Interpersonal attraction. However, the logic of studying interpersonal perception forced social psychology to accept this problem, and at present there is a fairly large number of experimental works and theoretical generalizations in this field.

Ivanova E.V.

There is a very special mechanism in the structure of psychological influence that allows you to “magically” transform an interlocutor into a like-minded person, a casual buyer into a regular client, an outside observer into a desperate admirer, and a curious person into an ardent supporter of an idea. Humanity knows many examples when millions of people miraculously began to worship not because of fear and coercion, but because of a certain magnetism of the individual that gives rise to endless sympathy and love. This is the bright image of the “people’s” princess Diana, who was often called the “princess of hearts”, this is the endlessly charming first cosmonaut in the world Yuri Gagarin, these are great politicians: Indira Gandhi, Mikhail Gorbachev, Yulia Timoshenko, Vadim Rabinovich, and even such tyrants of humanity like Adolf Hitler, Joseph Stalin... What is this amazing mechanism for turning on “love and adoration”? What is the mechanism for turning it on and working?

This mechanism in psychological science is called “attraction”. Isn’t it true that the word “attraction” has been familiar and loved to us since childhood? It is this component that “ensures” not only the location and attraction of a person, but also the retention of his attention, interest and desire to interact. Attraction ensures the formation of a positive emotional attitude towards the perceived person: sympathy, friendship, love. Attraction (from lat. аttrahere- attract, attract) is a psychological concept that denotes the attractiveness of a partner in the process of perception. Attraction is the “attraction” of one person to another, the emergence of an attractive image.

In our opinion, one of the main components of the technology of psychological influence is attraction. As a result of the attraction process, a system of social attitudes is formed that regulate the relationship of the individual with his social microenvironment. Quite often it is already present in communication, and the initiator can only use it. In other cases, a state of attraction must be created. The presence of an attraction greatly facilitates the “hidden” control of an object, although it does not always appear explicitly.The basis of attraction is the human need for positive emotions. It is stimulated by many techniques: a subtle compliment, the ability to listen, a respectful attitude towards the object, “reflection” of the interlocutor, positive non-verbal manifestations, a comfortable location for the interlocutor, etc.

It is worth noting the special role of positive thinking. In other words, turn your face to the world, and the world will turn to face you. All this seemingly “magic” has a tangible biological basis. Mirror neurons, discovered in 1992 by the Italian neuroscientist Giacome Rizzolatti, are special brain cells responsible for the human body’s ability to absolutely accurately recognize the reaction of the interlocutor, his state and the emotions experienced at the moment of interaction. They are the ones who trigger the so-called mechanism of neurohumoral regulation - the production of appropriate hormones and psychophysiological reactions to every moment of a person’s communication with anyone.

It is they who trigger the mass yawning of bored people in one place, the rage of football fans, the delight of spectators in a theater hall, the panic state of frightened people infected with uncontrollable fear. This neurobiological mechanism of turning on charm, joy, and love ecstasy works in a similar way. It is skillfully used by professional PR people, salespeople and politicians. By generating and broadcasting their own state of self-confidence, in their exclusivity and “superiority”, Tymoshenko, Klitschko, Lyashko, Putin, Poroshenko, Lukashenko successfully “include” their electorate. It is sometimes difficult for their supporters to find rational arguments for honoring these politicians. In the same way, contemporaries of Stalin, Hitler, Lenin, Napoleon would not have found an explanation for their “love” for these persons. Only crushing victories on the political Olympus strengthened the righteousness of the deification of objects of popular adoration, the monsters of human history.

This children's song very accurately conveys the implementation of the biological mechanism of attraction. A number of studies by neuroscientists indicate the special role of mirror neurons.

A number of psychological phenomena can be attributed to attraction: sympathy, friendship, love, respect. It is under the influence of these phenomena that people are most inclined to listen to the opinions of those who give rise to these feelings and states. The secret is that they create a neurohumoral background in which the body is literally “high.” Happiness is just a chemical reaction of the body that occurs thanks to special hormones. The happiness hormones serotonin and endorphins are the main substances that influence our positive mood.

