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

When interaction occurs between individuals, no matter at what level, it includes a certain impact on each other through persuasion, 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 through infection? Their actions are directed, first of all, to the emotional, unconscious sphere of perception of the individual. Examples of infection are laughter, which others begin to support unconsciously, panic, negative emotions that provokes one person, and the majority subsequently picks up. Thus, there is a transfer of mental and emotional moods from one person to another. How strong the impact will be depends on emotional mood the individual that is the source of the infection. In order to influence a large number of people, you need a significant advantage in the crowd of susceptible individuals. This stimulates the source's ability to feel oneness with a group of individuals, given its 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 individual's subconscious. 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.

The person who provides psychological impact on people through the use of suggestion, should not be at the level of an 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, show confidence 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 information is not an authority for the opponent.

Great importance in achieving the goal, it has an intonation, with the help of which the inspirer submits information, the tone must be confident, authoritative, significant, weighty arguments and words must be involved in the conversation.

Each individual reacts differently to suggestion, in view of his level of resistance to influence from the outside, the lack of critical perception of information coming from the outside, and other features of the psyche and subconscious. It is much easier to exert a psychological influence on people by suggestion if they have unstable mindfulness, or their nervous system shattered and weak.

Suggestion can be carried out in three main forms:

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

The first type of suggestion includes the impact on the subconscious of the object when he is awake, and he, in turn, is divided into subtypes: behavioral elements of suggestion, emotional and intellectual. Let's try to consider each subtype by example in order to paint a complete picture of a particular suggestion.

Elements of emotional suggestion.

In order to influence a person, to inspire 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 essence of the concepts that you are trying to instill in him, you must use compelling arguments. The task of emotional suggestion- present information in such a way that the opponent has no doubts that you are right, arguing this with visualization, giving examples or other available methods.

Elements of behavioral suggestion.

Impact on the subconscious of the individual by using various forms of behavior of the inspirer. Suppose a person falls into a group of people where there is a stir around one event or fact. After some time, he himself will be carried away by the object of interest of others, supporting the rush 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 inspiring. For example, you have probably experienced the fact that you suddenly notice that you have a habit of adopting the same posture during a conversation as your boss. Or your habits best friend suddenly become almost the same, and the manner of communication strongly resembles how 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 topic of suggestion, one can draw an analogy with those moments that cause approval in the object. For example, in order to encourage active development individual in a certain direction, you can cite as an example the successes and achievements of other people. In the same way, you can act on the opposite, for example, in order to convince a person to act in one way or another, you can cite as an example a situation where someone did a similar act and received only additional problems.

In order to have a psychological impact on people through 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 need to use quotes. successful people, give examples from the life experience of a professional and celebrities that can stimulate both a positive effect and a negative one. The choice of the direction of emotional perception depends on what the person wants to achieve by suggesting information. Some experts advise using psychological influence techniques based on a person’s subconscious desire to conform to the majority. For this, public opinion is given as a stimulator of positive perception of information.

Attempts to inspire certain information to 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 inspire himself more with any information, 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 a person's muscular system and his emotional stress and experiences. During stressful situations there is an increase in tension in almost all muscle groups, but when the individual relaxes, his intensity of emotions also fades away.

Emotions can also be controlled through breathing. Man being excited emotional state breathing rapidly and unevenly, while taking shallow breaths. In a relaxed state, the respiratory processes are normalized, a person inhales the air deeper, slower and more rhythmically. This is a form of psychological influence, which is 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 number of exercises that will help manage emotional manifestations and influence your own well-being.

Autotraining 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 the individual with the help of representation, imagination and images formed with the help of feelings and emotions.

Group 3. Managing the psychophysical state with the help of 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 sensual sensations. It is on the basis of the visualization of these images that the individual manages to control his feelings, psychological state, forming his own mood. To do this, he can directly use images, in order to influence psychological condition, or initially influence the well-being of the body, and through it - on mental functions.

