How to recognize that a hunt has begun for you and the psychological pressure of an enemy. Secret ways of suppressing personality
To begin with, analyze the situation, try to objectively assess whether you are in fact such a despot and tyrant, as you think? What makes you think that you put pressure on people? Has anyone around you told you that you are too bossy and demanding? How often do you put conditions on others? If all your answers to the above questions have convinced you of your tough stance towards others, you really should reconsider your worldview.
Try to honestly answer yourself the questions: why do you think that the people around you should live according to your orders? Maybe it seems to you that you are smarter than others, that other people do not have the knowledge and the life experience that you have? Try to understand and accept the truth that every person has the right to make mistakes, as well as to go through his life path independently, without someone's direction.
In your desire to put pressure on people and manage the situation, your hyper-responsibility is most likely to blame. Surely you feel the whole weight of the world on your shoulders, delve into all sorts of problems, even those that do not concern you. Such a habit often leads to psychological and physiological problems - diseases of the heart and blood vessels, this is how the constant psycho-emotional stress that you experience when trying to manage everything affects. In this case, the only true advice is: cultivate a moderate sense of irresponsibility in yourself, the ability to let everything take its course, learn to trust the people around you.
Patience, respect and other signs of tact towards others
If you are going to once again put pressure on someone, take someone into circulation, remember such universal values as respect, tolerance, love for the people around you. Think about the fact that the habit of using people for your own purposes is contrary to ethical and moral standards.
Imagine the situation in reverse: someone requires you to perform certain actions, despite all your arguments and excuses. How would you characterize his behavior? Personal violence? Enslavement? What can you say to him to justify your unwillingness to dance to him? The fact that you are not obliged to fulfill all his requirements just because he wants so much? Most likely, you will answer him that way.
Develop a harmonious positive outlook, in which there is no place for anger, aggression, envy and other negative emotions. Remember that every person, regardless of what social status he has, is, first of all, a free person who has the right to self-realization, blunders and mistakes.
For them to become accommodating. Many of us know how to manipulate people's behavior with positive emotions, but the "dark side" is just as intriguing.
Even if a person is not going to use these techniques, he is unlikely to pass by the article "How to psychologically crush a person." The desire for destruction is as natural as the good ways of mankind.
Many rulers built their policy precisely on the fact that they made the population complaisant, instilling fear. Society becomes weak and depressed, which means it can be controlled.
Today you will learn what methods of pressure exist, several tactics used by the KGB and other special services, I will offer you several books if you want to deepen your knowledge, and I will also give you a couple useful tips for those who are going to use all these tricks. All in all, .
Strategies
There are many directions in the field of psychological pressure on the enemy, and I would like to talk about the main directions.
Physical-psychological influence
The first strategy involves the physical impact, and only then the mental one. This is one of the most unfavorable ways, in some manifestations its use is illegal, but nevertheless it is used in practice, which means that I cannot but mention it.
First, a physical effect is manifested in relation to a person. For example, in a fight. After he felt the superiority of the opponent, they begin to “break” him psychologically. It is no longer so important what exactly the person says, he suppresses the interlocutor more and more deeply, causes panic fear in him and makes him complaisant.
This is one of the most unfavorable methods, since the "victim" is only interested in one thing - by any means available for this. He may, in order not to contact the aggressor, try to influence him with the help of law enforcement agencies or in some other way involve third parties.
Books
If you want to learn a little more about methods of psychological pressure in order not to become a victim or to apply some technologies yourself, before I move on to useful recommendations, I will offer you several books on this topic.
The first one belongs to the Legendary Bestsellers series. It's about the book The Psychology of Influence by Robert Cialdini: what means exist, commitment and consistency, reciprocity, . This guide contains softer tricks than I described in this article. The reader will get much more benefit from them, and why - I will tell a little later.
Another book that can help you solve all your problems without calling the other person names or making them emotional with silence is How to Outsmart Anyone: A Practical Guide by William Poundstone. Both of these books can be downloaded from LitRes.
We do not always succeed in the manipulative techniques that he uses. However, each person has an innate identification of such situations. Long stay in stress, it acts destructively and a person seeks to get rid of this pressure.
We must not forget that in such cases it is almost impossible to predict the behavior of a particular person. No matter how you plan, he can do something completely different. It depends on many properties of the psyche that cannot be predicted. Behavior may not be rational or logical.
Strive to use positive methods of influence and communication to avoid unexpected situations. Don't forget to also subscribe to my blog. See you again.
Don't say what's in my Everyday life I am surrounded by many animals so that I can speak about their psychology as an expert. On the contrary, I have few contacts with them. What then prompted me to sit down at the computer? When I tell about this experience to my acquaintances who adhere to an extremely tolerant and internationalist outlook on life, such as "there are no bad nations, there are bad people", they suddenly say "yes, I saw this at work, although I did not think deeply about what happens", "yes, if you analyze my experience, then I witnessed such tricks, though I didn’t attach any special importance to them, although I probably should have." My social circle is people with higher education more or less successful in life. And the fact that they do not see such simple things around them never ceases to shock me. The last straw in the bowl of my patience was a conversation with my friend, the head of the sales department of a small Moscow company. Anyone who has worked as a "salesman" knows that psychological trainings are often organized for workers in this profession, where they are taught how to effectively sell a person something that he may not even want to buy. These psychotechniques, of course, are not aimed at suppressing the personality, it is more a way of manipulating the personality, but still from the same canvas. He said "Yes, we have an employee at work, he behaves exactly as you describe. I have not analyzed his behavior before, but most likely you are right."
My shock after that is difficult to describe in words: a person who is constantly taught how to brainwash does not notice when they brainwash him! That is why I at some point realized that there are a lot of people around me who need a simple education on the topic of some simple tricks that "Caucasian supermen" use daily to sit on our necks.
Looking ahead, I would be glad if readers - and among them there will certainly be professional psychologists - leave their thoughts on what has been written. I would also like to hear if there is literature or training on the methods of psychological suppression of the personality and how to deal with them. Now I will just share my observations and the methods that I came up with for myself.
So...
We have Georgians in the team. His name is, for example, Goga. And there is a Russian, for example, Vanya. I have just recently arrived at a new job. And we more or less agreed with Vanya. We do not smoke, but we want to talk about life, so we often arrange tea breaks for ourselves. Prior to that, Vanya drank tea with Goga, and when I settled down a little in a new place, I fit into their company.
Vanya introduced Goga as a good guy, I don’t want to arrange a war at tea breaks, on the contrary, I want to relax in the company of good people, and I began to treat him simply as a good friend and did not expect meanness.
Therefore, the first time I was "raped" quite simply.
It usually occurs to one of the three of us that it's time for tea. Then this someone puts the kettle on and calls the others. Once that someone was me: I went into the office to Goga, then to Vanya, and called them. When I came to the teapot, Goga was already towering over it. He just stood and looked at the kettle: the kettle was empty. “I didn’t understand, you invited us to drink tea without boiling the water?! What kind of invitation is this?” asked Goga in a raised voice. I tensed up, took the kettle and went to fetch water. While walking, I thought hard (my mistake - you don’t need to think in such situations!): Did I really do something so terrible by not boiling the water beforehand? Or have they scammed me? But if they did, then why? We didn’t share the road on the street, we are good friends! I tried to try this situation on myself and every time I modeled it, I understood that if Vanya or I came to an empty teapot, then we would go down without further ado and bring water, no matter who invited me to tea! Well, simply because there is no reason to get into a pose! Maybe they, in Georgia, it really is considered disrespectful to friends if you invited them to an empty table? It seemed to me too petty to start a conflict because of this (my mistake - the conflict should have been started!) And I decided to just see what happens when Gog calls for tea.
From this experience, as well as after discussing this topic with friends, I made a very important conclusion for myself, which we will consider the first lesson of our home psychotraining.
1. Many nationalities are essentially animals. Therefore, some features of their behavior can only be understood by analogy with the animal world (so watching "Animal Planet" can be of great help to you in understanding). Each social animal constantly finds out its status in the group, in other words, finds out who is in charge here. The closer the anthropoid is to nature, the more insistently it clarifies the status. And vice versa, the more civilized, the smoother this function.
I can't say with certainty what makes them more animal than we are: maybe genes, or maybe just cultural environment or upbringing. But this understanding will not help us in any way in solving problems related to animals, so we will not dwell on this.
A very characteristic feature of psychological suppression is a loud voice. When I lived in the USA, I had the misfortune to observe this: in public transport Negroes constantly speak in raised tones, sometimes almost shouting (the same applies to Turks in Europe and Caucasians in Russia). Of course, they yell at each other, among themselves, but the psychological pressure is felt directly by the skin.
My wife went to the States for English courses, where the zoo gathered from all over the world. From the first classes, she came dumbfounded: it was not more or less civilized American blacks who studied there, but real eared and big-nosed blacks who had just arrived from the jungles of Africa, and they did not talk to each other - they just yelled, and they yelled like we yell only at rallies. It was impossible to talk while standing next to them: the interlocutors simply did not hear each other.
In such a situation, a civilized person again falls into the trap of his civilization. Any monkey in this case would not begin to think: if an anthropoid yells next to you, even if not at you, then he just finds out who is in charge here. And the natural reaction is to start yelling louder than he is. Who is louder is the main one. If the monkey is unhappy with being shouted down, then the conflict will escalate. But it is difficult for a civilized person to descend to the level of an animal, his mind turns on. And the mind says that, in principle, speaking in raised tones is not prohibited by law and that we must be sympathetic to the fact that blacks are seething with emotions and that maybe we ourselves sometimes also do not speak very quietly, and so on, and so on, and so on. . All this is a lie and self-deception, no emotions boil with them more than they boil with us. All this is nonsense and propaganda about their hormones, about the length of their members, and so on (and even if sometimes longer, this is not a reason for him to lick him). Only one thing is not nonsense and this will be the second lesson of our training
2. A raised tone of voice, a cry, even if it does not directly refer to you, is a way of psychological suppression of a person and at the same time clarifying one's status in a group. If an animal sees that you can scream next to you, then the next time it will scream at you. It is dangerous to enter into the position of such "personalities" and be sympathetic to the first trial attack on you.
Almost always, a simple polite request to speak quietly calms presumptuous monkeys. Although, of course, you can go crazy if you go up to blacks on every trip and ask them to speak more quietly. Still, it was a huge mistake to bring them to the States.
After a short digression to the side, we will return to our "tea history".
So, I didn’t have to wait long, and once, after Gogin’s invitation to drink tea, when I went to the teapot, it was empty. I was already mentally preparing to tell him his own phrase "Did you invite us to an empty teapot?" (my mistake - you should not limit yourself in a conflict only to those methods that your opponent has already used, otherwise you will always lose). Goga turned around, handed me a kettle and said, "Go get some water." I'm not going to make a hero out of myself: it was an unexpected move and it completely unsettled me. It was pointless to pronounce the prepared phrase, you just had to say "are you fucked?", but the phrase was sitting in my head, I had limited myself in advance in choosing a "weapon" and therefore for about three seconds I just blinked stupidly with a teapot in my hands. The funny thing is that I took it from Goga's hands right away, so "attack" was unexpected. After that, I no longer had questions about the assessment of what was happening: I was tilted. And now I understood that for the first time I was also tilted, just that “tilt” was a trial balloon, followed by another, more specific one. I went to draw water and I was choked with anger at myself. I understood that the fact that they could tilt me was only my fault.