Sympathy, as a rule, arises either on the principle of identity (psychological similarity or unity) or on the principle of psychological complementarity (complementarity). It is not for nothing that popular wisdom says: “we understand each other at a glance”, “without a word”, “a fisherman sees a fisherman from afar”, “two boots in a pair”, etc. Psychological complementarity, although it requires large mental costs, forms more stable social systems: mutually beneficial partnerships, long-term friendships, successful marriages.

To the main “secrets” of attraction formation:

Smile. A sincere, open smile is perceived as a compliment. Friendly disposition gives rise to corresponding disposition.
Contact by name. A person is pleased to hear his name and patronymic in communication. The name was said respectfully - an important step in achieving attraction is the unconscious perception of one’s uniqueness, personal attention; in biological language this means an increase in status, which helps to increase the desire for interaction and promotes mutual understanding.
Make and maintain eye contact. Eyes are the mirror of the soul. An open, attentive look at the interlocutor is a kind of bridge for understanding each other. Visual contact is extremely important for attraction. Looking at the speaker, the listener, firstly, shows interest, and secondly, focuses on the message, checks and corrects the process of understanding. At the same time, it is a signal in the exchange of remarks, expresses the intimacy of communication and regulates distance. A glance is a powerful non-verbal means of transmitting information, expressing one’s attitude towards a communication partner, etc. By looking at a person kindly, we make it clear that we hear the answer and support feedback.

The ability to express empathy is one of the secrets of charm. If a person allows the reflections of other people to penetrate into himself, when he is not indifferent to their opinions and feelings, then this gives rise to sympathy. We have sympathy for those people who are capable of adequate reflection. At the same time, we evaluate, among other things, how congruent, that is, appropriate to the given situation, the facial expressions and body language of people seem to us. People who talk about a sad scene from a movie with a happy expression on their face arouse antipathy among outside observers, while people who are able to participate and whose body language matches the situation in which they find themselves arouse sympathy. The effect of sympathy is born only if the external manifestations of thoughts and state correspond to his actual internal mood.
External manifestation of feelings - postures and gestures. They play an important role in attraction. For example, an interlocutor who leans towards us is perceived as a more attentive listener. On the contrary, we feel a certain discomfort when the interlocutor leans back, and even more so when he sits lounging. Or “riding on a chair” - is perceived as dominant, “sitting on a horse.”
Touching. By touching, you can establish contact, attract attention, and express your attitude towards your interlocutor. Of course, touching is permissible in non-business, intimate communication. They often allow you to relieve tension between close people and confirm the degree of significance and value of your partner. Often handshakes and hugs as a greeting set an initially friendly atmosphere in communication; kisses and hugs indicate a certain intimacy between the people communicating.
Distance. Research conducted by E. Hull in the field of proxemics has shown that there is a direct connection between the process of communication and the location of the interlocutors in space relative to each other. The optimal distance between interlocutors depends on their individual traits and situational parameters. Increasing or decreasing the distance between communicating should be logical. Spatial proximity can be used to establish more trusting relationships. But this must be used extremely carefully so that it is not perceived as familiarity or an encroachment on the boundaries of personal space. It has been noticed that people who do not want to communicate for one reason or another tend to increase the distance in communication. So, in order to achieve equality in communication in the classroom, it is necessary to easily change the distance while moving around the room.“The ability to listen” - this attraction technique includes several sub-techniques of listening. The most important of them is the so-called active listening. It consists of trying to predict what the other person will say with his next phrase. The external manifestation of this is an external demonstration of interest in the interlocutor: tilting in his direction, nodding his head to confirm understanding of the message, hint words to the interlocutor when he is looking for the right word. This indicates interest in the listener, his attention and complete mutual understanding. The second technique is clarifying questions, which enliven listening, and the very process of formulating them binds us to listening. There is also a distinction between reflective and non-reflective listening. Non-reflective listening is the ability to listen carefully without interfering with your interlocutor’s speech with your comments. Non-reflective listening promotes attraction in situations where the interlocutor is eager to speak out; wants to discuss what worries him most; has difficulty expressing his worries and problems; is a person occupying a higher position. Reflective listening is characterized by active feedback. It allows you to more accurately understand your interlocutor, and without this, attraction is impossible. In addition, quickly achieved understanding contributes to attraction.There is also a very interesting, but most importantly effective way to achieve attraction - this is the implementation of D. Carnegie’s six rules, which allow people to like you.
1. Be genuinely interested in other people
2. Smile
3. Remember that a person's name is the sweetest and most important sound to him in any language
4. Be a good listener. Encourage others to talk about themselves
5. Talk about what interests your interlocutor
6. Make your interlocutor aware of his importance and do it sincerely
Thus, we came to the conclusion that attraction plays an important role in the process of psychological influence. Its presence significantly increases the effectiveness and attractiveness of the person acting as a whole, thereby ensuring its charisma. The absence of a positive emotional state in interaction inevitably causes communication difficulties. It should also be noted that the study of attraction and the main means of achieving it requires communicative competence, the skillful use of certain skills in visual psychodiagnostics of the object of influence, its psychological characteristics and states.
Literature:

