Do you want to learn how to manipulate people? Then this article is for you! Popular techniques for manipulation are collected here. Read and analyze!

Due to numerous requests from people, today I want to reveal a very sensitive and terribly interesting topic: How to manipulate people?

I hope everyone knows this saying: “He who does not know how to lie will not be able to recognize a lie!”

This also applies to manipulation of people.

Ibid. manipulating people you can watch around and around!

Manipulation- This is a certain technique that can be used to influence a person.

The result of manipulation: a person changes his opinion, changes his behavior or performs the desired actions of the manipulator.

How to manipulate people? Basic manipulation techniques:

I want to say right away that I initially did not set myself the goal of teaching you manipulation skills!

First of all, I set myself the task, with the help of this article, to teach my readers to recognize manipulative people in 5 seconds and protect themselves from their insidious influence!

But after thinking and comprehending everything a little, I came to the following conclusion: in order to recognize manipulating people, you need to initially try these manipulation techniques on people yourself!

I hope that I have set noble goals for myself - to help you understand manipulation using examples, in order to protect yourself from it in the future.

In general, it is worth learning manipulation and knowing all its subtleties, since without this technique today you simply cannot survive in the modern world!

Especially when it comes to business!

Technique #1: Love Manipulation

There are 3 love schemes:

• one person loves, and one person does not love;
• both love;
• both don't like

The first scheme itself is very effective and can be found all the time!

A manipulative person is one who is loved!

What is most interesting is that the one who loves very often understands that he is under the influence of manipulation, but does nothing, since feelings become above all else.

Second scheme: “Do you really love me? Then go and do it..."

No comments, I hope everything is clear to everyone here!

The third scheme, in meaning, slightly overlaps with the first.

For example: find a rich Pinocchio and try to make him fall in love with you, and then freely act according to scheme No. 1. This partially includes girls who go to expensive clubs for hunting! 😉

1. How to manipulate people? Technique No. 2: Connecting to pity

   
   Remember: losers love to be pitied!

   When we feel sorry for a loser (by nature these are weak people) – we can easily twist ropes from him later!

   Always be careful with those who try to pity you.

   This, of course, does not apply to everyone, but still!

   For example, we feel sorry for our work colleague:

   “What have you done? It's okay, calm down! No matter what happens, we are all human and can make mistakes! There are no perfect people! Come here, I’ll hug you!”

   With such words, we gain the trust of our colleague, and then a little later we begin to spin it into what we need!

2. Manipulation of people. Technique #3: Lying

   This is probably the most common technique among all of us!

   How can we make a person believe in something?

   Well, of course, you don’t have to go far, you can just deceive him!

   For example: “Mommy, they took 300 rubles out of my pocket that you gave me today.”

   And what do you think your mother will do after these words?

   Well, of course, he will give his beloved child those same 300 rubles.

   As a result, by deception, the child fooled his mother around her finger.

Technique #4: Frequent Repetition


Also very popular manipulating people.

Everyone probably knows this saying: “Call someone a pig many times and soon he will grunt!”

Let’s not go far, let’s take our favorite “box” (TV) as an example, and there they show advertising:

“Buy a phone at Allo - and you will become a WOW person!”

And they play it 1000 times a day!

And what happens in the end?

One day your phone breaks down and you need to buy a new one.

You go shopping looking for a phone and then BANG, you suddenly remember that the coolest and most reliable phones are offered in the Allo store.

This is of course funny, but the fact remains a fact.

Or here’s another real-life example:

“Do well in school so you can go to college. Then study diligently at the institute so that you get a good job. And you will be happy all your life because you have a job!”

This is how children are raised in the average family from childhood. This is the norm.

And because of this norm, families are called average.

And then it turns out that your child cannot take a step to the left or a step to the right, because he is afraid to move away from the imposed parental norm.

Your child simply does not see other ways, and if he notices them, he does not pay any attention.

3. Manipulating people. Technique No. 5: Take care

   
   Has anyone encountered the following situation?

   “I washed the dishes for my wife and vacuumed. Let my beloved rest - she has a legal day off today! Then I’ll hug her, kiss her and whisper in her ear: “Kitten, today I’m going to the sauna with my employees, I’ll also relax, otherwise I’ve been exhausted all day!”

   Remember, if out of the blue they start taking careful care of you, pay attention to it!

   Most likely they are trying to manipulate.

   “We are the most reliable company! We care about you and people come first for us!”

   And between the lines you can see the following:

   “Buy, “our dears,” buy more! It’s not in vain that we try and spend so much money on advertising just to lure you in!”

4. How to manipulate people? Technique No. 6: Seduce and tempt

   I am sure that every person has succumbed to temptation.

   Is not it?

   Let me give you a real-life example:

   “Let’s say you set yourself a task from the very morning; as soon as you get home from work, you will definitely clean and tidy the kitchen. And now the working day is over, you return home with the thought of “getting busy in the kitchen” and then... your friend calls:

   “Hello dear, let’s go to a restaurant with you today and drink wine... I have so many things to tell you...”

   And then you begin to make excuses: “Oh, Lenochka, I’m sorry, but let’s see you next time... I need to do a lot of things around the house today, especially since I’ve been wanting to go to bed early for a long time - I want to get some sleep!”

   ...and then my friend says with a smile:

   “Well, calm down! I'll treat you, especially since I've already booked a table and in 10 minutes I'll be at your door! Change your clothes and come out quickly!”

   Did you fall for the trick? That's it...that's what I'm talking about!

   You’ll immediately think that nothing will happen to the kitchen - it’ll sit for another week or two, and then you’ll get some sleep - oh well... I’ll get some sleep when I’m old! 🙂

   Also, people are very strongly influenced by the slogans of tempting promotions that work 101%: “Only today, 60% discounts on any product!

   You won't find anything like this anywhere else!

   Don't waste your chance!"

Technique No. 7: Blackmail


Here is another working method manipulation of people, which is used quite often!

A simple everyday example where parents blackmail their children:

“Until you finish the porridge, you won’t get a kinder surprise!” Sound familiar? 🙂

And here is another stupid case example (although it occurs quite often):

The girl says to the guy: “When you buy me that ring with a diamond, then I’m yours... but I’m sorry, but no!”

Technique #8: Annoyance, Crazy


This is one of the complex techniques how can you manipulate people!

Its essence is to unbalance a person for a specific purpose.

It is clear that an angry person has very little control over his emotions and can say God knows what without thinking with his head!

Notice one important nuance: when you are calmed down after anger, at that moment you are much easier to manipulate.

The scheme is very simple: We enrage a certain person into aggression, and when we reach a certain point of irritation, we skillfully stop!

And then we begin to calm the poor thing down.

And when we calm our object, we gradually, slowly begin to offer our own version of a solution to this or that problem.

In most cases, this method works Hurray!

Technique #9: Flattery

This method is suitable for manipulation of people who have high self-esteem - just what you need!

But there is a noticeable disadvantage - even a “blind” person can recognize flattery!

Technique No. 10: Taking advantage of people's fears

The purpose of this manipulating people- touch a certain fear of a specific person and put pressure on him. When a person is afraid, he again loses control over himself and acts only with emotions.

For example, in a business situation:

We can convince a person that today or tomorrow he will become bankrupt and to prevent this from happening, it’s better to join his friend’s developing business!

Technique #11: Addressing Guilt

Most often, this manipulation is used by adults when raising children.

Let's say a child is punished and put in a corner in front of everyone - there is a high probability that he will not repeat this act again, since it is very shameful to stand in front of everyone.

A person who feels shame is the easiest to manipulate!

Be sure to watch the video about

how to manipulate people in communication!

Huh... I only finished the first part of this article (I worked diligently all day)!

I will write part 2 soon, how to manipulate people with all life examples and instructions for use.

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We encounter manipulations in communication every day: at work, in the family, when communicating with friends or strangers. Should we be afraid of such psychological effects? How to protect yourself from manipulation?

Definition of the concept

Manipulation can be called one of the most common types of communication. It is necessary for the psychological impact on a person. Manipulation in communication is a method of management, the ability to control the behavior and feelings of an individual.

The process itself consists of a subject (manipulator) and an object (the recipient of its influence). Moreover, the latter is not informed about the psychological intervention being carried out on his personality. Therefore, such influence on people (or a group) often has a dismissive or condescending connotation.

Psychological manipulations in communication can be found at different levels: in personal discussions, in the family, in the team. They can be used both for creative purposes and to demoralize a person. The goal that the manipulator seeks to achieve plays a big role in this. The techniques with which he intends to influence are also important.

Types of manipulations in communication

Types of influence are based on using the strength of the manipulator and playing on the weaknesses of the object. The latter, unaware of the process, believes that he controls his own behavior. In this case, all the benefits from his actions go to the manipulator. He distorts the presentation of information, finds a convenient moment and conveys information to the addressee in a unique way. All these components help the manipulator take advantage of the situation or the object’s reaction for his own purposes. Manipulation in communication (types, techniques, methods) is actually control of a person’s consciousness.

The main types of impact are divided into:

• conscious - a person understands the essence of his impact and sees the end result he is striving for (this type is more common in business communication);
• unconscious - a person is vaguely aware of the ultimate goal and meaning of his influence (this type is more common in interpersonal communication).

Secondary species are divided into:

• linguistic (otherwise called communication) is a psychological impact on a person through speech (during dialogue, discussion);
• Behavioral is the control of consciousness with the help of actions, situations, deeds (in this case, speech serves only as an addition).

What are they needed for?

Manipulation in communication is one of the oldest ways of obtaining benefits in a given situation. This psychological impact is not good or bad. It depends only on the final goal and how to achieve it.

If a person feels that his consciousness is being controlled, he should figure out why this is needed and try to benefit from the new knowledge.

Firstly, you need to decide on the goal. What does the manipulator want? Is this the only benefit for him? Perhaps its impact will also benefit the recipient. This is relevant in family relationships when parents are trying to teach a child to perform some action (for example, exercise). In this case, the goal is to take care of the recipient of the impact.

Secondly, you need to decide on the means. If during the influence the recipient suffers (experiences humiliation, fear, anger, or is forced to do something), such demoralization completely subjugates the person to the manipulator. But there is also influence through flattery - when a counterpart is convinced of his attractiveness or uniqueness. But in this case, the addressee does not suffer, but almost voluntarily submits to the manipulator.

Thus, the characteristics of manipulation in communication have a neutral connotation. Much depends on the personality of the active subject. If the process of influence is revealed, it loses its meaning. Therefore, you should not always interrupt what is happening. Sometimes it is much more profitable to play along with the manipulator and benefit for yourself.

Techniques of manipulation in communication

The manipulator chooses appropriate techniques, depending on who his activity is directed at. This can be an impact on an individual or an entire audience. The media space has its own established ways of controlling human consciousness. Employers often use manipulation techniques to create their own image. In a family, there are separate forms of interaction between parents and children.

The main techniques and methods of manipulation in communication are based on feelings. They are capable of destroying a person’s personality and life. Therefore, you should learn the important points of mental interaction and try to stop them.