After that, I asked myself the question "what to do?" and almost immediately decided that the next time they tried to tilt me, I would not limit myself in the sharpness of the response phrase. Yes, of course it's inconvenient! Are you afraid to start a return line disproportionate to initial action; you think that you can't send three letters just for being told to get water. That you can't punch in the face just for being pushed. Some inner voice is constantly holding me back and says "resistance must be commensurate with the action." But on the other hand, as A. Kochergin writes, "the humiliation of the enemy is the goal of any conflict." I've been humiliated, humiliated twice already, why should I care about his feelings if he doesn't give a shit about mine???
You probably won’t be surprised that soon I was again told in an orderly tone to go to fetch water. The answer was simple "We have no lackeys!". I don’t remember whether it was homemade or not, but in this case the feeling with which I said it was more important - I clearly programmed myself that I absolutely don’t give a damn, I’ll say something too offensive or too harsh.
Now we are ready to learn the third important lesson of our training.
3. The animal is constantly trying to increase its status in the group by humiliating those who are nearby. Some people think that you can endure humiliation once and it will never happen again. This is a dangerous delusion. The behavior of the animals is most clearly characterized by the proverb "Give me a finger - bite off your hand" (our ancestors knew who they were dealing with).
It is similar to how a crocodile swallows prey, which he managed to bite on his leg. Time after time, with sharp movements, he moves his teeth further and further along the body of the victim until he swallows it all. So the animals around us are constantly trying to "bite our finger." If he doesn’t get rebuffed right away, then they will bite your whole arm, and then they will sit on your neck and hang your legs, simultaneously convincing you that everything is as it should be and that it is right and fair. If in this process you allow your brain to insert at least a word in defense of the animal, then your legs will hang from your neck. This is purely an animal suppression tactic and your brain in this case is your enemy.
Let us return, however, to our history. What do you think happened after the answer "we have no lackeys"? Goga sharply backed down, feigned sincere surprise and asked in an unctuous voice that it was really difficult for me to pour water. After that, there was no doubt that I had no animal left in front of me: after the aggression was stopped more sharply than he expected, he backed down and almost fawned. I replied that it was difficult. He silently dumped the water.
"What if I didn't go?" the reader will ask. Now the answer is obvious to me: one of my friends once said that in such situations it is necessary to radicalize the conflict and offer to punch the opponent in the face. That is why if you are worried about the idea that everything will end in a fistfight, then I strongly recommend that you sign up for a boxing section. I myself have been going there for the fourth month. I have never come to a fistfight, but the understanding that I can give a worthy rebuff to aggression adds confidence.
So, after I cut off attempts to make a lackey out of me, I believed that the status clarifications were over. Unfortunately, I was wrong and my mistake will be the fourth important lesson of our training.
4. If you once firmly put the animal in its place, this does not mean that there will be no more attempts on its part to climb on your neck. There will always be attempts, sometimes they will even disguise themselves as friendship. And they must always be severely suppressed, otherwise they will sit on your neck.
Again, I don’t know how to explain this strange feature of their behavior for me. It is probably natural for the animal world that an individual constantly checks whether the balance of power in the hierarchy of seniority has changed (suddenly the enemy has grown old or ill and this is a chance to finish him off?). Personally, it annoys me a lot that when I go to drink tea in order to take a break from work, I have to constantly be on the alert, be prepared for the fact that the animal will again begin to probe whether I am ready to fight back. And it would bother me if I myself began to engage in such a "probing" of the status. But for them, apparently, such behavior, on the contrary, is natural and comfortable. This cannot be explained by the logic of a civilized person, so you just need to constantly remember that next to you is a monkey, not a man.
Perhaps you want to know the current situation in our small team? Please. I am already tired of this animal, so when it does not burrow too much, I just ignore it, and when it is too much, I suggest that the animal go outside and find out all the questions there. The animal turned out to be cowardly for testing, although it has impressive dimensions, it does not want to go outside and stops its attempts for a while.
Finally, I will tell you one more situation of attempts of psychological suppression on the part of this Goga. I have a neighbor in my office, his name is Dima. Once we sit with Dima, we work. And on the floor in the hallway in front of the office that day, a dried blood stain appeared from somewhere. Naturally, it was not Dima and not my blood, otherwise we would have wiped it off. Any normal person understands this. And now Goga passes by our office (our door is always open), stops in front of this spot and examines it picturesquely for 5 seconds. At that moment, I already understood that a collision like "why didn't you wipe it off?" and the answer "because not ours" was already ready. But the animal was able to surprise me. He asked in a commanding tone, "What do you have here?" and pointed to the floor. The trick worked for both of us: I felt an impulse inside me to get up and come over, and Dima even started to get up. Scrolling through the situation now, I understand that all these methods of psychological suppression are essentially primitive in an animal way. Both Goga and we knew perfectly well what we had there - it was a dried blood stain! And yet we were both going to come and have a look. Here I have to put myself a fat plus, because I came to my senses in time.
Do you see the cleaners here? I asked Gogi.
- Not. - he answered and bulged his rodent eyes.
- Are you our boss? I asked.
- No, nuuu ... - followed by another answer.
- Then what is the problem?
- You have a blood stain here, you need to wipe it off!
- If it was our stain, it would have been wiped off long ago, and now back off.
From this story I will deduce the last, fifth rule of our training
Among the many different options for the negotiation scenario, the option of psychological suppression of the interlocutor is one of the most common. Especially often it is used when the position of one side is obviously superior to the other, or as a continuation of perseverance on one's own, after a soft position of communication. In the first case, this is usually active pressure from the very beginning of the dialogue between people, excessive self-confidence, pre-prepared arguments in their favor, the use of the third voice mode - loud, clear expressive speech, with an emphasis on the main points, with frequent interruption of the interlocutor, a smirk or even laughter over his words. All this suppresses the interlocutor, makes him worry and nervous, doubt himself, feel discomfort and aggression on your part.
Very often, this option of negotiations gives a positive result, but not in the case when your interlocutor behaves similarly, and therefore it is fundamental for him not to give in to you, even to the detriment of his own interests. And also if your dialogue does not solve the problem instantly, then the person may change his mind and most likely will do just that, despite the initial concession. This is also called the Chinese yes, which later turns out to be the word - no. If we consider the second option for applying this method of pressure on the interlocutor, then it is also very often used, especially in law enforcement agencies. You have probably watched films where the concept of an evil and a good cop is often used. Two people play opposite roles, thereby forcing the person to agree to more lenient terms. This really has a great effect on the human psyche, and this technique can be used independently.
You can start from a soft position, and in case of no concession to you, move to a hard one, with psychological suppression interlocutor, by the methods that I described above. Or, on the contrary, you can start from a tough position, suppress your interlocutor until a certain point, and then take a soft position, all with the same conditions that are beneficial to you. For your interlocutor, this will be a great alternative to resolve a tense situation, to remove the burden that you have loaded on him. All of these methods work well, especially with insecure people who are used to losing. The effectiveness of psychological pressure on the interlocutor, of course, is quite high, but it is worth remembering that people really do not like it when they are pressured, no matter what character they have.
If you are negotiating about some kind of deal or signing an agreement, after which your interlocutor will fade into the background, then the use of pressure will be appropriate. Any showdowns and verbal skirmishes can also be effectively resolved through pressure on the opponent. But if your goal is long-term cooperation with people on whom your well-being will depend, then I do not recommend you to use psychological pressure in this case. You can demonstrate high self-confidence, people like it, especially women who see in a man, first of all, a strong male.
No need to show aggression and disrespect for the interlocutor, for long-term cooperation this is bad. The confidence you demonstrate alone can overwhelm the interlocutor, especially if you have a lot of arguments in your favor and again use the third voice mode, that is, a loud and clear voice, with an emphasis on the right things. Never doubt yourself, and in your speech, at least do not show it, otherwise psychological pressure will be used against you. This can certainly be resisted, and I will definitely write about how to do it.
But the most important thing I want to tell you is that there is no one hundred percent guarantee for any communication tactics, everywhere there are pluses and minuses. Psychological pressure, of course, is very effective in most cases, but it also happens that it harms and does not lead to anything other than a negative attitude towards you and breaking all ties with you. Therefore, try to look for the most appropriate communication option, appropriate in each specific situation, which is mainly aimed at obtaining a positive result for you.
Consider psychological tricks manipulation of the mental consciousness of man and the masses. For convenience, we divide the proposed methods into eight blocks, effective both individually and together.
The life of any person is multifaceted by the life experience that this person has, by the level of education, by the level of upbringing, by the genetic component, by many other factors that must be taken into account when psychologically influencing a person. Mental manipulation specialists (psychotherapists, hypnologists, criminal hypnotists, scammers, government officials, etc.) use many different technologies that allow them to control people. It is necessary to know such methods, incl. and in order to counter such manipulations. Knowledge is power. It is the knowledge about the mechanisms of manipulating the human psyche that allows you to resist illegal intrusions into the psyche (into the human subconscious), and therefore protect yourself in this way.
It should be noted that there are a very large number of methods of psychological influence (manipulation). Some of them are available for mastering only after a long practice (for example, NLP), some are freely used by most people in life, sometimes without even noticing it; it is enough to have an idea about some methods of manipulative influence in order to protect yourself from them; to counteract others, you yourself need to be good at such techniques (for example, gypsy psychological hypnosis), etc. As far as the admissibility of such a step, we will reveal the secrets of methods for controlling the mental consciousness of a person and the masses (a team, a meeting, an audience, a crowd, etc.).
It is worth noting that only recent times there was an opportunity to openly talk about the early secret techniques. At the same time, in our opinion, such a tacit permission from the supervisory authorities is quite justified, since we are convinced that some part of the truth is revealed to a person only at a certain stage of life. Collecting such material bit by bit - a person is formed into a personality. If, for some reason, a person is still ready to comprehend the truth, fate itself will lead him aside. And if such a person even learns about some secret methods, he will not be able to realize their significance, i.e. this kind of information will not find the necessary response in his soul, and a kind of stupor will turn on in the psyche, due to which such information will simply not be perceived by the brain, i.e. will not be remembered as such a person.
Below, we will consider the manipulation techniques outlined as blocks that are equivalent in terms of efficiency. Despite the fact that each block precedes its inherent name, nevertheless, it should be noted that the specific methods of influencing the subconscious are very effective for everyone, without exception, regardless of the specific target audience or typical personality traits of a particular person. This is explained by the fact that the human psyche in general has the same components, and differs only in minor details, and hence the increased efficiency of the developed methods of manipulation that exist in the world.
The first block of manipulations.
Ways of manipulating the mental consciousness of a person (S.A. Zelinsky, 2008).
1. False questioning, or deceptive clarifications.
In this case, the manipulative effect is achieved due to the fact that the manipulator pretends that he wants to better understand something for himself, asks you again, but repeats your words only at the beginning and then only partially, introducing a different meaning into the meaning of what you said earlier, thereby changing general meaning said for his own sake.
In this case, you should be extremely careful, always listen to what they are talking about, and noticing a catch, clarify what you said earlier; moreover, to clarify even if the manipulator, pretending not to notice your desire for clarification, tries to move on to another topic.
2. Deliberate haste, or jumping topics.
The manipulator in this case seeks, after voicing any information, to quickly move on to another topic, realizing that your attention is immediately redirected to new information, which means that the likelihood that the previous information that was not “protested” will reach the subconscious increases listener; if information reaches the subconscious, then it is known that after any information is in the unconscious (subconscious), after a while it is realized by a person, i.e. goes into consciousness. Moreover, if the manipulator additionally strengthened his information with an emotional load, or even entered it into the subconscious by coding, then such information will appear at the moment the manipulator needs, which he himself will provoke (for example, using the principle of “anchoring” from NLP, or, in other words, by activating the code).