In order to provide hidden 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 condition much faster, focusing on the verbal suggestion of something to yourself. Thus, you should pronounce the settings aloud, as if indicating to yourself what you need to feel, what to do, and so on. For example: I have enough strength, I can handle it, I'm not cold and others. The phrase should not be pronounced quickly, in rhythm with your breathing. Breathing in, say the first part of the phrase, breathing out the second. To achieve the effect, repeat the action two or more times.

In order to suggest information to an individual using hypnosis, it is first necessary to introduce him 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 his brain, which stimulates a loss of control over his behavior, perception of the situation and a critical understanding of his own actions. By hypnotizing an individual, they can suggest to him that his senses are keenly perceiving external factors exposure, or, conversely, the susceptibility is underestimated. For example, an ordinary rustle may seem like a roar to a person, 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 exclude them from memories. Features of the psychological impact with the help of hypnosis are that a person can tell secret information, do something that, without wanting to, or play certain suggested roles in such a state.

This often leads to the use of hypnosis to carry out deception, obtain secret information or lure material resources in a person. Hypnosis can make cardinal changes in mental, behavioral and emotional features individual.

Scientists believe that the psychological impact on people is practically not controlled by 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 - the only way turn to a person, for example, when he is in a state of passion, or simply does not perceive this or that information.

How to influence people through persuasion.

When persuading an opponent of something, the calculation is made on the fact 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 both agree with his opponent and remain unconvinced. The Key Direction of Influence of Beliefs- this is the mind of a person that obliges the one who convinces to build logical chains and argue his arguments. Of great importance is the level of human development in the cultural and intellectual field of both participants in the discussion. Whether it will be possible to convince the opponent depends on his personality traits, mood and mood during the conversation, opinion about the source of beliefs and environment.

It is easier to convince a person who is intellectually developed, thinks logically, has a complaisant and kind character, and in this moment is in excellent spirits. Attention should be paid to the environment: if there is a tense, restless and irritable atmosphere around, then the tasks of psychological impact may not be achieved. But a calm, pleasant and comfortable environment will be an excellent ally in the process of persuading an opponent.

That is why most serious and important business meetings take place in a relaxed, calm atmosphere. But it will still be much harder to convince a person who has a complex character, is in a negative mood, or her intellect is at a low stage of development. Before proceeding with the persuasion of an individual, it is necessary to analyze his personal 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 consistently, using logical arguments, evidence base, using examples and generalizations;
In the process of persuasion, one must rely on those facts that the opponent knows about;
In order for a conviction to really have an effect on a person, one must also be completely convinced of one's own rightness. If the persuader himself will present information, doubting, keeping silent or not having enough 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 \u200b\u200bthe object of belief. If there are doubts about the truthfulness, 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 the persuasion process uses logical chain arguments and arguments, each of which must be justified and explained. Otherwise, it will not be possible to convince a person how authoritative and status the position of the source of information would not be;

The commonality of attitudes and principles of both sides of the discussion is very important, otherwise the effectiveness of persuasion 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 the person with the help of 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 act more effectively on a group of listeners than during a conversation with one person. Thus, one should logically substantiate one's correctness using other thoughts and opinions. All proofs include theses, an argument and a demonstration part.

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

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

Demo part- this is a set of logical justifications and evidence base, which are divided into direct, indirect, inductive and deductive. It is customary to call inductive judgments that are based on conclusions made in the process of one or more situations, which are aimed at reaching a common 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 suggest with a hundred percent guarantee how to influence people so that they listen and support the direction of the belief, and not perceive the opposite. There are a number of situations where the opposite effect is quite expected, these include:

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

All types of psychological influence are equally used in various fields. 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 significant tool of psychological management is imitation. This process is based on conscious or unconscious imitation of behavioral features, personal qualities, opponent's movements. 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 for the benefit of a person, and to his detriment. After all, focusing on how another person would act in this 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 causes admiration, respect, the desire to be like;
Lack of a proper level of awareness about a specific issue, in contrast to the object of imitation;
Positive traits the one whom a person imitates: charisma, beauty, charm, etc.;
A subconscious craving to have as much resemblance as possible to a person taken as an idol or ideal.

unconscious imitation.