Impact of love

In this technique, love is not an unconditional feeling. A person is perceived only if he fulfills certain requirements or conditions. For example: “If you do such and such, I will love you,” “Only worthy employees remain in our team, the rest leave of their own free will.” The manipulation offers conditions, upon fulfilling which, a person will receive at least a good attitude towards himself, and at a maximum – love. The cruelty of this psychological impact lies in the fact that the person is not perceived as a whole (with advantages and disadvantages), but only approves of her good behavior.

Impact of fear

Fear and lack of awareness of the addressee make it possible to cleverly manipulate his actions and actions. For example: “If you don’t go to college, you will become a beggar,” “You are an excellent specialist, but another applicant has appeared for this vacancy.” All invented fears come from a lack of information. By listening to the manipulator, the recipient makes a big mistake. Sometimes behind such influence lies the desire to force a person to do something better, without additional motivation or funding.

Impact of guilt

Guilt is most often used by manipulators in family life. By experiencing it, a person seeks to compensate for the damage caused. For example: “You were walking and having fun with your friends, and I am alone and babysitting the child, and creating comfort for you,” “It’s better for you to rest today, and I can do your work for you.” The manipulator will constantly press on the feeling of guilt or find new episodes. The recipient in such a situation will try to level out the discomfort and will fall into the same trap over and over again. The feeling of guilt subsequently gives rise to aggression, so the manipulator should use such psychological influence with caution.

Impact of self-doubt

In this case, the manipulator puts pressure on him with his authority. It directly indicates the incompetence of the addressee in certain matters. For example: “You must listen to me - I have lived my life! You can’t do anything without me,” “Actually, I’m the boss here, so it’s up to me to decide how this should be done.” Such self-affirmation at the expense of another can take place at different levels and on different issues. The impact will continue until the recipient gets rid of his uncertainty, weakness and acquires the necessary skills.

Impact of pride

Vanity and pride are a wonderful lever for psychological influence. For example: “I see that my wife is tired at work. But you’re smart and an excellent housewife - surprise my friends with a delicious dinner,” “I’m preparing a promotion for you, but, unfortunately, your salary will have to remain the same for now.” The more a person strives to prove his skills to someone, the more often he tries to catch up and overtake his friends in success, the faster he will become a victim of psychological influence.

Impact of pity

This technique is often used by children and young girls. Its task is to evoke self-pity and a desire to help. For example: “I’m so tired, I don’t have any strength, and I also have to cook dinner for you,” “I’m the boss and every time I receive comments for your bad work and pay fines for you.” The victim receives help in this psychological impact. But she herself does not strive to improve her life, but prefers to complain. The slight energetic “vampirism” of this action subsequently evokes a contemptuous attitude towards the manipulator.

How to find out about the psychological impact?

There are different ways to communicate. Manipulation is one of them. But how can an ignorant person understand that they are being deceived into feelings or are trying to push him to a certain action? There are special keys that the manipulator uses to obtain the result. Here are some of them.

1. Emotions. If the addressee felt that the opponent was “pressuring” feelings (for example, pity, empathy, shame, vindictiveness), then the process of consciousness control is underway.
2. Incomprehensible words. Professional terms and “smart” words appear in speech. They are a red herring intended to disguise a lie.
3. Repeat phrase. The addressee hears the repetition of the same statement in speech. In this way, the manipulator tries to “zombify”, to instill the necessary thought.
4. Urgency. It creates a certain level of nervousness. The addressee does not have time to comprehend what has been said, and he is already being called to action. His attention is distracted, and in the bustle he begins to carry out what his opponent is trying to achieve.
5. Fragmentation of meaning. During the discussion, the addressee is not given all the information. It is split into pieces in such a way that a person is unable to grasp the entire news, but draws false conclusions based on a fragmentary phrase.
6. Imposing stereotypes. The manipulator deliberately refers to known truths, emphasizing the commonality of the addressee with them. This imposition of stereotypical thinking or actions leads to their implementation by the object of influence.

Manipulation in communication is necessary in cases where a person does not have the strength or confidence to achieve his desire. He is afraid to openly express his claims and would prefer to achieve his goal through hidden influence.

In business relationships

Manipulations in business communication, their presence or absence, depend more on the professionalism of the employee and his confidence in his abilities. It is difficult to influence a person who knows his own worth. If an employee is incompetent or too shy to emphasize his merits, the employer or colleagues will not fail to take advantage of this.

Common methods of influence in a work environment are:

• ridicule, reproaches; the recipient is nervous, irritated and performs the actions necessary for the manipulator;
• demonstrative resentment is a reluctance to admit one’s point of view is wrong, and the addressee will try to fulfill all the whims of the offended person;
• flattery and support are intended to reduce a person’s vigilance and make him a victim of influence.

Manipulation in business communication can be avoided if you clearly express your opinion (which is obviously correct) and be confident in your professional qualities. During the impact, you can try to interrupt the conversation with a phone call or urgent matter. Even a simple change of topic of discussion will help avoid manipulation.

In interpersonal relationships

Manipulation in interpersonal communication is most often based on gender. This factor allows the use of behavioral stereotypes (“All women do this”, “Real men don’t do this”).

Another option is to evoke a desire to protect one’s gender (“You did everything right, this is the act of a real man”). The success of psychological influence directly depends on the arsenal of means and the ability to use them in different situations.

In family relationships

The most common family manipulations are hysterics, silence, demonstrative departure “to mom’s,” partying with friends, and drinking bouts. Psychological influence is used by both parents and children. This is a way to achieve your own benefit by playing on the feelings of others.

To avoid such influences in the family, you should learn to trust each other and openly discuss your desires and actions. Perhaps, at first, conflict situations will be a frequent occurrence. Over time, relatives will learn to calmly talk about their goals and motivations. But there are also constructive manipulations that can inspire a spouse or child to new achievements.

How to protect yourself from psychological influence?

Protection against manipulation in communication primarily consists of avoiding the manipulator. You should minimize contact with the person or, if this is not possible, try to turn off your emotions. If you do not make decisions hastily, under the influence of other people’s words, but think about them, this will help reduce the intensity of the psychological impact.

The desire to manipulate is most often a hidden desire for power. Praise or positive evaluation will make a person reconsider the way he interacts with people.

You should also try to keep your distance and not notify the manipulator about your life and its details. The more he knows about the addressee, the more ways of influence he will receive.

You need to learn to refuse. It is better to be known as a callous person than to constantly do someone else's work.

Manipulations in communication and their neutralization are common phenomena in society. Therefore, you should always remember that every person has the right:

• to mistakes and own opinions;
• to change your mind, change your mind;
• do not answer questions if they seem incorrect;
• be yourself, don’t try to be attractive to everyone;
• be illogical.

If you want to manipulate people, you need to learn to control your emotions, be able to convince people, play the role of a person endowed with various kinds of far-fetched feelings. This is the only way you can become a person endowed with more persuasive power than you actually have. To gain these skills, consider attending acting schools. Trying on the roles of different characters, you can feel like anyone, this will help you better control the people around you. If you want to master the art of acting for the sake of manipulating people, do not tell others about it. This will only make them suspicious.

Public performance

Another way to get from people what you need from them is to learn to speak to the public, to conduct a long monologue. This will help you understand how to formulate and convey your thoughts in the most constructive way possible, and you will also learn how to convincingly argue and defend your positions. This approach to manipulation is very well suited for further conversation, for example, with superiors or work colleagues. Emotions are practically inappropriate in a professional setting, and the skill of transforming images will not help you in this case.

Charisma

Almost all charismatic people know how to get what they need. If you want to learn how to manipulate people, you need to work on your charisma. Learn to create a positive conversation atmosphere and work on your body language. Your task is to get people to communicate with you. At the same time, it doesn’t matter at all who you talk to; it could be a junior high school student or a history professor at some university. To become more successful, make people feel special. When talking to a person, look into his eyes, be interested in his feelings and interests. Show the other person that you value getting to know them, even if you don't. Exude confidence in everything you do and people will take you and your words seriously.

Study people

Each person has their own psychological and emotional traits, so there is no single action pattern that will help you manipulate everyone. Before you try to control and manage a person, study his character, find out what your actions will help persuade the person to do the things you want. For example, some people are extremely emotional. They can cry in a movie theater, sincerely empathize with other people's troubles, etc. To manipulate such people, you need to release your own emotions, making them empathize with you until you teach what you need. If a person is very rational, he does not give in to emotions, requires logic in actions and is constantly looking for evidence, a completely different approach is needed. In this case, your ability to calmly and convincingly convince a person that you are right comes to the fore; emotions here will be completely unnecessary.

Learn from others

Pay attention to your surroundings. Perhaps you have acquaintances, relatives or friends who know how to manipulate people; they always get what they need. Study their behavior, write down what they do, what brings them success and how they achieve it.

Success in business depends on many factors. In addition to hard work, talent, dedication and professional skills, the ability to lead is important people, unless, of course, you are a free and lonely artist, but work in a team.

Instructions

Read books on neurolinguistic programming that will help you better understand human behavior. Practice the skills of correct behavior during a conversation described in specialized literature on behaviorism. Learn to interpret and apply body language.

Use the carrot and stick method. Reward your subordinates for quality work. This will motivate not only them, but also all other colleagues. Incentivize employees with words, bonuses and cash rewards. If you are unable to pay people, tell them directly to avoid further disappointment and false hopes. Find other ways to motivate employees. Criticize employees who do their work dishonestly. Punish them with monetary fines and reprimands. Give constructive and objective criticism. Let's have a chance to correct the mistakes.

Be aware of everyone's projects and where they are in their assignment. Be as knowledgeable as possible about your subordinates' situation and competence in your field. This will help you gain the respect of your employees, which is key to your authority. Require your subordinates to prepare a report on what they have done. After analyzing, you will have a clearer idea of ​​their work process, their strengths and weaknesses. You will see the big picture, which will give you an advantage and additional weight in the eyes of your subordinates.

Chat with employees! By building trusting relationships with your team, you get the opportunity to get to know your subordinates better, which means important tools for managing them.

Video on the topic

Tip 3: How to manipulate others: non-trivial ways

Maintain eye contact, use body language... These and other similar tips are already known to everyone. Use new, not so obvious "secret tricks" to get what you want.

Drive into a corner to get what you want

There are situations when a lot depends on the consent of your opponent or on his answer, and you have to take tough measures to achieve your goal. So, in case of refusal, look at the interlocutor point blank and repeat your question again in an even voice. Under the pressure of your gaze, he will feel trapped and will be ready to change his mind.

Remain calm when voices are raised

Of course, this technique requires practice, but it's worth it. By allowing a person to speak out and at the same time without saying anything bad to him, without offending him in any way, with your calmness you will provoke in him a feeling of guilt, which he will subconsciously try to atone for.

Be closer to the aggressor to avoid attack

People who are close to each other subconsciously feel awkward when a conflict occurs. Keep this in mind and keep the aggressor as close as possible.