In addition, as a result of haste and jumping topics, it becomes possible to "voice" a large number of topics in a relatively short period of time; which means that the censorship of the psyche will not have time to let everything through itself, and the likelihood increases that a certain part of the information will penetrate into the subconscious, and from there it will influence the consciousness of the object of manipulation in a way that is beneficial to the manipulator.
3. The desire to show their indifference, or pseudo-inattention.
In this case, the manipulator tries to perceive both the interlocutor and the information received as indifferently as possible, thereby unconsciously forcing the person to try at all costs to convince the manipulator of his importance to him. Thus, the manipulator can only manage the information coming from the object of his manipulations, receiving those facts that the object was not going to spread before. A similar circumstance on the part of the person who is being manipulated is inherent in the laws of the psyche, forcing any person to strive at all costs to prove his case by convincing the manipulator (not suspecting that this is a manipulator), and using the available arsenal of logical controllability of thoughts for this - that is, the presentation of new circumstances of the case, facts that, in his opinion, can help him in this. What turns out to be in the hands of the manipulator, who finds out the information he needs.
As a countermeasure in this case, it is recommended to strengthen your own volitional control and not succumb to provocations.
4. False inferiority, or imaginary weakness.
This principle of manipulation is aimed at the desire on the part of the manipulator to show his weakness to the object of manipulation, and thereby achieve the desired, because if someone is weaker, the effect of condescension turns on, which means that the censorship of the human psyche begins to function in a relaxed mode, as if not perceiving what comes from manipulator information seriously. Thus, the information coming from the manipulator passes immediately to the subconscious, is deposited there in the form of attitudes and patterns of behavior, which means that the manipulator achieves his goal, because the object of manipulation, without suspecting it, after a while will begin to fulfill the installations embedded in the subconscious, or, in other words, to perform secret will of the manipulator.
The main way of confrontation is the complete control of information coming from any person, i.e. everyone is an adversary and should be taken seriously.
5. False love, or lulling vigilance.
Due to the fact that one individual (manipulator) plays in front of another (object of manipulation) love, excessive respect, reverence, etc. (i.e. expresses his feelings in a similar way), he achieves incomparably more than if he openly asked for something.
In order not to succumb to such provocations, one should have, as F.E. Dzerzhinsky once said, “a cold mind.”
6. Furious pressure, or exorbitant anger.
Manipulation in this case becomes possible as a result of unmotivated rage on the part of the manipulator. A person who is targeted by this kind of manipulation will have a desire to calm the one who is angry with him. Why is he subconsciously ready to make concessions to the manipulator.
Methods of counteraction may be different, depending on the skills of the object of manipulation. For example, as a result of “adjustment” (the so-called calibration in NLP), you can first stage a state of mind similar to that of the manipulator, and then calm down, calm the manipulator as well. Or, for example, you can show your calmness and absolute indifference to the anger of the manipulator, thereby confusing him, and therefore depriving him of his manipulative advantage. You can sharply increase the pace of your own aggressiveness by speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm ...), and additional visual impact, i.e. in this case, we seize the initiative, and by simultaneously influencing the manipulator with the help of visual, auditory and kinesthetic stimuli, we introduce him into a state of trance, and hence dependence on you, because in this state the manipulator itself becomes the object of our influence, and we we can introduce certain attitudes into his subconscious, because It is known that in a state of anger any person is subject to coding (psychoprogramming). Other countermeasures can also be used. It should be remembered that in a state of anger it is easier to make a person laugh. You should know about this feature of the psyche and use it in time.
7. Fast pace, or unjustified haste.
In this case, we must talk about the desire of the manipulator due to the unnecessarily imposed fast paced speech to push through some of their ideas, having achieved their approval by the object of manipulation. This becomes possible even when the manipulator, hiding behind the alleged absence of time, achieves incomparably more from the object of manipulation than if this happened over a long period of time, during which the object of manipulation would have time to think over his answer, and therefore not become a victim of deception ( manipulations).
In this case, you should take a timeout (for example, refer to an urgent phone call, etc.) in order to knock the manipulator off the pace set by him. To do this, you can act out a misunderstanding of a question and a “stupid” questioning, etc.
8. Excessive suspicion, or forced excuses.
This type of manipulation occurs when the manipulator acts suspicious in any matter. As a response to suspicion in the object of manipulation, a desire to justify oneself follows. Thus, the protective barrier of his psyche weakens, which means that the manipulator achieves his goal by “pushing” the necessary psychological attitudes into his subconscious.
A defense option is to realize yourself as a person and volitional opposition to an attempt of any manipulative influence on your psyche (i.e. you must demonstrate your own self-confidence and show that if the manipulator is suddenly offended, then let him be offended, and if he wants to leave, you will not run after him; this should be adopted by "in love": do not let yourself be manipulated.)
The manipulator with all his appearance shows fatigue and the inability to prove something and listen to any objections. Thus, the object of manipulation tries to quickly agree with the words given by the manipulator, so as not to tire him with his objections. Well, by agreeing, he thereby follows the lead of the manipulator, who only needs this.
There is only one way to counteract: not to succumb to provocations.
This type of manipulation comes from such specifics of the individual's psyche as the worship of authorities in any area. Most often it turns out that the very area in which such an “authority” has achieved results lies in a completely different area than his imaginary “request” now, but nevertheless, the object of manipulation cannot do anything with himself, since in his soul the majority people believe that there is always someone who has achieved more than they do.
A variant of confrontation is belief in one's own exclusivity, super-personality; development in oneself the belief in one's own chosenness, in the fact that you are a super-human.
11. Favors rendered, or payment for help.
The manipulator conspiratorially informs the object of manipulation about something, as if advising him to make this or that decision in a friendly way. At the same time, clearly hiding behind an imaginary friendship (in fact, they may be acquainted for the first time), as advice, he inclines the object of manipulation to the solution that the manipulator needs first of all.
You need to believe in yourself, and remember that you have to pay for everything. And it is better to pay immediately, i.e. before you are required to pay in the form of gratitude for the service rendered.
12. Resistance or enacted protest.
The manipulator, with some words, excites feelings in the soul of the object of manipulation, aimed at overcoming the barrier that has arisen (censorship of the psyche), in an effort to achieve his own. It is known that the psyche is arranged in such a way that a person wants to a greater extent what is either forbidden to him or what efforts must be made to achieve.
Whereas what may be better and more important, but lies on the surface, in fact, is often not noticed.
The way to counteract is self-confidence and will, i.e. you should always rely only on yourself, and not give in to weaknesses.
13. Particular factor, or from details to error.
The manipulator forces the object of manipulation to pay attention only to one specific detail, not allowing them to notice the main thing, and on the basis of this to draw the appropriate conclusions, which are accepted by the consciousness of that as an uncontested basis for the meaning of what was said. It should be noted that this is very common in life, when most people allow themselves to make their own opinion about any subject, actually having neither facts nor more detailed information, and often not having their own opinion about what they judge, using the opinion of others. Therefore, it is possible to impose such an opinion on them, which means that the manipulator will achieve his own.
To counteract, you should constantly work on yourself, on increasing your own knowledge and level of education.
14. Irony, or manipulation with a grin.
Manipulation is achieved due to the fact that the manipulator chooses an initially ironic tone, as if unconsciously questioning any words of the object of manipulation. In this case, the object of manipulation "loses its temper" much faster; and since critical thinking is difficult during anger, a person enters ASC (altered states of consciousness), in which consciousness easily passes through itself the early forbidden information.
For effective protection, you should show your complete indifference to the manipulator. Feeling like a super-human, "chosen one", will help to treat the attempt to manipulate you with indulgence - as child's play. The manipulator will immediately feel such a state intuitively, because the manipulators usually have well-developed sense organs, which, we note, allows them to feel the moment to carry out their manipulative techniques.
15. Interruption, or withdrawal of thought.
The manipulator achieves its goal by constantly interrupting the thoughts of the object of manipulation, directing the topic of conversation in the direction the manipulator needs.
As a countermeasure, you can ignore the interruptions of the manipulator, or use special speech psychotechnics to make him ridicule among the audience, because if a person is laughed at, all his subsequent words are no longer taken seriously.
16. Provoking imaginary, or false accusations.
This kind of manipulation becomes possible as a result of informing the object of manipulation of the information that can make him angry, and hence reducing the criticality in assessing the alleged information. After that, such a person is broken for a certain period of time, during which the manipulator achieves the imposition of his will on him.
Protection - believe in yourself and not pay attention to others.
17. Trapping, or the imaginary recognition of the opponent's benefit.
In this case, the manipulator, carrying out an act of manipulation, hints at more favorable conditions in which the opponent (the object of manipulation) is supposedly located, thereby forcing the latter to make excuses in every possible way and become open to manipulations that usually follow from this by the manipulator.
Protection - awareness of oneself as a super-personality, which means a completely reasonable "rise" above the manipulator, especially if he also considers himself "insignificance". Those. in this case, one should not make excuses that they say, no, I am not now higher in status than you, but admit, grinning, that yes, I am you, you are in my dependence, and you must accept it or ... Thus, faith in yourself, belief in your own exclusivity will help you overcome any traps in the way of your mind from manipulators.
18. Deception in the palm of your hand, or imitation of bias.
The manipulator intentionally puts the object of manipulation in certain predetermined conditions, when the person chosen as the object of manipulation, trying to divert suspicion from himself in excessive bias towards the manipulator, allows manipulation to be carried out on himself due to the unconscious belief in the good intentions of the manipulator. That is, it is as if he himself gives himself the installation not to react critically to the words of the manipulator, thereby unconsciously allowing the words of the manipulator to pass into his consciousness.
19. Deliberate delusion, or specific terminology.
In this case, manipulation is carried out through the use of specific terms by the manipulator that are not clear to the object of manipulation, and the latter, because of the danger of appearing illiterate, does not have the courage to clarify what these terms mean.
The way to counteract is to ask again and clarify what is incomprehensible to you.
20. Imposition of false stupidity, or through humiliation to victory.
The manipulator seeks in every possible way to reduce the role of the object of manipulation, alluding to his stupidity and illiteracy, in order to destabilize the positive mood of the psyche of the object of manipulation, plunge his psyche into a state of chaos and temporary confusion, and thus achieve the fulfillment of his will over him through verbal manipulation and ( or) coding of the psyche.
Protection - do not pay attention. It is generally recommended to pay less attention to the meaning of the words of the manipulator, and more to the details around, gestures and facial expressions, or even pretend that you are listening, and think “about your own”, especially if you are an experienced fraudster or criminal hypnotist.
21. The repetition of phrases, or the imposition of thoughts.
With this type of manipulation, due to repeated phrases, the manipulator accustoms the object of manipulation to any information that is going to convey to him.
Protective setting - do not fix attention on the words of the manipulator, listen to him “on the floor of the ear”, or use special speech techniques to transfer the conversation to another topic, or seize the initiative and introduce the settings you need into the subconscious of the interlocutor-manipulator yourself, or many other options.
22. Erroneous conjecture, or reticence involuntarily.
In this case, manipulations achieve their effect due to:
1) deliberate reticence by the manipulator;
2) erroneous conjecture by the object of manipulation.
At the same time, even if a deception is detected, the object of manipulation gets the impression of his own guilt due to the fact that he misunderstood or did not hear something.
Protection - exceptional self-confidence, education of super-will, formation of "chosenness" and super-personality.
In this situation, the object of manipulation falls into the trap of the manipulator, who plays on his own alleged inattention, so that later, having achieved his goal, he will refer to the fact that he allegedly did not notice (listen to) the opponent’s protest. Moreover, as a result of this, the manipulator actually puts the object of manipulation before the fact of the perfect.
