How to influence the human psyche? Various methods of psychological influence on people. Psychological tricks: how to influence people

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

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

• Work on yourself. It's about getting yourself into the right state. For example, cultivating good mood and confidence, you can easily win sympathy in a team or attract the attention of the opposite sex.

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

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

mindfulness

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

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

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

Important: do not utter rash words, be focused on the conversation.

Internal state in progress influence on a person

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

Therefore, your task is to cultivate in yourself:

• Ease - nothing should disturb you or put pressure on you. (Discover, .
• - help yourself with any thoughts, but maintain this state.
• Concentration- all unnecessary thoughts need to be discarded, this is garbage that only gets in the way. Focus on communication and preparing for it.

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

Planning

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

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

Important: each word evokes certain associations and reactions.

Remember a sexy girl whose blouse emphasizes mouth-watering forms. In men, this causes only pleasant reactions - such a young lady in the men's team will always be happy. But in the women's room they can meet not in the best way, because in the subconscious mind the “light bulb of competition” immediately lights up. Therefore, carefully plan your words and actions if you want to effectively manage people. We talk more about how to work on yourself and what factors affect a man's sympathy in this one.

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

How to influence people?

The above recommendations are the base that should become your essence for life. Only after mastering them, move on to more sophisticated techniques. As you may have guessed, now we will look at some methods of managing people. It is conditionally possible to distinguish several types of influence on a person, in order to push him to a certain act that you need. Each method requires preparation in order for the solitaire to work out.

evoke sympathy, intimate attraction

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

Get close, create a sense of trust

You probably had episodes in your life when you started to communicate well with someone, found mutual language, felt closeness (friendly). Usually this does not last very long, but the fact itself is important. You appear common topics, secrets, views. This is the ideal state to render

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

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

The main thing in everything is to measure the price correctly, bend the stick and the magic will dissipate.

Step by step towards the goal

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

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

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

Use blackmail (fear) and a sense of duty

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

For many people, a sense of duty is of great importance and this factor should not be underestimated. It is quite possible that you had a situation in your life when you did not want to do something, but did it and vice versa ... because you felt that it was your duty. Children often use this method, you can try it too.

Press for pity

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

use pressure

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

So we have mastered some ways of managing people. Whatever method you choose, remember to always start small and very carefully, because many people around you are not dumber than you. And most importantly, know that The best way to achieve something from a person is to be sincere and not play with other people's feelings. After all, in the end, the main thing is always not the goal, but the path. Good luck!

Hidden psychological impact on a communication partner in order to achieve beneficial behavior from him is called manipulation. In communication with their own kind, without realizing it, people often use manipulative methods, especially when they want to achieve something from another person. Since the concept of "manipulation" is understood differently by everyone, let's consider what manipulation is.

As mentioned above, manipulation is a hidden psychological impact. In conclusion, I will say that the topic of manipulation in communication, of course, is not exhausted by this publication and will be continued. To illustrate the concept of manipulation, we will give an example. In this case, this is an example of manipulation on a person's need to look beautiful in the eyes of the object of sighing. You are sitting in a summer cafe with the girl you are courting and have small talk with her about life and love. And then a pretty teenage girl (or no less pretty grandmother) comes up to you with a bunch of flowers and offers you to buy them. What do you think - is this the usual slightly intrusive offer to buy or manipulation? Answer: manipulation. Why? Because there is a hidden calculation that it will be embarrassing for you to refuse to buy flowers for this girl (and for whom else!?) in front of the girl herself. After all, she will think that you feel sorry for her flowers, and you will feel like a miser and a fool for an hour. Therefore, it is often easier for a man to pay off his awkwardness and not spoil the evening. This is the calculation.

Thus, the difference between manipulation and other methods of influence lies in the fact that during manipulation, in addition to an explicit and open motive ( trade offer), there is a hidden motive, calculation, subtext (it will be embarrassing for him to look stingy).

An example of manipulation in trading. In a store, a customer chooses a product, hesitantly considering either cheaper or more expensive items.
Salesman:- This model is better, but it is probably too expensive for you.
Buyer:- Here I'll take it.

On the outside, the seller stated some truthful facts: high quality things and low financial opportunities of the buyer. The hidden meaning of this manipulation is the calculation of the desire of the buyer at least in front of the seller (and therefore, to some extent in front of himself) to look respectable. The buyer took expensive thing, stroking his pride and wiping (as it seems to him) the nose of the seller.

