Manipulation. Anthology of manipulative tricks

Manipulation is inducing another person to experience certain states, change their attitude towards something, make decisions and perform actions necessary for the partner to achieve his own goals.

The characteristics of manipulation as a method of influencing a partner include:

manipulation is a type of spiritual, psychological influence on a person (group, society);

manipulations have a hidden nature of influence (an attempt at manipulation will only be successful when the fact of influence is not realized by the addressee and the final goal of the manipulator is unknown to him; it is important for the manipulator that the addressee considers these thoughts, feelings, decisions and actions to be his own, and not “induced” from the outside , and recognized himself as responsible for them);

manipulation involves playing on human weaknesses - “targets of influence” (self-esteem, sense of ownership, financial wealth, power, fame, career advancement, communication, professional qualifications, fame, hostility towards those unlike us, etc.) - no one wants to appear cowardly, indecisive, greedy, stupid, on the contrary, everyone wants to look dignified, be generous, provide patronage, receive praise, etc.;

Manipulation involves inducing someone to perform a certain action.

Manipulation is an important element of business relationships and can be used constructively in management practice at the level of interpersonal contacts:

firstly, to create a halo for the head of an organization or division;

secondly, to soften the form of coercion, which no leader can do without;

thirdly, to create a unified focus of the desires of subordinates towards achieving the goals of the organization.

Instead of using force, a leader can control subordinates unnoticed, creating in them the illusion of complete independence and freedom. And at the same time, he must be careful not to allow his subordinates to quietly control him and use him for their own personal purposes.

The entire set of manipulation tricks used in business communication (in disputes, discussions, polemics) can be conditionally combined into three groups: organizational-procedural, psychological and logical manipulations.

*Organizational and procedural manipulations can be used by the organizers of the negotiation process and discussion. They are aimed either at disrupting the discussion, or at deliberately clashing the opposing views of the discussion participants in order to heat up the atmosphere, or at reducing negotiations to a discussion option that is obviously unacceptable to opponents.

Examples of manipulations in this group are:

“formation of a primary attitude” (the initial provision of the floor to those whose opinion is known, impresses others and is capable of forming in them a certain attitude towards the perception of any information);

“providing materials only the day before” (providing interaction participants with working materials - projects, contracts, programs - shortly before the start of work makes it difficult to familiarize themselves with these materials);

“preventing repeated discussion” (the receipt of new, noteworthy data that could influence the development of a final decision is deliberately not allowed);

“heat of the atmosphere” (alternately giving the floor to aggressive opponents who allow mutual insults leads to the atmosphere of the discussion heating up to a critical degree and can provoke the cessation of the discussion);

“suspension of the discussion on the desired option” (the idea of ​​the last option discussed can form the necessary psychological attitude towards the perception of the necessary information);

“selective loyalty in compliance with regulations” (some speakers are strictly limited in regulations and the nature of their statements, others are not);

“break in discussion” (a break is announced at the moment when an inconvenient and unacceptable solution may be developed);

“blowing off steam on unimportant issues” (the discussion begins with minor issues, and only after that, when the participants in the discussion are already tired, an issue is brought up for discussion that they would like to discuss without increased criticism);

“excessive information” (a lot of draft decisions are being prepared that simply cannot be compared in a short time of discussion);

“loss of documents” (“accidentally” documents are lost that can negatively affect the course of the discussion).

*Psychological manipulation are based on the use of techniques that put the interlocutor into a state of irritation, playing on his feelings of pride and shame. Such manipulations include:

“irritating the opponent” (bringing him out of a state of mental balance with accusations, reproaches, ridicule, so that he makes an erroneous statement and interrupts communication);

- “use of incomprehensible words” (the opponent is embarrassed to admit that he does not know the meaning of a word);

- “too fast or too slow pace of discussion” (too fast a pace of discussion does not allow the partner to “analyze” all the incoming information, too slow a pace forces the opponent to rush the partners and skip details);

- “translation into the realm of speculation” (the polemic is transferred into the direction of denunciation, the opponent is forced to either justify himself or explain what is not related to the problem under discussion);

- “mind reading on suspicion” (the point of the trick is to use the “mind reading” option to divert possible suspicions);

- “a reference to “higher interests” without deciphering them” (the opponent is hinted that if he is intractable in a dispute, this may affect the interests of influential people); “judgements like “this is banal”, accusations that ideas are unrealistic” (the opponent is forced to emotionally refute an unsubstantiated assessment that is offensive to him);

- “accustoming the opponent to any thought” (by repeated repetition, the interlocutor is accustomed to some unproven statement, which gradually begins to seem obvious);

- “understatement with a hint of special motives” (the opponent is hinted that in this case much more can be said, but this is not done for any special reasons);

- “false shame” (the opponent is brought into a state where he is ashamed to publicly admit ignorance of something);

- “demonstration of resentment” (the threat of disruption of interaction due to the partner’s “resentment”);

- “frankness of the statement” (the emphasis is on the special confidentiality of the message following these words, in contrast to what was said earlier);

- “apparent inattention and misunderstanding” (with the help of paraphrasing or summarizing, an attempt is made to change the meaning of the ideas expressed by the partner);

- “replacing truth with utility” (the arguer is convinced) that he owes his well-being to precisely the thesis that he is challenging);

- “visible support” (after distracting, calming support, the initiator of the trick reveals the shortcomings of the arguments put forward by the opponent);

- “reducing the argument to personal opinion” (the opponent is forced to prove the opposite, to justify himself);

- “selection of acceptable arguments” (the use of one-sidedly selected information to prove any idea);

- “rabulism” (distorting the meaning of an opponent’s statements by presenting them as funny and strange, provoking indignation, refusing to discuss);

- “silence or half-truths” (consciously withholding information from a partner or mixing lies and reliable information, taking phrases out of context, one-sided reporting of facts, inaccurate or vague formulations);

- “forcing a strictly unambiguous answer, using questions that require a choice from two alternatives, when in fact there are other possibilities” (often perceived by the opponent as a manifestation of integrity);

- “multiple questions” (in one question the opponent is asked one or several dissimilar and little compatible questions with each other, and then, depending on the answer, he is accused of not understanding the essence of the problem, or of not fully answering the questions);

- “violation of the personal space of the interlocutor” (too close approach or even touching);

Teasing statements (“Are you so easily upset” (to hurt, to deceive, to force you to obey?));

Encouraging statements (“You’re unlikely to be able to do this!”);

- “innocent” blackmail” (“friendly” hints about mistakes, blunders and violations committed by the addressee in the past, playful mention of “old sins” or personal secrets of the partner);

An exaggerated demonstration of one’s weakness, inexperience, ignorance, “stupidity” (in order to arouse in the partner a desire to help, to do something for the manipulator, to convey valuable information to him, to teach him to do something).

*Logical manipulations built on conscious violations of the basic laws and rules of formal logic, or , on the contrary, on their skillful use in order to influence an insufficiently informed opponent. The main techniques of this group come down to the following list:

“thesis uncertainty” (fuzzy and vague formulation of the main thesis allows for different interpretations of the expressed idea);

“failure to comply with the law of sufficient reason” (arguments, judgments, arguments are correct, but not sufficient);

“vicious circle in proof” (this trick is intended to prove a thought with the help of itself, only said in different words);

“cause-and-effect alogism” (reasoning is obviously based on a logical error: “after this, therefore, as a result of this,” i.e., the temporary connection between phenomena is deliberately replaced by a cause-and-effect one);

“incomplete refutation” (from the opponent’s stated system of arguments, the most vulnerable argument is selected, broken down in a sharp form, and the impression is created that the remaining arguments do not even deserve attention);

“illegal analogies” (the evidence uses analogies that are absolutely incommensurate with the arguments under consideration).

The constructive use of manipulation is intended to contribute to the preservation and development of business relationships and the personalities of partners. It should be borne in mind that the reverse influence of manipulative communication on a person exists in those cases when, due to its frequent use, good technique of use and, accordingly, constant success in this field, a person begins to consider manipulative communication the only correct one. In this case, all human communication comes down to manipulation of other people (both when it is necessary and when it is completely unjustified).