Protection - to clearly clarify the meaning of "the agreements reached."
24. Say yes, or the path to agreement.
Manipulations of this kind are carried out due to the fact that the manipulator seeks to build a dialogue with the object of manipulation in such a way that he always agrees with his words. Thus, the manipulator skillfully leads the object of manipulation to pushing through his idea, and therefore to the implementation of manipulation over him.
Protection - bring down the focus of the conversation.
25. An unexpected quotation, or the words of an opponent as evidence.
In this case, the manipulative effect is achieved through unexpected quoting by the manipulator of the previously spoken words of the opponent. Such a technique has a discouraging effect on the chosen object of manipulation, helping the manipulator to achieve a result. At the same time, in most cases, the words themselves can be partially invented, i.e. have a different meaning than this issue previously said the object of manipulation. If he spoke. Because the words of the object of manipulation can be simply invented from and to, or have only a slight similarity.
Defense - also apply the technique of false quoting, choosing in this case the supposedly said words of the manipulator.
26. The effect of observation, or the search for commonalities.
As a result of preliminary observation of the object of manipulation (including in the process of dialogue), the manipulator finds or invents any similarity between himself and the object, unobtrusively draws the attention of the object to this similarity, and thereby partially weakens the protective functions of the psyche of the object of manipulation, after which pushes his idea.
Protection - to sharply highlight with words your dissimilarity to the interlocutor-manipulator.
27. Imposing a choice, or initially the right decision.
In this case, the manipulator asks the question in such a way that does not leave the object of manipulation to accept a choice other than the one voiced by the manipulator. (For example, do you want to do this or that? In this case, the key word is “do”, while initially the object of manipulation may not have intended to do anything. But he was left with no choice but to choose between the first and second.)
Protection - do not pay attention plus volitional control of any situation.
28. Unexpected revelation, or sudden honesty.
This type of manipulation consists in the fact that after a short conversation, the manipulator suddenly confidentially informs the object he has chosen as manipulation that he intends to tell something secret and important, which is intended only for him, because he really liked this person, and he feels that can trust him with the truth. At the same time, the object of manipulation unconsciously gains confidence in this kind of revelation, which means that we can already talk about the weakening of the protective mechanisms of the psyche, which, through the weakening of censorship (the barrier of criticality), allows lies from the manipulator into the consciousness-subconsciousness.
Protection - do not succumb to provocations, and remember that you can always rely only on yourself. Another person can always let you down (consciously, unconsciously, under duress, under the influence of hypnosis, etc.)
29. Sudden counterargument, or insidious lie.
The manipulator, unexpectedly for the object of manipulation, refers to the words allegedly said earlier, in accordance with which the manipulator, as it were, simply develops the topic further, starting from them. The object of manipulation after such “revelations” develops a feeling of guilt, the barriers put forward in the way of the words of the manipulator, which he had previously perceived with a certain degree of criticality, should finally break in his psyche. This is also possible because most of those targeted by manipulation are internally unstable, have increased criticality towards themselves, and therefore, such a lie on the part of the manipulator turns in their minds into one or another share of the truth, which as a result and helps the manipulator get his way.
Protection - education of willpower and exceptional confidence and self-respect.
30. Accusation of theory, or alleged lack of practice.
The manipulator, as an unexpected counterargument, puts forward the requirement that the words of the object of manipulation chosen by him are, as it were, good only in theory, while in practice the situation will allegedly be different. Thus, unconsciously making it clear to the object of manipulation that all the words just heard by the manipulator are nothing and are good only on paper, but in a real situation everything will turn out differently, which means, in fact, one cannot rely on such words.
Protection - do not pay attention to the conjectures and assumptions of other people and believe only in the power of your mind.
The second block of manipulations.
Methods of influencing the mass media audience with the help of manipulations.
1. The principle of first priority.
The essence of this method is based on the specifics of the psyche, which is designed in such a way that it takes on faith the information that was first received by the consciousness. The fact that later we can get more reliable information often does not matter anymore.
In this case, the effect of perceiving primary information as truth is triggered, especially since it is impossible to immediately understand its contradictory nature. And after - it is already quite difficult to change the formed opinion.
A similar principle is quite successfully used in political technologies, when some accusatory material (compromising evidence) is sent to a competitor (through the media), thereby:
a) forming a negative opinion among voters about him;
b) making excuses.
(In this case, there is an impact on the masses through widespread stereotypes that if someone justifies himself, then he is guilty).
2. "Eyewitnesses" of events.
There are supposedly eyewitnesses of the events who, with the necessary sincerity, report the information that the manipulators gave them in advance, passing it off as their own. The name of such “eyewitnesses” is often hidden allegedly for the purpose of conspiracy, or a false name is called, which, along with falsified information, nevertheless achieves an effect on the audience, because it affects the unconscious of the human psyche, causing him to intensify feelings and emotions, in as a result of which the censorship of the psyche is weakened and is able to skip information from the manipulator without determining its false essence.
3. The image of the enemy.
By artificially creating a threat and as a result of this heat of passions, the masses are immersed in states similar to ASC (altered states of consciousness). As a result, such masses are easier to manage.
4. Shift in emphasis.
In this case, there is a conscious shift of emphasis in the material being presented, and something not entirely desirable for the manipulators is presented in the background, but the opposite is highlighted - what is necessary for them.
5. Use of "opinion leaders".
In this case, the manipulation of mass consciousness occurs on the basis that when performing any actions, individuals are guided by opinion leaders. Opinion leaders can be various figures who have become authoritative for a certain category of the population.
6. Reorientation of attention.
In this case, it becomes possible to present almost any material without fear of its undesirable (negative) component. This becomes possible on the basis of the rule of reorientation of attention, when the information necessary for hiding, as it were, fades into the shadows of seemingly randomly highlighted events that serve to divert attention.
7. Emotional charge.
This manipulation technology is based on such a property of the human psyche as emotional contagion. It is known that in the process of life a person builds certain protective barriers on the way of receiving information that is undesirable for him. To get around such a barrier (censorship of the psyche), it is necessary that the manipulative impact be directed to feelings. Thus, having “charged” the necessary information with the necessary emotions, it becomes possible to overcome the barrier of the mind and cause an explosion of passions in a person, forcing him to experience at some point the information he heard. Next, the effect of emotional charging comes into play, which is most widespread in the crowd, where, as you know, the criticality threshold is lower.
(Example. A similar manipulation effect is used during a number of reality shows, when participants speak in raised tones and sometimes demonstrate significant emotional arousal, which makes you watch the ups and downs of the events they demonstrate, empathizing with the main characters. Or, for example, when speaking on television of a series especially ambitious politicians who impulsively shout out their ways out of crisis situations, due to which information affects the feelings of individuals, and the audience becomes emotionally infected, which means that such manipulators can be forced to pay attention to the material presented.)
8. Display problems.
Depending on the presentation of the same materials, it is possible to achieve different, sometimes opposing opinions from the audience. That is, some event can be artificially “not noticed”, but on the contrary, it can be given increased attention, and even on different television channels. In this case, the truth itself, as it were, fades into the background. And it depends on the desire (or not desire) of the manipulators to highlight it. (For example, it is known that a lot of events take place in the country every day. Naturally, coverage of all of them is already purely physically impossible. However, it often happens that some events are shown quite often, many times, and on various channels; while something else , which certainly also deserves attention - as if deliberately not noticed.)
It is worth noting that the presentation of information through such a manipulative technique leads to artificial inflating of non-existent problems, behind which something important is not noticed, which can cause the anger of the people.
9. Unavailability of information.
This principle of manipulative technologies is called information blockade. This becomes possible when a certain part of the information, undesirable for manipulators, is deliberately not allowed on the air.
10. Strike ahead of the curve.
A type of manipulation based on the early release of negative information for the main category of people. Wherein this information causes maximum resonance. And by the time the information arrives and an unpopular decision has to be made, the audience will already be tired of the protest, and will not react too negatively. Using a similar method in political technologies, they first sacrifice an insignificant compromising evidence, after which, when a new compromising evidence appears on the political figure they are promoting, the masses no longer react in this way. (Tired of reacting.)
11. False passions.
A method of manipulating the mass media audience, when a false heat of passion is used by presenting allegedly sensational material, as a result of which the human psyche does not have time to react properly, unnecessary excitement is created, and the information presented later no longer has such an impact, because criticality is reduced put forward by the censorship of the psyche. (In other words, a false time limit is created for which the information received must be evaluated, which often leads to the fact that it almost without cuts from the consciousness enters the unconscious of the individual; after which it affects the consciousness, distorting the very meaning of the information received, and also taking up space for obtaining and appropriately evaluating more truthful information.Moreover, in most cases we are talking about the impact in the crowd, in which the principle of criticality is already difficult in itself).
12. Likelihood effect.
In this case, the basis for possible manipulation consists of such a component of the psyche, when a person is inclined to believe information that does not contradict the information or ideas he previously had on the issue under consideration.
(In other words, if through the media we come across information with which we internally disagree, then we deliberately block such a channel for obtaining information. And if we come across information that does not contradict our understanding of such an issue, we continue to absorb such information, which reinforces the previous formed patterns of behavior and attitudes in the subconscious, which means that acceleration for manipulations becomes possible, since the manipulators will consciously insert a part of information that is plausible for us false, which, as if automatically, we perceive as real. Also, in accordance with this principle of manipulation, it is possible to initially present information that is obviously unfavorable for the manipulator (supposedly self-criticism), due to which the audience’s belief that this mass media source is fairly honest and truthful increases. Well, later, information necessary for manipulators is interspersed with the information supplied.)
13. The effect of "information assault".
In this case, it should be said that a flurry of useless information falls upon a person, in which the truth is lost.
(People subjected to this form of manipulation simply get tired of the flow of information, which means that the analysis of such information becomes difficult and the manipulators have the opportunity to hide the information they need, but undesirable for demonstration to the masses.)
14. Reverse effect.
In the case of such a fact of manipulation, such a quantity of negative information is thrown into the address of a person that this information achieves the exact opposite effect, and instead of the expected condemnation, such a person begins to arouse pity. (An example of the Perestroika years with B.N. Yeltsin, who fell into the river from the bridge.)
15. Everyday story, or evil with a human face.
Information that may cause an undesirable effect is pronounced in a normal tone, as if nothing terrible is happening. As a result of this form of presentation of information, some critical information, when it penetrates into the minds of listeners, loses its relevance. Thus, the criticality of the perception of negative information by the human psyche disappears and addiction to it occurs.
16. One-sided coverage of events.
This method of manipulation is aimed at one-sided coverage of events, when only one side of the process is given the opportunity to speak, as a result of which a false semantic effect of the information received is achieved.
17. The principle of contrast.
This 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, white will always be noticeable against black. And against bad people- you can always show good man talking about his good deeds. A similar principle is common in political technologies, when a possible crisis in the camp of competitors is first analyzed in detail, and then the correct nature of the actions of the candidate needed by the manipulators, who does not and cannot have such a crisis, is demonstrated.)
18. Approval of the imaginary majority.
The application of this technique of mass manipulation is based on such a specific component of the human psyche as the permissibility of performing any actions after their initial approval by other people. As a result of such a method of manipulation in the human psyche, the barrier of criticality is erased after such information has been approved by other people. Let us recall Le Bon, Freud, Bekhterev and other classics of the psychology of the masses - the principles of imitation and contagion are actively operating in the mass. Therefore, what one does is picked up by the rest.