There are not only single one-time manipulative actions, but also whole long manipulative games. I will give an example of a manipulative game from the practice of policemen and investigators. Now you will have to imagine yourself being detained at the police station. Here one of effective ways to obtain evidence from the detainee (or money for freedom), is a game of "good and evil cop." First, the “evil” investigator talks to the detainee - speaking in a raised tone, he threatens and draws gloomy pictures of your further stay within the walls of law enforcement agencies. After you are pretty frightened, a “good” investigator intervenes in the case, who reproaches the “evil” for the intemperance, sympathizes with the detainee, and offers to solve the case in a good, kind way. Aggressive and friendly communication styles alternate several times until the detainee matures. What is the manipulative meaning of such a game? In the fact that you are led to the idea that it is better to accept the lesser of the evils, i.e. "good" policeman and make an alliance with him.

Such a manipulative game creates the feeling that you can get off with little blood, agreeing with a good and polite policeman, until the evil and cruel one is activated again. As a result, the detainee gives evidence or pays off. What is required of him. By the way, one policeman can combine both of these roles - the meaning of the game remains the same.

The benefits of manipulation can be not only material, but also psychological: increased attention significant people, the acquisition of higher authority and respect, etc.

For example, sparkling jokes about other people usually have just such a hidden meaning, hiding behind an external desire to simply amuse and entertain comrades. A person who makes jokes about others, as a rule, sees no other opportunity to gain authority in the company and uses such a method that has been knurled for himself. The fact that in doing so he offends others, reduces their authority, he either does not realize or neglects this insignificant fact. Thus, jokes about other people are also manipulative.

It begs the question. How to evaluate the phenomenon of manipulation: with a plus sign or with a minus sign? Is this good or bad? Use it in life or eradicate? An answer begs. If I manipulate, it's good; if I'm manipulated, it's bad. Joke. In fact, manipulation is neither good nor bad. In general, this phenomenon is neutral. At its core, manipulation is a tool that can be used for various purposes.

Depending on which hands it is in. Just like a knife can serve as both a tool for surgical operations and a murder weapon. If you are faced with manipulation, then to assess a specific situation, I suggest relying on two criteria.

First. What is the motive and desired result of the author of the manipulation? If this is not only a benefit to yourself, but also a desire for good for you, then this deserves, if not a positive assessment, then at least indulgence. For example, parents often manipulate their children by hook or by crook forcing them to go to bed on time, do exercises, go to school, etc. They do this not only for themselves, but also for the benefit of their child in the future, which is not yet able to appreciate this concern.

Second. It happens that the hidden motive of manipulation is not particularly hidden. And then the application object of this manipulation has a true choice, not an imposed one. The American writer and psychotherapist E. Berne gives the following example of a game of flirting: Cowboy: Would you like to see the stable? Girl: Ah, I love stables since childhood! Although we are talking about the stables (and we would talk about the theater), both understand inner meaning games. And the girl, choosing an excursion to the stable, guesses the content of this excursion. And since she has this understanding, and no one forced her to respond to flirting, it means that she consciously entered into this game, and, therefore, there is nothing bad here.

If you look closely, you and I live in a world of manipulations, and you should not be afraid of them, but you should be able to understand them well and turn knowledge about them to the benefit of yourself and other people. All this is also one of the halves of the game called "life" and this game can also be entertaining.

How can you neutralize the effect of manipulation, if your plans do not include "behaving" on it?

First. Understand, see, realize the hidden motive of communication in your partner. This is possible if you are attentive, have psychological experience and trust your intuition. By micro-movements of the eyes, minimal facial expressions, intonations of the voice, gestures and subtle movements of the body, a psychologically competent person can guess the presence of falsity in the actions and speech of a person. Simply put, whether he is lying or not. If you guess that maybe not everything is clean, then the next step is to understand what he really wants. To do this, put yourself in his place - what would you do, how would you behave, what ideas would you try to implement? The fact is that we are all very similar (no matter how much you want to believe in your own uniqueness) and what you come up with, most likely, he also came up with. "Scroll" the options and insight may visit you. I won’t say that getting into the mind of another person is so easy, but life in general is not an easy thing.