Call everyone by name to become the favorite in the group

The ability to network is fundamental to building a successful career. Use first names when communicating with colleagues during everyday communications and do not use names during conflicts. Here's a simple secret.

Good posture improves self-confidence

The trick works one hundred percent of the time. The rule of a straight back will allow you to make a more favorable impression, make you stand out among your colleagues, and also give you a feeling of inner strength.

Warm your hands before shaking hands

Dry, warm hands help create a friendly atmosphere, so be sure to make sure your palms aren't icy warm before touching someone.

Intelligence agents, psychologists, politicians, specialists from special business structures, and sometimes ordinary people use these techniques of mind manipulation to achieve their goals.
Most often, the victim does not even suspect that he is being targeted. The most persistent ones give in easily and do everything you need from them.
We have prepared for you a description of these techniques, as well as technologies for protecting against each method of manipulation. Be careful! Add to yourself so you don’t get caught!
- Methods:

1. manipulation of feelings of guilt or resentment.
Using resentment or feelings of guilt is one of the surest methods of manipulating a loved one. The image of the unfortunate victim often gives its bearer “Dividends” in the form of unspoken powers and reparations. It happens that a person lives in the role of a victim for years and has already gotten used to it, but in those around him he no longer evokes sympathy and a desire to help, but, on the contrary, provokes irritation and even aggression.
Because in fact, no matter how strange it sounds, it is the victim who always ends up at the top of the pyramid in the family system. Such a person influences others through their feelings of guilt. Over time, people involved in this game begin to directly or semi-consciously understand this manipulation and respond to it with aggression.
- Antidote.
It is best to develop a family rule to forget grievances. And do not remember each other’s past sins during family quarrels. It won't lead to anything good anyway. If your partner has offended you in some way, it is better to immediately discuss this issue. In a civilized and correct manner, without judging either what is happening or the partner.
Clarify the situation and adjust the rules of interaction to reduce the likelihood of a similar situation reoccurring. Let's say metaphorically: write down grievances in the sand, and carve joys in marble and granite. Make this the norm for your family and see how much easier and happier your life will become.
2. manipulation of anger.
There are people who lose their temper to force you to give in to them. These are manipulators who use what is called tactical anger.
- Antidote.
The worst thing is to follow the lead of such a person. After all, if his technique works, he will continue to do the same with you and others in the future. First, you will need your determination: you must not give in or allow yourself to be shouted at. Only if the manipulator continues to scream, leave. Continue to behave this way in any subsequent confrontations when he is angry, until the angry opponent learns to behave rationally with you.
With regard to your own anger, which you will also often be provoked into, it is worth developing a conscious position and rules in advance. Remember that when you are angry, you may even be able to give your best speech. But there is a high probability that you will regret it later and will regret it for the rest of your life.
3. manipulation of silence.
People resort to significant silence when they want to show how upset they are. Otherwise, in their opinion, you will think that the problem is not important to them. People who often resort to silence over minor issues create an unpleasant atmosphere that can ruin work relationships. The silence is designed to make you feel guilty when you realize how upset the person is.
- Antidote.
Try to refrain from playing along with the Pouty One, because if it works once, the silent one will resort to a similar technique all the time. But don't be harsh with him; act as if everything is normal. Wait, let him break the silence himself. If you have discussions with a silent person, listen to him with an open mind. Explain to him in a friendly and reasonable manner what your point of view is based on.
Even if your interlocutor continues to sulk after your story, you will know that you did your best. You did not retreat only to avoid silence, the purpose of which is to force you to capitulate.
4. manipulation of love.
“If you love, then.” This manipulation is designed for close people who have a positive attitude towards the manipulator. The fear of being rejected and losing love has been strong in people since childhood. Many parents imprudently tried to manipulate their child, saying, “If you don’t Listen to Me/Do what I Say, etc., then I will Stop Communicating with You/Loving You/Caring about You, etc.”
- Antidote.
Love is not a subject of bargaining, but the result of a relationship. When noticing the exploitation of your feelings, think about how much you need it.
5. manipulation of hope.
Brilliant promises often hide behind them the desire for the immediate benefit of their author. The fairytale promises of the cat Basilio and the fox Alice were dictated by their desire to quickly get the gold coins jingling in Pinocchio’s pocket. Often, such “Songs” lead more informed citizens to bury cash “in the field of miracles in the land of fools.”
- Antidote.
An Arabic proverb says: “The wise man trusts in his own works, but the foolish man trusts in his hope.” Trust facts, not opinions. When making decisions, rely on real experience, and not on someone else's stories or assumptions.
6. manipulation of vanity.
Little hooks that cling tightly to an overinflated ego may seem like an innocent comment. Praise used in the hope of achieving your goals: “You write excellent reports! Surely, no one can do a better job with the one I want to offer you!” Or, on the contrary, a Challenge with a Hint of Incompetence: “It’s weak.”, “ You probably couldn't - Antidote.
Remember, did you plan to do what was proposed before presenting the provocative proposal? Check whether your plans match your interests and capabilities.
7. manipulations with irony or sarcasm.
The manipulator initially chooses an ironic tone, critical statements and remarks, seasoned with jokes or provocative comments.
- Antidote: it is impossible to make yourself offended without your own participation. If you don’t believe me, try to be offended just like that, at nothing in particular. Only if you do not succumb to the manipulator’s provocations, realizing or reminding yourself of who and what you are dealing with, will you be able to maintain clarity of thought, precision of formulation and emotional balance.

What does it mean to manipulate a person? Manipulation is various methods of suggestion, influencing the opponent’s consciousness through the subconscious. Sometimes even to the point of hypnosis (for example, gypsy, psychotherapeutic hypnosis).

A person who knows how to manage people is a subtle psychologist by nature. He constantly empathizes with someone, but does not separate himself from his own personality at all. Knows those areas of the psyche that can be used to play one’s roles and introduce useful thoughts. He knows how to effortlessly force someone to do something that the interlocutor does not do of his own free will. They know how to read non-verbal information in order to manipulate people.

With skillful manipulation, information reaches the opponent’s motivational sphere in a roundabout way - bypassing consciousness. The basic rule of how to manipulate people is that expressions are presented in a neutral form, or with emotional accompaniment that obscures the main meaning. It lulls the feeling of criticism and protest. A conscious choice of words and their combination changes the perception of objective reality.

• sensible, with developed logical thinking; It’s not easy to inspire anything into such individuals. They have a weak point: love for convenience, well-being, comfort and security. This is manipulation at the level of needs;
• entertainment lovers are a vulnerable target, rationality and common sense are not their priority;
• excessive materialists quickly succumb to ideas that promise profit;
• overly economical: they choose the cheapest and in large quantities.
• narcissists are susceptible to manipulation with the help of compliments and flattery;
• with clearly developed animal instincts - they are let down by the primitiveness of their needs: love for food, sleep, sexual relations;
• conscious intellectuals take the side of the manipulator in order to understand his point of view;
• with a developed sense of justice - it is enough for the manipulator to put pressure on the victim, focusing on conscience and a sense of duty;
• increased self-esteem - it is easy to convince such a person that he deserves more;
• greedy people succumb to tempting offers and promises;
• elderly - such people are often gullible because they are not adapted to the framework of the new time and live in the circumstances of previous, more open conditions.

By manipulating people we need to understand a whole range of techniques for influencing the consciousness of other people. In fact, this is a whole art that assumes that the manipulating person (manipulator), understanding the intricacies of the human psyche, finds an individual approach to any person. At the same time, he constantly forms a new image of himself in order to achieve his goals. Many people, unfortunately, do not even think that there are a huge number of manipulation techniques and techniques, and that with their help they are “managed” almost every day. This happens because manipulations, as a rule, are characterized by secrecy. Few people are able to master all the methods, but even a few are enough to direct the actions of a particular person in the right direction.

The manipulator must have an understanding of personality types and be sensitive to the mood and emotional state of people. And any of us can fall under the influence of such a person. But the difference in suggestibility (we are more or less influenced) depends on individual characteristics. There are even those who simply cannot be manipulated. Most often, these are very strong and insightful natures with specific mental properties. And manipulators try not to get involved with them, because all their hidden intentions immediately become clear.

Any manipulator is to a certain extent a psychologist, because he determines the “potential” of the victim, his weaknesses, advantages and disadvantages of character and temperament. And as soon as the weak point is found, he begins to influence it. Such a point can be an emotional state, a state of love, affection, resentment, interest or belief. The main task of the manipulator is to determine what exactly is a point. The media (mass manipulation), public figures, politicians and other high-ranking officials acting out of selfish interests are guided in their activities by similar principles.

By the way, in a very accessible form, Tatyana Vasilyeva, a trainer at the Equator company, talks about what manipulation is. Watch the video, after which we will talk about what psychology tells us about the manipulation of people.

Basics of psychology of manipulation. Psychological techniques for manipulating the mental consciousness of a person and the masses

The art of manipulating people. How to learn to manipulate people

Some individuals have the gift of manipulation from an early age - in childhood, most of us do this unconsciously, over time either forgetting about such skills, or developing and improving them. What does it mean to manipulate a person? Literally, this means direct or indirect influence that forces a person to act according to the manipulator’s plan.

Is it worth learning about such influence? Absolutely yes. The technique of inserting into the human subconscious allows you to inspire people with what you want, without using anything other than communication. In addition, knowledge of possible techniques of this kind protects against unconscious submission to other individuals. The art of manipulating people is easy for some, but quite difficult for others, it all depends on the individual character traits of the potential manipulator.

Methods, techniques and methods of manipulation. (Modern psychotechnologies of manipulation)

Methods of counteraction may be different, depending on the skills of the object of manipulation. For example, as a result of “adjustment” (the so-called calibration in NLP), you can first stage in yourself a state of mind similar to that of the manipulator, and after calming down, calm the manipulator. Or, for example, you can show your calmness and absolute indifference to the manipulator’s anger, thereby confusing him and therefore depriving him of his manipulative advantage. You can sharply increase the pace of your own aggressiveness using speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm...), and additional visual influence, i.e. in this case, we seize the initiative, and by simultaneously influencing the manipulator with the help of a visual, auditory and kinesthetic stimulus, we introduce him into a state of trance, and therefore dependence on you, because in this state the manipulator himself becomes the object of our influence, and we We can introduce certain attitudes into his subconscious, because It is known that in a state of anger, any person is susceptible to coding (psychoprogramming). You can use other countermeasures. It should be remembered that in a state of anger it is easier to make a person laugh. You should know about this feature of the psyche and use it in time.

Manipulation is a hidden psychological technique with which you can force any person, I emphasize, anyone, to perform the actions you want against his will and interests.
But this is the standard definition of manipulation. Let’s give this skill a broader and more practical definition. Manipulation is a psychological weapon that gives a person the same (and even greater) advantage over other people as other types of weapons. With the help of this weapon you can attack and capture, or you can defend and defend. It helps you survive and succeed. A good manipulator, that is, a person who skillfully masters hidden psychological techniques, is much stronger than a person armed to the teeth.
Why? Because he can encourage a variety of people to take the actions he needs and thus solve any problems and tasks. And what problems and tasks can a person armed with a weapon, as we understand it, be able to solve? Only a few, right? The power of a weapon has its limitations. But manipulations have no restrictions. You can manipulate all people without exception, both the most ordinary and the most powerful and imperious. The only limitation is your own abilities. The more advanced your manipulation skills, the more people you can manipulate. The manipulations themselves have no restrictions - any person can be manipulated.

