive perception of information.

Attempts to instill certain information in a person can take place at a time when he is in a relaxed state. Here, the main emphasis is on the fact that the individual begins to instill in himself any information more, relying on imagination, as a lever for controlling the state of his own psyche and well-being. Experts believe that there is a relationship between the muscular system of a person and his emotional stresses and experiences. During stressful situations, an increase in the tension of almost all muscle groups is felt, but when the individual relaxes, his intensity of emotions also fades away.

Emotions can also be controlled through breathing. A person, being in an agitated emotional state, breathes often and unevenly, while taking shallow breaths. In a relaxed state, respiratory processes are normalized, a person inhales air deeper, slower and more rhythmically. This is a form of psychological influence called auto-training, aimed at self-control and management of one's own emotions. To achieve the desired result, it is necessary to study a series of exercises that will help manage emotional manifestations and influence your own well-being.

Self-training allows you to use methods of psychological influence on people, which are divided into three main groups.

Group 1. Impact on skeletal muscles and the respiratory process in order to control the central nervous system.

Group 2. Control of the psychophysical state of an individual with the help of representation, imagination and images formed with the help of feelings and emotions.

Group 3. Management of the psychophysical state using suggestion based on words and reasoned arguments.

It is by reaching a relaxed state that a person is much better able to perceive images formulated in the subconscious on the basis of emotional and sensory sensations. It is on the basis of the visualization of these images that an individual manages to control his feelings, psychological state, forming his own mood. To do this, he can directly use images in order to influence the psychological state, or initially influence the well-being of the organism, and through it - on mental functions.

In order to provide latent influence on the psychophysiological state, you will need to master a number of specific training actions. It is using them that you will be able to manage your state much faster, focusing on verbal suggestion of something to yourself. Thus, one should pronounce the attitudes out loud, as if indicating to oneself what to feel, what to do, and so on. For example: I have enough strength, I can handle it, I am not cold and others. The phrase should not be pronounced quickly, in rhythm with your breathing. Inhaling, say the first part of the phrase, exhaling - the second. To achieve the effect, repeat the action two or more times.

In order to inspire an individual with information using hypnosis, you first need to enter it into hypnotic trance... Then the person will be completely under the influence of the one who hypnotizes him, which will make it possible to control his emotions, behavior and sensations. With the help of hypnosis, it is possible to influence the subconscious, motor and mnemonic functions, the personal and sensory zone of the individual. Science has not yet been able to fully substantiate what hypnosis is and how it works, recognizing it as a peculiar way of influencing people.

A person who is in a hypnotic state does not control behavior with the help of his brain, which stimulates a loss of control of his behavior, perception of the situation and a critical understanding of his own actions. By hypnotizing an individual, he may be taught that his senses are sensitive to external factors exposure, or, conversely, the susceptibility is underestimated. For example, an ordinary rustle can seem to a person a roar, and the strongest noise can be felt as a light whisper. Hypnotic state can stimulate paralysis of the voice, legs or arms, but at the same time it allows you to control the processes of memory and thinking of a person, directing them to restore certain moments in memory or to exclude them from memories. The peculiarities of psychological influence with the help of hypnosis are that a person can tell secret information, do something that, not wanting to, or play certain suggested roles in such a state.

This often becomes the reason for the use of hypnosis to carry out deception, obtain classified information or entice material resources in humans. Hypnosis can make dramatic changes in the psyche, behavioral and emotional characteristics of an individual.

Scientists believe that the psychological impact on people is practically beyond the control of the human cerebral cortex, because it affects the unconscious perception of reality, and consciousness does not take part in it.

Any form of psychological influence through suggestion can have a positive result, but only if carried out with humane intentions. In some situations, suggestion is the only way to address a person, for example, when he is in states of passion, or simply does not perceive this or that information.

How to influence people through beliefs.

When convincing an opponent of something, the expectation is that he will voluntarily accept the facts that are presented to him. Any methods of pressure and coercion are excluded here, the object of persuasion can either agree with its opponent or remain unconvinced. The Key Direction of Belief Influence- this is the mind of a person, which oblige the one who convinces to build logical chains and argue their arguments. The level of human development in the cultural and intellectual fields of both participants in the discussion is of great importance. Whether it will be possible to convince an opponent depends on his personality, mood and mood during the conversation, opinion about the source of beliefs and the environment.