Sustainable interaction between people can be caused by the emergence of mutual sympathy and attraction. Close relationships that provide friendly support and feeling (that is, we feel loved, approved, and encouraged by friends and loved ones) are associated with feelings of happiness. Studies have shown that close, positive relationships improve health and reduce the likelihood of premature death. “Friendship is the strongest antidote to all misfortunes,” said Seneca.

Factors that contribute to the formation of attraction (attachment, sympathy):
- physical attractiveness (men tend to love women for their appearance, but women also like attractive men. They like beauty);
- the phenomenon of “peers” (people tend to choose friends for themselves and especially marry those who are their peers not only in intellectual level, but also in attractiveness. Fromm wrote: “Often love is nothing more than a mutually beneficial exchange between two people in which the parties to the transaction get the most they can expect, taking into account their value in the personality market." In couples where attractiveness has varied, it is common for the less attractive to have a compensating quality. Men usually offer status and seek attractiveness, and women more often do the opposite, so young beauties often marry older men who occupy a high position in society);
- the more attractive a person is, the more likely it is to attribute positive personal qualities to him (this is a stereotype of physical attractiveness - what is beautiful is good; people unconsciously believe that, other things being equal, more beautiful people are happier, sexier, more sociable, smarter and luckier, although not more honest or more caring towards other people. More attractive people have more prestigious jobs and earn more);
- frequency of mutual social contacts, proximity - geographic proximity (most people enter into friendship and marriage with those who live in the same neighborhood, studied in the same class, work in the same company, i.e. with those who lived, studied, worked nearby ; closeness allows people to meet often, discover similarities in each other, and exchange signs of attention);
- the similarity of the psychoenergetic characteristics of two people (at an unconscious level) determines easier and more comfortable interaction between people, the emergence of a feeling of sympathy for each other on a psychological level;
- the “contrast effect” can have a negative impact on attraction - for example, to men who have just looked at magazine beauties, ordinary women and their wives seem less attractive, sexual satisfaction with their own partner decreases after pornographic films;
- “reinforcement effect” - when we find traits similar to us in someone, this makes the person more attractive to us (the more two people love each other, the more physically attractive they find each other and the less attractive everyone else seems to them people of the opposite sex);
- similarity of social origin, similarity of interests, views is important for establishing relationships (“We love those who are like us and do the same as we do,” Aristotle pointed out);
- and to continue relationships between people, complementarity and competence in an area close to our interests are necessary;
- we like those who like us;
- if a person's self-esteem has been wounded by some previous situation, then he will be more likely to like a new acquaintance who kindly pays attention to him (this helps explain why sometimes people fall so passionately in love after being previously rejected by another, thereby affecting their very self-esteem);
- rewarding theory of attractiveness: the theory according to which we like those people whose behavior is beneficial to us, or those with whom we associate events that are beneficial to us;
- the principle of mutually beneficial exchange or equal participation: what you and your partner receive from your relationship should be proportional to what each of you puts into it.

If two or more people have a lot in common, then a factor of intimacy is formed; if their connections improve, they do something nice for each other, sympathy is formed; if they see merit in each other, recognize the right for themselves and others to be who they are, sympathy is formed. respect factor. Forms of interaction such as friendship and love satisfy people's need for acceptance. Friendship and love are superficially similar to pastime, but there is always a clearly fixed partner for whom sympathy is felt. Friendship includes the factor of sympathy and respect; love differs from friendship by its enhanced sexual component, i.e. love = sexual attraction + sympathy + respect. In the case of falling in love, there is only a combination of sexual attraction and sympathy. These forms of interaction differ from all others in that they necessarily contain hidden Child-Child transactions expressing mutual recognition and sympathy. People can discuss any problems they want, even on a completely adult and serious level, nevertheless, in their every word and gesture the following will be visible: “I like you.” Some features are characteristic of all friendships and love attachments: mutual understanding, dedication, pleasure from being with a loved one, care, responsibility, intimate trust, self-disclosure (discovering innermost thoughts and experiences in front of another person).

