Persuasion techniques: description, effective methods.

The types of persuasion discussed above - informing, explaining, proving, refuting - represent a kind of framework of persuasive influence on people, but giving only a general idea of a particular procedure. In real practice, the manager is faced with the need to take into account the background situation in which persuasion is carried out.
The simplest, but at the same time the most reliable background of the persuasion procedure is muscle relaxation (relaxation) of the subjects of communication. Its essence lies in the fact that in conditions of relaxation, the human cerebral cortex is to a certain extent freed from side influences and becomes ready to perceive the conversation. This state appears in those cases when the conversations are sitting in a relaxed position, and their faces are turned to each other. Everything with the interlocutors should be natural: look, gestures, posture, body movements. A figure bent over a table, tucked-in legs, a wandering gaze, wrinkles on the forehead, vertical wrinkles on the bridge of the nose, etc. extinguish relaxation and give rise to a tense state.
However, tension, more precisely emotional tension, as well as relaxation, enhances the persuasive effect. In this case, the methods of the background state will be different. It is easy to guess that in such a situation, commands, orders, prohibitions, etc. work well (see diagram).

CONFIDENCE TECHNIQUES AND THEIR CORRESPONDING BACKGROUND STATES

No less important role in increasing the effectiveness of persuasion is played by identification, i.e. a state when the subjects of communication come together on the idea of mutual experience of some common aspects of life.
It is known that people who have some common signs, are more likely to like each other than those who do not have such signs. So, a doctor with a doctor, a writer with a writer, an engineer with an engineer, etc. quickly find common ground. And if they also have a certain commonality of fate, then things will go even faster. In this regard, the events of the past, memories of relatives, loved ones, acquaintances, etc., may be of particular importance. More great power fraught with some, say, intimate aspects of life. For most people, for example, a fellow sufferer (identical illness, similar grief, etc.) causes a very strong disposition towards each other. There are other equally significant motivators of behavior. The manager is faced with the task of choosing effective means of creating a situation for a conversation. At the same time, his activity is greatly simplified if he: a) tries to look at things, facts and events through the eyes of his interlocutor; b) be sympathetic to his thoughts and desires; c) call the interlocutor positive emotions.
No less motivating force has a background state called "concert mood".

The term "concert mood" was introduced into scientific circulation by the Bulgarian psychiatrist G. Lozanov. Its essence lies in the fact that a person tuned to the "concert", i.e. playful, tone, willingly perceives the information given to him. Against the backdrop of a "concert mood", as has already been proven by numerous practical methods, what is taught in educational institutions material, especially foreign language. Against this background, any models of persuasive influence are well perceived. Indeed, the business cheerful tone of the manager's address to his interlocutor awakens in him a genuine desire to perceive and understand everything that is reported to him. Hence the conclusion follows: the manager must make full use of such means as approval, praise, do not skimp on proverbs, sayings, idioms etc.
So, persuasive influence tends to be better assimilated against a well-defined psychological background. Here we single out relaxation, emotional tension, identification and "concert mood". Each specific background predetermines the choice of appropriate methods of influence. These techniques are revealed in the process of observing participants in business conversations.
Instruction. It is carried out only with a positive attitude of the interlocutor to the leader. The specificity of the instruction is that the word, expressed in an imperative form, determines the "performing" behavior of a person. Instructions, orders, prohibitions can act as verbal forms of instruction. Unlike commands and orders that are designed to trigger an already existing skill, instruction forms a holistic set of activities: “Do this ...”, “After completing the procedure, go there ...”, etc.
The content of instruction, like any verbal influence, is very important. Therefore, when preparing a manual, one should think very carefully about the material that is included in it. It should be emphasized that efficiency here is connected not only with meaning. When giving instructions verbally, an appropriate style of speech and form of pronunciation is also necessary. This refers to emotionality, intonation, mimi
ka, gestures. Everything should be subordinated to the laconic and imperative construction of the statement.
indirect approval. Designed for the emotional perception of the speaker's speech. The essence of this technique is not to say directly “Your success in this matter is undeniable!”. It's like flattery. Although flattery is very pleasant to some people, as a rule, it is destructive to the human character. In this regard, if you need to express praise to a person, it is better to do it indirectly: “Such zeal usually brings benefits!” By uttering such phrases with sufficient emotional coloring, the leader will evoke a sense of self-esteem in the interlocutor. In the psyche, the focus will be on activities of the same kind.
It is quite obvious, of course, that for a person with egoistic inclinations, such a form of approval would be completely unconvincing. And such a person perceives it in his own way.
Socrates' method has been known since antiquity. The essence of the method is to prevent the interlocutor from saying “No” at the beginning of the conversation. Let it be a conversation about something extraneous, even about the weather: Isn't it clear today?
-Yes. The sun is burning. Is it burning?
-Yes. Probably thirsty?
-Yes.
“Yes” answers to secondary, sometimes meaningless, questions, as it were, pave the way for answering in the affirmative to main question: You're working at half strength, aren't you? alt="" />Yes, probably so.
The ancient Greek philosopher Socrates, whose name is named this method, always tried to protect his interlocutor from saying “No!” As soon as the interlocutor says “No!”, it is very difficult to turn him into reverse side. In this regard, Socrates tried to conduct a conversation in such a way that it would be easier for the interlocutor to say “Yes” than “No”. As we know, Socrates certainly proved his point of view, without causing not only obvious indignation from his opponents, but even the most insignificant negative reactions.