At the same time, manipulations become negative when violence against an individual exceeds the level dictated by the specifics of the work. Accordingly, communicative culture presupposes the ability not only to constructively use manipulation, but also to resist it.

Let's consider psychological techniques for manipulating the mental consciousness of a person and the masses. For convenience, we will divide the proposed methods into eight blocks, each effective individually and together.

The life of any person is multifaceted in the life experience that this person has, in the level of education, in the level of upbringing, in the genetic component, in many other factors that must be taken into account when influencing a person psychologically. 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 this kind of manipulation. Knowledge is power. It is knowledge about the mechanisms of manipulating the human psyche that allows one to resist illegal intrusions into the psyche (into the human subconscious), and therefore protect oneself 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 mastery only after long practice (for example, NLP), some of them 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 have a good command of such techniques (for example, gypsy psychological hypnosis), etc. To the extent that such a step is permissible, we will reveal the secrets of methods for controlling the mental consciousness of a person and the masses (team, meeting, audience, crowd, etc.).

It is worth noting that only recently has it become possible to openly talk about previously secret techniques. At the same time, in our opinion, such tacit permission from the supervisory authorities is completely justified, since we are convinced that only at a certain stage in life is some part of the truth revealed to a person. By 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 astray. And even if such a person learns about some secret techniques, he will not be able to understand their significance, i.e. this kind of information will not find the necessary response in his soul, and a certain stupor will turn on in the psyche, due to which such information simply will not be perceived by the brain, i.e. will not be remembered as such a person.

We will consider the manipulation techniques outlined below to be blocks of equal effectiveness. Despite the fact that each block is preceded by its inherent name, it should nevertheless be noted that the specific techniques of influencing the subconscious are very effective on everyone without exception, regardless of the specific target audience or the typical personality traits of a particular person. This is explained by the fact that the human psyche, in general, has common components, and differs only in insignificant details, and hence the increased effectiveness of the developed manipulation techniques that exist in the world.

The first block of manipulation techniques.

Methods of manipulating human mental consciousness (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 previously said, thereby changing the general meaning of what was said to please oneself.

In this case, you should be extremely attentive, always listen carefully to what they are telling you, and if you notice a catch, clarify what you said earlier; Moreover, clarify even if the manipulator, pretending not to notice your desire for clarification, tries to move on to another topic.

2. Deliberate haste, or skipping topics.

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

In addition, as a result of haste and skipping 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, 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 manner beneficial to the manipulator.

3. The desire to show one’s 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 emanating from the object of his manipulation, obtaining those facts that the object had not previously intended to post. A similar circumstance on the part of the person at whom the manipulation is directed is embedded in the laws of the psyche, forcing any person to strive at all costs to prove that he is right by convincing the manipulator (without suspecting that he is a manipulator), and using for this the available arsenal of logical controllability of thoughts - that is, the presentation of new circumstances of the case, facts that, in his opinion, can help him with this. Which turns out to be in the hands of the manipulator, who finds out the information he needs.

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

4. False inferiority, or imaginary weakness.

This principle of manipulation is aimed at the desire on the part of the manipulator to show the object of manipulation his weakness, and thereby achieve the desired, because if someone is weaker, the effect of condescension is activated, which means the censorship of the human psyche begins to function in a relaxed mode, as if not perceiving what is coming from manipulator information seriously. Thus, the information emanating from the manipulator passes directly into the subconscious, is deposited there in the form of attitudes and patterns of behavior, which means the manipulator achieves his goal, because the object of manipulation, without knowing it, over time will begin to carry out the attitudes laid down in the subconscious, or, in other words, fulfill the secret will of the manipulator.

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

5. False love, or letting down vigilance.

Due to the fact that one individual (the manipulator) acts out love, excessive respect, veneration, etc. in front of another (the object of manipulation). (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, you must have, as F.E. Dzerzhinsky once said, a “cold mind.”

6. Violent pressure, or excessive anger.

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

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 in yourself a state of mind similar to that of the manipulator, and after calming down, calm the manipulator. Or, for example, you can show your calmness and absolute indifference to the manipulator’s anger, thereby confusing him and therefore depriving him of his manipulative advantage. You can sharply increase the pace of your own aggressiveness using speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm...), and additional visual influence, i.e. in this case, we seize the initiative, and by simultaneously influencing the manipulator with the help of a visual, auditory and kinesthetic stimulus, we introduce him into a state of trance, and therefore dependence on you, because in this state the manipulator himself 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 susceptible to coding (psychoprogramming). You can use other countermeasures. It should be remembered that in a state of anger it is easier to make a person laugh. You should be aware of 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 imposed excessively fast pace of speech, to push through some of his ideas, achieving their approval by the object of manipulation. This also becomes possible when the manipulator, hiding behind the alleged lack of time, achieves incomparably more from the object of manipulation than if this happened over a long period of time, during which the object of manipulation would have time to think about his answer, and therefore not become a victim of deception ( manipulations).

In this case, you should take a time out (for example, refer to an urgent phone call, etc.) in order to knock the manipulator off the pace he set. To do this, you can pretend to misunderstand some question and “stupidly” ask again, etc.

8. Excessive suspicion, or causing forced excuses.

This type of manipulation occurs when the manipulator feigns suspicion in some matter. As a response to suspicion, the object of manipulation has a desire to justify himself. 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.

An option for defense is to become aware of yourself as an individual and willfully resist the attempt of any manipulative influence on your psyche (i.e. you must demonstrate your own self-confidence and show that if the manipulator suddenly gets offended, then let him be offended, and if he wants to leave, you don’t run after him; this should be adopted by “lovers”: do not let yourself be manipulated.)

The manipulator with his entire appearance shows fatigue and the inability to prove anything 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: do not succumb to provocations.

This type of manipulation comes from such specific features of the individual’s psyche as worship of authorities in any field. Most often, it turns out that the very area in which such an “authority” achieved results lies in a completely different area than his imaginary “request” now, but nevertheless, the object of manipulation cannot help himself, since in his soul the majority people believe that there is always someone who has achieved more than them.

A variant of opposition is belief in one’s own exclusivity, super-personality; developing in yourself the conviction of your own chosenness, that you are a super-man.

11. Courtesy provided, or payment for assistance.

The manipulator conspiratorially informs the object of manipulation about something, as if advising in a friendly manner to make this or that decision. At the same time, clearly hiding behind an imaginary friendship (in fact, they may be meeting for the first time), as advice, he inclines the object of manipulation towards the solution option that is primarily necessary for the manipulator.

You need to believe in yourself, and remember that you have to pay for everything. And it’s better to pay immediately, i.e. before you are asked to pay as a thank you for the service provided.

12. Resistance, or acted out protest.

The manipulator, using some words, awakens 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 goal. It is known that the psyche is structured in such a way that a person mostly wants what is either forbidden to him or what requires effort 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. Factor of particularity, or from details to error.

The manipulator forces the object of manipulation to pay attention to only one specific detail, without allowing him to notice the main thing, and on the basis of this to draw appropriate conclusions, which are accepted by the consciousness of that person as the non-alternative 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, without actually having either facts or more detailed information, and often without having their own opinion about what they judge using the opinions of others. Therefore, it is possible to impose such an opinion on them, which means the manipulator can achieve his goal.

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 his temper” much faster; and since critical thinking is difficult when angry, a person enters ASC (altered states of consciousness), in which consciousness easily passes through previously forbidden information.

For effective protection, you should show your complete indifference to the manipulator. Feeling like a super-human, “chosen one” will help you to tolerate attempts to manipulate you as child’s play. The manipulator will intuitively immediately feel such a state, because manipulators usually have well-developed senses, which, we note, allows them to sense the moment to carry out their manipulative techniques.

15. Interruption, or escape of thought.

The manipulator achieves his goal by constantly interrupting the thoughts of the object of manipulation, directing the topic of conversation in the direction desired by the manipulator.