Interpersonal attraction

This term has other meanings, see Attraction.

Interpersonal attraction(from lat. attractio- attraction, attraction) - the emergence when an individual perceives mutual attractiveness, understanding and acceptance of each other in interaction, when not only actions are coordinated, but also positive relationships are established.

Theories of attraction techniques are very diverse. Some of them provide primarily for its individual, internal prerequisites, others are based on the mechanisms of communication, others - on the stage of its development, and others - on the final result.

The study of interpersonal attraction is an important area of research in social psychology.

Factors forming attraction

Proximity effect

The proximity effect can be called a factor that helps shape attraction. In most cases, people form friendships while being in the same space and time. In other conditions this is very difficult to do. The exception is cases when people are connected by something in common, they have a deep internal connection and are simply forced to be at a distance from each other, while still being able to interact. The proximity effect implies that a person, first of all, pays attention to those people who are close to him for a large amount of time. He focuses on the opinion of the majority, strives to please and impress. This phenomenon becomes especially noticeable in large teams, where completely different people are forced to contact each other. Being in the same space contributes to the emotional development of personality. Sooner or later, people begin to get used to each other, communicate little by little and carefully. Being close to a person over time necessarily attracts you to him. This is how interpersonal attraction is formed.

Support and approval

Every person wants to be respected and accepted for who they are. To achieve this goal, many are even ready to make significant efforts, do something, and prove their own importance. The presence of support is a factor that contributes to the formation of interpersonal attraction. When someone supports a person, imbues him with sympathy and attention, a reciprocal feeling of attraction arises. At a minimum, we begin to feel gratitude, and at a maximum, we ourselves strive to be useful in relation to the one who showed us help. Approval works in a similar way. If someone praises us, then in the future we will begin to treat this person more favorably, show patience and participation. This is how the phenomenon of attraction works.

Mutual interest

Another factor contributing to the development of attraction is a feeling of curiosity towards the person who caused it. Mutual interest arising from something also contributes to the formation of interpersonal attraction. In fact, only in this case do people really begin to properly hear and understand each other. As long as there is no interest in another person, attention will be concentrated only on internal experiences. General helps to gain the favor of the person you like and establish contact.

Similarity of judgments

This factor can only be identified through communication. If there is some attraction on the part of people, they often discover that they have similar views on life. Common views, as a rule, help people make friends and endear themselves to each other. The greater the level of similarity found, the easier it becomes to understand the person. Accordingly, the formation of interpersonal attraction occurs very quickly. And on the contrary, the difference in life positions cannot attract. As a rule, it only pushes people away from each other. Sometimes people are able to intuitively understand how close or not the person who is nearby is. Without this factor, people would hardly be able to understand what they should pay attention to first and would not be able to build meaningful relationships.

Character

A person’s individual character also plays a significant role in the formation of attraction. This is a factor that simply cannot be ignored or ignored when trying to build relationships. People who have the same character will be able to understand each other much better than those who have completely opposite dispositions. A similar one promotes deep contact, awareness of the motives of the opponent’s actions, and quick attraction. This factor really helps people find the right person and build harmonious relationships with him. Sympathy that arose in the first minutes of meeting a person who has a similar character can subsequently develop into a strong friendship or become the beginning of the emergence of love.

Physical attractiveness

This factor is important in most cases. Even when people say that the appearance of their interlocutor is not important to them, they still pay attention to it. In fact, it cannot be otherwise. Attraction arises when we begin to experience pleasant feelings towards the interlocutor, and not the other way around. People avoid unpleasant personalities with dirty or torn clothes, and avoid those who are unkempt and have external defects. Physical attractiveness often leads to inexplicable attraction.

Thus, attraction is the attraction of one person to another, which arises for some significant reasons and circumstances. Attraction factors show on what basis people have the opportunity to make friends and get into each other’s inner world.

Attraction and psychological compatibility as a phenomenon of interpersonal relationships.