Commands and orders require people to quickly and accurately execute without any critical reactions. When executing commands and orders, they do not reason. In life there are two types of commands and orders: a) prohibitive;
b) incentives. The first: “Stop!..”, “Stop being nervous!”, “Shut up!” etc. are aimed at immediate inhibition of undesirable acts of behavior. They are served solid. calm voice or a voice with an emotional tone. Second: "Go!", "Bring!", "Perform!" etc. aimed at turning on the behavioral mechanisms of people. Such commands and orders should be taken without a critical attitude towards them.
False expectation. A prerequisite for the successful application of this technique is the creation of a tense waiting situation. Previous events should form a strictly directed train of thought in the interlocutor. If the inconsistency of this orientation is suddenly discovered, then the interlocutor is at a loss, perceives the idea proposed to him without objection. This state of affairs is typical for many situations in life.
The operation ended sadly. Four days later, a young woman with swollen eyelids came to the surgeon and said in a harsh voice: Doctor, you killed my husband. Yes, the doctor replied softly. - You are absolutely right.
The woman didn't say anything. She expected anything (outrage, noble indignation, an apology), but not a sincere confession.
They exchanged two or three more phrases. The woman left, saying goodbye at the door: Sorry! ..
"Explosion". In psychology, this technique is known as an instant personality restructuring under the influence of strong emotional experiences. The phenomenon of "explosion" is described in detail in fiction(re-education of Jean Valjean, the hero of V. Hugo's novel Les Misérables). The scientific substantiation of the "explosion" technique was given by A.S. Makarenko.
The use of an "explosion" requires the creation of a special environment in which feelings would arise that could amaze a person with their unexpectedness and unusualness. In such an environment, a person has a collision of nervous processes. Unexpected stimulus (spectacle, information, etc.)
cause him confusion. This leads to a radical change in views on things, events, individuals and even the world as a whole. There are cases when "reliable" information about the infidelity of one of the spouses in "prosperous" families brought the other to the brink of disaster. In families where infidelity is regarded as a prank, this does not happen.
In the conditions of labor collectives, the “explosion” method can be applied to malicious violators of discipline, drunkards, people with immoral and criminal behavior. Here, under certain circumstances, certain varieties may be appropriate: an angry condemnation of the behavior of the offender by the whole team, sincere assistance from the administration in situations of grief and stress, “writing off” past sins, etc. exposure to real opportunities for remediation. Insincerity and formalism are absolutely inappropriate here.
categorical requirement. It contains the power of the command. In this regard, it can be effective only when the leader has great power or enjoys unquestioned authority. In other cases, this technique may be useless or even harmful. In many respects, the categorical requirement is identical with the prohibition, acting as mild form coercion.
Prohibition. Assumes an inhibitory effect on the individual. By its nature, it is of two types: a) the prohibition of impulsive actions of an unstable nature; b) prohibition of unlawful behavior. This form stands on the verge of two main methods of influence: coercion and persuasion.
Advice. Reception is most effective when the interlocutor is imbued with confidence in the leader. For a person to follow advice, the form of giving advice is of particular importance. You need to know that advice should be given in a voice in which warmth and compassion are heard. Asking for advice is only sincere. Insincerity immediately turns against the petitioner.
Observations show that not all leaders know and feel the peculiarities of their voice. Very often, advice is given in a mentoring tone, which naturally provokes internal protest on the part of others. To get rid of such a lack, you need to hear your own voice. Here a tape recorder can provide invaluable assistance, and even better video recording.