19. Expressive blow.
When implemented, this principle should produce the effect of a psychological shock, when the manipulators achieve the desired effect by intentionally broadcasting horrors. modern life, which causes the first reaction of protest (due to a sharp increase in the emotional component of the psyche), and the desire to punish the guilty at all costs. At the same time, it is not noticed that the emphasis in the presentation of material can be deliberately shifted towards competitors that are unnecessary to the manipulators or against information that seems undesirable to them.
20. False analogies, or diversions against logic.
This manipulation eliminates the true reason in any matter, replacing it with a false analogy. (For example, there is an incorrect comparison of various and mutually exclusive consequences, which in this case are presented as one. For example, many young athletes were elected to the State Duma of the last convocation. In this case, merit in sports in the minds of the masses replaced the opinion of whether 20-year-olds really Athletes can govern the country, but it should be remembered that every member of the State Duma has the rank of a federal minister).
21. Artificial "calculation" of the situation.
A lot of different information is intentionally released to the market, thereby monitoring the public's interest in this information, and information that has not received relevance is subsequently excluded.
22. Manipulative commenting.
By means of the emphasis necessary for the manipulators, this or that event is covered. At the same time, any undesirable event for manipulators when using such technology can take on the opposite color. It all depends on how the manipulators will present this or that material, with what comments.
24. Admission (approximation) to power.
This type of manipulation is based on such a property of the psyche of most individuals as a radical change in their views in the event that such a person is endowed with the necessary powers of authority. (A rather vivid example is D.O. Rogozin, who was in opposition to the authorities - let us recall Rogozin’s statement in connection with the CEC ban on the registration of V. Gerashchenko as a presidential candidate, recall the hunger strike in the State Duma demanding the resignation of ministers of the socio-economic bloc of the government, recall Rogozin’s other statements, including those about the party in power and the country’s president, and let us recall Rogozin’s speeches after his appointment as Russia’s permanent representative to the North Atlantic Treaty Organization (NATO) in Brussels, i.e. a high-ranking official representing Russia in an enemy organization. )
25. Repetition.
Such a method of manipulation is quite simple. It is only necessary to repeatedly repeat any information so that such information is deposited in the memory of the mass media audience and subsequently used. At the same time, manipulators should simplify the text as much as possible and achieve its susceptibility based on a low-intellectual audience. Oddly enough, practically only in this case one can be sure that the necessary information will not only be conveyed to the mass viewer, reader or listener, but will also be correctly perceived by them. And this effect can be achieved by repeated repetition of simple phrases. In this case, the information is first firmly fixed in the subconscious of the listeners, and then it will influence their consciousness, and hence the commission of actions, the semantic connotation of which is secretly embedded in the information for the mass media audience.
26. The truth is half.
This method of manipulation lies in the fact that only part of the reliable information is presented to the public, while the other part, explaining the possibility of the existence of the first part, is concealed by the manipulators. (An example from the time of Perestroika, when at first rumors were spread that the Union Republics allegedly supported the RSFSR. At the same time, they seemed to forget about Russian subsidies. As a result of deception of the population of the republics friendly to us, these republics first left the USSR, and then part of their population began to come to earnings in Russia.)
The third block of manipulation techniques.
Speech psychotechniques (V.M. Kandyba, 2002).
In the event of such influence, it is forbidden to use methods of direct informational influence, said in an order, replacing the latter with a request or offer, and at the same time using the following verbal tricks:
1) Truisms.
In this case, the manipulator says what is really there, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell goods in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “Well, it’s cold! Great, very cheap sweaters! Everyone buys, you won’t find such cheap sweaters anywhere!” and fiddling with bags of sweaters.
As academician V.M. Kandyba, such an unobtrusive purchase offer, is more directed to the subconscious, works better, as it corresponds to the truth and passes the critical barrier of consciousness. Really “cold” (this is already one unconscious “yes”), really the package and pattern of the sweater are beautiful (second “yes”), and really very cheap (third “yes”). Therefore, without any words "Buy!" the object of manipulation is born, as it seems to him, an independent, self-made decision to buy an excellent thing on the cheap and on the occasion, often without even unwrapping the package, but only asking for the size.
2) The illusion of choice.
In this case, as if in the usual phrase of the manipulator about the presence of any product or phenomenon, some kind of hidden statement is interspersed, which flawlessly affects the subconscious, forcing the will of the manipulator to be carried out. For example, they do not ask you whether you will buy or not, but they say: “How pretty you are! And it suits you, and this thing looks great! Which one will you take, this one or that one? ”, And the manipulator looks at you with sympathy, as if the question that you are buying this thing has already been decided. After all, the last phrase of the manipulator contains a trap for consciousness, imitating your right to choose. But in fact, you are being deceived, as the choice "buy or not buy" is replaced by the choice "buy this or buy that."
3) Commands hidden in questions.
In such a case, the manipulator hides its installation command under the guise of a request. For example, you need to close the door. You can say to someone: “Go and close the door!”, But this will be worse than if your order is issued as a request in the question: “I beg you, could you close the door?” The second option works better, and the person does not feel cheated.
4) Moral impasse.
This case is a delusion of consciousness; the manipulator, asking for an opinion about a product, after receiving an answer, asks the next question, which contains the installation to perform the action necessary for the manipulator. For example, a manipulative seller persuades not to buy, but to “just try” his product. In this case, we have a trap for consciousness, since nothing dangerous or bad seems to be offered to him, and it seems that complete freedom of any decision is preserved, but in fact it is enough to try, as the seller immediately asks another tricky question: “Well, how did you like it? Did you like it?”, and although it seems to be about the sensations of taste, but in fact the question is: “Will you buy it or not?” And since the thing is objectively tasty, you can’t say to the seller’s question that you didn’t like it, and answer that you “liked it”, thereby, as it were, giving involuntary consent to the purchase. Moreover, as soon as you answer the seller that you liked it, as he, without waiting for your other words, is already weighing the goods and it’s as if it’s already inconvenient for you to refuse to buy, especially since the seller selects and imposes the best that he has (from , which is visible). Conclusion - you need to think a hundred times before accepting a kind of harmless offer.
5) Speech reception: "what ... - so ...".
The essence of this speech psychotechnics lies in the fact that the manipulator connects what is happening with what he needs. For example, a seller of hats, seeing that the buyer is twirling a hat in his hands for a long time, considering whether to buy or not to buy, says that the client is lucky, because he found exactly the hat that suits him best. Like, the more I look at you, the more I am convinced that this is so.
6) Coding.
After the manipulation has worked, the manipulators code their victim for amnesia (forgetting) of everything that happens. For example, if a gypsy (as an extra-class specialist in waking hypnosis, street manipulation) took a ring or chain from the victim, then she will definitely utter the phrase before parting: “You don’t know me and have never seen me! These things - the ring and the chain - are alien! You've never seen them!" In this case, if the hypnosis was shallow, charm (“charm” - as an obligatory part of waking suggestion) disappears after a few minutes. With deep hypnosis, coding can last for years.
7) Stirlitz method.
Since a person in any conversation remembers the beginning and end better, it is necessary not only to enter the conversation correctly, but also the right words, which 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 method of programming the human psyche is carried out. You are told three stories. But in an unusual way. First, they start telling you story #1. In the middle, they interrupt it and start telling story #2. In the middle, they interrupt it and start telling story #3, which is told in full. Then the manipulator finishes story No. 2, and then completes story No. 1. As a result of this method of programming the psyche, stories No. 1 and No. 2 are recognized and remembered. And story No. 3 is quickly forgotten and unconscious, which means that, having been forced out of consciousness, it is placed in the subconscious. But the bottom line is that just in story No. 3, the manipulators laid instructions and commands for the subconscious of the object of manipulation, which means you can be sure that after a while this person (object) will begin to fulfill the psychological settings introduced into his subconscious, and at the same time will count that they come from him. The introduction of information into the subconscious is a reliable way of programming a person to perform the settings necessary for manipulators.
9) Allegory.
As a result of such an impact of mind processing, the information the manipulator needs is hidden among the story, which the manipulator sets out allegorically and metaphorically. The bottom line is that just the hidden meaning is the thought that the manipulator decided to put into your mind. Moreover, the brighter and more picturesque the story is told, the easier it is for such information to go around the barrier of criticality and introduce information into the subconscious. Later, such information “starts to work” often just at the moment, the onset of which was either originally planned; or a code was laid, activating which the manipulator each time achieves the desired effect.
10) Method "as soon as ... then ...".
A very curious method. Here is how V.M. Kandyba: “The reception “as soon as ... then ...” This speech trick consists in the fact that a fortuneteller, for example, a gypsy, foreseeing some certain upcoming action of the client, says, for example: “As soon as you see your line life, you will immediately understand me! Here, by the subconscious logic of the client's look at her palm (at the "life line"), the gypsy logically attaches an increase in trust to herself and everything she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase “understand me immediately”, the intonation of which denotes another real meaning hidden from consciousness - “immediately agree with everything that I do.”
11) Scattering.
The method is quite interesting and effective. It consists in the fact that the manipulator, telling you a story, highlights his attitudes in some way that breaks the monotony of speech, including the so-called "anchors" (the "anchoring" technique refers to the methods of neurolinguistic programming). It is possible to distinguish speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to be scattered among other words that make up the information flow of this story. And later - the subconscious of the object of manipulation will respond only to these words, intonations, gestures, and so on. In addition, as academician V.M. Kandyba notes, hidden commands dissipating in the middle of the whole conversation turn out to be very effective, and work much better than those expressed in a different way. To do this, one must be able to speak with expression, and underline - when required - the right words, skillfully highlight pauses, and so on.
There are the following methods of manipulative influences on the subconscious in order to program the behavior of a person (an object of manipulation):
Kinesthetic methods (the most effective): touching the hand, touching the head, any stroking, patting on the shoulder, shaking the hand, touching the fingers, placing the brushes on the client’s hands from above, taking the client’s brush in both hands, etc.
Emotional ways: raising emotions at the right time, lowering emotions, emotional exclamations or gestures.
Speech methods: change the volume of speech (louder, quieter); change in the pace of speech (faster, slower, pauses); change in intonation (increase-decrease); accompanying sounds (tapping, snapping fingers); change the localization of the sound source (right, left, top, bottom, front, back); change in the timbre of the voice (imperative, command, hard, soft, insinuating, drawling).
Visual methods: facial expressions, eye widening, hand gestures, finger movements, body position change (tilts, turns), head position changes (turns, tilts, lifts), a characteristic sequence of gestures (pantomime), rubbing one's own chin.
written methods. Hidden information can be inserted into any written text using the scattering technique, while the necessary words are highlighted: font size, different font, different color, paragraph indentation, new line, etc.
12) The "old reaction" method.
According to this method, it must be remembered that if in some situation a person reacts strongly to any stimulus, then after a while you can again expose this person to the action of such a stimulus, and the old reaction will automatically work for him, although the conditions and situation may differ significantly. from the one in which the reaction manifested itself for the first time. A classic example of the "old reaction" is when a child walking in the park is suddenly attacked by a dog. The child was very frightened and subsequently, in any, even the safest and most harmless, situation, when he sees a dog, he automatically, i.e. unconsciously, an "old reaction" arises: fear.
Such reactions are pain, temperature, kinesthetic (touch), taste, auditory, olfactory, etc., therefore, according to the mechanism of the "old reaction", a number of basic conditions must be met:
a) The reflective reaction should, if possible, be reinforced several times.
b) The applied irritant should, in its characteristics, match as much as possible the stimulus applied for the first time.
c) The best and more reliable is a complex stimulus that uses the reaction of several sense organs simultaneously.
