Manipulation: what it is and how it works, types, how to protect yourself from control. accusation of exploiting the circumstances. Presentation of information against the background of the object's emotional arousal

Significantly different means and methods of influencing the subconscious used, for example, a hundred years ago, and modern. With the massive spread of television, the Internet, and print media, this has become much easier to do. In particular we are talking about a large area coverage. So to speak, the impact on the mass consciousness in much larger volumes.

For example, it is known that after 20-25 minutes of watching a television program, the brain already begins to absorb any information that comes through the television broadcast. Let us recall one of the principles of managing (manipulating) the masses, the crowd: suggestion. TV advertising is based on this principle. For example, we are shown some kind of commercial. Suppose, at first, we have a clear rejection of the material shown to us with our ideas about this product. We watch, listen, perhaps justifying ourselves by the fact that we will not buy anything like that. This is how we calm ourselves down. In fact, the individual's psyche is subject to the general laws governing the human psyche. And if for a long time any signal gets into our information field, then all this is inevitably deposited in the subconscious. So, if in the future there will be a choice between which product to buy, we will unconsciously give preference to the one about which we have already “heard something”. Moreover. It is he who will evoke some positive associative series in our memory. As something familiar, and even "close" to us. Let's remember how often we heard advertisements of popular brands (already the fact that they have become "popular" is the merit of advertising). As a result, this not only does not cause any rejection in us, but also when we are faced with the choice of a product about which we know nothing, and, on the other hand, a product that is familiar to us, we subconsciously (and, as it were, independently of ourselves, our consciousness, which is understandable given the fact that all our actions or desires are controlled by the subconscious) instinctively reach out to this particular product. Moreover, depending on the specifics of the psyche of an individual, such an impact (so that this product becomes “close” to him) can occur for several years. The principle of time, the principle of duration of influence, is just important here.

It is also important to pay attention to the fact that the real manipulation of the mass consciousness (more precisely, we are talking now about its greater efficiency) is possible when a person is under the constant influence of some kind of information. After all, in this case, he already, as it were, does not need to think. Everything is “thought out” for him. And at the same time, in this case, the result is achieved due to the fact that a person is forming, as it were, a new ideology. For this, of course, it is more desirable to tear the individual out of the context of a former life. Because it is much more difficult to control a person's consciousness if he is in an environment that is familiar to him. For example, if an individual is isolated from society for a long time, placed in some new conditions for him (for example, an army, a prison, an orphanage, a boarding school ...), then in this case we can talk about the success of influencing his psyche, in order to subdue it. All of the above, the so-called. disciplinary spaces. Where there are well-established norms and rules of conduct. (And the behavior of a beginner is to quickly “imbue” with the observance of these rules). There is a fairly common saying: do not go into a strange monastery with your charter. That is, the individual is already, as it were, phylogenetically ready to subordinate his life to new rules of behavior. He is forming new system values. The former way of life, once peculiar to him, is forgotten. After a while, a person becomes, as it were, ready to obey. Become what they want to see him, and not what he really is. And, in fact, after a long stay in a new place for himself, the individual does not really know what he really is. After all, he now obeys completely different rules. Once new to him. But now they have become "close and dear."

Of course, the psyche at first resists this. A person sharply pulled out of his usual world of habitat (for example, after being drafted into the army, or unexpectedly arrested, and especially when the “case” is fabricated. And the person does not even physically have time to prepare psychologically), at first there comes a rejection and a sharp rejection of the new environment. Everything inside him seems to rebel against it. But then there is a process of breaking. He is morally depressed, which means that he is unconsciously ready to accept the conditions in which he finds himself.

Equally important for the success of this is the "specificity" of the new habitat, for example, a new language, or rather the appearance in the language familiar to it of neologisms, or, more precisely, jargon - that is, a specific language inherent in a particular community.