"Placebo". It has long been used in medicine as a method of suggestion. Its essence lies in the fact that the doctor, prescribing to the patient some indifferent remedy, claims that it will give the desired effect. The psychological attitude of the patient to the beneficial effects of the prescribed medication often leads to positive result. This technique was adopted by educators, in particular, coaches various types sports, which sometimes quite effectively encouraged athletes to conquer records. It must be said that pedagogical "placebos" are very effective if used with caution. It should be remembered that the placebo effect lasts only until the first failure. If people realize that the ritual actions that they so meticulously performed have no real basis, then you can no longer let them down under the “placebo”.
Censure. It has persuasive power only in conditions when the interlocutor identifies himself with the leader: "he is one of us." In other cases, censure is perceived as a mentoring edification that can be listened to, but which does not need to be followed. Due to the fact that a person quite actively defends his "I", he honestly considers this technique as an attack on his independence.
Hint. This is a method of indirect persuasion through jokes, irony and analogy. In some ways, advice can also be a form of hint. The essence of a hint is that it is addressed not to consciousness, not to logical reasoning, but to emotions. Since the hint is fraught with the potential for insulting the personality of the interlocutor, it is best to use it in a situation of "concert mood". The criterion of measure here can be the prediction of self-experience: “How would I feel myself if I were given such hints!”
Compliment. Often a compliment is mixed with flattery. Tell the person: “How fluently you speak!” is to flatter him. Flattery is not pleasant for everyone, although often people do not dismiss flattery. However, many are still offended by flattery. A compliment does not offend anyone, it elevates everyone.
Tricks of the dispute
Tricks are deliberately applied - 1. Psychological. Usually this
difficulties that change in disputes are the reception of emotional irritation
gumentations. There are different types of nia: unbalancing, using
tricks: the use of intricate speech

clichés, "stupefaction" of quickly absurd statements, distortion
at a rapid pace of speech, pointing out facts, etc. nenta on the "false trail", treatment 3. Procedural. tightening
to speculation, reliance on “higher inter-procedures, sudden cessation
resy", reference to authorities, etc. discussions, insufficient or, on-
2. Logical and psychological. On the contrary, excessive information
violation of the laws of formal lonie, “loss” of documents, “release
geeks: a strong circle in proof of a couple "on secondary questions -
stve, aphorisms, unreasonable dews, etc.
generalizations, distortion of meaning
retelling, promotion of the false I. Melnik. Tricks of the thesis, attribution to the opponent of the dispute.-M, 1991.
Flattery is straight forward. She is simple and understandable. A compliment is another matter, it prompts a person to think, to guess. The phrase "How sweet you are!" - it is flattery; phrase: “It is clear why your husband is always in a hurry to go home!” - That's a compliment. The subject of flattery is people and their qualities, and the subject of compliment is things, deeds, ideas, etc., indirectly related to people. If flattery is unambiguous, then a compliment implies discrepancies: having heard a compliment, a person himself conjectures its essence. However, a compliment attracts attention only when it meets the interests and needs of people. There is no doubt that the ability of a leader to use a compliment in communication greatly enriches the arsenal of his means of interacting with people.

An integral characteristic is the ability, ability, and perhaps magical talent to influence other people.

A person who knows how to convince and direct the thoughts of the people around him in the direction he needs has incredible opportunities in the modern world.

Let's take a look at the main ways influence people during the conversation, that is psychological methods beliefs.

It is very undesirable to use your own powers, connections, money or blackmail, you can influence both by the power of the word and the power of the look. So, the group of basic psychological methods includes persuasion, suggestion and psychological infection.

Persuasion is a way of influencing when one turns to the consciousness of another person, his feelings and experience in order to form new views and attitudes in him.

Persuasion will not work if it is replaced by moralizing. Avoid words such as "should", "should" or "shame on you". To convince with a word is a great art that requires knowledge of human psychology, the laws of ethics and logic.

To begin with, it is necessary that your interlocutor agrees to listen carefully and meaningfully to your arguments, find the common thing that unites you and establish psychological contact.

Then it will be advisable to analyze all the arguments together and come to a common conclusion. Thus, the influence on a person will not be intrusive, but, on the contrary, will correspond to his thoughts, feelings and views.