It is easier to convince a person who is intellectually developed, thinks logically, has an agreeable and kind character, and at the moment is in an excellent mood. Attention should be paid to the environment: if there is a tense, hectic and irritable atmosphere around, then the tasks of psychological influence may not be achieved. But a calm, pleasant and comfortable environment will be an excellent ally in the process of convincing your opponent.

That is why most serious and important business meetings are held in a relaxed, calm atmosphere. But all the same, it will be much more difficult to convince a person who has a complex character, is in a negative mood, or his intellect is at a low stage of development. Before embarking on the conviction of an individual, it is necessary to analyze his personality characteristics and select the most appropriate methods of psychological influence. So, what should be a convincing opponent and his arguments:

It is necessary to take into account the individual characteristics of the opponent in a conversation in order to influence his subconscious;
Speech must be built sequentially, using logical arguments, evidence base, operating with examples and generalizations;
In the process of persuasion, one must rely on the facts that the opponent knows about;
In order for a belief to really work on a person, you yourself must be completely convinced of your own righteousness. If the persuader himself will present information, doubting, not speaking or not having a sufficient number of arguments, he is unlikely to be able to achieve a result.

How is the perception and evaluation of the persuasive by the opponent?

In order to decide for himself how to relate to the source of information and to the information itself, a person first compares the proposed data with his own idea of ​​the object of belief. If there are doubts about the veracity, reliability or concealment of facts, then the methods of psychological influence will not have the desired effect, since the level of trust will be at a low level;

It is very important that in the process of persuasion a logical chain of arguments and arguments is used, each of which must be substantiated and explained. Otherwise, it will not be possible to convince the person how authoritative and status the position of the information source would not be;

The commonality of attitudes and principles of both sides of the discussion is very important, otherwise the effectiveness of convictions will be much lower. It is necessary to initially point out the existing general views and concepts, and if they are absent, then try to reorient a person using examples, facts and generally accepted dogmas.

Beliefs are always based on logic, confirmed by the authority, status and recognition of the speaker. These methods of psychological influence on people are more effective for a group of listeners than during a conversation with one person. Thus, you should logically substantiate your innocence using other thoughts and opinions. All evidence includes thesis, argument and demonstration part.

Thesis the thematic object of persuasion itself is called, which should be clearly and clearly formulated, confirming with the help of various facts... For example: Ginger root is very beneficial for the body and health. This is the opinion of leading specialists in the field of medicine, who have repeatedly mentioned this fact in the literature.

Arguments- these are those judgments that have already been recognized by society, which are used in order to indicate the falsity or truth of the thesis.

Demo part Is a set of rationales and evidence base, which are subdivided into direct, indirect, inductive and deductive. It is customary to call inductive judgments that are based on conclusions made in the course of one or more situations, which are aimed at reaching a general logical conclusion. Deductive evidence base is formed on the basis of general logical conclusions, while dividing them into separate, almost individual situations.

Unfortunately, we cannot assume with a hundred percent guarantee how to influence people in such a way that they listen and support the direction of the belief, and do not perceive the opposite. There are a number of situations where the opposite effect is quite expected, these include:

The author of a belief cannot substantiate the correctness of his attitude to opponents if they have a radically different view of the object of discussion;
There are too many abstractions in a conversation: a large amount of general information, facts that do not relate to a specific issue, but characterize general essence Problems.
In a conversation, the facts and information already said earlier are very often repeated. This stimulates rapid fatigue among the audience, a feeling of obsession and, as a result, irritation.

All types of psychological influence are equally used in various spheres of human life: these are political, economic, managerial processes, educational, pedagogical, scientific direction, and many other areas in which people are forced to contact each other.

The use of imitation when influencing a person.

Another very important tool of psychological management is imitation. This process is based on conscious or unconscious imitation. behavioral features, personal qualities, movements of the opponent. Imitation helps to understand each other at the level of actions, feelings, actions, while there is no need for explanations and reflection on the reasons.

Imitation can act both for the good of a person and to his detriment. After all, focusing on how the other person would act in the current situation, we lose the opportunity to fully use our thoughts, feelings and sensations in the decision-making process.

Conscious imitation is:

Positive emotional attitude to the person whom the object imitates: he arouses admiration, respect, the desire to be like;
Lack of an adequate level of awareness of a specific issue, as opposed to the object of imitation;
Positive qualities of the person who the person imitates: charisma, beauty, charm, and so on;
A subconscious urge to have as much resemblance as possible to a person mistaken for an idol or ideal.