He who masters the art of manipulation owns the world. Any intelligence agent, politician, media personality or psychologist will tell you this. And if there are those who study and use manipulation to influence the consciousness of the masses and control the psyche of individuals at a professional level, then there must be those who are fluent in the art of resisting sophisticated manipulators. Below are 5 particularly tricky techniques for manipulating people and ways to counter them. These techniques are often used by intelligence agencies, the media, politicians, business structures, advertisers, show business figures or ordinary people who ceased to be such when they reached the level of God in manipulation.

Method 1. Emotional contagion

This technique is often used by politicians, businessmen, actors, and television people. It is designed to bypass the censorship of the human psyche, which builds barriers to the penetration of unwanted, unimportant or unnecessary information into the consciousness. In this case, the manipulative influence is aimed at feelings through emotional infection. By imparting vivid emotions to the information, you can easily reach a person’s heart, put pressure on his reflexes and instincts, and thereby force the “test subject” to experience the storm of passions that the manipulator needs. You can observe this technique in action in advertising, reality shows, election campaigns, sales and other situations that require emotional arousal of people.

Anti-manipulation: Be aware and be aware of what goals are pursued by people who spin you on emotions. Always keep your own goal in mind, and if the offered service, product, entertainment, promise certainly satisfies it, consider the emotional contagion a pleasant bonus. If the actions of the supposed manipulators lead away from your true intention, then the manipulators are real. Stop and take a break to make a decision without pressure.

Method 2. Hidden commands for action

Clever manipulators hide their command in the request, allowing the person to think that he himself is in control of the situation. A good example is a Zen Buddhist parable.

The Zen teacher Bankei, through wise conversations, attracted adherents of various sects into the circle of his followers, making them sincere and constant listeners. Dissatisfied with this circumstance, the priest of the Nichiren sect once came to Bankei during a conversation with his students, and said with ridicule:
- Bankei! Only those who respect you listen to you and obey your words. And I don't respect you! Make me obey you!
- Fine! Come closer and I'll show you that I can do it easily.
Nichiren walked arrogantly through the crowd of students and stood to the left, as the Zen teacher indicated with his hand.
“Not at all,” Bankei corrected himself. - Stand on the right. This way you will better see the essence of what is happening.
The priest obeyed with the same arrogance.
- Do you see? – Bankei turned to him again. “You obey me, and I haven’t even begun to present my arguments.” I'm sure you are a subtle and deep person. Sit in the circle of my students and listen.

Anti-manipulation: You must have your own clear “frame of reference”, which you can rely on even in unconscious decision-making. Established principles, beliefs, and life credo will provide your “backbone” with a core against which manipulators will break their teeth.

Method 3: Discussion Avoidance Tactics

This manipulation technique uses resentment or blame as a psychological weapon. The main goal is to disrupt the discussion, which leads to an undesirable outcome for the manipulator. He provokes a conflict in order to irritate the interlocutor, arouse destructive emotions in him and turn the discussion into a quarrel that leads away from the topic under discussion. The manipulator can use the following tricks: rude interruption of the opponent’s speech, raised tone, neglect, unwillingness to listen, disrespect. His provocative phrases may sound like this: “It is impossible to have constructive conversations with you - you only hear yourself!”, “Your demonstrative behavior makes the continuation of our conversation impossible!”, “I would enter into an intellectual duel with you, but it seems you are unarmed !”, “I do not intend to cherish your complexes! Calm your nerves and let’s continue the conversation!”

Anti-manipulation: Your main weapon is emotional calm. Respond to any attacks calmly, remembering that they can be provocations. The manipulator will remain “on the nose” if you leave his carefully thought-out and rehearsed speech without reaction (no answer, excuses, fussiness, etc.)

Method 4. Psychological “aikido”

This technique underlies the principle of perceptual contrast. The manipulator provides the necessary information in contrast to events, achieving a change in the opponent’s beliefs and his positive reaction to circumstances. A perfect example is a letter published by psychologist Robert Cialdini in his book The Psychology of Influence.

He is a wonderful guy, we fell in love and are getting married. We haven't set an exact date yet, but the wedding will happen before my pregnancy becomes noticeable. Yes, mom and dad, I'm pregnant. The reason for the delay in our marriage is that my friend caught a minor infection, which prevents me from taking premarital blood tests, and I inadvertently contracted the infection from him...
Now that I've told you what happened, I want to tell you that there was no fire in the dorm, I wasn't in the hospital, I'm not pregnant, I'm not engaged, I'm not infected, and I don't have a fiancé. However, I get low grades in American history and bad grades in chemistry, and I want you to look at these grades with wisdom and leniency. Your loving daughter Sharon."

Anti-manipulation: “He who has no criticism has no head!” - says English wisdom. Learn to approach everything critically. In this case, influencing you will be much more difficult and dangerous. Remember your value system, chosen positions, long-term priorities and always correlate them with the information received under the influence of manipulators.

Method 5. Herd instinct

The main goal of the manipulator who chooses this method is to force his opponent to adhere to the opinion of the masses. He can lead to this with the following phrases: “All normal people do this!”, “No sane person would argue with this!”, “What makes you better than others?!” etc. Thus, the aggressor influences the herd instinct inherent in every person at the genetic level. It is much easier to survive “in the herd”, and the opponent will instinctively begin to feel more confident when he acts like the majority of people from the social community to which he belongs. It is easy to manipulate those who want to live “like all normal people.”

Anti-manipulation: There is nothing worse than being like everyone else. Those who are afraid to step out from the crowd, to have their own opinion, to become a “black sheep” or a bright individual, have an average life. This time. Two - a signal from him in the form of generalizing marker words will help you avoid becoming a victim of a manipulator: everyone, no one, anyone, always, never, everywhere.

Video manipulation of people

Manipulation blocks

1. Manipulation of consciousness (S.A. Zelinsky, 2003).
2. Methods of manipulating human mental consciousness (S.A. Zelinsky, 2008).
3. Psychological techniques for manipulative presentation of information. (S.A. Zelinsky, 2009).
4. Manipulative influences depending on the type of behavior and emotions of a person. (V.M.Kandyba, 2004).
5. Speech psychotechnics (V.M. Kandyba, 2002).
6. Manipulative techniques used during discussions and debates. (G.Grachev, I.Melnik, 2003)
7. Personality manipulation (G. Grachev, I. Melnik, 1999).
8. Manipulation through television. (S.K. Kara-Murza, 2007).
9. Ways to influence mass media audiences through manipulation.

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

1. Provoking suspicion

The manipulator initially puts the subject in critical conditions when he confidently puts forward a statement like: “Do you think I will persuade you?..”, which implies the so-called. the opposite effect, when the one being manipulated begins to convince the manipulator of the opposite, and thereby, by repeating the installation several times, unconsciously leans toward the opinion that the person who convinced him is honest about something. Whereas by all conditions this honesty is false. But if, under certain conditions, he understood this, that in this situation the line between lying and the receptivity of truth is erased. This means the manipulator achieves his goal.

Protection is not to pay attention and believe in yourself.

2. False advantage of the enemy

The manipulator, with his specific words, initially casts doubt on his own arguments, referring to the supposedly more favorable conditions in which his opponent finds himself. Which, in turn, forces this opponent to justify his desire to convince his partner and remove suspicion from himself. Thus, the one over whom the manipulation took place unconsciously removes from himself any attitude towards censorship of the psyche, towards defense, allowing attacks from the manipulator to penetrate into his now defenseless psyche. The words of the manipulator, possible in such a situation: “You say that because your position now requires it...”

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

3. Aggressive manner of speaking

When using this technique, the manipulator takes on an initially high and aggressive tempo of speech, thereby unconsciously breaking the will of the opponent. In addition, the opponent in this case cannot properly process all the information received. Which forces him to agree with the information from the manipulator, unconsciously also wanting all this to stop as soon as possible.

Defense - make an artificial pause, interrupt the fast pace, reduce the aggressive intensity of the conversation, transfer the dialogue to a calm direction. If necessary, you can leave for a while, i.e. interrupt the conversation and then - when the manipulator calms down - continue the conversation.

4. Imaginary misunderstanding

In this case, a certain trick is achieved as follows. The manipulator, referring to finding out for himself the correctness of what he just heard, repeats the words you said, but adding your own meaning to them. The spoken words may be something like: “Sorry, did I understand you correctly, you are saying that...”, and then he repeats 60-70% of what he heard from you, but distorts the final meaning by entering other information, information he needs .

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

5. False agreement

In this case, the manipulator seems to agree with the information received from you, but immediately makes his own adjustments. According to the principle: “Yes, yes, everything is correct, but...”.

Protection is to believe in yourself and not pay attention to manipulative techniques in a conversation with you.

6. Provocation to scandal

By saying offensive words in a timely manner, the manipulator tries to provoke anger, rage, misunderstanding, resentment, etc. in you with his ridicule in order to piss you off and achieve the intended result.

Protection - strong character, strong will, cold mind.

7. Specific terminology

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

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

8. Using false suspicion in your words

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

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

9. Reference to the “greats”

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

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

10. Formation of false stupidity and failure

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

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

11. Imposing thoughts

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

The principle of advertising is built on such manipulation. When first some information repeatedly appears in front of you (and regardless of your conscious approval or denial of it), and then, when a person is faced with the need to choose a product, unconsciously, from several types of goods of unknown brands, he chooses the one that he already knows about. I heard it somewhere. Moreover, based on the fact that through advertising an exclusively positive opinion about a product is conveyed, there is a much higher probability that an exclusively positive opinion about this product has been formed in the person’s unconscious.

Defense is the initial critical analysis of any incoming information.

12. Unproven, with hints of some special circumstances

This is a method of manipulation through a special kind of omissions that form in the object of manipulation false confidence in what was said, through his unconscious conjecture of certain situations. Moreover, when in the end it turns out that he “understood it wrong,” such a person practically does not have any component of protest, because unconsciously he remains confident that he himself is to blame, because he misunderstood. Thus, the object of manipulation is forced (unconsciously - consciously) to accept the rules of the game imposed on him.

In the context of such a circumstance, it most likely makes sense to divide into manipulation, taking into account both unexpected for the object and forced, when the object ultimately understands that he has become a victim of manipulation, but is forced to accept it due to the impossibility of a conflict with his own conscience and some inherent into his psyche with attitudes in the form of norms of behavior based on certain foundations of society, which do not allow such a person (object) to make a reverse move. Moreover, the agreement on his part can be dictated both by a false sense of guilt evoked in him, and by a kind of moral masochism, forcing him to unconsciously punish himself.