If you manage to tune in to the wave of a person at the time of the conversation, you will see that half of the work is already done, and influence people who think the way you do is much easier than people with opposite views.

Even if you do not fully share the person's beliefs, try to feel his thoughts, and simply understand him. Understanding gives birth to the beginning of all partnerships. Understanding the interlocutor is sometimes much easier than it might seem at first glance.

A little practice on your loved ones and friends will help develop the skill of understanding to perfection.

Suggestion is psychological way influence, which provides for a non-critical perception of the expressed thoughts and will. During suggestion, agreement is not achieved, but the acceptance of information that already contains a ready conclusion is ensured.

Using this information, the person being influenced must come to the correct conclusion you need. The goal is achieved due to the fact that a person causes strong emotional reactions. The main forms of suggestion are a hint, approval, condemnation.

Psychological contagion- transfer process emotional state from one person to another on an unconscious level. Often, this method is used in groups of people or collectives.

For example, correctly presented information about the success of one person infects others with enthusiasm, causing interest and enthusiasm, not envy.

In addition to the above basic methods, do not forget about simpler truths that must be remembered if desired. influence a person during communication.

Often call the interlocutor by name, because for his ears there is nothing sweeter. Know how to listen and be sincerely interested in what you are being told, this always leads to a successful outcome of the dialogue.

And of course, smile more often, be an optimist! You will be surprised by the response of the world around you, which will submit to your sincere influence.

Irina Andreeva

When we hear about such a phenomenon as persuasion, we understand that we are talking about the next “psychological tricks”. There is a feeling that thoughts, attitudes or feelings will be imposed on a person against his will. In fact, this is not so. Persuasion and suggestion are not the same thing.

What is the difference between persuasion and suggestion

Persuasion is a term with two psychological interpretations. This is both an element of a person’s worldview that encourages her to act in a certain way (for example, do not have an intimate relationship with a guy on a first date, because she behaves like that), and the process of transferring an element of a worldview to another person (for example, to convince a friend that there is no sex, and it is absolutely correct).

Such a transfer of information or a life attitude to the addressee also occurs in the process of education, when parents or teachers teach children to act honestly, to come to the aid of those who need it and to be useful members of society. In scientific disputes, the truth is also born due to the opponent's conviction of the veracity of the theory put forward. As a rule, the speaker argues his own point of view, and the listener comprehends it and decides whether to agree with what was said or disagree. That is, it is a conscious process of perceiving information and accepting it as one's own attitude. In the process of persuasion, therefore, a new personal conviction is born in a person.

Suggestion is a different process. It's aggressive. Bypassing the consciousness and critical thinking of a person, they impose on him an attitude that he must fulfill. Suggestion occurs through the subconscious, and the suggestible can only “blindly” assimilate information. Suggestion occurs with the help of hypnosis, pressure or emotional-volitional influence. It is believed that it is possible and mentally.

The conclusions from the above are as follows: persuasion is a person's conscious perception of information, implying its comprehension, and suggestion is a bypass critical thinking and impact on the subconscious. Persuasion requires a lot of time and effort from the one who wants to convey thoughts and attitudes, while suggestion happens faster and easier. Of course, you need to have the skills and abilities for psychological influence of this kind.

Types of persuasion

So, we decided to influence a person without bypassing his consciousness. How to convince? Start from the types of persuasion. This is the “base”, having studied which, you can apply techniques and methods to achieve the goal as soon as possible.

Informing. The addressee is provided full information about an object or phenomenon. If there are benefits, they are talked about first. So the shop assistant household appliances tells the buyer about the possibilities of the vacuum cleaner or hair dryer that interested him.
Explanation. This type of persuasion is used when certain points need to be clarified. The same seller will decrypt to the buyer specifications the power of the selected model will translate the numbers into advantages that this vacuum cleaner has over other similar ones.
Proof. He is referred to when data is asked to be accompanied by a visual representation or real facts. So the chemistry teacher shows the children the "Iodine Clock", demonstrating reversible reactions. The liquid in the flask turns black, and when it is stirred, a transparent “water” is obtained.
Refutation. If the opinion of the person being convinced differs from that which he should have as a result of the influence, this type of persuasion is used. In other cases, people themselves want to receive a refutation of the information. So Game of Thrones fans are waiting for a rebuttal in their favorite series. But neither the actors nor the creators of the project give it.