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

16. Provoking imaginary or false accusations.

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

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

17. Trapping, or imaginary recognition of the opponent’s benefit.

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

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

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

The manipulator intentionally places the object of manipulation in certain specified conditions, when the person chosen as the object of manipulation, trying to ward off suspicion of excessive bias towards the manipulator, allows manipulation to take place over himself due to the unconscious belief in the good intentions of the manipulator. That is, he seems to give himself an instruction not to react critically to the words of the manipulator, thereby unconsciously giving the opportunity for the words of the manipulator to pass into his consciousness.

19. Intentional misconception, or specific terminology.

In this case, manipulation is carried out through the use by the manipulator of specific terms that are not clear to the object of manipulation, and the latter, due to 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 unclear to you.

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

The manipulator strives in every possible way to reduce the role of the object of manipulation, hinting at his stupidity and illiteracy, in order to thus 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.

Defense - don't pay attention. It is generally recommended to pay less attention to the meaning of the manipulator’s words, and more to the details around him, gestures and facial expressions, or generally pretend that you are listening, and think “about your own things,” especially if in front of you is an experienced fraudster or criminal hypnotist.

21. Repetition of phrases, or imposition of thoughts.

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

A defensive attitude is not to fixate your attention on the words of the manipulator, listen to him “with half an ear,” or use special speech techniques to transfer the conversation to another topic, or seize the initiative and introduce the attitudes you need into the subconscious of your interlocutor-manipulator, or many other options.

22. Erroneous speculation, or involuntary reticence.

In this case, manipulations achieve their effect due to:

1) deliberate omission by the manipulator;

2) erroneous speculation by the object of manipulation.

Moreover, even if 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 supposed inattention, so that later, having achieved his goal, he refers to the fact that he allegedly did not notice (listen to) the protest from the opponent. Moreover, as a result of this, the manipulator actually confronts the object of manipulation with the fact of what has been accomplished.

Defense - 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 strives to build a dialogue with the object of manipulation so that he always agrees with his words. Thus, the manipulator skillfully leads the object of manipulation to push his idea, and therefore to carry out manipulation over him.

Defense - to disrupt the direction of the conversation.

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

In this case, the manipulative effect is achieved through the manipulator unexpectedly quoting the opponent’s previously spoken words. This technique has a discouraging effect on the selected object of manipulation, helping the manipulator achieve results. Moreover, in most cases the words themselves may be partially made up, i.e. have a different meaning than the object of manipulation previously said on this issue. If he spoke. Because the words of the object of manipulation may simply be completely made up, or have only a slight similarity.

Defense is also to use the technique of false quotation, choosing in this case the allegedly spoken words of the manipulator.

26. Observation effect, or search for common features.

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

Defense is to sharply highlight in words your dissimilarity from your manipulative interlocutor.

27. Imposition of choice, or the initially correct decision.

In this case, the manipulator asks the question in such a way that it does not leave the object of manipulation the opportunity to make 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”, whereas initially the object of manipulation may not have intended to do anything. But he was not given the right to choose other than the choice between the first and the second.)

Defense - not paying attention plus strong-willed 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 for 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 she can trust him with the truth. At the same time, the object of manipulation unconsciously develops trust in this kind of revelation, which means we can already talk about the weakening of the protective mechanisms of the psyche, which, by weakening censorship (the barrier of criticality), allows lies from the manipulator into the conscious-subconscious.

Defense - do not give in 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 words allegedly said earlier, according to which the manipulator simply develops the topic further, starting from them. After such “revelations,” the object of manipulation begins to feel guilty; in his psyche, the barriers put forward in the way of those words of the manipulator, which he previously perceived with a certain degree of criticality, must finally break down. This is also possible because the majority 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 fraction of the truth, which as a result and helps the manipulator get his way.

Protection is the development 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 a demand according to which the words of the object of manipulation he has chosen are good only in theory, while in practice the situation will supposedly be different. Thus, unconsciously making it clear to the object of manipulation that all the words just heard by the manipulator represent nothing and are good only on paper, but in a real situation everything will turn out differently, which means, in fact, it is impossible to rely on such words.

Defense - 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 manipulation techniques.

Ways to influence mass media audiences through manipulation.

1. The principle of first priority.

The essence of this method is based on the specifics of the psyche, which is structured in such a way that it accepts on faith the information that is the first to be processed by consciousness. The fact that we can obtain more reliable information later often does not matter.

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 that it is already quite difficult to change the formed opinion.

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

a) forming a negative opinion about him among voters;

b) forcing you to make excuses.

(In this case, the masses are influenced by widespread stereotypes that if someone makes excuses, it means they are guilty).

2. “Eyewitnesses” of events.

There are supposedly eyewitnesses of the events who, with the necessary sincerity, report information conveyed to them in advance by manipulators, passing it off as their own. The name of such “eyewitnesses” is often hidden, allegedly for the purpose of conspiracy, or a false name is given, which, along with falsified information, nevertheless achieves an effect on the audience, since it affects the unconscious of the human psyche, causing in him an intensity of feelings and emotions, in as a result of which the censorship of the psyche is weakened and is able to pass information from the manipulator without identifying its false essence.

3. Image of the enemy.

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

4. Shift of emphasis.

In this case, there is a conscious shift in emphasis in the presented material, and something not entirely desirable for the manipulators is presented in the background, but is highlighted on the contrary - something they need.

5. Use of “opinion leaders”.

In this case, 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 based on the rule of attention reorientation, when the information necessary for concealment seems to fade into the shadow of seemingly randomly highlighted events that serve to distract 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 course of life a person builds certain protective barriers to receiving information that is undesirable for him. To bypass such a barrier (censorship of the psyche), it is necessary that the manipulative influence be aimed at feelings. Thus, by “charging” 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 worry about some point of the information he heard. Next, the effect of emotional charging comes into play, which is most widespread in the crowd, where, as we know, the threshold of criticality is lower.

(Example: A similar manipulation effect is used during a number of reality shows, when participants speak in a raised voice and sometimes demonstrate significant emotional arousal, which makes them watch the ups and downs of the events they demonstrate, empathizing with the main characters. Or, for example, when performing on television in a series especially ambitious politicians who impulsively shout out their ways out of crisis situations, due to which the information affects the feelings of individuals, and the audience is emotionally contagious, which means that such manipulators can force people to pay attention to the material being presented.)

8. Showy issues.

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

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

9. Inaccessibility of information.

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

10. Strike ahead.

A type of manipulation based on the advance release of information negative for the main category of people. At the same time, this information causes maximum resonance. And by the time the information subsequently arrives and the need to make an unpopular decision, the audience will already be tired of the protest, and will not react too negatively. Using a similar method in political technologies - first they sacrifice insignificant incriminating evidence, after which, when new incriminating evidence appears on the political figure they are promoting, the masses no longer react that way. (They get tired of reacting.)

11. False passion.

A method of manipulating the mass media audience, when a false intensity of passions is used by presenting supposedly sensational material, as a result of which the human psyche does not have time to react properly, unnecessary excitement is created, and the information presented later no longer has such an impact, because criticality decreases , put forward by the censorship of the psyche. (In other words, a false time limit is created within which the information received must be evaluated, which often leads to the fact that it enters the individual’s unconscious, practically uncut by consciousness; after which it influences consciousness, distorting the very meaning of the information received, and also taking place to receive and appropriately evaluate information that is more truthful (Moreover, in most cases we are talking about influence in a crowd, in which the principle of criticality is difficult in itself).

12. Credibility 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 previously existing information or ideas on the issue under consideration.

(In other words, if through the media we encounter 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 a question, we continue to absorb such information, which reinforces the earlier formed patterns of behavior and attitudes in the subconscious, which means acceleration for manipulation becomes possible, since manipulators will consciously wedge into information that is plausible for us false, which we seem to automatically perceive as real. Also, in accordance with a similar principle of manipulation, it is possible to initially present information that is obviously unfavorable for the manipulator (allegedly criticism of oneself), due to which the audience’s faith increases that this mass media source is quite honest and truthful. Well, later the information needed for manipulators is included in the information provided.)