13. Imaginary inattention

In this situation, the object of manipulation falls into the trap of the manipulator, who plays on his own supposed inattention, so that later, having achieved his goal, he refers to the fact that he allegedly did not notice (listen to) the protest from the opponent. At the same time, he actually confronts the object with the fact of the perfect.

Defense is to clarify and ask again what you misunderstood.

14. Downplaying irony

As a result of thoughts expressed at the right moment about the insignificance of his own status, the manipulator seems to force the object to assert the opposite and elevate the manipulator in every possible way. Thus, subsequent manipulative actions of the manipulator become invisible to the object of manipulation.

Protection - if the manipulator believes that he is “insignificant” - it is necessary to continue to submit his will, strengthening such a feeling in him, so that he no longer has the thought of manipulating you, and when he sees you, the manipulator has a desire to obey you or avoid you .

15. Focus on the positives

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

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

Methods of manipulating human mental consciousness (S.A. Zelinsky, 2008).

1. False questioning or deceptive clarifications

In this case, the manipulative effect is achieved due to the fact that the manipulator pretends that he wants to better understand something for himself, asks you again, but repeats your words only at the beginning and then only partially, introducing a different meaning into the meaning of what you previously said, thereby changing the general meaning of what was said to please oneself.

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

2. Deliberate haste, or skipping topics

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

In addition, as a result of haste and skipping topics, it becomes possible to “voice” a large number of topics in a relatively short period of time; which means that the censorship of the psyche will not have time to let everything through, and the likelihood increases that a certain part of the information will penetrate into the subconscious, and from there it will influence the consciousness of the object of manipulation in a manner beneficial to the manipulator.

3. The desire to show one’s indifference, or pseudo-inattention

In this case, the manipulator tries to perceive both the interlocutor and the information received as indifferently as possible, thereby unconsciously forcing the person to try at all costs to convince the manipulator of his importance to him. Thus, the manipulator can only manage the information emanating from the object of his manipulation, obtaining those facts that the object had not previously intended to post. A similar circumstance on the part of the person at whom the manipulation is directed is embedded in the laws of the psyche, forcing any person to strive at all costs to prove that he is right by convincing the manipulator (without suspecting that he is a manipulator), and using for this the available arsenal of logical controllability of thoughts , - that is, the presentation of new circumstances of the case, facts that, in his opinion, can help him in this. Which turns out to be in the hands of the manipulator, who finds out the information he needs.

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

4. False inferiority, or imaginary weakness

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

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

5. False love, or letting your guard down

Due to the fact that one individual (the manipulator) acts out love, excessive respect, veneration, etc. in front of another (the object of manipulation). (i.e. expresses his feelings in a similar way), he achieves incomparably more than if he openly asked for something.

In order not to succumb to such provocations, you must have, as F.E. Dzerzhinsky once said, a “cold mind.”

6. Furious pressure, or excessive anger

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

Methods of counteraction may be different, depending on the skills of the object of manipulation. For example, as a result of “adjustment” (the so-called calibration in NLP), you can first stage in yourself a state of mind similar to that of the manipulator, and after calming down, calm the manipulator. Or, for example, you can show your calmness and absolute indifference to the manipulator’s anger, thereby confusing him and therefore depriving him of his manipulative advantage. You can sharply increase the pace of your own aggressiveness using speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm...), and additional visual influence, i.e. in this case, we seize the initiative, and by simultaneously influencing the manipulator with the help of a visual, auditory and kinesthetic stimulus, we introduce him into a state of trance, and therefore dependence on you, because in this state the manipulator himself becomes the object of our influence, and we We can introduce certain attitudes into his subconscious, because It is known that in a state of anger, any person is susceptible to coding (psychoprogramming). You can use other countermeasures. It should be remembered that in a state of anger it is easier to make a person laugh. You should know about this feature of the psyche and use it in time.

7. Fast pace, or undue haste

In this case, we must talk about the desire of the manipulator, due to the imposed excessively fast pace of speech, to push through some of his ideas, achieving their approval by the object of manipulation. This also becomes possible when the manipulator, hiding behind an alleged lack of time, achieves incomparably more from the object of manipulation than if this happened over a long period of time, during which the object of manipulation would have time to think about his answer, and therefore not become a victim of deception ( manipulations).

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

8. Excessive suspicion, or causing forced excuses

This type of manipulation occurs when the manipulator feigns suspicion in some matter. As a response to suspicion, the object of manipulation has a desire to justify himself. Thus, the protective barrier of his psyche weakens, which means that the manipulator achieves his goal by “pushing” the necessary psychological attitudes into his subconscious.

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

9. Imaginary fatigue, or a game of consolation

The manipulator with his entire appearance shows fatigue and the inability to prove anything and listen to any objections. Thus, the object of manipulation tries to quickly agree with the words given by the manipulator, so as not to tire him with his objections. Well, by agreeing, he thereby follows the lead of the manipulator, who only needs this.

There is only one way to counteract: do not succumb to provocations.

10. The authority of the manipulator, or deception of power

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

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

11. Courtesy or payment for help

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

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

12. Resistance, or acted out protest

The manipulator, using some words, awakens feelings in the soul of the object of manipulation aimed at overcoming the barrier that has arisen (censorship of the psyche), in an effort to achieve his goal. It is known that the psyche is structured in such a way that a person mostly wants what is either forbidden to him or what requires effort to achieve.

Whereas what may be better and more important, but lies on the surface, in fact is often not noticed.

The way to counteract is self-confidence and will, i.e. You should always rely only on yourself and not give in to weaknesses.

13. The particular factor, or from details to error

The manipulator forces the object of manipulation to pay attention to only one specific detail, without allowing him to notice the main thing, and on the basis of this to draw appropriate conclusions, which are accepted by the consciousness of that person as the non-alternative basis for the meaning of what was said. It should be noted that this is very common in life, when most people allow themselves to make their own opinion about any subject, without actually having either facts or more detailed information, and often without having their own opinion about what they judge using the opinions of others. Therefore, it is possible to impose such an opinion on them, which means the manipulator can achieve his goal.

To counteract, you should constantly work on yourself, on increasing your own knowledge and level of education.

14. Irony, or manipulation with a grin

Manipulation is achieved due to the fact that the manipulator chooses an initially ironic tone, as if unconsciously questioning any words of the object of manipulation. In this case, the object of manipulation “loses his temper” much faster; and since critical thinking is difficult when angry, a person enters ASC (altered states of consciousness), in which consciousness easily passes through previously forbidden information.

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

15. Interruption, or escape of thought

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

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

16. Provoking imaginary or false accusations

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

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

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

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

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

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

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

19. Deliberate misconception, or specific terminology

In this case, manipulation is carried out through the use by the manipulator of specific terms that are not clear to the object of manipulation, and the latter, due to the danger of appearing illiterate, does not have the courage to clarify what these terms mean.

The way to counteract is to ask again and clarify what is unclear to you.

20. Imposing false stupidity, or through humiliation to victory

The manipulator strives in every possible way to reduce the role of the object of manipulation, hinting at his stupidity and illiteracy, in order to thus destabilize the positive mood of the psyche of the object of manipulation, plunge his psyche into a state of chaos and temporary confusion, and thus achieve the fulfillment of his will over him through verbal manipulation and ( or) coding of the psyche.

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

21. Repetition of phrases, or imposition of thoughts

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

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

22. Erroneous speculation, or involuntary reticence

In this case, manipulations achieve their effect due to:

1) deliberate omission by the manipulator;

2) erroneous speculation by the object of manipulation.

Moreover, even if deception is detected, the object of manipulation gets the impression of his own guilt due to the fact that he misunderstood or did not hear something.

Protection - exceptional self-confidence, education of super-will, formation of “chosenness” and super-personality.

23. Imaginary inattention

In this situation, the object of manipulation falls into the trap of the manipulator, who plays on his own supposed inattention, so that later, having achieved his goal, he refers to the fact that he allegedly did not notice (listen to) the protest from the opponent. Moreover, as a result of this, the manipulator actually confronts the object of manipulation with the fact of what has been accomplished.

Defense - clearly clarify the meaning of the “agreements reached.”

24. Say yes, or the path to agreement

Manipulations of this kind are carried out due to the fact that the manipulator strives to build a dialogue with the object of manipulation so that he always agrees with his words. Thus, the manipulator skillfully leads the object of manipulation to push his idea, and therefore to carry out manipulation over him.

Defense - to disrupt the direction of the conversation.

25. Unexpected quotation, or opponent’s words as evidence

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

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

26. Observation effect, or search for common features

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

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

27. Imposing a choice, or the initially correct decision

In this case, the manipulator asks the question in such a way that it does not leave the object of manipulation the opportunity to make a choice other than the one voiced by the manipulator. (For example, do you want to do this or that? In this case, the key word is “do”, whereas initially the object of manipulation may not have intended to do anything. But he was not given the right to choose other than the choice between the first and the second.)

Defense - not paying attention plus strong-willed control of any situation.

28. Unexpected revelation, or sudden honesty

This type of manipulation consists in the fact that after a short conversation, the manipulator suddenly confidentially informs the object he has chosen for manipulation that he intends to tell something secret and important, which is intended only for him, because he really liked this person and he feels that she can trust him with the truth. At the same time, the object of manipulation unconsciously develops trust in this kind of revelation, which means we can already talk about the weakening of the protective mechanisms of the psyche, which, by weakening censorship (the barrier of criticality), allows lies from the manipulator into the conscious-subconscious.

Defense - do not give in to provocations, and remember that you can always rely only on yourself. Another person can always let you down (consciously, unconsciously, under duress, under the influence of hypnosis, etc.)

29. Sudden counterargument, or insidious lie

The manipulator, unexpectedly for the object of manipulation, refers to words allegedly said earlier, according to which the manipulator simply develops the topic further, starting from them. After such “revelations,” the object of manipulation begins to feel guilty; in his psyche, the barriers put forward in the way of those words of the manipulator, which he previously perceived with a certain degree of criticality, must finally break down. This is also possible because the majority of those targeted by manipulation are internally unstable, have increased criticality towards themselves, and therefore, such a lie on the part of the manipulator turns in their minds into one or another fraction of the truth, which as a result and helps the manipulator get his way.

Protection is the development of willpower and exceptional confidence and self-respect.

30. Accusation of theory, or imaginary lack of practice

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

Defense - do not pay attention to the conjectures and assumptions of other people and believe only in the power of your mind.

Manipulation block.

Psychological techniques for manipulative presentation of information. (S.A. Zelinsky, 2009).

1. Presentation of information against a background of disinterest

If a person thinks that we don’t want to convince him of something, then subconsciously he will believe us more, which means that one of the mechanisms of suggestion will work in reality, because in this way it will be possible to enter the necessary information into his brain.

2. Presentation of information against the background of trance

Trance, in short, is attention fatigue. In a state of trance, the human psyche is extremely susceptible to memorizing any information (due to maladaptation of attention due to a violation of the object’s verification process due to weakening of the psyche’s censorship).