Unconscious imitation.

The individual unconsciously imitates the characteristics of his opponent. Moreover, he does not notice this fact immediately, and the object of imitation, in principle, does not seek to exert any psychological influence on people. It is often based on unconscious envy, or an emotional outburst, which causes communication with the object of imitation. Almost all children imitate their parents, later idols or peers, and sometimes the craving for imitation is carried through their whole lives. Sometimes it is the effect of imitation that pushes people to certain actions, both positive and negative. For example, a teenager starts smoking because his classmates do so. Or a young man begins to actively play sports in order to resemble his idol: a football player or an actor. These methods of psychological influence on people are used involuntarily by the objects of imitation, because it is clear that the celebrity does not have the goal of persuading someone to lose weight or gain mass, but, nevertheless, they have such an effect on their fans.

Carolina Emelyanova

A person lives in society, constantly being in communication and interaction with other people. The social position of a person, his success is determined by the ability to communicate with other people, find an approach to them and negotiate. In the course of life, a person not only influences other people, but he himself is exposed to them, often against his own interests.

Knowing about human psychology and psychological methods of influencing a person is useful not so much in order to manipulate others in their own interests, but in order to avoid such manipulations. Below are the main examples of "dirty" psychological techniques that should be avoided, as well as some psychological techniques in communication that you can safely use, as they do not harm someone else's reputation and dignity.

The methods of psychological influence listed in this section are called negative for the reason that they adversely affect the mental state of the person who is being influenced. Sometimes the negative effect affects not only the state of mind of the target, but also his social well-being. Examples of such a psychological effect on a person's consciousness will be given below in order to know about the typical tricks of manipulators and not fall for them.

Such methods of manipulation are destructive, and information about them is given in order to avoid such influence, and not to use it on other people. It should be understood that the manipulator does not always use it consciously. Sometimes this happens on a whim, and not always even with the aim of harming. Often the manipulator is so focused on gaining his own benefit that he does not think about what is causing harm to someone.

However, there is another category of people - those who know exactly how to psychologically influence a person during a conversation. Usually these are not just ill-wishers, but employees of large corporations, marketers and other media workers specially trained in psychological methods of influencing people, who pursue certain goals in their manipulations.

Such selfishness, of course, cannot be used as an excuse for traumatic actions. A person who has fallen under such a "harmful" effect often needs the help of a professional psychologist in order to restore mental balance and continue to live a full life. One of these specialists is a psychologist-hypnologist. Nikita Valerievich Baturin.

Criticism

Criticism as a psychological influence is most often used in two ways:

• In the first case, the manipulator artificially creates an image of his own authority in front of the victim. In this case, the victim is imposed the belief that the opponent is a great specialist in the field of the dispute, and his opinion is immutable. In fact, it often turns out that the manipulator is a specialist in a completely different field, or is not a great expert at all. Such manipulation is used when the manipulator does not feel much strength in his arguments: they sound insufficiently convincing by themselves, and “pressure from the authority” of the interlocutor begins.
• In the second case, the manipulator, on the other hand, plays on the authority of the interlocutor. First, his competence is emphasized in every possible way, and then the manipulator "catches" the victim on factual errors, flaws in the wording and other imperfections of the argumentation.

In addition, there are frequent cases of the use of "benevolent rudeness". This technique consists in the fact that the victim of manipulation is first told how wonderful she is and what successes she is making, and then, under the sauce of “adequate” criticism, in the most correct terms, a portion of unreasoned criticism is given out as “wishes”. After reading this, the victim's psychological impact on the person remains mixed feelings: on the one hand, they wished him well with this message, and on the other hand, his soul is now disgusting.

In its various variations? First of all, remember that criticism has adequacy and weight only in those cases when it is in demand (when you yourself are open to criticism, ask for it and let the public know that you are ready to listen to it) and when it is adequate, i.e. That is, when a specific argumentation is given for the shortcomings, and not a general emotional assessment. There is nothing wrong with adequate criticism if it is presented correctly. However, if through criticism the manipulator tries to humiliate you, the best way would be to point out to him his own shortcomings in the argumentation, or to politely say that his opinion was not in demand.

Threat and intimidation

Threats and intimidation are the most direct and uncomplicated manipulations that exist. Threats can be anything from deprivation of privileges to physical harm. There are even highly spiritual manipulators who intimidate the victim with curses or heavenly punishment.