The individual unconsciously imitates the features of his opponent. Moreover, he does not notice this fact immediately, and the object of imitation, in principle, does not seek to have any psychological impact on people. It is often based on unconscious envy, or an emotional outburst that causes communication with the object of imitation. Almost all children imitate their parents, later idols or peers, and sometimes they carry the craving for imitation 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 it. Or a young man begins to actively engage in sports in order to resemble his idol: a football player or an actor. These methods of psychological influence on people are used involuntarily by role models, 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 impact on their fans.

Karolina Emelyanova

1. Get interested
Every person is looking for personal gain. Therefore, when explaining your position, do not forget to tell the listener what use he can find in it for himself.

2. Look for a compromise
You can't just zombify a person. If you want to influence someone, you must be able to negotiate and compromise.

3. Communicate
Communication is the main key to influence. The more communicative you are, the large quantity people will support your point of view.

4. Be an inspiration
In order to convince others of something, you yourself must radiate enthusiasm.

5. Hypnotize
Hypnotize the interlocutor. Of course not in literally. Do it with your charm. Remember that people are usually more willing to agree with those they love and respect.

6. Pay
Money is a great motivator, right? Perhaps this is one of the simplest and quick ways get what you want. The only negative is that this method can cost you dearly.

7. Be consistent
If your opinion changes as quickly as the direction of the wind, you are unlikely to be able to convince anyone of it. Be true to your point of view.

9. Listen
Learn to listen and hear. This is an important component of effective communication, which is very important in the ability to influence others.

10. Be confident
If you exude a sense of confidence in yourself and your words, people will definitely listen to you. If you want to convince someone to go your way, first believe yourself that he is right.

11. Respect others
The more you respect other people's opinions, the more likely you are to be heard.

13. Be patient
Trying to convince others of your point of view can take a long time, so you must be very patient.

14. Admit your mistakes
If you are wrong, admit it. People will perceive you as a fair and honest person.

15. Know what you want
Why do you need to influence the other person? What is your goal? In order to convince someone, you yourself must clearly understand why you need it. Otherwise, your speech will be unclear and blurry.

16. Practice
Don't miss the chance to put your persuasion technique into practice. Practice helps to hone any skill to perfection.

17. Explore
Explore the facts that support your point of view if you want to explain it to others.

18. Be positive
Be cheerful and give others hope for the best. People are always happy to listen to those who are positive and optimistic.

20. Ask
Sometimes all it takes to get someone to do something for you is to just ask for it. Be polite, do not be lazy to say “please” and “thank you” and people will come to meet you.

10 psychological tricks for manipulating people

These are ways to win friends and influence people through psychology without making anyone feel bad.

Psychological tricks

10. Ask for a favor

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 over a man who didn't love him. He asked this man to lend him rare book and when he received it, thanked him very graciously.

As a result, a man who did not particularly want to even talk to Franklin became friends with him. In Franklin's words: "He who once did you a good deed will be more disposed to do something good for you again than one to whom you yourself owe."

The scientists set out to test this theory, and eventually found that those people whom the researcher asked for a personal favor were much more supportive of the specialist compared to other groups of people.

Impact on human behavior

9. Aim High

Trick: Always ask for more than you initially need, and then lower the bar.

This technique is sometimes referred to as the "door-to-face approach". You are approaching a person with a really overpriced request, which he is likely to refuse.

After that, you come back with a request "rank below", namely with 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 refuse you. However, he will explain this to himself as the unreasonableness of the request.

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

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

The influence of a name on a person

8. Name names

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

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

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

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

To use this technique to influence other people, you can refer to them as 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 call him "friend", "comrade" more often. Or, referring to someone you would like to work for, you can call him "boss". But keep in mind that sometimes it can go sideways for you.