Jargon is quite common in the criminal environment. Or in the same army. And in general, any professional communities have their own specific differences in speech, expressed in the presence of a special kind of words that are understandable to those who, by chance, should be with them. For example, in addition to criminals, the jargon of sailors, the jargon of athletes, and the jargon of workers are known. A person, being in this environment, as if subconsciously learns a new language for himself faster, striving to be accepted into a new environment faster, and therefore stop being a beginner, which is very painful for most people, and at least they experience psychological discomfort.

Further, when a person enters a new environment for himself, not only does a reorientation of life values ​​occur, but also, as it were, new parental figures appear. If earlier for most individuals these were parents, older brothers, educators (if they were brought up in an orphanage), older comrades (if someone lived on the street), now the head of the colony (“master”, as he is called in criminal jargon), or the same sergeant (if we are talking about recruits in the army) claims the role of such parental figures. After all, now it happens that you cannot decide for yourself when you need to sleep or eat. Your new "parent" will tell you about it. He, (on occasion), will punish you in the same way. And you already unconsciously begin to obey him. And if you do not obey, they will force you, “break you”. Moreover, they “break” almost everyone. Depending on the desire and skill of your new overseers.

No less important for the success of manipulation, and the change of value systems, the emergence of new values.

You seem to be forced to abandon the past, offering a new world in return. As an example, it is enough to pay attention to religious sects (where the above methods of management and manipulation are strictly observed), or to recall an outstanding example (in terms of the scope of manipulation) of the establishment of Soviet power. Ulyanov-Lenin and his associates made full use of all the principles of manipulating mass consciousness. Moreover, as you know, this was not only an experiment, but one of the most famous successful experiments in history. And analyzing that period of history, we can safely consider all the applied principles of the psychology of influence as an outstanding and at the same time tragic example of the manipulation of mass consciousness. But, unfortunately, this is our psyche. And it is subject to the general laws and rules of behavior, which means that practically no matter how many years have passed or will pass, we will still be subject to some kind of manipulators who have decided, through known mechanisms of influence (control) on the human psyche, to solve any of their pressing problems (power, for example), or elementary enrichment (business).

Speaking about modern means of mass influence on the audience, we, apparently, should talk about some combination of advertising and means mass communication(QMS). It is no secret that advertising largely replaces the true (internal) values ​​of a person, replacing them with those imposed on him. Influencing the subconscious of the individual, advertising leads to the fact that the person no longer belongs to himself. He obeys the principles and norms of life imposed on him. And even if consciously he still opposes some of them, subconsciously he already makes a choice in favor of one or another psychological attitude. Almost here, by the way, is the formation of an inferiority complex among certain groups of the population who do not have the opportunity to buy this or that product. The goods corresponding to this or that style of life. (Perhaps that is why a certain part of the population is ready for any kind of enrichment, in the realization of their desire to step onto the next rung of the social ladder. These are the roots of crime and prostitution. After all, money is thus achieved in an easy way. Here we can also talk about those who fall into the hook of scammers. nikov is, as it were, unconsciously sanctioned by the state, which inspires its fellow citizens with the myth that it is bad to be poor).

Famous the principle of the so-called. fragmentation of information used to increase the suggestibility of the audience. For example, if we look at the front page of a major newspaper or the first minutes of a TV news block, we will notice that initially we have before us, as it were, a “squeeze” (main events) of what will be told. Thus, the audience is already, as it were, prepared.

The fragmentary separation of information into different bands is aimed at ensuring that the individual from the very beginning is not able to combine them and understand the problem. At the same time (as if "to the heap"; i.e., to deprive the information of the main meaning), the technique of sensationalism is used.

For example, rapidly changing stories in the news lead to the fact that a person is simply physically unable to single out for himself the main points of the material received, and to make any critical analysis of it. The individual's attention seems to be scattered. Thus, the level of psychological defense and criticality decreases in a person, which means that the threshold of suggestibility increases sharply. As a result, timely advertising, as it were, contributes to the penetration immediately into the subconscious. And let a person who has experienced this form of influence not immediately run to buy this or that product, or vote for this or that party or deputy. But we can be sure: when the need for this comes up, a person will be guided by exactly what is already in his subconscious. After all, it is our unconscious that is “guilty” of committing any actions by us, as well as the emergence of any thoughts, desires, emotions in us.