Attraction: definition, basic explanatory models, factors of occurrence. Attraction and psychological compatibility as a phenomenon of interpersonal relationships.

Response plan

Attraction.

Explanatory models.

Attraction as an attitude.
Balance theories.
Models of reinforcement.
Exchange theories.

Factors of origin.

External.
Internal.

Answer:

Attraction.

Attraction - attraction, disposition, mutual sympathy. Interpersonal attraction is the process of preferring some people over others, mutual attraction between people, mutual sympathy. This is, first of all, an emotion that has another person as its object. It can be considered as a special type of social attitude towards another person. Many studies have found a connection with “helping behavior.” Various levels of attraction are identified: sympathy, friendship, love. Attraction depends on the characteristics of communication, subject, object.

Explanatory models.

Research by J. Moreno and T. Newcomb.

Research into interpersonal attraction factors began in the 1930s. from analyzing the questions of who is attracted to whom and why. Moreno and Newcomb had a particular influence on the development of research.

The attention paid to this phenomenon has led to numerous and varied studies. Of particular interest were the questions of the emergence of attraction at the first acquaintance, in friendship and love. For various reasons, researchers had the illusion that the patterns identified in experiments with students were exclusively universal. The traditional stimulus-reactive orientation of research should also be noted. Numerous determinants of attraction identified in them, as a rule, act as incentives, which determines the construction of appropriate recommendations. The research euphoria inherent in that time in the discovery of general laws of human relationships was subsequently replaced by a period of pessimism, especially characteristic of the behavioral psychological tradition. To prove the usefulness of the work carried out by representatives of the behavioral tradition, it can be stated: without it, both the recording of the phenomenon of attraction and its extensive study, which created the necessary basis for subsequent in-depth analysis, would not have been possible.

Attraction as an attitude.

A new wave of research has formed on the crest of another brainchild of social psychologists - attitude. Attraction began to be viewed as an attitude aimed at a specific person and covering all three of its traditionally distinguished components: cognitive (ideas about a person), affective (feelings towards a person) and behavioral (tendencies towards certain behavior in relationships with a person). Moreover, as a rule, the interdependence of each of these components was emphasized.

Balance theories.

Theoretical constructions were dominated by the ideas of symmetry, balance and correspondence between them. For example, balance theory stated that people have positive attitudes towards those who show sympathy towards them, i.e. love their friends and hate their enemies. The theory of balance, along with all its advantages, had a significant drawback - the one-dimensional interpretation of such a connection with real life, one can imagine a universal action that leads, regardless of the context, the dynamics of relationships, to inevitable attraction.

Models of reinforcement.

In the 70s in the behavioral tradition, the reinforcement model developed by Lott began to be used to the phenomenon of interpersonal attraction and tries to accumulate the ideas of the theory of balance and exchange, according to which the decisive prerequisite for interpersonal attraction is the inclusion of reinforcements in relationships. If your actions are reinforced by other people, your attitude towards them is where attraction is formed. Another modification of the interpretation of interpersonal attraction learning theory is called the reinforcement-emotion model of Berne and Clore. In it, reinforcement is supplemented with an emotional component. The person makes associations with positive characteristics of other people and the environment.

The reinforcement-emotion model includes the following provisions:

People identify incentives of reward or punishment that affect them and strive to find the former and avoid the latter.

Positive feelings are associated with encouragement, while negative feelings are associated with punishment.

Stimuli are evaluated in terms of the feelings they evoke. The assessment is positive when positive feelings arise and negative when negative feelings arise.

Any neutral stimulus associated with positive reinforcement causes positive feelings and vice versa.

Accordingly, the evocation of sympathy or antipathy by specific people is associated with those feelings that are associated with them. Of course, the behavioral interpretation of the phenomenon of interpersonal attraction is too simplified, but, at the same time, fully consistent with the general stimulus-reactive methodological model. In addition, an analysis of the empirics of human relations shows the presence of a fairly strict relationship between encouragement and the nature of emotional relationships. In particular, almost all recommendations formulated by Dale Carnegie have a stimulus-reactive nature, obeying the formula “encourage others.”

Recently, the complexity of the phenomenon of interpersonal attraction, its dynamic and procedural nature has begun to be understood.

Exchange theories.