The influence of words on a person

7. Flatter

Cunning: Flattery can get you where you need to be.

This may seem obvious at first glance, but there are some important caveats. To begin with, it is worth noting that if flattery is not sincere, then it will most likely do more harm than good.

However, scientists who have studied flattery and people's reactions to it have found some very important things.

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

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

However, if you flatter someone whose self-esteem suffers, then it is possible Negative consequences. It is likely that he will 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. Mirror other people's behavior

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

Mirroring behavior is also known as mimicry, and is something that a certain type of person is inherent in their nature.

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

The researchers studied mimicry and found that those who were copied were very favorable towards the person who copied them.

Also, experts came to another, more interesting conclusion. They found that people who had copycats were much more accepting 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 self-confident, thus they are happier and more attuned 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 is tired, he becomes more receptive to any information, whether it is a simple statement about something or a request. The reason is that when a person gets tired, it happens not only on the physical level, it the mental supply of energy is also depleted.

When you make a request to a tired person, most likely you will not get a definite answer right away, but 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 something that a person cannot refuse

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

This back side 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 small way, or simply agrees to something, you can use "heavy artillery".

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

Once support has been received, scientists have found that it is now much easier to convince people to buy products that promote this support. However, you should not start with one request and immediately move on to another.

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

Ways to influence people

3. Keep calm

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

In his famous book, Carnegie also emphasized that one should not tell people they are wrong. This, as a rule, will lead nowhere, and you will simply fall out of favor with this person.

In fact, there is a way to show disagreement while continuing a polite conversation, not telling anyone that he is wrong, but hitting the interlocutor's ego 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 has to say and then try to understand how they feel and why.

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

The influence of people on each other

2. Repeat the words of your interlocutor

Trick: Paraphrase what the person says and repeat what they said.

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

That is, 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 while chatting with friends. If you listen to what they have to say and then paraphrase what they said, 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 managed to show that you care about them.

Methods of influencing people

1. Nod your head

Trick: Nod your head a little during a conversation, especially if you want to ask your interlocutor for 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 your interlocutor nods, then most of the time you will also nod.

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

The person you're talking to will have a hard time not nodding back, and they'll start to react positively to the information you're presenting without even knowing it.

Want to learn how to psychologically influence a person.

A person cannot be perceived solely as a bodily component, his psyche and energy are inherent in him. Having the opportunity to use certain parapsychological techniques, you will achieve that the very unconscious beginning of any personality, its biofield and, most likely, certain physiological parameters will be subject to you.

The best minds of parapsychology and esotericism are always able to single out not only the influence of water, air, earth or fire, but also a certain so-called ether medium, consisting of energy fields. Having certain skills, they seem to "connect" to the desired ether. This gives them the opportunity to send certain messages, setting the person in the right way.

This technique can be mastered by those who use the so-called meditation practice. Experts in parapsychology and esotericism consider enough effective help Buddhist mantra in order to establish a mental connection with the universe. One of them is Om Mani Padme Hum.

In the process of reciting this mantra, meditating, you will get the opportunity to move away from real world and send a message to the world of subtle energy waves of the ether, receiving and transmitting them.

Thus, you will learn to transmit thoughts and feelings at a distance, this will allow this meditative technique. Supporters of non-traditional psychophysical medicine, who have comprehended the highest level of harmony with the Universe, can already penetrate into the essence of the ether, thus even affecting people physically. Supporters of the Reiki teaching, for example, have the ability to stop bleeding or heal a wound with the power of thought.