13. The effect of “information storm”.

In this case, we should say that a person is bombarded with a barrage of useless information, in which the truth is lost.

(People who have been subjected to this form of manipulation simply get tired of the flow of information, which means that analyzing such information becomes difficult and manipulators have the opportunity to hide information that they need, but do not want to be shown to the general public.)

14. Reverse effect.

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

15. An 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 penetrating into the consciousness of listeners, loses its relevance. Thus, the criticality of the human psyche’s perception of negative information 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, against the background of black, white will always be noticeable. And against the background of bad people, you can always show a good person by talking about his good deeds. A similar principle is widespread in political technologies, when a possible crisis in the camp of competitors is first analyzed in detail, and then demonstrated the correct nature of the actions of the candidate desired by the manipulators, who does not and cannot have such a crisis.)

18. Approval of an imaginary majority.

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

19. Expressive strike.

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

20. False analogies, or sabotages 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 different and mutually exclusive consequences, which in this case are passed off as one. For example, many young athletes were elected to the State Duma of the last convocation. In this case, merits in sports in the minds of the masses replaced the opinion about whether 20-year-olds are really athletes can govern the country. It should be remembered that every State Duma deputy has the rank of federal minister).

21. Artificial “calculation” of the situation.

A lot of different information is deliberately released onto the market, thereby monitoring public interest in this information, and information that is not relevant is subsequently excluded.

22. Manipulative commenting.

This or that event is highlighted through the emphasis required by the manipulators. Moreover, any event undesirable for manipulators when using such technology can take on the opposite color. It all depends on how the manipulators present this or that material and 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 if such a person is endowed with the necessary power. (A fairly striking example is D.O. Rogozin, who was in opposition to power - let’s remember Rogozin’s statement in connection with the Central Election Commission’s ban on registering V. Gerashchenko as a presidential candidate, let’s remember the hunger strike in the State Duma demanding the resignation of the ministers of the socio-economic block of the government, let’s remember other statements by Rogozin, including about the party in power and about the president of the country - and let us remember Rogozin’s speeches after his appointment as Russia’s permanent representative to the North Atlantic Treaty Organization (NATO) in Brussels, i.e. a major official representing Russia in an enemy organization. )

25. Repetition.

This method of manipulation is quite simple. It is only necessary to repeat any information multiple times in order for such information to be deposited in the memory of the mass media audience and be used in the future. At the same time, manipulators should simplify the text as much as possible and make it receptive to a low-brow audience. Oddly enough, practically only in this case can you 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 will influence their consciousness, and therefore 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 consists 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 hidden by the manipulators. (An example from the times of Perestroika, when rumors were first spread that the Union Republics supposedly supported the RSFSR. At the same time, they seemed to have forgotten about Russian subsidies. As a result of deceiving the population of republics friendly to us, these republics first seceded from the USSR, and then part of their population began to come to earnings to Russia.)

The third block of manipulation techniques.

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

In the case of such influence, it is prohibited to use methods of direct information influence, spoken by order, replacing the latter with a request or proposal, and at the same time using the following verbal tricks:

1) Truisms.

In this case, the manipulator says what it really is, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell a product in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “What a cold! Great, very cheap sweaters! Everyone is buying them, you won’t find such cheap sweaters anywhere!” and twirls bags of sweaters in his hands.

As noted by Academician V.M. Kandyba, such an unobtrusive offer to purchase, is more addressed to the subconscious, works better, since it corresponds to the truth and passes the critical barrier of consciousness. It’s really “cold” (this is already one unconscious “yes”), the package and the pattern of the sweater are really beautiful (the second “yes”), and really very cheap (the third “yes”). Therefore, without any words “Buy!” the object of manipulation appears, as it seems to him, to be an independent decision, made by himself, to buy an excellent thing cheaply and for the occasion, often without even opening 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 some product or phenomenon, some hidden statement is interspersed, which reliably acts on the subconscious, forcing the will of the manipulator to be carried out. For example, they don’t 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 of you buying this thing has already been resolved. After all, the last phrase of the manipulator contains a trap for consciousness that imitates your right to choose. But in fact, you are being deceived, since the choice “buy or not buy” has been replaced by the choice “buy this or buy that.”

3) Commands hidden in questions.

In such a case, the manipulator hides his installation command under the guise of a request. For example, you need to close the door. You can tell someone: “Go and close the door!”, but this will be worse than if your order is formalized with a request in the question: “I beg you, could you close the door?” The second option works better, and the person does not feel deceived.

4) Moral impasse.

This case represents a deception of consciousness; a manipulator, asking for an opinion about a product, after receiving an answer, asks the next question, which contains an instruction to perform the action required by the manipulator. For example, a manipulative salesperson persuades you not to buy, but to “just try” your product. In this case, we have a trap for consciousness, since nothing dangerous or bad seems to be offered to it and complete freedom of any decision seems to be preserved, but in fact, it’s enough to try, and the seller immediately asks another tricky question: “Well, did you like it? Did you like it?”, and although we are talking about the sensations of taste, in reality the question is: “Are you going to buy it or not?” And since the thing is objectively tasty, you cannot answer the seller’s question and say 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, he, without waiting for your other words, already weighs the goods and it’s as if it’s already inconvenient for you to refuse the purchase, especially since the seller selects and puts on the best that he has (from that , which is visible). Conclusion - you need to think a hundred times before accepting a seemingly harmless offer.

5) Speech technique: “then... - the...”.

The essence of this speech psychotechnics is that the manipulator connects what is happening with what he needs. For example, a seller of hats, seeing that the buyer is turning the hat in his hands for a long time, wondering whether to buy or not to buy, says that the client is lucky, since he found exactly the hat that suits him best. Like, the more I look at you, the more convinced I am that this is so.

6) Coding.

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

7) Stirlitz method.

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

8) Speech trick “three stories”.

In the case of such a technique, the following technique of programming the human psyche is carried out. They tell you three stories. But in an unusual way. First, they start telling you story No. 1. In the middle, they interrupt it and start telling story No. 2. In the middle, they interrupt it, and they start telling story No. 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, story No. 1 and No. 2 are realized and remembered. And story No. 3 is quickly forgotten and unconscious, which means that, having been repressed from consciousness, it is placed in the subconscious. But the point is that just in story No. 3, the manipulators laid down instructions and commands for the subconscious of the object of manipulation, which means you can be sure that after a while this person (object) will begin to carry out the psychological instructions introduced into his subconscious, and at the same time will consider that they come from him. Introducing information into the subconscious is a reliable way of programming a person to carry out the settings required by manipulators.

9) Allegory.

As a result of such influence of consciousness processing, the information the manipulator needs is hidden among the story, which the manipulator presents allegorically and metaphorically. The point is that the hidden meaning is the thought that the manipulator decided to plant in your consciousness. Moreover, the brighter and more picturesque the story is told, the easier it is for such information to bypass the barrier of criticality and introduce information into the subconscious. Later, such information “will begin to work” often precisely at the moment the occurrence of which was or was originally intended; or a code was laid, activating which the manipulator each time achieves the desired effect.

10) The “as soon as... then...” method.

A very interesting method. This is how V.M. describes it. Kandyba: “The technique “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, with the subconscious logic of the client’s gaze at her palm (at the “life line”), the gypsy logically adds building confidence in herself and everything she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase “you will immediately understand me,” the intonation of which denotes another real meaning hidden from consciousness - “you will 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 placing so-called “anchors” (the “anchoring” technique refers to the techniques of neurolinguistic programming). It is possible to highlight speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to dissipate among other words that make up the information flow of this story. And subsequently, the subconscious of the object of manipulation will react only to these words, intonations, gestures, etc. In addition, as academician V.M. Kandyba notes, hidden commands that are dispersed throughout the conversation turn out to be very effective and work much better than those expressed in other ways. To do this, you need to be able to speak with expression, and emphasize - when required - the necessary words, skillfully highlight pauses, and so on.

The following methods of manipulative influence on the subconscious are distinguished in order to program human behavior (object of manipulation):

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

Emotional ways: increasing emotion at the right moment, decreasing emotion, emotional exclamations or gestures.