Second. If manipulation presupposes the presence of an ulterior motive and this is its main weapon, then the neutralization of the weapon will be lighting, clarifying the ulterior motive in your communication. Figuratively speaking, "highlighting with a lantern" deprives the manipulation of its hidden meaning. What makes her a manipulation. For example, if a person in public directs his humor at you, ridicules you or your values, and you guessed in whose eyes he wants to rise, you can calmly say to him: "I understand that you really want to seem witty in the eyes of Marina - we already appreciated your humor, it's great, thank you."

When the meaning is revealed - there is nothing to cover, the game loses its continuation and meaning. However, if you have guessed the content of the manipulative game that is being played with you, it is not necessary to immediately stop it. Indeed, in this case you have trump cards in your hands: the opponent does not yet know that you have already guessed the hidden meaning. You can use this trump card as hockey players use the numerical advantage.

Consider a real situation from real life. Surely you have ever been approached on the street by people with a "gift" from the company. Very cheerful, starting with the words "Hello!", they solemnly announce that in honor of the 500th anniversary of their generous company, you are getting a beautiful set for free in this bag, along with the bag itself. And they give it to you! A few more seconds of optimism and charm, and now you are already beginning to believe in this miracle. But it turns out that in order for you to finally take ownership of all the rich contents of this bag, you need a mere trifle. Pay for just one thing from this wealth. There are some miserable (compared to the contents) several hundred rubles. For those who have not guessed - then, of course, it turns out that the cost of the goods is much lower than this "pathetic" amount. But it will be later!

So here's one of mine scientist life comrade did the following trick. At the words “You are getting this as a gift,” he accepted the bag, but did not stand, as it should be according to the script, breathing excitedly, but with the words “Thank you!” briskly headed into the crowd on the way to the subway. After a couple of seconds that it took the swindler to come to his senses, it was already too late to catch up with the happy owner of the gift from the company. The most interesting thing is that there is nothing to condemn him for - a gift, rich firms have their own quirks and it is inconvenient and even impolite to refuse a gift ... Keyword here - "hidden". In manipulation, the external meaning of words, appeals or actions in relation to another person does not coincide with the internal meaning. The external meaning of words, as a rule, is innocent, not containing any infringement of the needs of another person, but the internal meaning carries the content that leads this person to what the author of the manipulation wants from him. It turns out that the person being manipulated does what his communication partner needs, as if choosing it himself. In fact, he was gently led to this choice, and this choice of his is not free and unconscious.

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In the last article I talked about some ways of manipulating or managing people, today I want to close the gap and introduce you to what psychology of influence on a person.

Psychological influence on a person occurs always and everywhere, but not everyone is familiar with how and what kind of influence on a person occurs. Therefore, I propose to consider and find out what is psychology of influence on a person..

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

Psychology of influence on a person

Psychological influence on a person can be intentional and unintentional (influence only from presence). The intentional psychology of influencing a person occurs for something, and for some reason (i.e., there is a goal), while the unintentional one happens only for some reason (i.e., it has only a reason, for example, charm).

Exist non-mandatory ways of psychological influence on a person(request, advice, persuasion, praise, support and consolation; and imperative influence (orders, demands, prohibitions and coercions. There is still disciplinary methods of influencing a person(warnings, reprimands and punishments); threats (intimidation); self-praise and self-edification; criticism; rumors and gossip.

Let us consider in more detail what non-imperative "psychology of influence on a person" is:

Request as a psychology of influence on a person used when they don't want to make an impact official or when someone needs help. In many cases, people (especially children and subordinates) are flattered that instead of an order, a demand, a senior in age or position uses a form of addressing them, in which some element of the supplicant's dependence on who he is addressing is manifested. This immediately changes the attitude of the subject to such an impact: in his mind, an understanding of his significance in the situation that has arisen may arise.
Request has a great psychological impact on a person if clothed
in clear and polite terms and accompanied by respect for his right to refuse if the request causes him any inconvenience.

Advice as a psychology of influence on a person. To offer someone something means to present this something for discussion as a known possibility (option) for solving a problem. Acceptance by the subject of the proposed depends on the degree of hopelessness of the situation in which he is, on the authority of the person who offers, on the attractiveness of the proposed, on the characteristics of the personality of the subject himself. So, in relation to the concept (types of human temperament), the following is noted: a choleric person will rather respond to a proposal with resistance, a sanguine person will show curiosity towards him, a melancholic person will respond with avoidance, and a phlegmatic person will refuse or delay time, since he needs to understand the proposal. (Test: Eysenck Personality Questionnaire)

Beliefs as a psychology of influence on a person. Persuasion is a method of influencing the consciousness of the individual through appeal to her own critical judgment. The basis of persuasion is the clarification of the essence of the phenomenon, cause-and-effect relationships and relationships, the allocation of social and personal significance of solving a particular issue.