Working with energy channels

Highlights, getting started:

The position you are in should be comfortable, keep your back straight.
Start meditating, while detachment from the surrounding reality should reach its maximum phase, extraneous thoughts should not bother you.
Close your eyes and imagine that a certain stream of light connects you with the ether, the surrounding Universe. It comes from your head and moves towards the Cosmos, upwards.
Then, in front of your face, the image of the person you are going to influence should appear as clearly as possible. At the same time, it is absolutely not necessary to accurately see his appearance, clothes, achieve a feeling of full presence this person near.
Then, when you invisibly feel the most believable image, you should surround it with a stream of light, the one that you imagined earlier and that went from you to the Universe.

How to start the energy flow

An absolutely accurate and extremely clear message formed in your thoughts should be “directed” to the one you are trying to influence.
Imagine for a moment how you write a letter and put it in an envelope, or wrap it in a luminous ball or sunbeam, and throw through the tunnel coming from your head to the Cosmos. This message goes through the same tunnel to the addressee, right into his head, his thoughts.
At the moment of delivering the message, you should try to feel what the person felt, imagine his emotions that he experienced at that moment, understand what thoughts he visited.

With the help of this procedure, you get the opportunity to warn others about the danger that threatens them, improve their health, strengthen a positive mood, and the like. Psychologically influencing a person and how to learn it is available to every person engaged in spiritual practices, which we will discuss in the following reviews.

Incredible Facts

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

These are ways to win friends and influence people through psychology without making anyone feel bad.

Psychological tricks

10. Ask for a favor

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 over a man who didn't love him. He asked the man to lend him a rare book, and when he received it, he thanked him very graciously.

Impact on human behavior

9. Aim High

Trick: Always ask for more than you initially need, and then lower the bar.

This technique is sometimes referred to as the "door-to-face approach". You are approaching a person with a really overpriced request, which he is likely to refuse.

After that, you come back with a request "rank below", namely with 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 refuse you. However, he will explain this to himself as the unreasonableness of the request.

So the next time you approach him with a real need, he will feel obligated to help you.

The influence of a name on a person

8. Name names

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

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

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

The influence of words on a person

7. Flatter

Cunning: Flattery can get you where you need to be.

This may seem obvious at first glance, but there are some important caveats. To begin with, it is worth noting that if flattery is not sincere, then it will most likely do more harm than good.

However, scientists who have studied flattery and people's reactions to it have found some very important things.

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

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

However, if you flatter someone whose self-esteem suffers, then negative consequences are possible. It is likely that he will 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. Mirror other people's behavior

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

Mirroring behavior is also known as mimicry, and is something that a certain type of person is inherent in their nature.

The researchers studied mimicry and found that those who were copied were very favorable towards the person who copied them.

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

Psychology of influence on people

5. Take advantage of fatigue

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

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 something that a person cannot refuse

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

This is the other 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 small way, or simply agrees to something, you can use "heavy artillery".

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

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

Ways to influence people

3. Keep calm

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

In his famous book, Carnegie also emphasized that one should not tell people they are wrong. This, as a rule, will lead nowhere, and you will simply fall out of favor with this person.

In fact, there is a way to show disagreement while continuing a polite conversation, not telling anyone that he is wrong, but hitting the interlocutor's ego 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 has to say and then try to understand how they feel and why.

After that, you should explain to the person those points that you share with him, and use this as a starting point for clarifying your position. This will make him more sympathetic towards you and he is more likely to listen to what you have to say without losing face.

The influence of people on each other

2. Repeat the words of your interlocutor

Trick: Paraphrase what the person says and repeat what they said.

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

That is, 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 while chatting with friends. If you listen to what they have to say and then paraphrase what they said, 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 managed to show that you care about them.

Methods of influencing people

1. Nod your head

Trick: Nod your head a little during a conversation, especially if you want to ask your interlocutor for something.

The person you're talking to will have a hard time not nodding back, and they'll start to react positively to the information you're presenting without even knowing it.

When a person is interested in how to influence and manage people, many people forget about ethical aspects, freedom of expression of one's own will, as well as possible consequences. Therefore, before proceeding to describe the various psychological features and methods of influence, I would like to note the negative aspects and issue warnings. So, if you constantly influence a person, inclining him to certain decisions, then not only his volitional function is frustrated, but also the core of the personality itself, which lives opposite to its convictions, is destroyed.