The strategy for dealing with such manipulations should be based on the constructiveness of the message. If a person has real power over the victim of manipulation, that is, it is his immediate leader or patron, then the best way to cope with such pressure would be to get out of his control by finding another source of resources. Many victims of manipulation end up under the control of their bosses, who threaten to be fired or deprived of their bonuses. In such cases, you need to start looking for a place of work, and, if possible, fix the threats in order to transfer them to the authorized bodies.

If the manipulator has no real power over the victim, he threatens with physical violence or various spiritual forms of violence - damage, witchcraft, etc. people who truly believe in them. In the first, everything is a little more complicated - you need to be careful, fix threats to any carrier, find witnesses, and contact law enforcement agencies. Remember that the threat to life and health is no longer a field of psychology, but an article in the Criminal Code.

Self-praise

Self-praise is one form of assumed authority. At the same time, the manipulator ascribes or exaggerates the attributes of his person: he says that he has a special education, status, abilities, connections that he does not have. If there is no way to check the information that the interlocutor flaunts, you need to remember that all these feigned attributes are just a way to show off in order to divert the opponent from the main thing - from the weakness of his own position in the dispute.

If your interlocutor is struggling to show what an important person he is, ask yourself the question - "So what?" Rely on the arguments and facts that he gives. Lead the discussion to the point - don't let fake superiority steer you away from the thread of the conversation. Lead - after all, the status of the opponent does not matter at all in the discussion, only the information being discussed is important.

Rumors and gossip

Another common form of manipulation is referring to rumors and gossip. Simply put, the manipulator addresses the victim with the message "I heard out of my ear that ..." and cites rumors of varying degrees of improbability. It should immediately be noted that no one will be pleased when his persona is discussed behind his back in a negative light. Therefore, such a message immediately provokes a violent emotional reaction in the victim, which is easy to lead into the direction needed by the manipulator.

The psychology of influence on people allows you to use gossip and rumors in different ways - to set the victim against the alleged source of information, force him to give out some information under the "sauce" of excuses, etc. The main thing to remember in such situations is if you become a victim of rumors do not extend them further. You do not know where the information came from to the manipulator. You do not know in what form he received it and for what purpose he uses it. Remember that a well-mannered person does not allow himself to take information from gossip. Do not make excuses to the gossip - respond with dignity, giving out as much information as you think is necessary.

Acceptable methods of psychological influence on a person

The knowledge about a person can be used not only to the detriment of others. Here are some psychological tricks in communication, the use of which will not harm anyone, but will help make the interaction more effective:

• Don't discuss the other person's failures and failures if you can't come up with a viable alternative. This recommendation fits into short advice"If you criticize - offer." If you understand that in the current situation nothing can be changed, or if you just don’t like something in a person’s actions, but you cannot offer a worthy replacement option, refrain from negative comments in his direction, because they will not make your communication more pleasant and efficient.
• End the conversation on a positive note. So the person will have a pleasant impression, and the next time he will be more willing to start contacting you than you would end up in the negative.
• If you need to criticize someone, do not forget to emphasize the merits. This point is an addition to the first one: if you need to explain “how not to do it”, always back it up with a positive example and listing “how it should be done”.
• In the discussion, refer only to the arguments. Do not demean the personality of the interlocutor - this is the lowest and most tactless method when conducting a dispute. Do not go to the "authorities" unless their opinion is supported by factual evidence. To argue with reason, follow the hard facts and rely only on the constructive elements of the dialogue.
• Remember the rule of three yes. If you have to conduct a discussion, prepare your arguments in such a way that the interlocutor must agree with them at least three times in a row. After the psychological threshold of three "agreements" is passed, it will be much easier for a person to continue to accept your position.
• Pay attention to the body language and facial expressions of the other person. Involuntary movements of the muscles of the face and body during the conversation can help you identify the "trigger" arguments. These are the most painful points for the opponent, on which you can continue to push and get a response. Also pay attention to the yes and no gestures - nods, waving, shaking your head. This will help you understand how a person really feels, whether it fits with the words.

You can manipulate for various purposes, with varying degrees of skill. One should not forget about only one thing: in order to maintain calmness and a clear conscience, one should not use those methods that leave the opponent in a situation of fear, hopelessness, helplessness. And if such methods have unbalanced you, you should turn to a psychologist so that he can help restore peace of mind and learn how to continue to bypass such "traps". It is also useful to study special literature on how to influence a person psychologically - not only to benefit from manipulation, but also to protect against such "dirty" techniques.