3. Presentation of information against the background of emotional arousal of the object

Information presented against the background of strong emotional arousal of the object of manipulation (fear, hatred, love, enthusiasm, etc.) is almost entirely deposited in the subconscious, because the barrier of criticality between the psyche (brain) and the external environment is weakened. Freely penetrating into the brain, such information consistently forms focal excitation in the cerebral cortex (dominant), an attitude in the subconscious, and a pattern of behavior in the unconscious, i.e. the semantic essence of the information supplied to the object in a state of passion is firmly fixed in his subconscious, and further influences the formation of thoughts and actions in such a person.

4. Presentation of information against the backdrop of benefactor

Before introducing the necessary information into the object’s brain, manipulators act as a benefactor, for example, providing the object with something that he had previously dreamed of, desired, strived for, etc. In this way, it is possible to overcome the barrier of criticality, drowning out the censorship of the psyche, which means that the information coming from manipulators will be perceived by the object as something necessary and useful, because the mask of the manipulator will be unconsciously replaced by the mask of a “benefactor”.

5. Presentation of information against a background of trust

Manipulators achieve preliminary trust in them from the target, after which they calmly deceive the unsuspecting victim.

6. Submission of information against the background of preliminary joint participation in any business, event, test, etc.

As you know, a common cause always brings people together, distinguishing this kind of “colleagues” from among the rest. The human psyche contains an unconscious desire to be different from others. Manipulators play on this feature, having previously gained trust, and then almost freely impose their rules of the game on an unsuspecting object.

7. Submission of information against the background of the preliminary guarantee of an influential person

In this case, for the effectiveness of manipulative influence, they hide behind the guarantee of someone, and having secured his support, they allegedly act on his words, i.e. according to the powers he gave to the manipulators. At the same time, the guarantee itself can be true, false, or not completely true (for example, having received a “go-ahead” for completing a separate mission, such a “go-ahead”, without informing the influential person, is projected onto other matters necessary for the manipulators.

8. Submission of false information against the background of truthful information

In the case of this type of manipulation, they proceed from the property of the psyche to perceive all information as truthful if the vast majority of facts are confirmed, or do not cause resistance in the object. Therefore, for example, against the background of 95-99% of truthful information, i.e. that the object can check, 1-5% of false information will be perceived by the object’s psyche as true information.

9. Presentation of information against the background of preliminary “adjustment” to the mood of the object

For example, if he criticizes someone, the information should be presented against the background of criticism, if he praises someone, against the background of praise, etc.

10. Presentation of information against the backdrop of 100% impossibility of verifying the facts from the information presented.

In some cases, it happens that it is impossible to verify the facts presented. In this case, if the manipulator’s speech is convincing (“sincere”), such a person is believed.

11. Presentation of information against the background of pre-formed trust on the part of the target

Having previously achieved trust, manipulators remove the barrier of criticality on the way of entering into the target’s brain (psyche) information, the nature of which may have a manipulative connotation.

12. Presentation of information against the backdrop of exceptional faith in one’s own words

In this case, the object internally, unconsciously, is imbued with the same faith in the truthfulness of your words, which means the information you provide is introduced into his brain and fixed there in the form of dominants, attitudes and patterns of behavior.

13. Presentation of manipulative information against the background of general information, with the necessary highlighting of information “necessary” for memorizing by voice, pause, etc.

By highlighting the necessary words against the background of the “general” given, i.e. non-binding text, manipulators play on the brain’s ability to remember information highlighted in this way. If a certain word stands out from a number of other words that mean nothing to a given person, then in this case it is precisely such “selected” words that cause the formation of dominants in the cerebral cortex, and therefore attitudes in the subconscious.

14. Presentation of information against the background of anticipating the moment to present the information you need

The moment is guessed intuitively, for example, by carefully watching the gestures, facial expressions, body position of the object, his speech, words, etc., i.e. when an object is maximally predisposed to inputting new information into its brain, and therefore durable memorization of such information; Subsequently, a feature of the functioning of the psyche is triggered: what gets into the brain passes into the subconscious - and serves as a guide to action, i.e. the object's thoughts and actions will arise in accordance with the information that you previously entered into its brain.

15. Submission of information against the background of providing (after providing) assistance to the object

At the same time, the need to provide assistance can be created artificially by “staging up a disaster.”

16. Presentation of information against the background of preliminary arousal of admiration and sympathy from the object

In this case, as a result of increased trust, it becomes possible for manipulators to enter the necessary information into the target’s brain without causing any resistance in the target of manipulation.

17. Providing information against the background of preliminary support for the object in some matters (i.e. sympathy for him, understanding, etc.)

An insidious technique based, like the previous one, on the background of inducing in the object preliminary trust in the manipulator.

18. Presentation of information against the backdrop of early successful cooperation in any business

The property of the psyche is to transfer the once committed act of one person for the rest of his life. This fact is skillfully used by manipulators, most often former acquaintances and so on.

19. Presentation of information against the background of establishing similarity of views on certain issues (life, profession, issues of history, politics, sports, etc.)

Similarity in any views evokes additional respect in a person’s soul, and therefore can be the reason for subsequent manipulations due to increased trust in this person.

20. Presentation of information against the background of identifying the weakness (and therefore vulnerability) of the object

Moreover, in most cases, this can be deliberately provoked, and the identification of the “weak points” of the object is carried out as a result of observation (tracking) of the object.

21. Submission of information against the background of preliminary initiation of a “crime” (blackmail with incriminating evidence)

A false illusion of the target committing any crime or other act (from breaking the law, to adultery, etc.) is deliberately created, and it is proposed to “agree” in response to “silence.”

22. Presentation of information against the background of preliminary formation of a feeling of calm and relaxation in the object

In this state (peace, tranquility, etc.), the censorship of the psyche weakens, which means that the information presented against this background will be “favorably” received by the psyche of the object.

23. Presenting information against the background of provoking the object’s interest in you

The most effective method of implementing manipulative influence, because in this case, there is no need to “calibrate” the object, but it seems to “make contact on its own.”

24. Submission of new information against the background of similarity with the object’s existing information

In this case, the likelihood that new information will not cause protest from the target increases significantly, and therefore will be “imposed” on him without hindrance.

25. Presentation of information in the language familiar to the object (slang)

This fact clearly contributes to the rapid establishment of trust between the manipulator and the target, and hence the rapid and successful deception of the latter.

26. Presentation of information against the background of supposed concern for the object

An insidious method of psychological manipulation, often having serious consequences, including and the inability to quickly detect manipulative influence.

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

1. First type. A person spends most of his time between the normal state of consciousness and the state of normal night sleep.

This type is governed by his upbringing, character, habits, as well as a sense of pleasure, the desire for security and peace, i.e. everything that is formed by verbal and emotional-figurative memory. For most men of the first type, the abstract mind, words and logic prevail, while for the majority of women of the first type, common sense, feelings and fantasies prevail. Manipulative influence should be aimed at the needs of such people.

2. Second type. Dominance of trance states

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

3. Third type. Left hemisphere dominance

Such people are controlled by verbal information, as well as principles, beliefs and attitudes developed during a conscious analysis of reality. The external reactions of people of the third type are determined by their education and upbringing, as well as by a critical and logical analysis of any information coming from the outside world. In order to effectively influence them, it is necessary to reduce their analysis of the information presented to them by their left, critical, hemisphere of the brain. To do this, it is recommended to present information against the backdrop of trust in you, and information must be presented strictly and balancedly, using strictly logical conclusions, supporting facts exclusively with authoritative sources, appealing not to feelings and pleasures (instincts), but to reason, conscience, duty, morality, justice, etc.

4. Fourth type. Primitive people with a predominance of right-brain instinctive-animal states

For the most part, these are ill-mannered and uneducated people with an undeveloped left brain, often raised with mental retardation in socially disadvantaged families (alcoholics, prostitutes, drug addicts, etc.). The reactions and behavior of such people are controlled by animal instincts and needs: sexual instinct, the desire to eat well, sleep, drink, and experience more pleasant pleasures. When manipulating such people, it is necessary to influence the psychophysiology of the right brain: the experiences and feelings they have previously experienced, hereditary character traits, behavioral stereotypes, the currently prevailing feelings, mood, fantasies and instincts. It is necessary to take into account that this category of people thinks mainly primitively: if you satisfy their instincts and feelings, they react positively, if you do not satisfy them, they react negatively.

5. Fifth type. People with an "expanded state of consciousness"

These are those who managed to develop a highly spiritual person. In Japan, such people are called “enlightened”, in India - “Mahatmas”, in China - “perfectly wise Tao-people”, in Russia - “holy prophets and miracle workers”. The Arabs call such people “saint Sufis.” Manipulators cannot influence such people, as V.M. Kandyba notes, since “they are inferior to them in professional knowledge of man and nature.”

6. Sixth type. People with a predominance of pathological conditions in their psychophysiology

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

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

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

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

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

1) Truisms.

In this case, the manipulator says what it really is, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell a product in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “What a cold! Great, very cheap sweaters! Everyone is buying them, you won’t find such cheap sweaters anywhere!” and twirls bags of sweaters in his hands. Such an unobtrusive offer to purchase, more addressed to the subconscious, works better, since it corresponds to the truth and passes the critical barrier of consciousness. It’s really “cold” (this is already one unconscious “yes”), the package and the pattern of the sweater are really beautiful (the second “yes”), and really very cheap (the third “yes”). Therefore, without any words “Buy!” the object of manipulation appears, as it seems to him, to be an independent decision, made by himself, to buy a cheap and excellent item for the occasion, often without even opening the package, but only asking for the size.

2) The illusion of choice.

In this case, as if in the usual phrase of the manipulator about the presence of some product or phenomenon, some hidden statement is interspersed, which reliably acts on the subconscious, forcing the will of the manipulator to be carried out. For example, they don’t ask you whether you will buy or not, but they say: “How pretty you are! And it suits you, and this thing looks great! Which one will you take, this one or that one?”, and the manipulator looks at you with sympathy, as if the question of you buying this thing has already been resolved. After all, the last phrase of the manipulator contains a trap for consciousness that imitates your right to choose. But in fact, you are being deceived, since the choice “buy or not buy” has been replaced by the choice “buy this or buy that.”

3) Commands hidden in questions.

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

4) Moral impasse.

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

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

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

6) Coding.

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

7) Stirlitz method.

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

8) Speech trick “three stories”.

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

9) Allegory.

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

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

A very interesting method. This is how V.M. describes it. Kandyba: “The technique “as soon as... then...” This speech trick consists in the fact that a fortuneteller, for example a gypsy, foreseeing some certain upcoming action of the client, says, for example: “As soon as you see your line life, you will immediately understand me!” Here, with the subconscious logic of the client’s gaze at her palm (at the “life line”), the gypsy logically adds building confidence in herself and everything she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase “you will immediately understand me,” the intonation of which denotes another real meaning hidden from consciousness - “you will immediately agree with everything that I do.”

11) Scattering.