What is in our subconscious? Everything that we have ever heard or seen. Apart from the so-called. phylogenetic memory (or the collective unconscious), we can say that everything that once passed before the individual - practically unchanged (with a minor exception, when a number of psycho-defenses are turned on, such as repression, etc.) is deposited in our subconscious.

Otherwise, as they say, is not given.

There are many different principles of mass manipulation, mostly based on such categories of the psyche as suggestion, infection, and imitation.

The means of modern mass media bring their methods of influence (manipulation) over the masses. Moreover, their effectiveness in today's society is quite high.

However, before we begin to consider the methods of influencing the audience used in the media, we will consider six of the most common principles that we encounter in life.

Let's list them.

Sequence principle.

To be consistent is a natural desire of any person. To be consistent in one's views means to be a respected person. This is what the principle of manipulation is designed for, when, by forcing a person to initially verify his obligations (for example, to fill out a contract form himself, or write a poem about what a good company is, or this or that product is great), thereby “guaranteed” receives a “new client”. It is very important for a person to feel consistent. And if he took the first step, he will almost certainly take the second.

If with some request we are approached not just by some person (especially unknown to us), but endowed with some kind of insignia and public recognition (for example, an academician, general, governor - addressing you personally), in most cases we can say that you will follow his request. This is the principle of authority.

Not far from here and benevolence principle. It is easier for us to believe an outwardly attractive (even beautiful) person than someone who has some external defect.

If a beautiful actress or fashion model asks us for something, this is a much greater guarantee that we will respond to her request than to the request of some homeless person, or a drunkard lying in the mud. We will quicker give a hand to the slipped Sharon Stone (for women - choose any male actor) than to a dirty, ragged, and half-drunk beggar. This happens, as it were, independently of our consciousness, unconsciously.

Another of the principles reciprocity principle. Or the "rule of gratitude." This principle is widely used in large supermarkets, when we are offered to try a product for free, thereby unconsciously forcing us (as gratitude) to buy this very product in the future (or immediately).

The principle of contagiousness.

If a large number of people buy any product, we seem to unconsciously strive to do the same. Here is the origin and popularity of various ratings, paid claps in the auditorium during the performances of pop and show business figures, etc. Everywhere in such cases, the individual, as it were, initially and unconsciously focuses on the mass behavior of other people.

And finally, another principle is scarcity principle. It is based on the fact that a person starts buying something if this thing can be lost or vice versa, it is profitable to acquire it. The risk of losing something directly affects our subconscious, forcing us to make often unnecessary purchases. In Soviet times, many things were considered scarce, including, for example, books. Many people remember the time when for the right book it was necessary to hand over a couple of tens of kilograms of waste paper in advance, or to be faced with the choice of acquiring this book only from speculators-dealers. And this despite the fact that books were published in millions of copies. Now, when you can find almost any edition in the store (and the books themselves are freely available), the circulation of books rarely exceeds 5,000 copies. Paradox? No. After all, many then bought books “just like that”, only because there was an opportunity to “get it”. Now this is no longer necessary.

And be that as it may, all this just clearly demonstrates the principle of scarcity, the principle of manipulating our consciousness. The consciousness of the masses. And most of us, unfortunately, succumb to these manipulations.

Ch. 6. Manipulation through the media.

It should be noted that in modern society, the manipulation of the masses with the help of the media is, in our opinion, the most effective in terms of suggestive effects on the audience.

This is due to at least several factors, the main of which are the almost universal coverage of the territory of influence, as well as the historical predisposition to faith in the media, which came to us from the Soviet past, and to people born later - phylogenetically.