This “framework” of persuasive influence is the base upon which situational conditions are built. With an ideal match between the skills of the persuasive and the environment and the readiness of the addressee to perceive information, the impact is doomed to success. Relaxed people and individuals who feel their own similarity and persuasive are easier to process.

Receptions and methods of persuasion

It is necessary to select the method of persuasion in each specific situation according to the circumstances. But knowing the basic techniques of persuasion in psychology will help you figure out when to use them.

Instruction. If the persuaded person (or their group) is sympathetic to the persuader, if he has, he instructs the listeners, urging them to behave in a certain way. In the form of instruction, the boss gives instructions working group: "Do it like this ... We will achieve that ...". So the teacher, moving away from the topic of the lesson, tells students about the moral side of a certain phenomenon. He does this, relying on his experience and authority.
Commands and orders. They are also resorted to, having authority in front of the audience. It is important that orders are carried out, and for this, the person being persuaded should not be critical of them. So, to a request to collect toys coming from dad or grandmother, the baby reacts differently if the father is strict, and the grandmother indulges and shows softness.
Advice. If there is closeness and trust between people, this form of persuasion is used. need to be able to. Do it kindly, benevolently.
Hint. It is classified as a method of indirect persuasion, tk. information is not communicated directly, but in the form of a half-joke, a comparison. The hint refers not to the thinking of a person, but to emotions. Use this persuasion technique when the other person is in a playful mood.
indirect approval. If a person generally acts in the right direction, this technique is used. His mission is not to let him turn off the intended path. Why is the approval only indirect? If expressed directly, it is like flattery, which scares a person. It is not always appropriate with pressure, looking intently into the eyes of the interlocutor, to say: “You are such a good fellow! That's how you get your way!" More convincing is the phrase: "This approach usually gives a good result."

"Placebo". The placebo effect is known in medicine. The doctor gives the patient a harmless remedy like ascorbic acid and says that this is an effective medicine that will relieve the disease. A person believes in a favorable outcome of treatment and is really healed. Using this technique, you can convince the interlocutor that he will achieve what he wants. Give the child a talisman that can be with him on control work or an important sporting event. Say, "As long as this thing is with you, you can achieve what you dream of if you put in the effort." You'll see, your baby will succeed.

These techniques and methods are familiar to everyone, there is nothing "such", intricate in them. But in the art of persuasion there are secrets associated with the names of three famous personalities in history.

Three rules of persuasion

They are named after the sages and scientists who used them many centuries ago. These rules are still used in the art of persuasion.

Homer's rule. Prepare carefully for the upcoming persuasion and select arguments in your favor. Arguments are conditionally divided into strong, medium and weak. Homer's rule implies that persuasion should be started with strong ones, then two or three middle ones should be added, and it is better to finish everything with the strongest argument. Do not use weak ones at all, because they will not help to achieve results. Don't start with what you want from the person, don't say what he should do. This will cause a reaction of rejection. Therefore, give the arguments and in the specified sequence.

The Rule of Socrates, or the Rule of Three Yes. Socrates was a sage who mastered the art of persuasion. His secret was that when asking questions, not to allow the interlocutor to answer any of them negatively. At the same time, the persuaded person is skillfully led to independently accept an alien point of view. This technique is being taught to network consultants today. So if a person comes to you who will offer the products of a little-known company, starting as if from afar, do not give in. You may be asked about health: “Agree, everyone wants to be healthy?”. Lead obvious facts: "Do you know that the human body consists mainly of water?", "Pure water is very important for health, isn't it?". And then they go on the offensive: "You're thirsty clean water? And so that your loved ones and children drink only clean water? If henceforth you answered in the affirmative, you will be offered a “miracle filter” for water for big money.
Pascal's rule. Save the face of the interlocutor, do not drive him into a corner. Do not humiliate the dignity of a person in persuasion, do not encroach on the freedom or authority of his personality. A person does not agree with facts that discredit dignity, and negative conviction does not work. As Pascal himself said: "Nothing disarms like the terms of an honorable surrender." An example is US tax law. In America, it is forbidden to withhold information from the tax authorities. Society condemns it. However, the instruction for taxpayers contains a clause: “You can also declare illegal income by paying deductions from it.” And the citizens of the United States do so, knowing that they will not be called criminals and will not be fined.

The art of persuasion is an interesting and fascinating science. But practice is much more exciting and rewarding. The theoretical base is mastered, so proceed to action!