The method is quite interesting and effective. It consists in the fact that the manipulator, telling you a story, highlights his attitudes in some way that breaks the monotony of speech, including placing so-called “anchors” (the “anchoring” technique refers to the techniques of neurolinguistic programming). It is possible to highlight speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to dissipate among other words that make up the information flow of this story. And subsequently, the subconscious of the object of manipulation will react only to these words, intonations, gestures, etc. In addition, hidden commands, dispersed throughout the conversation, are very effective, and work much better than those expressed in other ways. To do this, you need to be able to speak with expression, and emphasize - when required - the necessary words, skillfully highlight pauses, and so on.

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

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

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

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

Visual methods: facial expressions, widening of the eyes, gesticulation of the hands, movements of the fingers, changes in body position (tilts, turns), changes in the position of the head (turns, tilts, lifts), a characteristic sequence of gestures (pantomimes), rubbing one’s own chin.

Written methods. Hidden information can be inserted into any written text using the scattering technique, while the necessary words are highlighted: font size, different font, different color, paragraph indentation, new line, etc.

12) The “old reaction” method.

According to this method, it is necessary to remember that if in some situation a person reacts strongly to any stimulus, then after some time you can again expose this person to the action of such a stimulus, and the old reaction will automatically work in him, although the conditions and situation may differ significantly from the one in which the reaction first appeared. A classic example of the “old reaction” is when a child walking in the park is suddenly attacked by a dog. The child became very frightened and subsequently in any, even the safest and most harmless, situation, when he saw a dog, he automatically, i.e. unconsciously, the “old reaction” arises: fear.

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

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

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

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

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

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

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

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

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

1. Dosing of the initial information base

Materials necessary for discussion are not provided to participants on time, or are provided selectively. Some participants in the discussions, “as if by accident,” are given an incomplete set of materials, and along the way it turns out that someone, unfortunately, was not aware of all the available information. Working documents, letters, appeals, notes and everything else that can affect the process and results of the discussion in an unfavorable direction are “lost.” Thus, some participants are not fully informed, which makes it difficult for them to discuss, and for others it creates additional opportunities for the use of psychological manipulation.

2. “Over-information”

Reverse option. The point is that too many projects, proposals, decisions, etc. are being prepared, the comparison of which during the discussion turns out to be impossible. Especially when a large volume of materials is offered for discussion in a short time, and therefore their qualitative analysis is difficult.

3. Forming opinions through targeted selection of speakers

The floor is first given to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the desired attitude is formed among the participants in the discussion, because changing the primary attitude requires more effort than its formation. In order to formulate the attitudes that manipulators need, the discussion can also end or be interrupted after the speech of a person whose position corresponds to the views of the manipulators.

4. Double standard in the norms for assessing the behavior of discussion participants

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

5. “Maneuvering” the discussion agenda

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

6. Managing the discussion process

In public discussions, the floor is alternately given to the most aggressive representatives of opposition groups, who allow mutual insults, which are either not stopped at all, or are stopped only for appearances. As a result of such a manipulative move, the atmosphere of the discussion becomes critical. In this way, discussion of a current topic can be stopped. Another way is to unexpectedly interrupt an unwanted speaker, or deliberately move on to another topic. This technique is often used during commercial negotiations, when, at a pre-agreed signal from the manager, the secretary brings in coffee, an “important” call is organized, etc.

7. Limitations in the discussion procedure

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

8. Abstracting

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

9. Psychological tricks

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

10. Annoying your opponent

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

11. Self-praise

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

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

The trick succeeds if the opponent is embarrassed to ask again and pretends that he accepted these arguments and understood the meaning of terms that are unclear to him. Behind such words or phrases is the desire to discredit the personal qualities of the object of manipulation. Particular effectiveness from the use of slang that is unfamiliar to most occurs in situations where the subject does not have the opportunity to object or clarify what was meant, and can also be aggravated by the use of a fast pace of speech and many thoughts that change one another during the discussion. Moreover, it is important to note that the use of scientific terms is considered manipulation only in cases where such a statement is made consciously for a psychological impact on the object of manipulation.

13. “Greasing” arguments

In this case, manipulators play on flattery, vanity, arrogance, and increased self-esteem of the object of manipulation. For example, he is bribed with the words that he “... as a perceptive and erudite person, intellectually developed and competent, sees the internal logic of the development of this phenomenon...” Thus, an ambitious person is faced with a dilemma - either accept this point of view, or reject a flattering public assessment and enter into a dispute whose outcome is not sufficiently predictable.

14. Disruption or avoidance of discussion

Such a manipulative action is carried out with the demonstrative use of resentment. For example, “... it is impossible to constructively discuss serious issues with you...” or “... your behavior makes it impossible to continue our meeting...”, or “I am ready to continue this discussion, but only after you put your nerves...", etc. Disruption of a discussion using provoking conflict is carried out by using a variety of techniques to infuriate the opponent, when the discussion turns into an ordinary squabble completely unrelated to the original topic. In addition, such tricks can be used as: interrupting, interrupting, raising the voice, demonstrative acts of behavior that show reluctance to listen and disrespect for the opponent. After their use, statements are made like: “... it is impossible to talk with you, because you do not give a single intelligible answer to a single question”; “...it is impossible to talk with you, because you do not give the opportunity to express a point of view that does not coincide with yours...”, etc.

15. The “stick arguments” technique

It is used in two main varieties, differing in purpose. If the goal is to interrupt the discussion by psychologically suppressing the opponent, a reference is made to the so-called. higher interests without deciphering these higher interests and without arguing the reasons why they are appealed to. In this case, statements like: “Do you understand what you are trying to do?!...”, etc. are used. If it is necessary to force the object of manipulation to at least outwardly agree with the proposed point of view, then such arguments are used that the object can accept out of fear of something unpleasant, dangerous, or to which he cannot answer in accordance with his views for the same reasons . Such arguments may include judgments such as: “... this is a denial of the constitutionally enshrined institution of the presidency, the system of supreme bodies of legislative power, and an undermining of the constitutional foundations of the life of society...”. It can simultaneously be combined with an indirect form of labeling, for example, “...it is precisely such statements that contribute to provoking social conflicts...”, or “... such arguments were used by the Nazi leaders in their vocabulary...”, or “... You deliberately use facts that contribute to inciting nationalism, anti-Semitism...”, etc.

16. “Reading in Hearts”

It is used in two main versions (the so-called positive and negative forms). The essence of using this technique is that the audience’s attention moves from the content of the opponent’s arguments to his supposed reasons and hidden motives for why he speaks and defends a certain point of view, rather than agreeing with the arguments of the opposite side. It can be intensified by the simultaneous use of “stick arguments” and “labeling”. For example: “...You say this while defending corporate interests...”, or “... the reason for your aggressive criticism and irreconcilable position is obvious - this is the desire to discredit progressive forces, the constructive opposition, to disrupt the democratization process... but the people do not will allow such pseudo-defenders of the law to interfere with the satisfaction of his legitimate interests...”, etc. Sometimes “reading in hearts” takes the form of finding a motive that does not allow speaking in favor of the opposite side. This technique can be combined not only with “stick arguments”, but also with “greasing the argument.” For example: “...your decency, excessive modesty and false shame do not allow you to admit this obvious fact and thereby support this progressive initiative, on which depends the solution to the issue, eagerly and hopefully awaited by our voters...”, etc. .

17. Logical-psychological tricks

Their name is due to the fact that, on the one hand, they can be built on violating the laws of logic, and on the other, on the contrary, use formal logic to manipulate an object. Even in ancient times, a sophism was known that required a “yes” or “no” answer to the question “have you stopped beating your father?” Any answer is difficult, because if the answer is “yes,” it means he beat him before, and if the answer is “no,” then it means the object beats his father. There are many variants of such sophistry: “...Are you all writing denunciations?..”, “...Have you stopped drinking yet?..”, etc. Public accusations are especially effective, where the main thing is to get a short answer and not give the person the opportunity to explain himself. The most common logical-psychological tricks include the conscious uncertainty of the thesis put forward, or the answer to the question posed, when the thought is formulated vaguely, vaguely, which allows it to be interpreted in different ways. In politics, this technique allows you to get out of difficult situations.

18. Failure to comply with the law of sufficient cause

Compliance with the formally logical law of sufficient reason in discussions and debates is very subjective due to the fact that the conclusion about the sufficient basis of the thesis being defended is made by the participants in the discussion. According to this law, valid and relevant arguments may be insufficient if they are of a private nature and do not provide grounds for final conclusions. In addition to formal logic, in the practice of information exchange there is the so-called. “psycho-logic” (theory of argumentation), the essence of which is that argumentation does not exist on its own, it is put forward by certain people in certain conditions and is also perceived by specific people who have (or do not have) certain knowledge, social status, personal qualities, etc. Therefore, a special case, elevated to the rank of a pattern, often passes if the manipulator, with the help of side effects, manages to influence the object of influence.

19. Changing accents in statements

In these cases, what the opponent said regarding a particular case is refuted as a general pattern. The reverse trick is that general reasoning is contrasted with one or two facts, which in fact may be exceptions or atypical examples. Often during a discussion, conclusions about the problem under discussion are made on the basis of what “lies on the surface,” for example, side effects of the development of a phenomenon.

20. Incomplete refutation

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

21. Requirement for a clear answer

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

22. Artificial displacement of the dispute

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

23. “Multi-question”

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

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

1. “Labeling”

This technique consists of choosing offensive epithets, metaphors, names, etc. (“labels”) to designate a person, organization, idea, or any social phenomenon. Such “labels” evoke an emotionally negative attitude from others, are associated with low (dishonorable and socially disapproved) actions (behavior) and, thus, are used to discredit a person, expressed ideas and proposals, an organization, a social group or a subject of discussion in the eyes of the audience.

2. "Shining Generalizations"

This technique consists of replacing the name or designation of a certain social phenomenon, idea, organization, social group or specific person with a more general name that has a positive emotional connotation and evokes a friendly attitude from others. This technique is based on the exploitation of people’s positive feelings and emotions towards certain concepts and words, for example, such as “freedom”, “patriotism”, “peace”, “happiness”, “love”, “success”, “victory”, etc. etc. These kinds of words, which carry a positive psycho-emotional impact, are used to push through decisions that are beneficial for a specific person, group or organization.

3. “Transfer” or “transfer”

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

4. “Link to authorities”

The content of this technique consists in citing statements of individuals with high authority or, conversely, those that cause a negative reaction in the category of people on whom the manipulative influence is directed. The statements used usually contain value judgments regarding people, ideas, events, etc., and express their condemnation or approval. Thus, a person, as an object of manipulative influence, initiates the formation of an appropriate attitude - positive or negative.

5. “Game of common people”

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

6. "Shuffling" or "playing the cards"

7. “Common carriage”

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

8. Fragmentation of information delivery, redundancy, high pace

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

9. "Rocky"

When using this technique, both specific individuals and views, ideas, programs, organizations and their activities, various associations of people against whom the struggle is being carried out can be ridiculed. The choice of the object of ridicule is carried out depending on the goals and the specific information and communication situation. The effect of this technique is based on the fact that when individual statements and elements of a person’s behavior are ridiculed, a playful and frivolous attitude is initiated towards him, which automatically extends to his other statements and views. With the skillful use of this technique, it is possible to form behind a specific person the image of a “frivolous” person whose statements are not trustworthy.