It makes sense to think about how to influence the human psyche with favorable consequences, contributing to its development or improvement of mood. The main influence is not the factual information presented to a person, but the emotions that arise in the process of interaction. Reaction does not happen by itself, there are a lot of factors and as a result, you can say extremely unpleasant things, causing sympathy for yourself. For influence, an intonational palette, verbal signals and certain anchors that exist in the psyche are used.

The information embedded in the subconscious has a strong influence - then the person will not only obey and follow the necessary instructions, but will independently build a well-coordinated line of behavior.

Psychology of influence on people

There are many tricks of psychological perception that help you figure out how to influence other people. There is even no need to use certain tricks and tricks, but you just need to remember the very features of the psyche and edit your behavior or the features of presenting information in time, and you can use random circumstances.

One of the most interesting points about the perception of others is that the presence of flaws and weaknesses that are not critical to social norms and morality make a person more pleasant to others. This allows you to relax yourself and stop striving to achieve perfection in everything - when a living person is nearby, you also want to be alive.

So, if you show fatigue at the end of the working day, you will cause more confidence in the team, and if you come in imperfectly ironed clothes or with paint stains, then they will not doubt the sincerity of your words.

Perfection causes tension and distance, and the presence of small flaws makes you closer to people. From a close and trusting distance, you can afford much more, and the information will not be subjected to harsh criticism.

The second point that allows you to achieve location is addressing by name. Given name- the sound that a person is used to hearing most often, responding at a behavioral and emotional level.

Addressing by last name, in turn, can make a person tense up - school lessons and comments are immediately recalled, as well as work meetings. The name, on the other hand, is something sacred, and the more often you address a person in this way, the calmer and more trusting it will be next to you, which means that a lot of the information you say will immediately fall into the subconscious. However, you should not overdo it, because the frequent use of the name can cause a backlash of tension and distrust.

The construction of your requests can also be adjusted in relation to the characteristics of a person's perception. Try to avoid direct wording, use interrogative intonations instead. The best option when you yourself give a person a choice of what to do, but at the same time limit him to those options that suit you personally. Those. when you need help with the garden and dry-cleaning items, it's worth asking which of these items a person chooses to do. In this context, the opportunity to refuse is removed in advance, and the number of choices is reduced to the categories you need.

When it seems that a person will resist some kind of decision or influence, then it is worth discussing with him only secondary issues, without questioning what you need. In the case of a trip, you can argue about the timing, transport and amount of luggage, but not the fact of travel itself. This technique even works with children, distracting from the conflict moment - morning gatherings may include arguing about clothes and who carries the backpack, then the idea that there is an option not to go to school is excluded.

Another option on how to achieve what you want is to ask for a lot and inaccessible at once, and then lower the bar to the level necessary. A person who refused a big request may feel guilty, the desire to get rid of which is quite strong, so if you immediately offer him the opportunity to pay off with less, consent comes almost instantly.

People influence each other even in passivity, for example, a long pause makes a person talk more about the previous topic. The awkwardness of silence is hard to bear psychologically, and social norms require constant dialogue, so if you deliberately delay the pause, the interlocutor will be forced to fill it with something. For the topics of such fillings, the last discussed issue or the emotional experiences of the interlocutor is usually chosen.

In general, try to speak less, giving the other the opportunity to speak out, to indicate their position. Not only does everyone prefer to be listened to, but this is still not enough in our world, so a good listener is immediately imbued with trust, telling more and more. Even if you have more experience and more accurate knowledge on some issue, then listen anyway - you will receive information regarding the person himself and his life concept, and in time questions asked help steer the conversation in the right direction.

Such a feature allows establishing close contact that a person feels that he is being listened to, when what he said is paraphrased, the same information is returned, slightly changed in form, but not in meaning. Gradually, you can add your own ideas to the voice of the interlocutor's text (everything you add will be perceived as your own thoughts).