March 2, 2014

Today in the blog: How the psychology of human persuasion works, psychological tricks persuasion, how one can convince another person, or, if you like, the art of persuasion.
(see psychological games)

Greetings, dear readers of the blog, I wish you all mental health.

Psychology of human beliefs - impact on consciousness

The psychology of persuading a person is based on the fact that, by persuading, the speaker affects the consciousness of the person being convinced, referring to her own critical judgment. essence psychology of persuasion serves to explain the meaning of the phenomenon, cause-and-effect relationships and relationships, highlight the social and personal significance of solving a particular issue.

Beliefs appeal to analytical thinking, in which the power of logic, evidence prevails and the persuasiveness of the arguments is achieved. Man's conviction psychological impact should create a person's conviction in the correctness of another and his own confidence in the correctness of the decision.

Psychology of human beliefs and the role of the speaker

The perception of information that convinces a person depends on who reports it, how much an individual or the audience as a whole trusts the source of information. Trust is the perception of a source of information as competent and reliable. There are three ways to create an impression of your competence among the listeners who convinces a person of something.

The first- start to express judgments with which the listeners agree. Thus, he will acquire a reputation as an intelligent person.

Second- be presented as a specialist in the field.

Third- speak confidently, without a shadow of a doubt.

Reliability depends on the way the persuasor speaks. People trust the speaker more when they are sure that he has no intention of convincing them of anything. Those people who defend what goes against their own interests also seem to be truthful. Confidence in the speaker and conviction in his sincerity increase if the one who convinces the person speaks quickly. Fast speech, in addition, deprives listeners of the opportunity to find counterarguments.

The attractiveness of the communicator (persuader) also affects the effectiveness of the psychology of persuading a person. The term "attractiveness" refers to several qualities. This is both the beauty of a person and the similarity with us: if the speaker has either one or the other, the information seems to the listeners more convincing.

Psychology of human beliefs and the role of the listener

People with an average level of self-esteem are most easily persuaded. Older people are more conservative in their views than younger people. At the same time, attitudes formed during adolescence and early adolescence can last a lifetime, because the impressions acquired at this age are deep and unforgettable.

In a state of strong excitement, agitation, anxiety of a person, his psychology of persuasion (susceptibility to persuasion) increases. A good mood often favors persuasion, partly because it promotes positive thinking, and partly because there is a connection between a good mood and a message. People who are in good mood tend to look at the world through rose-colored glasses. In this state, they make more hasty, impulsive decisions, relying, as a rule, on indirect signs of information. It is no coincidence, obviously, that many business issues, such as closing deals, are decided in a restaurant.

Conformal (easily accepting someone else's opinion) are more easily persuaded (test: Personality Theory). Women are more persuasive than men. It may be especially ineffective psychology of persuasion in relation to men with a low level of self-esteem, acutely experiencing, as it seems to them, their uselessness, alienation, who are prone to loneliness, aggressive or suspicious, not stress-resistant.

In addition, the higher the intelligence of a person, the more critical their attitude to the proposed content, the more often they absorb information, but do not agree with it.

Psychology of human belief: logic or emotions

Depending on the listener, a person is more convinced either by logic and evidence (if the person is educated and has an analytical mind), or the influence addressed to emotions (in other cases).

The psychology of persuasion can be effective, affecting a person, fearsome. Such a psychology of persuasion is more effective when they not only frighten with the possible and probable negative consequences of a certain behavior, but also offer specific ways to solve the problem (for example, diseases, the picture of which is not difficult to imagine, are more frightening than diseases about which people have a very vague idea ).

However, using fear to convince and influence a person, one cannot cross a certain line when this method turns into information terror, which is often observed when advertising various drugs on radio and television. For example, we are enthusiastically told how many millions of people around the world suffer from this or that disease, how many people, according to the calculation of doctors, should get sick with the flu this winter, etc. And this is repeated not just every day, but almost every hour, moreover It is not taken into account at all that there are easily suggestible people who will start inventing these diseases in themselves, run to the pharmacy and swallow medicines that are not only useless in this case, but also harmful to health.

Unfortunately, intimidation in the absence of an accurate diagnosis is often used by doctors, which goes against the first medical commandment "do no harm." This does not take into account the fact that the source of information that deprives a person of spiritual, psychological peace can be denied trust.