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

Visual methods: facial expressions, widening of the eyes, gesticulation of the hands, movements of the fingers, changes in body position (tilts, turns), changes in the position of the head (turns, tilts, lifts), a characteristic sequence of gestures (pantomimes), 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 is necessary to remember that if in some situation a person reacts strongly to any stimulus, then after some time you can again expose this person to the action of such a stimulus, and the old reaction will automatically work in him, although the conditions and situation may differ significantly from the one in which the reaction first appeared. A classic example of the “old reaction” is when a child walking in the park is suddenly attacked by a dog. The child became very frightened and subsequently in any, even the safest and most harmless, situation, when he saw a dog, he automatically, i.e. unconsciously, the “old reaction” arises: fear.

Similar reactions can be pain, temperature, kinesthetic (touch), gustatory, auditory, olfactory, etc., therefore, according to the “old reaction” mechanism, a number of basic conditions must be met:

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

b) The stimulus used must match its characteristics as closely as possible with the stimulus used for the first time.

c) A better and more reliable stimulus is a complex one that uses the reactions of several senses simultaneously.

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

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

2) consolidate such a reaction using any of the signaling methods (the so-called “anchors” in NLP);

3) if it is necessary to encode the object’s psyche, “activate” the “anchor” at the required 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 series, which means the barrier of criticality of the psyche will be broken, and such a person (object) will be “programmed” to implement what you intended after the encoding you entered. In this case, it is recommended to first check yourself several times before securing the “anchor”, so that you can check your facial expressions, gestures, changed intonation, etc. remember the object’s reflexive reaction to words that are positive for its psyche (for example, pleasant memories of the object), and select a reliable key (by tilting the head, voice, touch, etc.)

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 always acting in the same direction. Manipulators tell the truth only when the truth can be easily verified. In other cases, they try to present the material in the way they need. Moreover, lying becomes most effective when it is based on a stereotype embedded in the subconscious.

2) Selection of reality events for material.

In this case, an effective condition for programming thinking is 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 scope of broadcasting permitted by them. In addition, the media use the so-called. the principle of democracy of noise, when a message unnecessary by the manipulator simply must die under a powerful release of diverse information.

3) Gray and black information.

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

4) Major psychoses.

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

5) Affirmation and repetition.

In this case, information is presented in the form of ready-made templates that actively use stereotypes existing in the subconscious. Assertion 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 type of culture. The media is a factor in strengthening this type of thinking, teaching a person to think in stereotypes and not to use the 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 arise. Excessive repetition dulls consciousness, causing any information to be deposited practically unchanged in the subconscious. And from the subconscious, after a certain period of time, such information passes into consciousness.

6) Fragmentation and urgency.

In this method of manipulating the media used, integral information is divided into fragments so that a person cannot connect 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 television program is broken up by advertising.) Professor G. Schiller explains the effectiveness of this technique: “When the holistic nature of a social problem is deliberately avoided, and fragmentary information about it is offered as reliable “information”, then the results of this approach are always the same: misunderstanding... apathy and, as a rule, indifference.” By tearing information about an important event into pieces, it is possible to sharply 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 man is a product of a mosaic culture. His consciousness is created by the media. The media, unlike high culture, are intended specifically for the masses. Therefore, they set strict limits on the complexity and originality of messages. The justification for this is the rule that a representative of the masses is able to adequately assimilate only simple information, therefore any new information is 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 individual parts. At the same time, some kind of pseudo-sensation stands out. And under the guise of it, truly important news is hushed up (if this news for some reason is dangerous for the circles that control the media).

The 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 to critically perceive.

9) Changing the meaning of words and concepts.

In this case, media manipulators freely interpret the words of any person. At the same time, the context changes, often taking the exact opposite or at least distorted form. A striking example is given by Prof. S.G. Kara-Murza, saying that when the Pope, during a visit to one of the countries, was asked how he felt about brothels, he was surprised that, supposedly, they really exist. After this, an emergency message appeared in the newspapers: “The first thing dad asked when he set foot on our land was, do we have brothels?”

Fifth block of manipulations.

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

1. Provoking 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 being manipulated begins to convince the manipulator of the opposite, and thereby, by repeating the installation several times, unconsciously leans toward the opinion that the person who convinced him is honest about something. Whereas by all conditions this honesty is false. But if, under certain conditions, he understood this, that in this situation the line between lying and the receptivity of truth is erased. This means the manipulator achieves his goal.

Protection is not to pay attention and believe in yourself.

2. False benefit of the enemy.

The manipulator, with his specific words, initially casts doubt on his own arguments, referring to the supposedly more favorable conditions in which his opponent finds himself. Which, in turn, forces this opponent to 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 attitude towards censorship of the psyche, towards defense, allowing attacks from the manipulator to penetrate into his now defenseless psyche. The words of the manipulator, possible in such a situation: “You say that because your position now requires it...”

Defense - words like: “yes, I say this because I have such a position, I am right, and you must listen to me and obey me.”

3. Aggressive manner of conversation.

When using this technique, the manipulator takes on an initially high and aggressive tempo of speech, thereby unconsciously breaking 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 wanting all this to stop as soon as possible.

Defense - make an artificial pause, interrupt the fast pace, reduce the aggressive intensity of the conversation, transfer the dialogue to a calm direction. If necessary, you can leave for a while, i.e. interrupt the conversation and then - 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 he just heard, repeats the words you said, but adding your own meaning to them. The spoken words may be something like: “Sorry, did I understand you correctly, you are saying that...”, and then he repeats 60-70% of what he heard from you, but distorts the final meaning by entering other information, information he needs .

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

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 scandal.

By saying offensive words in a timely manner, 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.

Protection - strong character, strong will, cold mind.

7. Specific terminology.

In this way, the manipulator seeks from you an unconscious belittlement of your status, as well as the development of a feeling of inconvenience, as a result of which, out of false modesty or self-doubt, you 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 wants by referring to the need for your supposed approval of the words he said earlier. Well, belittling the status of the interlocutor in a conversation allows you to find yourself in an initially advantageous position and ultimately achieve what you need.

Defense - ask again, clarify, pause and go back if necessary, citing the desire to better understand what is required of you.

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

By using such a position of psycho-influence, the manipulator initially puts the interlocutor in the position of being on the defensive. An example of the monologue used: “You think I will persuade you of something, convince you...”, which already seems to make the object want to convince the manipulator that this is not so, that you are initially well disposed towards him (the manipulator), etc. p. Thus, the object, as it were, reveals itself for unconscious agreement with the words of the manipulator that will follow after this.

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

The manipulator uses quotes from the speeches of famous and significant people, the specifics of the foundations and principles accepted in society, etc. Thus, the manipulator unconsciously lowers your status, saying, look, all respected and famous people say this, but you think completely differently, and who are you, and who are they, etc. - approximately a similar associative chain should unconsciously appear in the object of manipulation , after which the object, in fact, becomes such an object.

Protection is the belief in one’s exclusivity and “chosenness.”

10. Formation of false stupidity and failure.

A statement like - this is banal, this is complete bad taste, etc. - should form in the object of manipulation an initial unconscious belittlement of his role, and form an artificial dependence on the opinions of others, which prepares the dependence of this person on the manipulator. This means that the manipulator can almost fearlessly promote his ideas through the object of manipulation, pushing the object to solve the problems necessary for the manipulator. That is, in other words, the ground for manipulation has already been prepared by the manipulations themselves.

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

11. Imposition of thoughts.

In this case, through constantly or periodically repeated phrases, the manipulator accustoms the object to any information that it is going to convey to it.

The principle of advertising is built on such manipulation. When first some 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 that he already knows about. I heard it somewhere. Moreover, based on the fact that through advertising an exclusively positive opinion about a product is conveyed, there is a much higher probability that an exclusively positive opinion about this product has been formed in the person’s unconscious.

Defense is the initial critical analysis of any incoming information.