These are the main features of the human psyche, allowing more and more to succumb to influence: the maximum level of trust in the interlocutor and the manifestation of one's freedom. The more you master the art of inspiring trust and creating for a person the possibility of choice and the illusion of control of the situation, the more power you will have not only over actions (which can be forced), but also motivational and emotional sphere(All you need is some inspiration.)

Ways and methods of influencing people

There are certain techniques that allow you to influence the further attitudes or behavior of people, and they are described in the literature, discussed many times by psychologists and sociologists, but they still continue to operate. Even if a person has long been aware of the moments of special influence, he will still be subject to it, the only thing that can change is the degree and timely awareness of the manipulative impact, but the necessary feelings will have time to arise, and some actions may never reach the level of consciousness.

The classic of influence is the ability to make a friend out of an enemy with a request. When it is useless to negotiate, and it is pointless to measure strength, only positive methods of cooperation remain. Naturally direct offer can only cause alertness or aggression, therefore it is necessary to ask the person in the most neutral position for some service that is beneficial for you, but quite simple to perform for him. Borrow a pen, ask for an address, ask for help carrying a box to your office - small things like that, done with care, knock down the program of competition or dislike for you.

Choose words according to what the person thinks of themselves, even if they don't match your vision of the situation. At some points, this may resemble flattery, but if such speeches get to the very point of self-perception, then you may be the first person to evaluate the other in the way he always saw it. Since everyone strives to surround himself with like-minded people, then after an accurate description of the person himself, you can say whatever you like - this will also be perceived as the truth.

To get closer to trust, you can try to reflect not only the person's perception of the world, but also its physical manifestations. Copying posture, speech tempo, and voice volume are the foundations of Neuro-Linguistic Programming, which really works. The system is built on the fact that after appropriate copying of gestures and other manifestations of a person, you can begin to bring in your influences, and already he will repeat your movements and thoughts, as you did on purpose before.

This mechanism is built on high level feelings of self-importance, when others copy our behavior - at the animal level, the whole pack tries to adapt to the manifestations of the leader. So when influencing, you can use not only logical components, but also evolutionarily incorporated unconscious mechanisms. When communicating with a person, show your participation and understanding of what the person is talking about and your joint dialogue - nod, hoot, repeat last words and use other techniques that confirm your active participation in communication.

An important point is the choice of an emotional interlocutor when you make a request or offer. So, a tired person is unlikely to refuse, rather he will postpone the decision to another day - while the chances of a positive outcome increase. IN good mood a person quickly agrees to simple and understandable requests, where he is not required to solve current moments and think about how best to act. Therefore, if you have a ready-made specific plan that requires only permission, then expect high spirits, but if you need to settle a few incomprehensible questions, then choose the afternoon when people are tired.

Try starting small - please read an article or walk with you to the nearest office, listen to a song or visit a free exhibition. Such actions leave the feeling that a person has already done something in necessary direction, i.e. when you offer to attend a paid continuation of a free lecture, he will agree faster. The main thing in this step-by-step tightening approach is to pause, stretching each step for several days or weeks. Two principles work here at once - pauses, during which a person has time to think about what is happening, feel obliged, and also evaluate their own efforts already invested earlier. It is always easier to give up on something where one's own energy has not yet been directed than on a worthless process where at least time has been invested.

Look for what is beneficial for a person and start by positioning precisely his interests, since the main thing is personal motivation. When you can't find anything. What can be given to the interlocutor (emotions, titles, a sense of belonging or removal of guilt), then use two direct influences, which sometimes work where all influence techniques are powerless. The first is a polite request, captivating with its sincerity, openness and intelligence. Many, being subjected to frequent, appreciate open appeal more than ever. The second option for such honest treatment is monetary payment for the desired result. Such a business approach can resolve many conflicts and force even former competitors to cooperate.