More convincing person is the information that comes first (primacy effect). However, if some time passes between the first and second messages, then the second message has a stronger persuasive effect, since the first has already been forgotten (the effect of novelty).

The psychology of a person's beliefs and the way information is received

It has been established that the arguments (arguments) given by another person convince us more strongly than similar arguments given to oneself. The weakest are the arguments given mentally, somewhat stronger those given aloud to ourselves, and the strongest are those brought by another, even if he does it at our request.

The psychology of persuasion. Methods:

fundamental: is a direct appeal to the interlocutor, who is immediately and openly introduced to all the information that makes up
the basis for proving the correctness of the proposed;

contradiction method: based on the identification of contradictions in the arguments of the persuaded and on a thorough check of their own arguments for consistency in order to prevent a counteroffensive;

method of "drawing conclusions": arguments are not presented all at once, but gradually, step by step, seeking agreement at each stage;

"chunks" method: the arguments of the persuaded are divided into strong (accurate), medium (controversial) and weak (erroneous); they try not to touch the first, and the main blow is applied to the latter;

ignore method: if the fact stated by the interlocutor cannot be refuted;

accent method: accents are placed on the arguments given by the interlocutor and corresponding to common interests (“you yourself say ...”);

two-way argumentation method: for greater persuasiveness, first state the advantages, and then the disadvantages of the proposed solution method
question; it is better if the interlocutor learns about the shortcomings from the persuader than from others, which will give him the impression of the impartiality of the persuader (this method is especially effective when persuading educated person, the poorly educated are better amenable to one-sided argumentation);

method "yes, but ...": used in cases where the interlocutor provides convincing evidence of the advantages of his approach to resolving the issue; first they agree with the interlocutor, then after a pause they provide evidence of the shortcomings of his approach;

apparent support method: this is a development of the previous method: the arguments of the interlocutor are not refuted, but, on the contrary, new arguments are given
in their support. Then, when he gets the impression that the persuader is well informed, counterarguments are given;

boomerang method: the interlocutor is returned his own arguments, but directed in the opposite direction; arguments "for" turn into arguments
"against".

The psychology of persuasion is effective when:

1. when it concerns one need of the subject or several, but of the same strength;

2. when it is carried out against the background of a low intensity of the persuading emotions; excitement and agitation are interpreted as uncertainty and reduce the effectiveness of his argumentation; outbursts of anger, abuse cause a negative reaction of the interlocutor;

3. when it comes to secondary issues that do not require a reorientation of needs;

4. when the persuading person himself is sure of the correctness of the proposed solution; in this case, a certain dose of inspiration, an appeal not only to the mind, but also to the emotions of the interlocutor (by “infection”) will enhance the effect of persuasion;

5. when not only one's own is offered, but also the argumentation of the persuaded is considered; this gives a better effect than repeated repetitions of one's own arguments;

6. when the argument begins with a discussion of those arguments on which it is easier to reach agreement; it is necessary to ensure that the persuaded more often agrees with the arguments: the more assent you can get, the more chances to succeed;

7. when a plan of argumentation is developed that takes into account the possible counterarguments of the opponent; this will help build the logic of the conversation, make it easier for the opponent to understand the position of the persuasive.

The psychology of persuading a person is appropriate then:

1. When they show the importance of the proposal, the possibility and ease of its implementation;

2. When they present different points of view and make an analysis of forecasts (in case of persuasion, including negative ones);

3. When the importance of the advantages of the proposal is increased and the magnitude of its disadvantages is reduced;

4. When they take into account the individual characteristics of the subject, his educational and cultural level and select the closest and most understandable arguments to him;

5. When a person is not directly told that he is wrong, in this way one can only hurt his pride - and he will do everything to defend himself, his position (it is better to say: “Perhaps I am wrong, but let's see ...”);

6. When, in order to overcome the negativism of the interlocutor, they create the illusion that the proposed idea belongs to him (for this, it is enough just to lead him to the appropriate thought and provide an opportunity to draw a conclusion); do not parry the interlocutor's argument immediately and with apparent ease, he will perceive this as disrespect for himself or as an underestimation of his problems (what torments him for a long time, others are allowed in seconds);

7. When it is not the personality of the interlocutor that is criticized in the dispute, but the arguments cited by him, which are controversial or incorrect from the point of view of the persuader (in this case, it is desirable to precede the criticism with the recognition of the correctness of the person being convinced of something, this will help to avoid his offense);

8. When they argue as clearly as possible, periodically checking whether the subject understands you correctly; arguments do not stretch, as this is usually associated with the speaker having doubts; short and simple phrases are not built according to the norms literary language, but according to the laws oral speech; pauses are used between arguments, since the flow of arguments in monologue mode dulls the attention and interest of the interlocutor;

9. When the subject is included in the discussion and decision making, as people better adopt the views in the discussion of which they take part;

10. When they oppose their point of view calmly, tactfully, without mentoring.

This concludes the review of the psychology of human persuasion, I hope that the post was useful.
I wish you all good luck!