Persuasion can be considered successful, i.e. psychological influence is obtained if a person becomes able to independently justify decision, evaluating its positive and negative sides. Persuasion appeals to analytical thinking, in which the power of logic, evidence prevails, and the persuasiveness of the arguments is achieved. Persuasion as a psychology of influence on a person should create in him a conviction that the other person is right and his own confidence in the correctness of the decision being made.

Praise as a psychology of influence on a person. One of the types of positive psychological influence on a person is praise, that is, an approving review of him, a high appreciation of his work or deed. Every person has a psychological need for praise.

Female feels the need for her work to be noted by others. Therefore, housewives and retired women often suffer from an unmet need for recognition, neglect of family members and underestimation of their work.

The male also likes to be praised for his work, but at the same time, if he is sure that he did the job well, then he will have a high opinion of himself even if his work is not recognized by others. Consequently, men are more independent in self-assessments from the opinions of others.

Support and consolation as a psychology of influence on a person.

Words of encouragement can convince, encourage, inspire, soothe, comfort, or amuse. Supporting doesn't mean making false claims or telling people what they want to hear. When words of encouragement don't line up with facts, they can trigger destructive behavior.

To comfort means to help a person perceive himself and his situation more positively. Consolation is associated with an empathic (sympathetic) response to the failure or grief of the interlocutor and shows that he is understood, sympathized with him and accepted.
Consoling, support the interlocutor, calm him down.

Suggestion (suggestion) as a psychology of influence on a person.
Suggestion is understood as the psychological influence of one person (inspirer) on another (suggested), carried out with the help of speech and non-verbal means of communication and characterized by reduced argumentation on the part of the suggestor and low criticality in the perception of the transmitted content on the part of the suggested.
When suggesting, the one who is inspired believes in the arguments of the person who inspires, expressed even without evidence. In this case, he focuses not so much on the content of the suggestion as on its form and source, that is, on the suggester. The suggestion accepted by the person who is being suggested becomes his internal setting, which directs and stimulates his activity in the formation of intention.
There are three forms of suggestion: strong persuasion, pressure, and emotional-volitional influence.

Now consider what is the imperative psychology of influence on a person:

Order, demand and prohibition as the psychology of influence on a person.
Order- psychological influence on a person in the form of an official order of the one who is invested with power.
Requirement- this is a psychological influence on a person expressed in a decisive, categorical form in the form of a request for what should be done, for which the requester has the right.
Ban- a form of psychological influence on a person, in which a person is not allowed to do or use anything.
These forms of psychological influence on a person can be used in cases where one person has the right to control the behavior of another (others).

At the same time, it should be taken into account that these forms of influence are psychologically perceived by the subject as a manifestation of his power to others, as coercion, and even in some cases - as violence against his personality. Naturally, this leads to internal resistance put forward requirements and prohibitions, since a person does not want to be an obedient toy in the hands of another. He wants the requirements to have a certain significance for him, to meet his needs, attitudes, moral principles.
This negative reaction can be removed by careful argumentation of the demand put forward.

Coercion as a psychology of influence on a person.
Coercion, as a psychological influence on a person, is usually used in cases where other forms of influence on the motivation and behavior of the subject are ineffective or when there is no time to use them. This way of influencing a person is expressed in a direct requirement to agree with the proposed opinion or decision, to accept a ready-made standard of behavior, etc. if the subject disagrees with this.

The positive side of the psychological influence on a person in the form of coercion is that it can contribute to the removal conflict situation on a given period of time and the performance by the subject of the necessary actions. In addition, this is one of the ways to cultivate a sense of duty. “A person who does not know how to force himself to do what he does not want will never achieve what he wants,” wrote K. D. Ushinsky.

Psychology of influence on a person in the form of disciplinary measures of influence.

Warning as an influence on a person, is the mildest disciplinary action. Speaking in bureaucratic language, this is “putting it in sight”. It means that next time the impact will be more severe.