So, let's approach the methods of manipulation through the media, considering the ways of suggestive influence on the masses. Moreover, one should pay attention to the fact that all these methods “work” when manipulated in ordinary life (that is, when the media seems to have nothing to do with it), - in the communication of individuals with each other, and so on.

1. The principle of priority.

The essence of this method is based solely on the specifics of our psyche, which is designed in such a way that it tends to take on faith the information that came into processing by our consciousness first.

Even the fact that later we can receive more reliable information often does not exclude either the fact of subconscious distrust of it, or the fact that our unconscious will send “favorable” impulses to consciousness from the information received first.

Apparently, in this case, a certain effect of perceiving primary information as truth is triggered, especially since it seems impossible to immediately understand its contradictory nature. And later it is quite difficult to change the formed opinion.

A similar principle is quite successfully used in political technologies, when some accusatory material (compromising evidence) is sent to a competitor (through the media), thereby: a) forming voters negative opinion about him; b) making excuses. Moreover, already in this case, the masses are influenced by stereotypes widespread in society that if someone is justified, then it is guilty (and, we note, apparently the stereotypes are still quite false, but nevertheless leaving a negative mark on this individual).

2. "Eyewitnesses" of events.

A fairly common deception used to influence the audience for the purposes necessary for the manipulators, when there are supposedly eyewitnesses of the events who, with the necessary sincerity, report the information previously transmitted to them by the manipulators, passing it off as their own.

The name of such “eyewitnesses” is often hidden, allegedly for the purpose of conspiracy, or false is called, which, along with falsified information, nevertheless often achieves an effect on the audience, because it affects the unconscious of the individual, causing him to intensify feelings and emotions, as a result of which the censorship of the psyche is weakened, and is able to skip information without determining its false essence.

3. The image of the enemy.

Such a method of manipulation is often the most successful, because in this case, by artificially creating a threat and, as a result of this heat of passion, the masses are already initially immersed in a state similar to ASC (altered states of consciousness). As a result of which they are easier to manage, since the need to execute orders is dictated by the individual's own safety; along the way, a positive image of the representatives of the authorities is also formed. Which, again, practically contributes to the acceptability on the part of the authorities of any actions that are unconsciously interpreted by the masses as “concern” about them.

IN Soviet times the falsely formed image of the enemy allowed a significant part of the GDP (gross domestic product) to be spent on the defense department, artificially creating a shortage of certain goods for the population in the country.

4. Shift in emphasis.

In this case, the method of presenting materials may seem very curious. That is, there is a certain conscious shift of emphasis in the material presented to the audience, when there is a shift in emphasis, and something not entirely desirable for the manipulators is presented in the background, but what they need is most clearly highlighted.

5. Use of "opinion leaders".

In this case, any manipulation of the mass consciousness occurs on the basis of a widespread belief among the manipulators that when performing any actions of a purchasing or imitative nature, individuals are guided by the so-called. opinion leaders. Opinion leaders can be various figures who have become cult or quite authoritative for a certain category of the population.

Moreover, most often the situation is that for certain sectors of the mass media audience there are also opinion leaders. For example, for someone, some famous athlete can become an authority, for someone a pop singer or rock musician, for someone a writer.

It is known that this form of manipulation is quite actively used both in the media and in everyday life. And during the election period, this form becomes the most desirable for manipulators, when famous actors, writers and musicians, hastily accepted into one party or another, recommend voting exclusively for it (well, that is, for themselves, which already means for it, and for all those who, in addition to these well-known show business figures and various bohemian institutions, belong to this party).

6. Reorientation of attention.

In this case, it becomes possible to teach practically any material in terms of intensity of the emotional component, but at the same time not to cause the expected storm of passions. And this becomes possible on the basis of the rule of reorientation of attention, when the information necessary for concealment, as it were, fades into the shadows of seemingly random events that serve to divert attention.

In this case, it becomes possible to present almost absolutely any material without fear of its undesirable (negative) component.

7. Emotional charge.

The technology of manipulation in this case is based on such a property of the individual's psyche as emotional contagion.