If you need to establish dependence on you of another person (an object of manipulation), you must:
1) evoke a reaction of joy in the process of questioning the object;
2) fix a similar reaction by any of the signal methods (the so-called "anchors" in NLP);
3) if it is necessary to encode the psyche of the object - "activate" the "anchor" at the necessary moment. In this case, in response to your information, which, in your opinion, should be deposited in the memory of the object, the person chosen for the role of the object will have a positive associative array, which means that the barrier of criticality of the psyche will be broken, and such a person (object) will be “programmed” to implement conceived by you after the encoding you entered. At the same time, it is recommended that you first check yourself several times before fixing the “anchor”, so that by facial expressions, gestures, changed intonation, etc. remember the reflex reaction of the object to positive words for his psyche (for example, pleasant memories of the object), and pick up a reliable key (by tilting the head, voice, touch, etc.)
The fourth block of manipulations.
Manipulation through television. (S.K. Kara-Murza, 2007).
1) Fabrication of facts.
In this case, the manipulation effect occurs as a result of small deviations used in the supply of material, but acting always in the same direction. Manipulators only tell the truth when the truth can be easily verified. In other cases, they try to present the material in the way they need. Moreover, a lie becomes most effective when it is based on a stereotype embedded in the subconscious.
2) Selection for material events of reality.
In this case, an effective condition for programming thinking is the control of the media in order to present uniform information, but in different words. At the same time, the activities of opposition media are allowed. But their activities must be controlled and not go beyond the limits of broadcasting allowed by them. In addition, the media use the so-called. the principle of democracy of noise, when a message unnecessary by the manipulator should simply perish under a powerful release of versatile information.
3) Gray and black information.
In the second half of the twentieth century, the media began to use the technology of psychological warfare. The American Military Dictionary of 1948 defines psychological warfare as follows: "These are planned propaganda activities that influence the views, emotions, attitudes and behavior of enemy, neutral or friendly foreign groups in order to support national policy." The manual (1964) states that the purpose of such a war is "to undermine the political and social structure country ... to such a degree of degradation of the national consciousness that the state becomes incapable of resistance.
4) Major psychoses.
The secret tasks of the media is to turn the citizens of our country into a single mass (crowd), with the aim of general regulation of the dissemination of the flow of information, which processes the consciousness and subconscious of people. As a result, such a crowd is easier to manage, and the average layman unquestioningly believes the most ridiculous statements.
5) Assertion and repetition.
In this case, the information is presented in the form of ready-made templates that actively involve the stereotypes in the subconscious mind. An affirmation in any speech means a refusal to discuss, since the power of an idea that can be discussed loses all credibility. In human thinking, Kara-Murza notes, the so-called. mosaic culture. The media are a factor in strengthening this type of thinking, accustoming a person to think in stereotypes, and not to include intellect when analyzing media materials. G.Lebon noted that with the help of repetition, information is introduced into the depths of the subconscious, where the motives for subsequent human actions are born. Excessive repetition dulls consciousness, causing any information to be deposited in the subconscious almost unchanged. And from the subconscious, after a certain period of time, such information passes into consciousness.
6) Crushing and urgency.
In this method 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 divided into parts and placed on different pages; a text or a TV show is broken up by advertising.) Professor G. Schiller explains the effectiveness of this technique as follows: “When the holistic nature of a social problem is deliberately bypassed, and fragmentary information about it is offered as reliable "information", the results of this approach are always the same: misunderstanding ... apathy and, as a rule, indifference. Tearing apart information about important event, it is possible to drastically reduce the impact of the message or completely deprive it of its meaning.
7) Simplification, stereotyping.
This type of manipulation is based on the fact that a person is a product of a mosaic culture. His consciousness is created by the media. The media, unlike high culture, is designed specifically for the masses. Therefore, they set strict limits on the complexity and originality of messages. The justification for this is the rule that a representative of the mass is able to adequately assimilate only simple information, so any new information is adjusted to a stereotype so that a person perceives information without effort and internal analysis.
8) Sensationalism.
In this case, the principle of such presentation of information is preserved, when it is impossible or very difficult to form a single whole from separate parts. In this case, any pseudo-sensation stands out. And already under the cover of it, the really important news is hushed up (if this news, for some reason, is dangerous for the circles that control the media).
Continuous bombardment of consciousness, especially with “bad news”, performs an important function of maintaining the necessary level of “nervousness” in society, draws the attention of prof. S.G. Kara-Murza. Such nervousness, a feeling of continuous crisis, sharply increases the suggestibility of people and reduces the ability for critical perception.
9) Changing the meaning of words and concepts.
Media manipulators in this case freely interpret the words of any person. At the same time, the context changes, often taking the form directly opposite or at least distorted. A striking example is provided by Prof. S.G. Kara-Murza, telling that when the Pope during a visit to one of the countries was asked how he relates to brothels, he was surprised that, they say, do they really exist. After that, an emergency report appeared in the newspapers: “The first thing dad asked when he set foot on our land was whether we have brothels?”
The fifth block of manipulations.
Manipulations of consciousness (S.A. Zelinsky, 2003).
1. Provocation of suspicion.
The manipulator initially puts the subject in critical conditions when he confidently puts forward a statement like: “Do you think I will persuade you? ..”, which implies the so-called. the opposite effect, when the one who is being manipulated begins to convince the manipulator of the opposite, and thereby, pronouncing the installation several times, unconsciously tends to the opinion of the honesty of the person who convinced him of something. Whereas by all conditions this honesty is false. But if, under certain conditions, he would understand this, that in this situation the line between lies and the susceptibility of truth is erased. So the manipulator achieves its goal.
Protection - do not pay attention and believe in yourself.
2. False advantage of the enemy.
With his specific words, the manipulator, as it were, initially casts doubt on his own arguments, referring to the allegedly more favorable conditions in which his opponent finds himself. Which, in turn, makes this opponent justify his desire to convince his partner and remove suspicion from himself. Thus, the one over whom the manipulation took place, unconsciously removes from himself any setting for censorship of the psyche, for defense, allowing attacks from the manipulator to penetrate into his psyche, which has become defenseless. The words of the manipulator, possible in such a situation: “You say so, because now your position requires it ...”
Protection - words such as: "Yes, I say this because I have such a position, I am right, and you must obey and obey me."
3. Aggressive manner of conducting a conversation.
When using this technique, the manipulator takes an initially high and aggressive rate of speech, which unconsciously subjugates the will of the opponent. In addition, the opponent in this case cannot properly process all the information received. Which forces him to agree with the information from the manipulator, unconsciously also wishing that all this would stop as soon as possible.
Protection - to make an artificial pause, interrupt the fast pace, reduce the aggressive intensity of the conversation, transfer the dialogue to a calm channel. If necessary, you can leave for a while, i.e. interrupt the conversation and after - when the manipulator calms down - continue the conversation.
4. Imaginary misunderstanding.
In this case, a certain trick is achieved as follows. The manipulator, referring to finding out for himself the correctness of what you just heard, repeat the words you said, but adding your own meaning to them. The spoken words can be like: "Sorry, did I understand you correctly, you say that ..." - and then he repeats 60-70% of what he heard from you, but distorts the final meaning by entering other information, information - he needs .
Protection - a clear clarification, going back and re-explaining to the manipulator what you meant when you said so-and-so.
5. False agreement.
In this case, the manipulator seems to agree with the information received from you, but immediately makes his own adjustments. According to the principle: "Yes, yes, everything is correct, but ...".
Protection is to believe in yourself and not pay attention to manipulative techniques in a conversation with you.
6. Provocation to the scandal.
With insulting words spoken in time, the manipulator tries to provoke anger, rage, misunderstanding, resentment, etc., in you with his ridicule, in order to piss you off and achieve the intended result.
Defense is a 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 again the meaning of a particular term, which gives the manipulator the opportunity to turn the situation in the direction he needs, referring to the need for your alleged approval of the words he had previously spoken. Well, belittling the status of the interlocutor in a conversation allows you to be in an initially advantageous position and achieve what you need in the end.
Protection - ask again, clarify, pause and go back if necessary, referring to the desire to better understand what is required of you.
8. Using the effect of false suspicion in your words.
Applying such a position of psycho-influence, the manipulator, as it were, initially puts the interlocutor in the position of a defender. An example of the monologue used: “Do you think I will persuade you, convince you of something ...”, which already, as it were, makes the object want to convince the manipulator that this is not so, that you are initially well disposed towards him (to the manipulator), etc. n. In this way, the object, as it were, reveals itself for unconscious agreement with the words of the manipulator that will follow this.
Protection - words like: “Yes. I think that you should try to convince me of this, otherwise I will not believe you and further continuation of the conversation will not work.
The manipulator operates with quotations from the speeches of famous and significant people, the specifics of the foundations and principles accepted in society, and so on. Thus, the manipulator unconsciously belittles your status, they say, look, all respected and famous people say this, but you think completely 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 - faith in one's exclusivity and "chosenness".
10. Formation of false stupidity and bad luck.
The statement of the type - this is banal, this is complete bad taste, etc. - should form in the object of manipulation the initial unconscious belittling of his role, and form his artificial dependence on the opinions of others, which prepares the dependence of this person on the manipulator. This means that the manipulator can practically fearlessly promote his ideas through the object of manipulation, pushing the object to solve the problems that the manipulator needs. That is, in other words, the ground for manipulations has already been prepared by the manipulations themselves.
Protection - do not succumb to provocations and believe in your own mind, knowledge, experience, education, etc.
11. Imposing thoughts.
In this case, by means of constantly or periodically repeated phrases, the manipulator accustoms the object to any information that is going to convey to him.
The principle of advertising is based on such manipulation. When at first any information repeatedly appears in front of you (and regardless of your conscious approval or denial of it), and then, when a person is faced with the need to choose a product, unconsciously from several types of goods of unknown brands, he chooses the one about which he already heard somewhere. Moreover, based on the fact that an exclusively positive opinion about a product is conveyed through advertising, it is much more likely that an exclusively positive opinion about this product has been formed in the unconscious of a person.
Protection - the initial critical analysis of any incoming information.
12. Lack of evidence, with hints of some special circumstances.
This is a way of manipulation through a special kind of reticence, forming in the object of manipulation a false confidence in what was said, through unconscious conjecture by him of certain situations. Moreover, when in the end it turns out that he “understood it wrong”, such a person practically does not have any component of the protest, because unconsciously he remains sure that he himself is to blame, because he misunderstood. Thus, the object of manipulation is forced (unconsciously - consciously) to accept the rules of the game imposed on him.
In the context of such a circumstance, it most likely makes sense to divide it into manipulation, taking into account both the unexpected for the object and the forced one, when the object eventually realizes that he has become a victim of manipulation, but is forced to accept them because of the impossibility of a conflict with his own conscience and some kind of inherent into his psyche with attitudes in the form of norms of behavior based on certain foundations of society, which do not allow such a person (object) to make a reverse move. Moreover, an agreement on his part can be dictated both by a sense of guilt falsely evoked in him, and by a kind of moral masochism, forcing him to unconsciously punish himself.
In this situation, the object of manipulation falls into the trap of a manipulator who plays on his own alleged inattention, so that after having achieved his goal, he refers to the fact that he allegedly did not notice (listen to) the protest from the opponent. At the same time, he actually puts the object before the fact of the perfect.
Protection - clarify and ask again what you misunderstood.
14. Belittling irony.
As a result of thoughts uttered at the right moment about the insignificance of his own status, the manipulator, as it were, forces the object to assert the opposite and elevate the manipulator in every possible way. Thus, subsequent manipulative actions of the manipulator become invisible to the object of manipulation.