12. Lack of evidence, with hints of some special circumstances.

This is a method of manipulation through a special kind of omissions that form in the object of manipulation false confidence in what was said, through his unconscious conjecture 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 protest, because unconsciously he remains confident 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 into manipulation, taking into account both unexpected for the object and forced, when the object ultimately understands that he has become a victim of manipulation, but is forced to accept it due to the impossibility of a conflict with his own conscience and some 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, the agreement on his part can be dictated both by a false sense of guilt evoked in him, and by a kind of moral masochism, forcing him to unconsciously punish himself.

In this situation, the object of manipulation falls into the trap of the manipulator, who plays on his own supposed inattention, so that later, 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 confronts the object with the fact of the perfect.

Defense is to clarify and ask again what you misunderstood.

14. Downplaying irony.

As a result of thoughts expressed at the right moment about the insignificance of his own status, the manipulator seems to force 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 submit 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 avoid you .

15. Focus on the positives.

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

Defense - make a number of contradictory statements, be able to say “no,” etc.

Sixth block of manipulations.

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

1. “Labeling”.

This technique consists of choosing offensive epithets, metaphors, names, etc. (“labels”) to designate a person, organization, idea, or any social phenomenon. Such “labels” evoke an emotionally negative attitude from others, are associated with low (dishonorable and socially disapproved) actions (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 of replacing the name or designation of a certain social phenomenon, idea, organization, social group or specific person with a more general name that has a positive emotional connotation and evokes a friendly attitude from 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. These kinds of words, which carry a positive psycho-emotional impact, are used to push through decisions that are beneficial for a specific person, group or organization.

3. “Transfer” or “transfer”.

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

The content of this technique consists in citing statements of individuals with high authority or, conversely, 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 regarding people, ideas, events, etc., and express their condemnation or approval. Thus, a person, as an object of manipulative influence, initiates the formation of an appropriate attitude - positive or negative.

5. “Game of common people”.

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

6. "Shuffling" or "playing the cards".

7. "Shared Car".

When using this technique, a selection of judgments, statements, phrases is made that require uniformity in behavior, creating the impression that everyone does this. A message, for example, may begin with the words: “All normal people understand that...” or “not a single sane person would object that...”, etc. Through a “common platform” a person is given a feeling of confidence that the majority of members of a certain social community with which he identifies himself or whose opinion is significant to him, accept similar values, ideas, programs, etc.

8. Fragmentation of information delivery, redundancy, high pace.

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

9. "Mockery".

When using this technique, both specific individuals and views, ideas, programs, organizations and their activities, various associations of people against whom the struggle is being carried out can be ridiculed. The choice of the object of ridicule is carried out depending on the goals and the specific information and communication situation. The effect of this technique is based on the fact that when individual statements and elements of a person’s behavior are ridiculed, a playful and frivolous attitude is initiated towards him, which automatically extends to his other statements and views. With the skillful use of this technique, it is possible to form behind a specific person 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. Everyone who shares these views is 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 and responsive; if Komsomol members are called up to serve in the army, they are excellent in combat and political training. And informal youth - punks, hippies, etc. - not good youth. In this way, one group is pitted against another. Accordingly, different accents of perception are highlighted.

11. “Repetition of slogans” or “repetition of cliched phrases.”

The main condition for the effectiveness of using this technique is the correct slogan. A slogan is a short statement formulated in such a way as to attract attention and influence the imagination and feelings of the reader or listener. The slogan must be adapted to the mental characteristics 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. To the definition of G. Grachev and I. Melnik, we can add on our own that the brevity of the slogan allows information to freely penetrate 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 (mass, crowd) received such installations.

12. “Emotional adjustment.”

This technique can be defined as a way of creating a mood while simultaneously conveying certain information. Mood is induced among a group of people through various means (external environment, certain time of 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. This technique is most often used in theatrical performances, game and show programs, religious (cult) events, etc.

13. “Promotion through mediators”.

This technique is based on the fact that the process of perceiving significant information, certain values, views, ideas, and assessments has a two-stage nature. This means that effective information influence on a person is often carried out not through the media, but through people who are authoritative for him. This phenomenon is reflected in the two-stage communication flow model developed in the mid-50s in the USA by Paul Lazarsfeld. In the model he proposed, the highlighted 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 personnel, etc. can act as “opinion leaders.” In the practice of information and psychological influence of the media, this has led to the fact that information, propaganda and advertising messages have become more focused on individuals whose opinions are important to others. (i.e., product evaluations and promotions are carried out by “movie stars” and other popular individuals). The manipulative effect is enhanced by inclusion in entertainment programs, interviews, etc. direct or indirect assessments of such leaders of any ongoing events, which helps to exert the desired influence on the subconscious level of the human psyche.

14. “Imaginary choice”.

The essence of this technique is that listeners or readers are told several different points of view on a certain issue, but in such a way as to quietly present in the most favorable light the one that they want the audience to accept. To achieve this, several additional techniques are usually used: a) include so-called “two-sided messages” in propaganda materials, which contain arguments for and against a certain position. This “two-way message” is preempted by the opponent’s arguments; b) positive and negative elements are dosed. Those. in order for a positive assessment to look more believable, a little criticism must be added to the characteristics of the described point of view, and the effectiveness of a condemning position increases in the presence of elements of praise; c) selection of facts of strengthening or weakening of statements is carried out. The conclusions are not included in the text of the above messages. They must be done by those for whom the information is intended; d) comparative materials are used to enhance the importance, demonstrate trends and scale of events and phenomena. All factual data used are selected in such a way that the necessary conclusion is sufficiently obvious.

15. “Initiation of an information wave”.

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

Seventh block of manipulations.

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

1. Dosing of the initial information base.

Materials necessary for discussion are not provided to participants on time, or are provided 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 available information. 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 it creates additional opportunities for the use of psychological manipulation.

2. " Over-information."

Reverse option. The point is that too many projects, proposals, decisions, etc. are being prepared, the comparison of which during the discussion turns out to be impossible. Especially when a large volume 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 floor is first given to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the desired attitude is formed among the participants in the discussion, because changing the primary attitude requires more effort than its formation. In order to formulate the attitudes that manipulators need, 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 standards for assessing the behavior of discussion participants.

Some speakers are strictly limited in observing the regulations and rules 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 permitted statements: some people do not notice harsh statements about their opponents, others are reprimanded, etc. It is possible that the regulations are not specifically established, so that a more convenient line of behavior can be chosen along the way. In this case, either the opponents’ positions are smoothed out and “pulled” to the desired point of view, or, conversely, the differences in their positions are strengthened to the point of incompatible and mutually exclusive points of view, as well as the discussion is brought to the point of absurdity.

5. “Maneuvering” the discussion agenda.

In order to make the “necessary” question easier to pass, first they “let off steam” (initiate a surge of emotions among those gathered) on minor and insignificant issues, and then, when everyone is tired or under the impression of the previous skirmish, an issue is brought up that they want to discuss without increased criticism.

5. Managing the discussion process.

In public discussions, the floor is alternately given to the most aggressive representatives of opposition groups, who 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 the discussion becomes critical. In this way, discussion of a current topic can be stopped. Another way is to unexpectedly interrupt an unwanted speaker, or deliberately move on to another topic. This technique is often used during commercial negotiations, when, at a pre-agreed signal from the manager, the secretary brings in coffee, an “important” call is organized, etc.

6. Limitations in the discussion procedure.

When using this technique, proposals regarding the discussion procedure are ignored; unwanted facts, questions, arguments are avoided; The floor is not given to participants whose statements could lead to undesirable changes in the course of the discussion. Decisions made are strictly recorded; returning to them is not allowed, even when new data important for making final decisions arrives.

7. Abstracting.

A brief reformulation of questions, proposals, arguments, during which the emphasis shifts in the desired direction. At the same time, arbitrary summarization can be carried out, in which, in the process of summing up, the emphasis in the conclusions, presentation of the opponents’ positions, their views, and the results of the discussion changes in the desired direction. In addition, during interpersonal communication, you can increase your status with the help of a certain arrangement of furniture and resorting to a number of techniques. For example, place the visitor on a lower chair, have a lot of diplomas from the owner on the walls of the office, and demonstratively use the attributes of power and authority during discussions and negotiations.