10. “Method of negative assignment groups”

In this case, it is argued that any set of views is the only correct one. Everyone who shares these views is better than those who do not share (but share others, often opposite ones). For example, pioneers or Komsomol members are better than informal youth. Pioneers and Komsomol members are honest and responsive; if Komsomol members are called up to serve in the army, they are excellent in combat and political training. And informal youth - punks, hippies, etc. - not good youth. In this way, one group is pitted against another. Accordingly, different accents of perception are highlighted.

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

The main condition for the effectiveness of using this technique is the correct slogan. A slogan is a short statement formulated in such a way as to attract attention and influence the imagination and feelings of the reader or listener. The slogan must be adapted to the mental characteristics of the target audience (i.e., the group of people who need to be influenced). Using the technique of “repetition of slogans” assumes that the listener or reader will not think about the meaning of individual words used in the slogan, nor about the correctness of the entire formulation as a whole. To the definition of G. Grachev and I. Melnik, we can add on our own that the brevity of the slogan allows information to freely penetrate the subconscious, thus programming the psyche, and giving rise to psychological attitudes and patterns of behavior, which subsequently serve as an algorithm of actions for a person (mass, crowd) received such installations.

12. “Emotional adjustment”

This technique can be defined as a way of creating a mood while simultaneously conveying certain information. Mood is induced among a group of people through various means (external environment, certain time of day, lighting, mild stimulants, music, songs, etc.). Against this background, relevant information is transmitted, but they strive to ensure that there is not too much of it. This technique is most often used in theatrical performances, game and show programs, religious (cult) events, etc.

13. “Promotion through mediators”

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

14. “Imaginary choice”

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

15. “Initiation of an information wave”

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

Manipulation through television. (S.K. Kara-Murza, 2007).

1) Fabrication of facts.

In this case, the manipulation effect occurs as a result of small deviations used in the supply of material, but always acting in the same direction. Manipulators tell the truth only when the truth can be easily verified. In other cases, they try to present the material in the way they need. Moreover, lying becomes most effective when it is based on a stereotype embedded in the subconscious.

2) Selection of reality events for material.

In this case, an effective condition for programming thinking is control of the media in order to present uniform information, but in different words. At the same time, the activities of opposition media are allowed. But their activities must be controlled and not go beyond the scope of broadcasting permitted by them. In addition, the media use the so-called. the principle of democracy of noise, when a message unnecessary by the manipulator simply must die under a powerful release of versatile information.

3) Gray and black information.

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

4) Major psychoses.

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

5) Affirmation and repetition.

In this case, information is presented in the form of ready-made templates that actively use stereotypes existing in the subconscious. Assertion in any speech means a refusal to discuss, since the power of an idea that can be discussed loses all credibility. In human thinking, Kara-Murza notes, the so-called mosaic type of culture. The media is a factor in strengthening this type of thinking, teaching a person to think in stereotypes and not to use the intellect when analyzing media materials. G. Lebon noted that with the help of repetition, information is introduced into the depths of the subconscious, where the motives for subsequent human actions arise. Excessive repetition dulls consciousness, causing any information to be deposited practically unchanged in the subconscious. And from the subconscious, after a certain period of time, such information passes into consciousness.

6) Fragmentation and urgency.

In this method of manipulating the media used, integral information is divided into fragments so that a person cannot connect them into a single whole and comprehend the problem. (For example, articles in a newspaper are divided into parts and placed on different pages; a text or television program is broken up by advertising.) Professor G. Schiller explains the effectiveness of this technique: “When the holistic nature of a social problem is deliberately avoided, and fragmentary information about it is offered as reliable “information”, then the results of this approach are always the same: misunderstanding... apathy and, as a rule, indifference.” By tearing information about an important event into pieces, it is possible to sharply reduce the impact of the message or completely deprive it of its meaning.

7) Simplification, stereotyping.

This type of manipulation is based on the fact that man is a product of a mosaic culture. His consciousness is created by the media. The media, unlike high culture, are intended specifically for the masses. Therefore, they set strict limits on the complexity and originality of messages. The justification for this is the rule that a representative of the masses is able to adequately assimilate only simple information, therefore any new information is adjusted to a stereotype so that a person perceives information without effort and internal analysis.

8) Sensationalism.

In this case, the principle of such presentation of information is preserved, when it is impossible or very difficult to form a single whole from individual parts. At the same time, some kind of pseudo-sensation stands out. And under the guise of it, truly important news is hushed up (if this news for some reason is dangerous for the circles that control the media).

The continuous bombardment of consciousness, especially with “bad news,” performs an important function of maintaining the necessary level of “nervousness” in society, draws the attention of Prof. S.G. Kara-Murza. Such nervousness, a feeling of continuous crisis, sharply increases the suggestibility of people and reduces the ability to critically perceive.

9) Changing the meaning of words and concepts.

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

Ways to influence mass media audiences through manipulation.

1. The principle of first priority

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

In this case, the effect of perceiving primary information as truth is triggered, especially since it is impossible to immediately understand its contradictory nature. And after that it is already quite difficult to change the formed opinion.

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

a) forming a negative opinion about him among voters;

b) forcing you to make excuses.

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

2. “Eyewitnesses” of events

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

3. Image of the enemy

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

4. Shift of emphasis

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

5. Using “opinion leaders”

In this case, manipulation of mass consciousness occurs on the basis that when performing any actions, individuals are guided by opinion leaders. Opinion leaders can be various figures who have become authoritative for a certain category of the population.

6. Reorientation of attention

In this case, it becomes possible to present almost any material without fear of its undesirable (negative) component. This becomes possible based on the rule of attention reorientation, when the information necessary for concealment seems to fade into the shadow of seemingly randomly highlighted events that serve to distract attention.

7. Emotional charge

This manipulation technology is based on such a property of the human psyche as emotional contagion. It is known that in the course of life a person builds certain protective barriers to receiving information that is undesirable for him. To bypass such a barrier (censorship of the psyche), it is necessary that the manipulative influence be aimed at feelings. Thus, by “charging” the necessary information with the necessary emotions, it becomes possible to overcome the barrier of the mind and cause an explosion of passions in a person, forcing him to worry about some point of the information he heard. Next, the effect of emotional charging comes into play, which is most widespread in the crowd, where, as we know, the threshold of criticality is lower.

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

8. Showy issues

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

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

9. Inaccessibility of information

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

10. Strike ahead

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

11. False passions

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

12. Credibility Effect

In this case, the basis for possible manipulation consists of such a component of the psyche when a person is inclined to believe information that does not contradict previously existing information or ideas on the issue under consideration.

(In other words, if through the media we encounter information with which we internally disagree, then we deliberately block such a channel for obtaining information. And if we come across information that does not contradict our understanding of such a question, we continue to absorb such information, which reinforces the earlier formed patterns of behavior and attitudes in the subconscious, which means acceleration for manipulation becomes possible, since manipulators will consciously wedge into information that is plausible for us false, which we seem to automatically perceive as real. Also, in accordance with a similar principle of manipulation, it is possible to initially present information that is obviously unfavorable for the manipulator (allegedly criticism of oneself), due to which the audience’s faith increases that this mass media source is quite honest and truthful. Well, later the information needed for manipulators is included in the information provided.)

13. The effect of “information storm”

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

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

14. Reverse effect

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

15. An everyday story, or evil with a human face

Information that may cause an undesirable effect is pronounced in a normal tone, as if nothing terrible is happening. As a result of this form of presentation of information, some critical information, when penetrating into the consciousness of listeners, loses its relevance. Thus, the criticality of the human psyche’s perception of negative information disappears and addiction to it occurs.

16. One-sided coverage of events

This method of manipulation is aimed at one-sided coverage of events, when only one side of the process is given the opportunity to speak, as a result of which a false semantic effect of the information received is achieved.

17. The principle of contrast

This type of manipulation becomes possible when the necessary information is presented against the background of another, initially negative, and negatively perceived by the majority of the audience. (In other words, against the background of black, white will always be noticeable. And against the background of bad people, you can always show a good person by talking about his good deeds. A similar principle is widespread in political technologies, when a possible crisis in the camp of competitors is first analyzed in detail, and then demonstrated the correct nature of the actions of the candidate desired by the manipulators, who does not and cannot have such a crisis.)

18. Approval of the apparent majority

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

19. Expressive Strike

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

20. False analogies, or sabotages against logic

This manipulation eliminates the true reason in any matter, replacing it with a false analogy. (For example, there is an incorrect comparison of different and mutually exclusive consequences, which in this case are passed off as one. For example, many young athletes were elected to the State Duma of the last convocation. In this case, merits in sports in the minds of the masses replaced the opinion about whether 20-year-olds are really athletes can govern the country. It should be remembered that every State Duma deputy has the rank of federal minister).

21. Artificial “calculation” of the situation

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

22. Manipulative commenting

This or that event is highlighted through the emphasis required by the manipulators. Moreover, any event undesirable for manipulators when using such technology can take on the opposite color. It all depends on how the manipulators present this or that material and with what comments.

23. Presence effect

24. Admission (approximation) to power

This type of manipulation is based on such a property of the psyche of most individuals as a radical change in their views if such a person is endowed with the necessary power. (A fairly striking example is D.O. Rogozin, who was in opposition to power - let’s remember Rogozin’s statement in connection with the Central Election Commission’s ban on registering V. Gerashchenko as a presidential candidate, let’s remember the hunger strike in the State Duma demanding the resignation of the ministers of the socio-economic block of the government, let’s remember other statements by Rogozin, including about the party in power and about the president of the country - and let us remember Rogozin’s speeches after his appointment as Russia’s permanent representative to the North Atlantic Treaty Organization (NATO) in Brussels, i.e. a major official representing Russia in an enemy organization. )

25. Repetition

This method of manipulation is quite simple. It is only necessary to repeat any information multiple times in order for such information to be deposited in the memory of the mass media audience and be used in the future. At the same time, manipulators should simplify the text as much as possible and make it receptive to a low-brow audience. Oddly enough, practically only in this case can you be sure that the necessary information will not only be conveyed to the mass viewer, reader or listener, but will also be correctly perceived by them. And this effect can be achieved by repeated repetition of simple phrases. In this case, the information is first firmly fixed in the subconscious of the listeners, and then will influence their consciousness, and therefore the commission of actions, the semantic connotation of which is secretly embedded in the information for the mass media audience.

26. The truth is half

This method of manipulation consists in the fact that only part of the reliable information is presented to the public, while the other part, explaining the possibility of the existence of the first part, is hidden by the manipulators. (An example from the times of Perestroika, when rumors were first spread that the Union Republics supposedly supported the RSFSR. At the same time, they seemed to have forgotten about Russian subsidies. As a result of deceiving the population of republics friendly to us, these republics first seceded from the USSR, and then part of their population began to come to earnings to Russia.)

© Sergey Zelinsky, 2010
© Published with the kind permission of the author