Protection - if the manipulator believes that he is "insignificant" - it is necessary to continue to give his will, strengthening such a feeling in him, so that he no longer has the thought of manipulating you, and when he sees you, the manipulator has a desire to obey you or bypass you .
15. Focus on the pros.
In this case, the manipulator concentrates the conversation only on the pros, thereby promoting his idea and ultimately achieving manipulation of the psyche of another person.
Defense - to make a number of contradictory statements, to be able to say "no", etc.
The sixth block of manipulations.
Personality manipulation (G. Grachev, I. Melnik, 1999).
1. "Hanging labels".
This technique consists in choosing offensive epithets, metaphors, names, etc. ("Labels") to refer to a person, organization, idea, any social phenomenon. Such "labels" cause an emotionally negative attitude of others, they are associated with low (dishonest and socially disapproved) deeds (behavior) and, thus, are used to discredit a person, expressed ideas and proposals, an organization, a social group or a subject of discussion. in the eyes of the audience.
2. Shining Generalizations.
This technique consists in replacing the name or designation of a certain social phenomenon, idea, organization, social group or a specific person with a more general name that has a positive emotional connotation and evokes a benevolent attitude of others. This technique is based on the exploitation of people's positive feelings and emotions towards certain concepts and words, for example, such as "freedom", "patriotism", "peace", "happiness", "love", "success", "victory", etc. etc. Such words, which carry a positive psycho-emotional impact, are used to push through solutions that are beneficial for a particular person, group or organization.
3. "Transfer" or "transfer".
The essence of this technique is skillful, unobtrusive and imperceptible to most people, spreading the authority and prestige of what they value and respect for what they are presented with a source of communication. The use of "transfer" forms associative links of the presented object with someone or something that has value and significance among others. In addition, negative “transfer” is also used to create associations with negative and socially unapproved events, actions, facts, people, etc., which is necessary to discredit specific individuals, ideas, situations, social groups or organizations.
The content of this technique is to bring the statements of individuals with high authority, or vice versa, those that cause a negative reaction in the category of people on whom the manipulative influence is directed. The statements used usually contain value judgments about people, ideas, events, etc., and express their condemnation or approval. Thus, in a person, as an object of manipulative influence, the formation of an appropriate attitude is initiated - positive or negative.
5. "The game of common people".
The purpose of this technique is to try to establish a trusting relationship with the audience, as with congenial people, on the basis that both the manipulator and the ideas are correct, as they are focused on the common man. Such a technique is actively used in advertising and information promotion and various kinds of propaganda to form the chosen image - "a man from the people" - in order to form trust in him from the side of the people.
6. "Shuffling" or "Juggling the Cards".
7. "Common wagon".
When using this technique, judgments, statements, phrases are selected that require uniformity in behavior, creating the impression that everyone does this. A message, for example, might begin with the words: “All normal people understand that ... "or" no sane person will object that ... ", etc. By means of a “common platform”, a person is evoked a feeling of confidence that the majority of members of a certain social community with which he identifies himself or whose opinion is significant to him, accept such values, ideas, programs, etc.
8. Crushing of information supply, redundancy, high rate.
Especially often such techniques are used on television. As a result of such a massive shelling of people's minds (for example, cruelty on TV), they cease to critically perceive what is happening, and perceive it as meaningless incidents. In addition, the viewer, following the fast speech of the announcer or presenter, misses links to the source of information and in his imagination already connects and harmonizes the inconsistent parts of the perceived programs.
9. "Mockery".
When using this technique, both specific individuals and views, ideas, programs, organizations and their activities, various associations of people against whom the struggle is being fought can be subjected to ridicule. The choice of the object of ridicule is carried out depending on the goals and the specific information and communication situation. The effect of this technique is based on the fact that when ridiculing individual statements and elements of a person’s behavior, a playful and frivolous attitude is initiated towards him, which automatically extends to his other statements and views. With the skillful use of such a technique, it is possible for a particular person to form the image of a “frivolous” person whose statements are not trustworthy.
10. "Method of negative assignment groups".
In this case, it is argued that any set of views is the only correct one. All who share these views are better than those who do not share (but share others, often opposite ones). For example, pioneers or Komsomol members are better than informal youth. Pioneers and Komsomol members are honest, responsive, if Komsomol members are called up to serve in the army - they are excellent students in combat and political training. And informal youth - punks, hippies, and so on. - not good youth. Thus, one group is opposed to another. Accordingly, different accents of perception are highlighted.
11. "Repetition of slogans" or "repetition of formulaic phrases."
The main condition for the effectiveness of the use of this technique is the correct slogan. A slogan is a short statement phrased in such a way as to attract attention and affect the imagination and feelings of the reader or listener. The slogan must be adapted to the characteristics of the psyche of the target audience (i.e., the group of people who need to be influenced). Using the technique of "repetition of slogans" assumes that the listener or reader will not think about the meaning of individual words used in the slogan, nor about the correctness of the entire formulation as a whole. We can add to the definition of G. Grachev and I. Melnik on our own behalf that the brevity of the slogan allows information to freely penetrate into the subconscious, thus programming the psyche, and giving rise to psychological attitudes and patterns of behavior, which subsequently serve as an algorithm of actions for a person (masses, crowds) received such settings.
12. "Emotional Adjustment".
This technique can be defined as a way to create a mood while conveying certain information. 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, relevant information is transmitted, but they strive to ensure that there is not too much of it. Most often this technique is used in theatrical performances, game and show programs, religious (cult) events, etc.
13. "Promotion through mediators".
This technique is based on the fact that the process of perception of significant information, certain values, views, ideas, assessments has a two-stage character. This means that an effective information impact on a person is often carried out not through the media, but through people who are authoritative for him. This phenomenon is reflected in the two-stage communication flow model developed in the mid-1950s in the USA by Paul Lazarsfeld. In the model he proposed, the distinguished two-stage nature of the mass communication process is taken into account, firstly, as the interaction between the communicator and "opinion leaders", and secondly, as the interaction of opinion leaders with members of microsocial groups. Informal leaders, politicians, representatives of religious denominations, cultural figures, scientists, artists, athletes, military, etc. can act as "opinion leaders". In the practice of information and psychological impact of the media, this has led to the fact that information, propaganda and advertising messages have become more focused on persons whose opinions are significant to others. (i.e., "movie stars" and other popular persons carry out evaluations and advertising promotion of the product). The manipulative effect is enhanced by inclusion in entertainment programs, interviews, etc. direct or indirect assessments of such leaders of any ongoing events, which contributes to the desired impact on the subconscious level of the human psyche.
14. "Imaginary choice".
The essence of this technique lies in the fact that listeners or readers are informed of several different points of view on a particular issue, but in such a way as to imperceptibly present in the most favorable light the one that they want to be accepted by the audience. To do this, several additional techniques are usually used: a) include so-called "two-sided messages" in propaganda materials that contain arguments for and against a certain position. This "two-way communication" preempts the opponent's arguments; b) positive and negative elements are dosed. Those. in order for a positive assessment to look more plausible, a little criticism should be added to the description of the described point of view, and the effectiveness of the condemning position increases if elements of praise are present; c) selection of facts of strengthening or weakening of statements is carried out. Conclusions are not included in the text of the above messages. They should be made by those for whom the information is intended; d) there is an operation with comparative materials to enhance the importance, demonstrate trends and scale of events, phenomena. All the evidence used is selected in such a way that the necessary conclusion is sufficiently obvious.
15. "Initiation of an information wave".
An effective technique of information impact on large groups people is the initiation of a secondary information wave. Those. an event is proposed that will clearly pick up and begin to replicate the media. At the same time, the initial coverage in one media can be picked up by other media, which will increase the power of the information and psychological impact. This creates a so-called. "primary" information wave. The main purpose of using this technique is to create a secondary information wave at the level of interpersonal communication by initiating appropriate discussions, assessments, rumors. All this makes it possible to enhance the effect of information and psychological impact on target audiences.
The seventh block of manipulations.
Manipulative techniques used during discussions and discussions. (G. Grachev, I. Melnik, 2003)
1. Dosing of the initial infobase.
Materials necessary for discussion are not provided to the participants on time, or are given selectively. Some participants in the discussions, “as if by accident”, are given an incomplete set of materials, and along the way it turns out that someone, unfortunately, was not aware of all the information available. Working documents, letters, appeals, notes and everything else that can affect the process and results of the discussion in an unfavorable direction are “lost”. Thus, some participants are not fully informed, which makes it difficult for them to discuss, and for others creates additional features use of psychological manipulation.
2. " Too much information."
Reverse option. It consists in the fact that too many projects, proposals, decisions, etc. are being prepared, the comparison of which in the process of discussion turns out to be impossible. Especially when a large amount of materials is offered for discussion in a short time, and therefore their qualitative analysis is difficult.
3. Formation of opinions through targeted selection of speakers.
The word is given first to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the formation of the desired attitude among the participants in the discussion is carried out, because changing the primary attitude requires more effort than its formation. To carry out the formation of the settings necessary for the manipulators, the discussion can also end or be interrupted after the speech of a person whose position corresponds to the views of the manipulators.
4. double standard in the norms for evaluating the behavior of participants in discussions.
Some speakers are severely restricted in observing the rules and regulations of relationships during the discussion, while others are allowed to deviate from them and violate the established rules. The same thing happens with regard to the nature of the allowed statements: some people do not notice harsh statements about opponents, others make comments, etc. It is possible that the regulations are not specifically established, so that you can choose a more convenient course of action along the way. At the same time, either the positions of the opponents are smoothed and they are “pulled up” to the desired point of view, or, conversely, the differences in their positions are strengthened up to incompatible and mutually exclusive points of view, as well as bringing the discussion to the point of absurdity.
5. "Maneuvering" the agenda of the discussion.
In order to make it easier to pass the “necessary” question, first “steam is released” (initiate a surge of emotions of the audience) on insignificant and unimportant issues, and then, when everyone is tired or under the impression of the previous skirmish, a question is raised that they want to discuss without increased criticism.
5. Management of the discussion process.
In public discussions, the floor is alternately given to the most aggressive representatives of opposition groups that allow mutual insults, which are either not stopped at all, or are stopped only for appearances. As a result of such a manipulative move, the atmosphere of discussion heats up to a critical one. Thus, the discussion of the current topic can be terminated. Another way is to unexpectedly interrupt an unwanted speaker, or deliberately move on to another topic. This technique is often used in the course of commercial negotiations, when, at a prearranged signal from the head, the secretary brings coffee, an “important” call is organized, etc.
6. Limitations in the procedure for conducting discussions.
When using this technique, proposals regarding the procedure for discussion are ignored; bypass undesirable facts, questions, arguments; the floor is not given to participants who, by their statements, may lead to undesirable changes in the course of the discussion. Decisions made are fixed rigidly, it is not allowed to return to them even when new data is received that is important for making final decisions.
7. Referencing.
Brief reformulation of questions, proposals, arguments, during which the emphasis shifts in the desired direction. At the same time, an arbitrary summary can be carried out, in which, in the process of summing up, there is a change in the emphasis in the conclusions, the presentation of the positions of the opponents, their views, and the results of the discussion in the desired direction. In addition, in interpersonal communication, you can increase your status with the help of a certain arrangement of furniture and resorting to a number of tricks. For example, to place a visitor on a lower chair, to have a lot of diplomas of the owner on the walls in the office, in the course of discussions and negotiations, defiantly use the attributes of power and authority.
8. Psychological tricks.
This group includes techniques based on annoying the opponent, using a sense of shame, inattention, humiliation of personal qualities, flattery, playing on pride and other individual psychological characteristics of a person.