Man is a social being, and each of us often has to communicate with people. We are constantly faced with the need to convince friends, colleagues, influence a soul mate, or please someone. Of course, it would be great to just wave your magic wand and get your way. The most interesting thing is that such a magic wand exists. And it really works, its name is psychology, or the science of the soul. It makes it possible to penetrate deep into the mechanisms that govern our actions, to understand the root cause of any action. Let's try to open the veil of secrecy and figure out what is the manipulation of people.and how to learn it.

You need to understand that “manipulating people” is a very broad concept. You can ask to bring you a chocolate bar from the kitchen, thereby influencing the person. But today I propose to consider ways to solve more complex problems. Such methods can be roughly divided into two large groups:

• Work on yourself. Is to bring yourself into desired state... For example, by cultivating good mood and confidence, you can easily win sympathy in the team or attract the attention of the opposite sex.

• Working with the object. This is the very psychology of influencing people. At this stage, you directly influence people, starting from their individual characteristics. For example, in order to influence a guy in solving some issues, a girl often has enough ordinary flirting.

Let's start, of course, with the first one. After all, before giving psychological impact on a person, we must learn to influence ourselves by developing certain skills. This work involves the formation and retention of the necessary internal state, skill development planning.

Mindfulness

If you want to know how to influence people, then the first skill that is worth developing in yourself, and without which you simply cannot move on, is awareness. Of course it comes not about the philosophical meaning of the term, but rather about its narrow sense, in the context of communication with people. Remember how often there are situations when you say something without thinking, and then replay the conversation in your head and find a more correct version of what could be said. Does this happen often? Imagine how many unpleasant situations could have been avoided if we had been able to find this “most correct answer” in the course of a conversation, when it is still relevant.

The conclusion is simple: in order to move on and understand how to influence people, we must stop communicating automatically. Every word we say, every look must be thought out and have its own purpose. Say - "difficult"? Yes, but only at first. And then it becomes very interesting. Plus, you always have to put in some effort. Make up your mind to "get involved in the process" the next time you talk. You should start an internal dialogue - evaluate what the interlocutor says, how he speaks (quickly, slowly, calmly). Think directly in the course of the conversation, what do you say and, most importantly, why? What goal do you want to achieve as a result? Try to guess the reaction of the other person. It is not as difficult as it might seem, moreover, it is very interesting.

Play, manipulate phrases, this is not an exact science, you need to feel it. Influence on a person Is a delicate process, and practice is the best helper. And to buy yourself some time in the conversation, ask questions often. Most of all, people like to talk about themselves, play along with them, thereby you arouse sympathy for yourself and get time to analyze the course of the conversation. Mindfulness is the first tool you will need in your work.

Important: do not say rash words, stay focused on the conversation.

Internal state in the process influence on a person

Working on the inner state plays a huge role not only in communicating with people, but also in life in general. A good mood gives a significant advantage in solving any problem. Moreover, it gives energy and inner strength for any action. And self-confidence allows not only to generate ideas on time, but also just magically attract the right people and a favorable situation. It may seem like magic, but the law of attraction really works, including when dealing with people. Everyone - men and women - reaches out to confident people who radiate optimism. People like that are enjoyed trying to get some magic.

Therefore, your task is to cultivate in yourself:

• Lightness - nothing should bother you or put pressure on you. (To know, .
• - help yourself with any thoughts, but maintain this state.
• Concentration- all unnecessary thoughts need to be discarded, this is garbage that only interferes. Concentrate on communication and preparation for it.

Important: a good mood and confidence can be turned on at will, the main thing is to know how.

Planning

You will have to get used to this, because as the Latin proverb says - victory loves preparation. Your actions in relation to a person should be clearly planned. How might it look like? It's simple - you should always think over topics for conversation, moreover, it is advisable to rehearse them. For example, on a date with a girl, this will allow you to avoid awkward silence, because one topic will immediately change to another and you will not let your companion get bored.

It is important to analyze what you plan to say. Figure out what associations your words will cause from the interlocutor. Be very careful about this. In fact, a significant part of the attitude towards you is based on a subconscious reaction, and therefore try to make sure that your visual image and what you say, every word you say always evokes the reactions that people like.

Important: each word evokes certain associations and reactions.