8. Psychological tricks.

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

9. Irritating your opponent.

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

10. Self-praise.

This trick is an indirect method of belittling an opponent. It just doesn’t say directly “who you are,” but based on “who I am” and “who you are arguing with,” a corresponding conclusion follows. Expressions such as: “...I am the head of a large enterprise, region, industry, institution, etc.”, “...I had to solve major problems...”, “...before applying for this... you need to be a leader at least...", "...before discussing and criticizing... you need to gain experience in solving problems at least on a scale...", etc.

11. Using words, theories and terms unfamiliar to the opponent.

The trick succeeds if the opponent is embarrassed to ask again and pretends that he accepted these arguments and 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. Particular effectiveness from the use of slang that is 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 aggravated by the use of a fast pace of speech and many thoughts that change one another during the 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 consciously for a psychological impact on the object of manipulation.

12. " Buttering” arguments.

In this case, manipulators play on flattery, vanity, arrogance, and increased self-esteem of the object of manipulation. For example, he is bribed with the words that he “... as a perceptive and erudite person, 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 whose outcome is not sufficiently predictable.

13. Failure or avoidance of 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. Disruption of a discussion using provoking conflict is carried out by using a variety of techniques to infuriate the opponent, when the discussion turns into an ordinary squabble completely unrelated to the original topic. In addition, such tricks can be used as: interrupting, interrupting, raising the voice, demonstrative acts of behavior that show reluctance to listen and disrespect for the opponent. After their use, 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. The “stick arguments” technique.

It is used in two main varieties, differing in purpose. If the goal is to interrupt the discussion by psychologically suppressing the opponent, a reference is made 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 trying to do?!...”, 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 answer in accordance with his views for the same reasons . Such arguments may include judgments such as: “... this is a denial of the constitutionally enshrined institution of the presidency, the system of supreme bodies of legislative power, and an undermining of the constitutional foundations of the life of society...”. It can simultaneously be combined with an indirect form of labeling, for example, “...it is precisely such statements that contribute to provoking social conflicts...”, or “... such arguments were used by the Nazi leaders in their vocabulary...”, or “... You deliberately use facts that contribute to inciting nationalism, anti-Semitism...”, etc.

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 his supposed reasons and hidden motives for why he speaks and defends a certain point of view, rather than agreeing with the arguments of the opposite side. It can be intensified by the simultaneous use of “stick arguments” and “labeling”. For example: “...You say this while defending corporate interests...”, or “... the reason for your aggressive criticism and irreconcilable position is obvious - this is the desire to discredit progressive forces, the constructive opposition, to disrupt the democratization process... 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 hearts” takes the form of finding a motive that does not allow speaking in favor of the opposite side. This technique can be combined not only with “stick arguments”, but also with “greasing the argument.” For example: “...your decency, excessive modesty and false shame do not allow you to admit this obvious fact and thereby support this progressive initiative, on which depends the solution to the issue, eagerly and hopefully awaited by our voters...”, etc. .

16. Logical-psychological tricks.

Their name is due to the fact that, on the one hand, they can be built on violating the laws of logic, and on the other, on the contrary, 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,” it means he beat him before, and if the answer is “no,” then it means the object beats his father. There are many variants of such sophistry: “...Are you all writing denunciations?..”, “...Have you stopped drinking yet?..”, etc. Public accusations are especially effective, where the main thing is to get a short answer and not give the person the opportunity to explain himself. The most common logical-psychological tricks include the conscious uncertainty of the thesis put forward, or the answer to the question posed, when the thought is formulated vaguely, vaguely, 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 debates is very subjective due to the fact that the conclusion about the sufficient basis of the thesis being defended is made by the participants in the discussion. According to this law, valid and relevant arguments may be insufficient if they are of a private nature and do not provide grounds for final conclusions. In addition to formal logic, in the practice of information exchange there is the so-called. “psycho-logic” (theory of argumentation), the essence of which is that argumentation does not exist on its own, it is put forward by certain people in certain conditions and is also perceived by specific people who have (or do not have) certain knowledge, social status, personal qualities, etc. Therefore, a special case, elevated to the rank of a pattern, often passes if the manipulator, with the help of side effects, manages to influence the object of influence.

18. Changing emphasis in statements.

In these cases, what the opponent said regarding a particular case is refuted as a general pattern. The reverse trick is that general reasoning is contrasted with one or two facts, which in fact may be exceptions or atypical examples. Often during a 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 refutation.

In this case, the combination of a logical violation with a psychological factor is used in cases where, from the positions and arguments put forward by the opponent in his defense, they choose the most vulnerable one, break it down in a harsh manner and pretend that the remaining arguments do not even deserve attention. The trick fails if the opponent does not return to the topic.

20. Requirement for an unambiguous answer.

Using phrases like: “don’t evade..”, “tell me clearly, in front of everyone...”, “tell me straight...”, etc. - the object of manipulation is asked to give an unambiguous answer “yes” or “no” to a question that requires a detailed answer or when an unambiguous answer can lead to a misunderstanding of the essence of the problem. In an audience with a low educational level, such a ploy may be perceived as a manifestation of integrity, determination and directness.

21. Artificial displacement of the dispute.

In this case, having begun to discuss any position, the manipulator tries not to give arguments from which this position follows, but suggests immediately moving on to refuting it. In this way, the opportunity to criticize one’s own position is limited, and the dispute itself is shifted to the argumentation of the opposite side. If the opponent succumbs to this and begins to criticize the position put forward, citing various arguments, they try to argue around these arguments, looking for shortcomings in them, but without presenting their system of evidence for discussion.

22. “Multiple questions.”

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

Eighth block of manipulations.

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

1. First type. A person spends most of his time between the usual 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, the desire for security and peace, i.e. everything that is formed by verbal and emotional-figurative memory. For most men of the first type, the abstract mind, words and logic prevail, while for the majority of women of the first type, common sense, feelings and fantasies prevail. Manipulative influence should be aimed at the needs of such people.

2. Second type. Dominance of trance states.

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

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

Such people are controlled by verbal information, as well as principles, beliefs and attitudes developed during a conscious analysis of reality. The external reactions of people of the third type are determined by their education and upbringing, as well as by 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 backdrop of trust in you, and information must be presented strictly and balancedly, using strictly logical conclusions, supporting facts exclusively with 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.

For the most part, these are ill-mannered and uneducated people with an undeveloped left brain, often raised 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, and experience more pleasant pleasures. When manipulating such people, it is necessary to influence the psychophysiology of the right brain: the experiences and feelings they have previously experienced, hereditary character traits, behavioral stereotypes, the currently prevailing feelings, mood, fantasies and instincts. It is necessary to take into account that this category of people thinks mainly primitively: if you satisfy their instincts and feelings, they react positively, if you do not satisfy them, they react negatively.

5. Fifth type. People with an “expanded state of consciousness.”

These are those who managed to develop a highly spiritual person. In Japan, such people are called “enlightened”, in India - “Mahatmas”, in China - “perfectly wise Tao-people”, in Russia - “holy prophets and miracle workers”. The Arabs call such people “saint 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.

Mainly mentally ill people. Their behavior and reactions are unpredictable because they are abnormal. These people may perform some actions as a result of a morbid motive or while in captivity of some kind of hallucination. Many of this type of people become victims of totalitarian sects. Manipulations against such people must be carried out quickly and harshly, inducing fear in them, a feeling of unbearable pain, isolation and, if necessary, complete immobility and a special injection that deprives them of consciousness and activity.

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

Fear is one of the most powerful hypnogenic (hypnosis-generating) emotions that always arises in every person when there is a threat to his physical, social or other well-being. When experiencing fear, a person immediately falls into a narrowed, altered state of consciousness. The left brain with its ability for a reasonable, critical-analytical, verbal-logical perception of what is happening is inhibited, and the right brain with its emotions, imagination and instincts is activated.

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

Incredible facts

Before we begin, it is worth noting that none of the methods listed below fall under what can be called the “dark art of influencing” people. Anything that could harm a person or affect his dignity is not included here.