Reprimand as an influence on a person, which is exactly what it is. It is drawn up by order of the head, entered into a personal file and is the basis for the dismissal of the employee.

Punishment as an influence on a person, involves depriving a person of something significant for him (if this is a child - deprivation of a walk, watching a movie, etc.; an employee - deprivation of bonuses, vacation summer time etc.; soldier - layoffs on weekends, etc .; the highest penalty is imprisonment).

The psychological impact on a person in the form of disciplinary measures is determined by the severity of the offense, taking into account the age of the offender, the scale of his deed and other factors.

Threat (intimidation) as a psychology of influence on a person.

Threats are another way of psychological influence on a person. A threat is a promise to cause a person trouble, evil. It is used to cause anxiety or fear in a person: an alarmed, and even more frightened, person is easily
subject to other people's influence.

As a factor of psychological influence on a person, intimidation is most common in such social relationships, the rupture of which is difficult or impossible (army, family, educational establishments, prison).

“Innocent” blackmail is also used to psychologically influence a person (friendly hints at mistakes, mistakes made by a person in the past; playful mention of “old sins” or personal secrets of a person).

Self-praise and self-edification as a psychology of influence on a person.

In order to influence other people through their authority, some people resort to self-praise. Sometimes this leads to the desired effect: people begin to treat such a person with more respect. However, more often than not, the “self-promoter” achieves the opposite effect. Having "seen" him, people begin to perceive him as an empty, importunate, narrow-minded and narcissistic bouncer or as a person with low self-esteem. Therefore, this method of influencing others must be approached with caution.

self-edification aims to make others feel guilty. To do this, a person sets himself as an example: “I am at your age ...” - parents say to their children, pointing to their achievements. A person representing himself as a role model seeks to emphasize his exemplary, exemplary
thoughts and actions, so that the interlocutor, against his background, realizes his own worthlessness and guilt for it. The calculation here is that it is unpleasant for a person to feel guilty, he seeks to get rid of this experience, wants to “make amends” and therefore becomes easily manageable.

Criticism as a psychology of influence on a person.

People are very sensitive to the slightest hint of criticism. This happens because, in general, negative information turns out to be more significant for people than positive information, since, being less common, it attracts more attention to itself.

Rumors and gossip as the psychology of influence on a person.

Rumors- this is a specific type of informal interpersonal communication, this is a message (coming from one or more persons) about some events that are not officially confirmed, orally transmitted in a mass of people from one person to another.
Rumors are a means of psychological influence on changing opinions, attitudes, moods, and behavior. Rumors can be used to strengthen the authority of their distributors, cause people to distrust each other, and generate doubts. different kind.
Contribute to the spread of rumors lack of information, subjective ambiguity of events. They either arise spontaneously, or are fabricated and distributed purposefully.

Gossip are rumors based on inaccurate or deliberately false information about someone. The purpose of gossip is to sow distrust, anger, envy towards this or that person. As a rule, gossip spreads in time and space very quickly if not stopped in time. Gossip is characterized by a combination of lies and truth, and there were fables. This makes her at first timid, weak, but then she grows non-stop, acquiring new conjectures.
The only defense against gossip is its public refutation and the discovery of its inconsistency.

So this article on the psychology of influencing a person has ended, I hope you found something important for yourself in it?

I wish you all good luck!

1. Ask for a favor

We are talking about an effect known as the Benjamin Franklin effect. Once Franklin needed to win the favor of a man who did not like him very much. Then Franklin politely asked the man to lend him a rare book and, having received what he wanted, thanked him even more politely. Previously, this man avoided even talking to him, but after this incident, they became friends.

This story is repeated over and over again. The bottom line is that someone who once did you a favor is more willing to do it again compared to the person who owes you something. The explanation is simple - a person decides that since you ask him for something, then, if necessary, respond to his request, so he must do the same as you.

2. Demand more

This technique is called the "door to the forehead." You need to ask a person to do more than you in fact want to get from him. You can also ask to do something ridiculous. Most likely he will refuse. Soon after, boldly ask for what you wanted from the very beginning - the person will feel uncomfortable because they refused you the first time, and if you now ask for something reasonable, will feel obligated to help.