The only clearly established fact is that people prefer to build positive relationships with those who create opportunities for mutual encouragement. In many ways, these ideas are based on Homans' theory of social exchange. Describing interpersonal relationships using a conceptual apparatus borrowed from economics, Homans uses the cost/gain ratio, which is again deciphered through a rational analogy - a person weighs the possible costs of achieving a goal and the benefits received. If the costs pay off, the relationship is positive; if it exceeds the profit, the relationship becomes negative. Logically mutually beneficial relationships would seem to form the foundation of interpersonal attraction. But in real life, a person is not always rational in his feelings and actions and is not always like an accountant balancing relationships.

Along with Homans, the development of ideas of social exchange is associated with the developments of Thibault and Kelly, the authors of the theory of interdependence. According to the approach of Thibault and Kelly, to understand behavior it is necessary to recognize the structure of interpersonal relationships, since it is this (structure) that determines the possibilities and conditions for the influence of reward or punishment. In their logic, relationships between people are a series of acts of sale or business transactions. The leading strategy in this interpersonal “trade” is also the minimax strategy: if costs are less than costs, then the relationship is positive, if, on the contrary, it is negative. Of course, you can find enough examples of this kind of relationship. But at the same time, one can also find many actions that are “irrational” from this position, for example, altruism.

Another important concept in social exchange theory is the level of comparison of the individual. It acts as a kind of standard against which a person is oriented in his social relationships. The level of comparison is a product of a person’s previous history, various kinds of exchanges in relationships with other people. This provision captures the important idea of the relativity and dynamism of human standards, which are manifested, among other things, in the constant choice of hats “according to Senka.” This concept turns out to be useful in terms of finding an explanatory version of why in some cases some relationships are satisfactory, but in others they are not.

Another theory often invoked to explain interpersonal attraction is equality theory. It involves consideration of two types of situations:

Mutual exchange of resources (for example, marital relationships).

An exchange in which limited resources are distributed (for example, compensation for damage).

In both situations, equity theory posits that people strive for a fair distribution of resources based on everyone's contributions. According to Adams, equality between two individuals A and B occurs when the contribution and the received result A is equal to the input and the resulting result B. A person derives a specific proportion of what he should put into a given relationship and what he should teach as a result. This proportion correlates with the proportions of other participants in the relationship. If the proportions are equal, then the distribution of resources is considered fair and honest, and vice versa. Thus, a relationship is considered equal if all participants are proportional in their contributions and the resulting results of the relationship. This proportionality is usually defined as the rule of equitable distribution introduced by Homans.

The logic of the proposed theoretical structure is verified and justified in relation to the rational, devoid of emotional coloring and subjective interpretation of the system of relations. In real life, the process of deriving the proportion of fairness in the distribution of resources is associated with many difficulties, including the dynamics of assessing one’s own contribution, subjective expectations, attempts to “outplay” a partner, etc. This problem is partly solved with the help of distribution standards accepted in society and acting as social norms. Among them are usually distinguished:

Norms of equality, such as, as a rule, fair distribution.

Norms of social welfare, expressed in the rule of proportional distribution of resources in accordance with needs.

Equilibrium norms manifested in the rule of equal distribution.

These social norms may cause a certain association among the domestic reader with the recent past and related problems. Moreover, this theoretical construction of equality once again demonstrates the complex interweaving of various psychological factors, their procedural and dynamic nature. At the same time, the above analysis shows the complexity of the relationship between the static and dynamic components of human behavior. However, without identifying relatively stable factors, it becomes impossible to build any forecast and any stable empirical basis.

Factors of origin.

Among the factors that have the greatest influence on the process of interpersonal attraction, one can distinguish those external to the process of direct interpersonal interaction (not related to interaction) and internal, that is, those that arise in the process of interaction, or the actual interpersonal determinants of attraction.

External.

The degree to which a person expresses a need for affiliation. The need for affiliation (Henry Murray) is the need to create and maintain satisfactory relationships with other people, the desire to be liked, to attract attention, interest, to feel like a valuable and significant person. A person with a weakly expressed need for affiliation gives the impression of being unsociable and avoiding people. On the contrary, he constantly seeks contact with others, strives for people, tries to make himself noticed. In this case, it enhances the attractiveness of the other person, especially at the first stage of dating.