It is known that in the process of life a person builds certain protective barriers on the way of receiving information that is undesirable for him. But this becomes possible with respect to the adoption as protective mechanisms of certain components of consciousness, that is, for example, the mind. Whereas in order to bypass such a barrier of the psyche, it is necessary that the manipulative effect be directed to feelings; i.e. already on what is more in the hands of the subconscious. In this case, having “charged” the necessary information with the necessary emotions (the emotional component of the information received), it becomes possible to overcome the barrier of the mind and cause an explosion of passions in the individual, forcing him to experience at some point the information he heard. Then the effect of detonation or emotional charging comes into play, which is most widespread in the crowd, where, as you know, the criticality threshold is initially lower, and the intellectual component of an individual becomes noticeably lower, obeying the general stupidity inherent in individuals enclosed in masses.

Such a manipulation effect is quite actively used during various reality shows, when the participants seem to initially speak in raised tones and sometimes demonstrate significant emotional excitement, which makes you watch the ups and downs of the events they demonstrate, empathizing with the main characters.

A similar impact on the emotional component of the mass media audience occurs when a number of politicians appear on TV, impulsively shouting out their ways out of crisis situations, in which, in their opinion, the state is constantly found. A similar method was used and is used by some TV announcers, who, thanks to this method of manipulation, influence the feelings of individuals, and the audience is emotionally charged, which means that such manipulators can be forced to pay attention to the material being presented.

8. Display issue.

In this case, the method of manipulating the consciousness of the masses is not only very effective, but also quite common in modern mass media. Its essence boils down to the following: depending on the presentation of the same materials, it is possible to achieve different, sometimes opposing opinions from the audience. That is, some event can be artificially “not noticed”, but on the contrary, it can be given increased attention, and even on different television channels.

At the same time, of course, the truth itself already seems to fade into the background. And it depends on the desire (or not desire) to highlight it.

It is known that many events take place every day in the country. Naturally, the illumination of all of them is impossible already purely physically.

However, it often happens that some events are shown quite often, many times, and on different channels; while something else, which probably also deserves attention to convey information about this to the audience, is already, as it were, consciously not noticed.

It is worth noting that the presentation of information through such a manipulative technique often leads to artificial inflating of non-existent problems, behind which really dangerous tendencies are not noticed. For example, one of the serious problems of modern Russia is the actual mortality due to the intake of alcohol-containing liquids by a fairly significant population of villages and villages. That is, in other words, a very large category of the male population drinks and becomes an inveterate drunkard. While somewhat inferior to them, but has an equally large number of adherents - drug addiction. Some part of the population is actually also becoming hopelessly lost to society due to the development of sectarianism. The first two problems create a real demographic threat in the country, the media of which is aimed at deliberately shifting the emphasis towards issues that are much smaller, but necessary for certain manipulators from the mighty of the world this.

9. Unavailability of information.

This principle of manipulative technologies is also called information blockade. This becomes possible when a certain piece of information, undesirable for manipulators, is deliberately not allowed on the air. After all, it is known that television allows you to act as a mass manipulator (the audience of federal channels is especially significant). Therefore, if any information needs to be hidden from the audience, then for this it is enough to prevent its distribution through the air of federal channels (it is advisable not to let it on television at all).

In the modern media, the information blockade should apparently include the real state of affairs taking place in a number of territories that are part of the country and outside it from among the former republics of the former union, as well as numerous materials representing the real situation on the territory of the country, and much more.

10. Strike ahead of the curve.

A type of manipulation based on the early release of negative information for the main category of people or compromising evidence for a competing group in the field of political elections, when this information causes maximum resonance, so that by the time the information arrives and the need to make an unpopular decision, the audience is tired of the protest and no longer reacts like that. And in political technologies, there is a sacrifice of insignificant compromising evidence, after which the manipulators achieve the effect of not responding to the audience when a new compromising evidence comes to the political figure they are promoting. The people, in this case, are already tired of reacting.