3. Call the person by their first name

The famous American psychologist Dale Carnegie believes that calling a person by name is incredibly important. Given name for any person - this is the most pleasant combination of sounds. It is an essential part of life, therefore its pronunciation, as it were, confirms for a person the fact of his own existence. And this, in turn, makes you feel positive emotions in relation to the one who pronounces the name.

The same applies to the use of the title, social status or the form itself. If you behave in a certain way, then you will be treated that way. For example, if you call a person your friend, he will soon feel friendly feelings towards you. And if you want to work for someone, call him the boss.

4. Flatter

At first glance, the tactics are obvious, but there are some caveats. If your flattery doesn't seem sincere, it will do more harm than good. Researchers have found that people tend to seek cognitive balance by making sure their thoughts and feelings always align. So if you flatter people with high self-esteem and the flattery sounds sincere, they will like you because it confirms their own thoughts. But flattering people with low self-esteem can lead to negative feelings because your words contradict their opinion of themselves. Of course, this does not mean that such people should be humiliated - this way you will definitely not win their sympathy.

5. Reflect

Reflection is also known as mimicry. Many people use this method naturally, without even thinking about what they are doing: they automatically copy someone else's behavior, manner of speech and even gestures. But this technique can be used quite consciously.

People tend to treat better those who are like them. No less curious is the fact that if during a recent conversation someone “reflected” a person’s behavior, then this person will be more pleasant to communicate with other people for some time, even if they had nothing to do with that conversation. The reason, most likely, is the same as in the case of addressing by name - the behavior of the interlocutor confirms the very fact of the existence of the individual.

6. Take advantage of your opponent's fatigue

When a person gets tired, he becomes more receptive to other people's words, whether it be a request or a statement. The reason is that fatigue affects not only the body, but also reduces the level of mental energy. When you ask a tired person for a favor, you will probably get a response like “OK, I’ll do it tomorrow” - because at the moment the person doesn’t want to solve any more problems. But the next day, a person, most likely, will fulfill the promise - people, as a rule, try to keep their word, because otherwise they get psychological discomfort.

7. Offer something you'd be embarrassed to refuse.

This is the reverse of point number two. Instead of making a big request right away, try starting small. If a person helped you with something insignificant, he will be more willing to fulfill a more important request.

Scientists have tested this method in relation to marketing. They started campaigning for people to express support for the environment and conservation rainforest. Pretty easy request, right? When people fulfilled the required, they were asked to buy food - all the proceeds will be directed to the conservation of these same forests, of course. Most people have done that too.

However, be careful: do not ask for one thing first, and then immediately completely different. It is much more effective to wait a day or two.

8. Learn to listen

Telling someone that they are wrong is not the best way to win over a person. The effect is likely to be the opposite. There is another way to express disagreement and not make an enemy. For example, listen to what your interlocutor says, and try to understand how he feels and why. Then you will find something in common in your seemingly opposite opinions and you can use this to explain your position. Express your consent first - so the person will be more attentive to your subsequent words.

9. Repeat after the interlocutor

One of the most effective ways to win over a person and show that you really understand him is to rephrase that what he says. Say the same thing in your own words. This technique is also known as reflective listening. This is what psychotherapists often do - people tell them more about themselves, and an almost friendly relationship is built between the doctor and the patient.

This technique is easy to use when talking with friends. Formulate the phrase they just said as a question - this way you show that you listened carefully and understood the person, and he will be more comfortable with you. He will also listen to you more because you have already made it clear that he is for you.
not indifferent.

10. Nod

When people nod while listening to something, it usually means that they agree with the speaker. And it is natural for a person to assume that when someone nods when talking to him, this also means agreement. This is the same effect of mimicry. So nod throughout the conversation with a person - later this will help you convince the interlocutor that you are right.

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

When interaction occurs between individuals, no matter at what level, it includes a certain impact on each other through persuasion, imitation, suggestion or infection. Moreover, the latter method is the most common and has been used since ancient times.

Infection as a hidden influence on others.

What are the main methods of psychological influence on a person through infection? Their actions are directed, first of all, to the emotional, unconscious sphere of perception of the individual. Examples of infection are laughter, which others begin to support unconsciously, panic, negative emotions that provokes one person, and the majority subsequently picks up. Thus, there is a transfer of mental and emotional moods from one person to another. How strong the influence will be depends on the emotional mood of the individual, which is the source of infection. In order to influence a large number of people, you need a significant advantage in the crowd of susceptible individuals. This stimulates the ability of the source to feel oneness with a group of individuals, given its own high level emotional sensations.