Persuasion is a multi-valued concept, and one of its meanings involves influencing people, the ability to form a certain point of view through certain actions. Let's take a look at some persuasion techniques that you can use to do this.

1. Socrates method. If you are tired of a person agreeing with you, you need to ask him 2-3 insignificant questions, to which he will definitely answer in the affirmative. Having agreed with you twice or thrice, he will also agree when you say that for which it was all arranged.
2. False expectation. If the situation allows, gently create a sense of tense expectation that defines a strict order of action or thought. When the failure of this direction is discovered, the person will be discouraged and most likely will agree with you.
3. Explosion. Such a technique has been known for a long time - in the course of strong emotional experiences, an instant restructuring of the personality occurs. To realize an explosion, you need to create a situation that would hit a person. Such a situation can radically change the way you look at things. For example, if a family man is informed about the infidelity of a spouse, just such an effect can occur. However, this will not affect those cases where treason is not taken seriously.
4. placebo. This technique can be attributed not even to persuasion, but to suggestion. A placebo is a chalk pill that the doctor gives to the patient and says that this is a medicine and it will help. A patient who drinks such pills is really cured. This can be used in different areas of life, but if one day the rituals performed turn out to be a failure, then the method will stop working.

Don't forget that sometimes the most effective persuasion comes from a compliment when you meet.

Psychology of human persuasion - impact on consciousness

Beliefs appeal to analytical thinking, in which the power of logic, evidence prevails, and the persuasiveness of the arguments is achieved. A person's conviction as a psychological influence should create in a person a conviction that the other person is right and his own confidence in the correctness of the decision being made.

Psychology of human beliefs and the role of the speaker

The perception of information that convinces a person depends on who reports it, how much an individual or the audience as a whole trusts the source of information. Trust is the perception of a source of information as competent and reliable. There are three ways to create an impression of your competence in the listeners who convinces a person of something.

The first- start to express judgments with which listeners agree. Thus, he will acquire a reputation as an intelligent person.

Second-- be presented as a specialist in the field.

Third- speak confidently, without a shadow of a doubt.

Psychology of human beliefs and the role of the listener

In a state of strong excitement, agitation, anxiety of a person, his psychology of persuasion (susceptibility to persuasion) increases. Good mood often favors persuasion, partly because it promotes positive thinking and partly because it creates a connection between good mood and communication. People who are in a good mood tend to look at the world through rose-colored glasses. In this state, they make more hasty, impulsive decisions, relying, as a rule, on indirect signs of information. It is no coincidence, obviously, that many business issues, such as closing deals, are decided in a restaurant.

Conformal (easily accepting someone else's opinion) are more easily persuaded. Women are more persuasive than men. It may be especially ineffective psychology of persuasion in relation to men with a low level of self-esteem, acutely experiencing, as it seems to them, their uselessness, alienation, who are prone to loneliness, aggressive or suspicious, not stress-resistant.

In addition, the higher the intelligence of a person, the more critical their attitude to the proposed content, the more often they absorb information, but do not agree with it.

Psychology of human belief: logic or emotions

Depending on the listener, a person is more convinced either by logic and evidence (if the person is educated and has an analytical mind), or the influence addressed to emotions (in other cases).

The psychology of persuasion can be effective, influencing a person, causing fear. Such a psychology of persuasion is more effective when they not only frighten with the possible and probable negative consequences of a certain behavior, but also offer specific ways to solve the problem (for example, diseases, the picture of which is not difficult to imagine, are more frightening than diseases about which people have a very vague idea ).

The psychology of a person's beliefs and the way information is received

It has been established that the arguments (arguments) given by another person convince us more strongly than similar arguments given to oneself. The weakest are the arguments given mentally, somewhat stronger - given aloud to ourselves, and the strongest - those that are given by another, even if he does it at our request.