9. Annoying the opponent.
Unbalance by ridicule, unfair accusations and other means until he "boils". At the same time, it is important that the opponent not only become irritated, but also make an erroneous or unfavorable statement for his position in the discussion. This technique is actively used in an explicit form as a belittling of an opponent or in a more veiled one, in combination with irony, indirect allusions, implicit but recognizable subtext. By acting in this way, the manipulator can emphasize, for example, such negative traits the personality of the object of manipulative influence, such as lack of education, ignorance in a certain area, etc.
10. Self-praise.
This trick is an indirect method of belittling the opponent. Only it is not directly stated “who you are”, but according to “who I am” and “with whom you are arguing”, the corresponding conclusion follows. Such expressions can be used as: “... I am the head of a large enterprise, region, industry, institution, etc.”, “... I had to solve large tasks ...”, “... before applying for it is... it is necessary to be a leader at least...”, “...before discussing and criticizing... it is necessary to gain experience in solving problems at least on a scale...”, etc.
11. Use of words, theories and terms unfamiliar to the opponent.
The trick succeeds if the opponent hesitates to ask again and pretends that he has accepted these arguments, understood the meaning of terms that are unclear to him. Behind such words or phrases is the desire to discredit the personal qualities of the object of manipulation. Particularly effective in the use of slang unfamiliar to most occurs in situations where the subject does not have the opportunity to object or clarify what was meant, and can also be exacerbated by the use of a fast pace of speech and a lot of thoughts that change one another in the process of discussion. Moreover, it is important to note that the use of scientific terms is considered manipulation only in cases where such a statement is made deliberately for the psychological impact on the object of manipulation.
12. " Lubrication" of arguments.
In this case, the manipulators play on flattery, vanity, arrogance, elevated self-conceit of the object of manipulation. For example, he is bribed with the words that he "... as a person as insightful and erudite, intellectually developed and competent, sees the internal logic of the development of this phenomenon ..." Thus, an ambitious person is faced with a dilemma - either accept this point of view, or reject a flattering public assessment and enter into a dispute, the outcome of which is not predictable enough.
13. Disruption or withdrawal from the discussion.
Such a manipulative action is carried out with the demonstrative use of resentment. For example, “... it is impossible to constructively discuss serious issues with you ...” or “... your behavior makes it impossible to continue our meeting ...”, or “I am ready to continue this discussion, but only after you put your nerves..." etc. The disruption of the discussion using the provocation of the conflict is carried out by using a variety of techniques to drive the opponent out of himself, when the discussion turns into an ordinary squabble that is completely unrelated to the original topic. In addition, tricks such as interrupting, interrupting, raising the voice, demonstrative acts of behavior that show unwillingness to listen and disrespect for the opponent can be used. After their application, statements are made like: “... it is impossible to talk with you, because you do not give a single intelligible answer to a single question”; “... it is impossible to talk with you, because you do not give the opportunity to express a point of view that does not coincide with yours ...”, etc.
14. Reception "stick arguments".
It is used in two main varieties, differing in purpose. If the goal is to interrupt the discussion by psychologically suppressing the opponent, there is a reference to the so-called. higher interests without deciphering these higher interests and without arguing the reasons why they are appealed to. In this case, statements like: “Do you understand what you are encroaching on?!...”, etc. are used. If it is necessary to force the object of manipulation to at least outwardly agree with the proposed point of view, then such arguments are used that the object can accept out of fear of something unpleasant, dangerous, or to which he cannot respond in accordance with his views for the same reasons. . Such arguments may include such judgments as: "... this is a denial of the constitutionally fixed institution of the presidency, the system of supreme legislative bodies, undermining the constitutional foundations of society ...". It can be simultaneously combined with an indirect form of labeling, for example, “... it is precisely such statements that contribute to provoking social conflicts ...”, or “... Nazi leaders used such arguments in their lexicon ...”, or “... You deliberately use facts that contribute to incitement of nationalism, anti-Semitism…” and so on.
15. "Reading in the hearts."
It is used in two main versions (the so-called positive and negative forms). The essence of using this technique is that the audience's attention moves from the content of the opponent's arguments to the reasons he allegedly has and hidden motives why he speaks and defends a certain point of view, and does not agree with the arguments of the opposite side. Can be enhanced by the simultaneous use of "stick arguments" and "labeling". For example: “... You say this defending corporate interests...”, or “... the reason for your aggressive criticism and uncompromising position is obvious - this is the desire to discredit progressive forces, the constructive opposition, to disrupt the process of democratization ... but the people do not will allow such pseudo-defenders of the law to interfere with the satisfaction of his legitimate interests ... ”, etc. Sometimes "reading in the hearts" takes the form when a motive is found that does not allow speaking in favor of the opposite side. This technique can be combined not only with “stick arguments”, but also with “oiling the argument”. For example: "... your decency, excessive modesty and false shame do not allow you to recognize this obvious fact and thereby support this progressive undertaking, on which the solution of the issue depends, which our voters expect with impatience and hope ...", etc. .
16. Logical-psychological tricks.
Their name is due to the fact that, on the one hand, they can be built on the violation of the laws of logic, and on the other hand, on the contrary, they can use formal logic to manipulate an object. Even in ancient times, a sophism was known that required a yes or no answer to the question “Have you stopped beating your father?” Any answer is difficult, because if the answer is “yes”, then it means he beat before, and if the answer is “no”, then the object beats his father. There are many variants of such sophism: “... Do you all write denunciations? ..”, “... Have you already stopped drinking? ..”, etc. Public accusations are especially effective, and the main thing is to get a short answer and not give the person the opportunity to explain himself. The most common logical and psychological tricks include the conscious uncertainty of the thesis put forward, or the answer to the question posed, when the thought is formulated vaguely, indefinitely, which allows it to be interpreted in different ways. In politics, this technique allows you to get out of difficult situations.
17. Failure to comply with the law of sufficient cause.
Compliance with the formally logical law of sufficient reason in discussions and discussions is very subjective in view of the fact that the conclusion about the sufficient reason for the defended thesis is made by the participants in the discussion. According to this law, arguments that are true and related to the thesis may be insufficient if they are of a private nature and do not give grounds for final conclusions. In addition to formal logic in the practice of information exchange, there is a so-called. "psycho-logic" (argumentation theory), the essence of which is that argumentation does not exist by itself, it is put forward by certain people in certain conditions and it is also perceived by specific people who have (or do not have) certain knowledge, social status, personal qualities etc. That's why special case, elevated to the rank of regularity, often passes if the manipulator manages to influence the object of influence with the help of side effects.
18. Change of emphasis in statements.
In these cases, what the opponent said about a particular case is refuted as a general pattern. The reverse trick is that the reasoning general one or two facts are contrasted, which in fact may be exceptions or atypical examples. Often during the discussion, conclusions about the problem under discussion are made on the basis of what “lies on the surface”, for example, side effects of the development of a phenomenon.
19. Incomplete rebuttal.
In this case, the combination of a logical violation with a psychological factor is used in those cases when the most vulnerable of the positions and arguments put forward by the opponent in his defense is chosen, he is broken in a sharp form and pretend that the rest of the arguments do not even deserve attention. The trick passes if the opponent does not return to the topic.
20. Demanding a clear answer.
With the help of phrases like: "do not evade ..", "say clearly, in front of everyone ...", "say it straight ...", etc. - the object of manipulation is offered to give an unambiguous answer "yes" or "no" to a question that requires a detailed answer or when the unambiguity of the answer can lead to a misunderstanding of the essence of the problem. In an audience with a low educational level, such a trick can be perceived as a manifestation of integrity, decisiveness and directness.
21. Artificial displacement of the dispute.
In this case, having started discussing any position, the manipulator tries not to give arguments from which this provision follows, but suggests immediately proceeding to refute it. Thus, the opportunity for criticism of one's own position is limited, and the dispute itself is shifted to the argumentation of the opposite side. In the event that the opponent succumbed to this and begins to criticize the put forward position, citing various arguments, they try to argue around these arguments, looking for flaws in them, but without presenting their system of evidence for discussion.
22. "Many questions."
In the case of this manipulative technique, the object is asked several different questions at once on one topic. In the future, they act depending on his answer: either they are accused of not understanding the essence of the problem, or that he did not answer the question completely, or of trying to mislead.
The eighth block of manipulations.
Manipulative influences depending on the type of behavior and emotions of a person. (V.M. Kandyba, 2004).
1. First type. Most of the time a person spends between the normal state of consciousness and the state of normal night sleep.
This type is governed by his upbringing, character, habits, as well as a sense of pleasure, a desire for security and peace, i.e. everything that is formed by verbal and emotional-figurative memory. In most men of the first type, an abstract mind, words and logic prevail, and in most women of the first type - common sense, feelings and fantasies. Manipulative influence should be directed to the needs of such people.
2. The second type. Dominance of trance states.
These are super-suggestible and super-hypnotizable people whose behavior and reactions are controlled by the psychophysiology of the right hemisphere of the brain: imagination, illusions, dreams, dreamy desires, feelings and sensations, belief in the unusual, belief in someone's authority, stereotypes, selfish or disinterested interests (conscious or unconscious ), scenarios of events, facts and circumstances occurring with them. In the case of manipulative influence, it is recommended to influence the feelings and imagination of such people.
3. The third type. Dominance of the left hemisphere of the brain.
Such people are governed by verbal information, as well as principles, beliefs and attitudes developed during the conscious analysis of reality. External reactions of people of the third type are determined by their education and upbringing, as well as a critical and logical analysis of any information coming from the outside world. In order to effectively influence them, it is necessary to reduce their analysis of the information presented to them by their left, critical, hemisphere of the brain. To do this, it is recommended to present information against the background of trust in you, and information must be presented strictly and balanced, using strictly logical conclusions, backing up the facts with exclusively authoritative sources, appealing not to feelings and pleasures (instincts), but to reason, conscience, duty, morality, justice, etc.
4. Fourth type. Primitive people with a predominance of right-brain instinctive-animal states.
In their main part, these are ill-bred 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. With a manipulative impact on such people, it is necessary to influence the psychophysiology of the right brain: on the experiences and feelings they have previously experienced, hereditary character traits, behavior stereotypes, on the currently prevailing feelings, mood, fantasies and instincts. It must be taken into account that this category of people thinks mostly primitively: if you satisfy their instincts and feelings, they react positively, if you do not satisfy them, negatively.
5. Fifth type. People with an "expanded state of consciousness".
These are those who have managed to develop a highly spiritual person. In Japan, such people are called "enlightened", in India - "Mahatmas", in China - "perfectly wise Tao people", in Russia - "holy prophets and miracle workers". The Arabs call such people "holy Sufis." Manipulators cannot influence such people, as V.M. Kandyba notes, since they “are inferior to them in professional knowledge of man and nature.”
6. Sixth type. People with a predominance of pathological conditions in their psychophysiology.
Mostly mentally ill people. Their behavior and reactions are unpredictable, as they are abnormal. These people may perform some action as a result of a painful motive or being held captive by some kind of hallucination. Many of these people fall victim to totalitarian sects. Manipulations against such people must be carried out quickly and harshly, causing them fear, 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, such as fear, pleasure, anger, etc.
Fear is one of the strongest hypnogenic (hypnosis generating) emotions that always arises in every person when his physical, social or other well-being is threatened. Experiencing fear, a person immediately falls into a narrowed, altered state of consciousness. The left brain is inhibited with its ability to rational, critical-analytical, verbal-logical perception of what is happening, and the right brain is activated with its emotions, imagination and instincts.
© Sergey Zelinsky, 2009
© Published with the kind permission of the author
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