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

Psychological tricks

10. Ask for favors

Trick: Ask someone to do a favor for you (known as the Benjamin Franklin effect).

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

As a result, the man who didn't really want to even talk to Franklin became friends with him. In Franklin's words: "He who has once done you a good deed will be more disposed to do something good for you again than one to whom you yourself are indebted."

Scientists decided to test this theory, and eventually found that those people whom the researcher asked for a personal favor were much more favorable towards the specialist compared to other groups of people.

Influence on human behavior

9. Aim Higher

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

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

After that you come back with a request for a "lower rank" namely, what you really need from this person.

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

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

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

The influence of a name on a person

8. Say names

Trick: Use the person's name or title depending on the situation.

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

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

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

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

It’s very simple, if you want to get closer to a certain person, then call him “friend”, “comrade” more often. Or, when referring to someone you would like to work for, you can call him "boss." But keep in mind that sometimes this can backfire on you.

The influence of words on a person

7. Flatter

The trick: Flattery can get you where you need to go.

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

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

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

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

However, if you flatter someone whose self-esteem is suffering, there may be negative consequences. It is likely that he will treat you worse because it does not intersect with how he perceives himself.

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

Ways to influence people

6. Mirror other people's behavior

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

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

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

Researchers have studied mimicry and found that those who were copied had very favorable attitudes towards the person who copied them.

Experts also came to another, more interesting conclusion. They found that people who had role models had much more favorable attitudes toward people in general, even those who weren't involved in the study.

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

Psychology of influencing people

5. Take advantage of fatigue

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

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

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

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

Psychological influence on a person

4. Offer something that a person cannot refuse

The trick: start the conversation with something that the other person can't refuse, and you will achieve what you need.

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

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

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

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

Techniques for influencing people

3. Stay calm

The trick: you shouldn't correct a person when he's wrong.

In his famous book, Carnegie also emphasized that one should not tell people that they are wrong. This, as a rule, will lead to nothing, and you will simply fall out of favor with this person.

There is actually a way to show disagreement while still having a polite conversation, without telling anyone that they are wrong, but by striking the other person's ego to the core.

The method was invented by Ray Ransberger and Marshall Fritz. The idea is quite simple: instead of arguing, listen to what the person is saying and then try to understand how they feel and why.

You should then explain to the person the points you share with them and use that as a starting point to clarify your position. This will make him more sympathetic to you and he will be more likely to listen to what you have to say without losing face.

The influence of people on each other

2. Repeat the words of your interlocutor

The trick: paraphrase what the person says and repeat what they said.

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

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

Research has shown that when doctors use this technique, people open up more to them and their “collaboration” is more fruitful.

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

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

Methods of influencing people

1. Nod your head

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

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

This is understandable, because people often unconsciously imitate the behavior of another person, especially one with whom interaction will benefit them. So if you want to add weight to what you say, nod regularly while speaking.

The person you're talking to will have a hard time not nodding and will start to feel positive about the information you're presenting without even realizing it.

The basis of any business interaction is communication. Unlike personal communication, business communication is not an end in itself and, in addition to obtaining satisfaction from it itself, acts as one of the means of joint activity of people, its instrument. Effective use of business communication mechanisms can significantly improve the quality of interaction and achieve business success. But like any tool, communication can be used for different purposes. The use of communication techniques, the true purpose of which does not coincide with that declared to the communication partner and causes obvious or hidden damage to him, is called manipulation.

Manipulation as a way to exert a hidden psychological influence on an interlocutor in order to achieve beneficial behavior is constantly used in business. Various techniques and tricks allow you to conclude more profitable contracts and push your partner or client to the right decision. Let's consider the basic techniques of psychological manipulation in business communication, which are based on the use of the properties of the human psyche.

The most common method of manipulation is compliment - a slight exaggeration of the dignity that the addressee wishes to see in himself. The technique is based on a person’s natural desire to be positively assessed by others and allows you to create a positive atmosphere, win over the interlocutor, and, if necessary, weaken his criticism. The compliment must be short, non-banal and have a factual basis, that is, the emphasized dignity must really exist. When praise is straightforward or overly strong, the compliment turns into flattery, which may well cause negative feelings: hostility or resentment. A compliment is one of the most harmless methods of manipulation and is often used in negotiations as a way to “prepare” and relax a communication partner, so that he feels free and less critical of the words and actions of the manipulator.

Among the main manipulation techniques, the purpose of which is to directly force the interlocutor to make an erroneous decision that is unfavorable for his position, there are:

• "irritation of the interlocutor"- introducing him out of a state of psychological balance with ridicule, accusations, reproaches or irony, which makes him nervous and, as a result, make rash decisions;
• "stunned by the pace"- using a fast pace of speech, the requirement to make a decision “here and now” under the threat of losing a “unique opportunity” (for example, discounts, “last item in stock”, “special offer”, etc.);
• moving the discussion into the realm of speculation– transferring the polemic into the direction of denunciation in order to force the interlocutor to either justify himself or talk about something that has nothing to do with the essence of the matter, thereby wasting time and effort;
• reference to "higher interests" - a hint that the interlocutor’s position affects the interests of those whom it is extremely undesirable to upset (“Do you understand what you are encroaching on when you do not agree with this?”);
• "Carthage must be destroyed" - unsubstantiated repetition of the same thought so often that the interlocutor “gets used to it” and accepts it as obvious (method of the orator of the Roman Senate consul Cato the Elder);
• “understatement due to special motives” - a hint that full information cannot be announced due to certain “special motives” that cannot be communicated directly;
• "false shame" - using a false argument that the opponent will not argue with after statements such as “You, of course, know that science has established ...”, “You, of course, have read about ...”, “All business people know that ...”, fearing publicly acknowledge your own incompetence;
• “using unknown words in communication” - similar to the previous one, the technique is based on the opponent’s reluctance to admit that he is not familiar with this term;
• "demonstration of resentment"- avoiding responding to an unwanted argument or breaking up an argument with an image of resentment at the interlocutor’s behavior (“Who do you take us for here?”);
• "imaginary inattention" - loss of necessary documents, omission of arguments or dangerous arguments of the opponent;
• "imaginary misunderstanding" - repeating the interlocutor’s arguments “in your own words” with deliberate distortion of the information received (“In other words, you think...”);
• "many questions" - inclusion in one question of several questions that are not compatible with each other, followed by accusations of either “not understanding the essence of the problem” or of avoiding answering one of the questions asked;
• “What do you have against it?” - requiring the opponent to provide critical arguments followed by a discussion of his arguments instead of arguing the proposed thesis;
• “compulsion to an unambiguous answer” - pressure on the opponent in order to obtain a strictly unambiguous answer “yes or no”, and immediately (“Tell me straight..”);
• "rabulistics" - deliberate distortion of the meaning of an opponent’s statements, presenting them as funny and strange (“Your colleague has agreed to the point that...”);
• "reduction of fact to personal opinion" - reducing the opponent's fact-based argument to his personal position (“It's just your personal opinion”);
• "visible support" - imaginary support for the opponent’s arguments, aimed at reassuring him with agreement, diverting attention, and then presenting a powerful counterargument, creating the impression of very thorough familiarity with the thesis, which allows one to see its inconsistency (“Yes, but...”).

There are three main methods neutralization these and other methods of psychological manipulation in business communication.

1. "Over the ears." The method involves avoiding the discussion, avoiding direct questions, or changing the topic of conversation. You might drop something, be distracted by an imaginary phone call, or get a speck of dust in your eye. The purpose of the method is to gain time and dodge manipulation.
2. "Dot the dots"i". A direct statement that your opponent is trying to manipulate you, indicating his true motive. “Tell me directly what you want? For me to get angry and give up my demands?
3. Countermanipulation. The use of manipulation techniques to repel an opponent’s attack and force him to make a decision unfavorable for himself. This situation is fraught with a sharp aggravation of relations and the emergence of conflicts. In a situation of open confrontation, the one who is armed not only with knowledge, but also with the ability to put it into practice, will certainly win.