Suggestion as a hidden influence on others.

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

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

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

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

Suggestion can be carried out in three main forms:

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

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

Elements of emotional suggestion.

In order to influence a person, to inspire him that the information provided is really correct, it is necessary first of all to influence his emotions. For example, in order to show a person the essence of the concepts that you are trying to instill in him, you must use compelling arguments. The task of emotional suggestion- present information in such a way that the opponent has no doubts that you are right, arguing this with visualization, giving examples or other available methods.

Elements of behavioral suggestion.

Impact on the subconscious of the individual through the use various forms the behavior of the suggester. Suppose a person falls into a group of people where there is a stir around one event or fact. After some time, he himself will be carried away by the object of interest of others, supporting the rush behavior.

Elements of intellectual suggestion.

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

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

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

In order to have a psychological impact on people through suggestion, it is necessary to minimize the critical perception of the information provided. This can be done through the technique of witnessing. To do this, you should resort to quotes from successful people, give examples from the life experience of a professional and celebrities that can stimulate both a positive effect and a negative one. The choice of the direction of emotional perception depends on what the person wants to achieve by suggesting information. Some experts advise using psychological influence techniques based on a person’s subconscious desire to conform to the majority. For this, it is given public opinion as a stimulator of positive perception of information.

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

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

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

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

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

Group 3. Managing the psychophysical state with the help of suggestion based on words and reasoned arguments.

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

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

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

A person who is in a hypnotic state does not control behavior with his brain, which stimulates a loss of control over his behavior, perception of the situation and a critical understanding of his own actions. By hypnotizing an individual, they can suggest to him that his senses are keenly perceiving external factors exposure, or, conversely, the susceptibility is underestimated. For example, an ordinary rustle may seem like a roar to a person, and the strongest noise can be felt as a light whisper. hypnotic state can stimulate paralysis of the voice, legs or arms, but at the same time it allows you to control the processes of memory and thinking of a person, directing them to restore certain moments in memory or exclude them from memories. Features of the psychological impact with the help of hypnosis are that a person can tell secret information, do something that, without wanting to, or play certain suggested roles in such a state.

This often becomes the reason for the use of hypnosis, for the implementation of deception, obtaining classified information or extortion of material resources from a person. Hypnosis can make dramatic changes in the psyche, behavioral and emotional characteristics of the individual.

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

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

How to influence people through persuasion.

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

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

That is why most serious and important business meetings take place in a relaxed, calm atmosphere. But it will still be much harder to convince a person who has a complex character, is in a negative mood, or her intellect is at a low stage of development. Before proceeding with the persuasion of an individual, it is necessary to analyze his personal characteristics and select the most suitable methods psychological impact. So, what should be a convincing opponent and his arguments:

It is necessary to take into account the individual characteristics of the opponent in a conversation in order to influence his subconscious;
Speech must be built consistently, using logical arguments, evidence base, using examples and generalizations;
In the process of persuasion, one must rely on those facts that the opponent knows about;
In order for a conviction to really have an effect on a person, one must also be completely convinced of one's own rightness. If the persuader himself will present information, doubting, keeping silent or not having enough arguments, he is unlikely to be able to achieve a result.

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

In order to decide for himself how to relate to the source of information and to the information itself, a person first compares the proposed data with his own idea of ​​\u200b\u200bthe object of persuasion. If there are doubts about the truthfulness, reliability or concealment of facts, then the methods of psychological influence will not have the desired effect, since the level of trust will be at a low level;

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

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

Beliefs are always based on logic, confirmed by the authority, status and recognition of the speaker. These methods of psychological influence on people act more effectively on a group of listeners than during a conversation with one person. Thus, one should logically substantiate one's correctness using other thoughts and opinions. All proofs include theses, an argument and a demonstration part.

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

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

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

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

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

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

The use of imitation when influencing a person.

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

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

Conscious imitation is:

positive emotional attitude to the person whom the object imitates: he causes admiration, respect, the desire to be like;
Lack of a proper level of awareness about a specific issue, in contrast to the object of imitation;
Positive traits the one whom a person imitates: charisma, beauty, charm, etc.;
A subconscious craving to have as much resemblance as possible to a person taken as an idol or ideal.

unconscious imitation.

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

Karolina Emelyanova