Think of a sexy girl whose blouse emphasizes appetizing forms. In men, this causes only pleasant reactions - such a young lady in a men's team will always be welcome. But in women, they may not be met in the best way, because in the subconscious the "competition light" is immediately lit. Therefore, carefully approach the planning of your words and actions if you want to effectively manage people. We are talking in more detail about how to work on yourself and what factors affect the liking of a man in this one.

“The art of war is a science in which nothing succeeds except what has been calculated and thought out” (Napoleon Bonaparte).

How to influence people?

The above guidelines are the foundation that should become your essence for life. Only after mastering them, move on to more sophisticated techniques. As you may have guessed, now we will look at some methods of managing people. Conventionally, several types of impact on a person can be distinguished, in order to push him to a certain action that you need. Each method requires preparation in order for the solitaire to develop.

Arouse sympathy, intimate attraction

Important: girls want love and sex, guys want sex and power.

Get closer, evoke a sense of trust

You probably had episodes in your life when you began to communicate well with someone, found a common language, felt close (friendly). This usually does not last very long, but the fact itself is important. You have common themes, secrets, views. This is the ideal state to provide

During such a period, the person becomes very important to you - let's call it a temporary clouding of the mind that everyone experienced. So, just this feeling can be converted into power over the object.

The psychology of people management not very difficult. See how it works at the subconscious level: the object likes the feeling of closeness, which means you want to prolong it, even if you have to pay for it. The brain then turns on later. It's like with love, when the heart thinks, all the arguments of logic are discarded, if only it would be good now.

The main thing in everything is to correctly measure the price, go too far and the magic will dissipate.

Step-by-step approach to the goal

The expression "water wears away a stone" is perhaps one of the most accurate and useful in history. Maybe I'm jerking, but judge for yourself - any, even an insignificant action, but repeated regularly, always leads to the desired result. This applies to anything - sports, work ... and the impact on a person.

How did the courtiers intrigue against each other? Over and over again they whispered unpleasant things to the monarch about their competitors, clearly allocated time, measured the flow of information. They did it easily, unobtrusively, if only the same thought would pop up in the head of the ruler with enviable constancy. Our psyche is so arranged that over time the grains (thoughts) sown on fertile soil (subconsciousness) grow into a bountiful harvest (actions). This is a prime example of how to influence people.

This applies to anything. Do you want to get a promotion, convince a girl of something, gain credibility in the team? Make a clear plan and follow it, but never force things. Gradually, by little things, form in a person a thought, a conviction of something. Approach from afar so that your intentions are not immediately read. Speak your thought briefly and immediately change the subject before the person has time to comprehend it properly. You switched his consciousness to a new object, but the information you said remained in the subconscious. And so every time, until the goal, the truth that you want to convey, becomes the truth for your interlocutor. And when the client is ripe, talk directly about what you want ... by this point, the object already shares your views.

Use blackmail (fear) and a sense of duty

Not the most pleasant method, but today, without white gloves, we can afford a little cynicism. Let's decide right away, blackmail is based on fear. And the stronger the fear, the easier it is to control a person. But here you need to be careful not to go too far - a cornered person is very dangerous, no matter how your influence turns against you. Otherwise, it is a great tool of influence.

For many people, a sense of duty is of paramount importance and should not be underestimated. It is possible that you had a situation in your life when you did not want to do something, but did it and vice versa ... because you felt that it was your duty. This method is often used by children, you can try it too.

Press on pity

Imagine a little kitten outside in winter. He is covered with snow, he bowed his head, perhaps even crying ... no, I'm not insensitive, it hurts me even to imagine this picture. I would like to come up and help, right? Anyway, I hope the article is read good people, with a sweet and gentle soul. But back to the main thing - pity can lead to action that is not even beneficial for the object of influence.

Use pressure

This is a completely indelicate method, unlike all the previous ones. It is aimed at explicit violence over the will, however, it still allows you to exert psychological influence on a person and achieve your goal. To do this, you will need to develop the qualities of a tyrant and simply demand what you want. Not the slightest doubt about your right. Many bosses subconsciously use this method, however, if you stumble upon a strong person, you can get a serious rebuff.

So we have mastered some ways of managing people. Whichever method you choose, do not forget that you always need to start small and very carefully, because many people around you are no more stupid than you. And most importantly, know that the best way to achieve something from a person is to be sincere and not play with other people's feelings. After all, in the end, the main thing is always not the goal, but the path. Good luck!