Emotional state of communication partners – if a good mood spreads to everything around, including the people around you. In a situation of threat, we strive to sympathize with other people. Various environmental factors influence.

Spatial proximity – the closer spatially people are to each other, the more likely they are to be mutually attractive. It also affects the duration of relationships (termination of relationships under the influence of spatial separation). People living nearby are in a similar environment and use similar social infrastructure. Robert Zajonc - repeated use of any stimulus increases the attractiveness of this stimulus for the perceiver (what is familiar is liked more).

Internal.

Physical attractiveness . 1 – beauty is a reinforcing stimulus (behavioral), 2 – more sociable due to the conditions of socialization, 3 – increases the level of attractiveness of your partner, 4 – halo effect. Success at the initial stage.

Demonstrated communication style : I like one style, not the other. Like: generous, magnanimous, enthusiastic, lively, sociable, decisive. Dislikes: narcissistic, arrogant, arrogant; dogmatic, constant tendency to disagree, contradictory to the interlocutor; two-faced, insincere.

Factor of similarity between communication partners - we like and are more likely to be liked by those people who are similar to us, and on the contrary, we do not like and are not liked by people who are different from us. It is based on the principle of cognitive correspondence (people have a strong need for coherence and consistency). Not always (one workplace). Several factors enhance the effect of similarity on attraction:

Number of issues on which people reach agreement

The importance and significance of certain views

Reciprocity

Expressions of personal attitude towards a partner during communication (support) – attraction arises in response to positive actions, dislike - to negative ones. Depends on how positive actions are interpreted (attribution). Messages are perceived as support:

Calling your partner by name

Compliments with slight exaggeration of positive qualities

Direct recognition (consent and direct communication about it)

Expressing positive feelings about what has been said

Expression of gratitude

Messages are perceived as a refusal of support:

Avoiding discussion

Impersonal offers

Interrupting a speaker

Contradiction between verbal and nonverbal content (incongruence).

R. Winch's theory of complementary needs (opposite people complement each other)

Attraction and psychological compatibility.

Interpersonal compatibility- this is the optimal combination of psychological characteristics of partners that contribute to the optimization of their communication and activities. “Harmonization”, “coherence”, “consolidation”, etc. are used as equivalent words. Interpersonal compatibility is based on the principles of similarity and complementarity. Its indicators are satisfaction with joint interaction and its result. The secondary result is the emergence of mutual sympathy. The opposite phenomenon of compatibility is incompatibility, and the feelings it evokes are antipathy. Interpersonal compatibility is considered as a state, process and result (Obozov, 1979). It develops within a spatiotemporal framework and specific conditions (normal, extreme, etc.), which influence its manifestation.

Attempts to classify various studies found in the scientific literature that to one degree or another relate to compatibility are still far from perfect, but some of them deserve at least a brief mention here.

We mean first of all the classification proposed by M. Shaw, according to which there are two types of interpersonal compatibility:

need compatibility- it is assumed that in some cases it is based on similarity in the need characteristics of partners, while in others we are talking about either the complementary nature of these characteristics, or about some more complex, combined combinations of them;

behavioral compatibility- it is assumed that certain personal properties of interaction partners determine typical behavioral models that can produce either compatibility or incompatibility between them.

W. Schutz's approach stimulated many developments in the field of interpersonal compatibility and, in relation to it, is still perhaps the most striking example of the empirical and applied implementation of scientific ideas. Another thing is how adequate this approach is to the essence of the phenomenon being studied. Among the works carried out within the framework of need compatibility, we will also mention the one put forward many years ago complementarity hypothesis R. Vinca. The hypothesis assumes that the compatibility of people is based on the principle of complementarity of their needs. According to R. Winch, a dyad is compatible if one of its members is inclined, for example, to dominate, lead, and the other is inclined to submit, accepting the role of a follower. The scientist conducted his research in married couples. However, later his ideas found application in working with many other types of dyads.

Another classification of research in the field of psychological compatibility was developed by N. N. and A. N. Obozov. They described the following three approaches to studying this phenomenon:

structural - in accordance with it, compatibility is considered as the similarity or difference in the individual personal characteristics of partners;

functional- compatibility is considered as a result of coordination of intragroup functions, or roles, of partners;

adaptive- in this case, we are talking not so much about compatibility itself, but about its consequences in the form of interpersonal relationships unfolding between partners.