11. False passions.

A method of manipulating the mass media audience, when a false heat of passion is used by presenting supposedly sensational material, as a result of which the individual's psyche does not have time to react properly, unnecessary excitement is created, and the information presented by the manipulators is in favor when assessed by individuals. That is, in this case, the criticality put forward by the censorship of the psyche is noticeably reduced, which means that the manipulators achieve the expected result.

In other words, a false time limit is created for which the information received must be evaluated, which often leads to the fact that it almost without cuts (from the side of the reality principle; the so-called reality testing) enters the unconscious of the individual; after which it influences consciousness, distorting the very meaning of the information received, as well as taking up space for obtaining (and correspondingly evaluating) information that is more truthful, and may actually be necessary for the individual.

Moreover, in most cases we are talking about the impact on the mass media audience when the mechanisms for evaluating information in the crowd are activated, in which most often the principle of criticality is already difficult in itself, and here it is also violated as a result of false sensationalism and the haste associated with it in the need to make a decision, that is, in other words, in an adequate assessment of the information received.

12. Likelihood effect.

In this case, the basis for possible manipulation consists of a known component of the individual's psyche, when he is inclined to believe information that does not contradict his inner "I". That is, in other words, if through the media (television, radio, press) we come across information with which we internally disagree (this somehow contradicts the information already in our unconscious), then we deliberately block such a channel for receiving information.

In another case, if we come across information that does not contradict our understanding of such a question, then we continue to receive information through the involved sense organs. And then in this case there is acceleration for manipulation over us, because the manipulators will deliberately wedge into the information that seems to be plausible for us a part of the false, which we automatically perceive as if automatically as real.

The credibility effect can be achieved in reasonable ways, and apparently 70-80-90 percent of information must be presented to a plausible or already known audience, or one that it can verify. And then 30-20-10% of the false information you provide will, as it were, already dissolve in the truth, and will be quite positively perceived.

Also, in accordance with this principle of manipulation, it is also possible to initially present information that is obviously unfavorable for the manipulator (supposedly self-criticism), due to which the audience’s belief that this mass media source is fairly honest and truthful increases. Well, later, information necessary for manipulators is interspersed with the information supplied.

It should also be borne in mind that an individual is able to stumble upon some information out of curiosity; as if unconsciously convincing himself that he could always take a step back.

Further, if there is something in this information that does not contradict any of his beliefs or internal attitudes of consciousness, then he can get acquainted with the information as a whole. This is already enough for the next meeting with such a source to create some kind of unconscious positive emotion in the soul, as a result of which faith in such a medium has already been outlined. Well, it means that it already turns out that such an individual will have a lowered threshold of susceptibility to any information received from this source; including information of a false nature.

13. The effect of "information assault".

In this case, we should talk about the methods used by manipulators, aimed at an unmotivated huge amount of information received by the audience, as a result of which, among the flow of unnecessary and useful information truth is lost. And the individuals themselves, subjected to this form of manipulation, simply get tired of the flow of information, which means that some analysis of it becomes noticeably reduced, which means that the manipulators have the opportunity to hide the information they need, but undesirable for demonstration to the masses.

14. Reverse effect.

In this case, there is such a quantity of negative information addressed to some figure that this information achieves the opposite effect, and instead of the expected condemnation, such an figure begins to arouse pity. This means that manipulative technologies are again effective.

15. Everyday story, or evil with a human face.

The type of conduct we are considering mass manipulation becomes possible when information that can cause an undesirable effect is pronounced in a very ordinary tone, as if nothing strange and even more terrible is happening. As a result of this form of presentation of information, some critical information, when it penetrates into the minds of the listeners, seems to lose its relevance. Thus, as it were, the criticality of the perception of negative information by the psyche of the individual, a kind of addiction to it, is broken.

With the long-term nature of such broadcasting, the psyche of the mass media audience is significantly dulled, which practically excludes the emotional component that was characteristic earlier when listening (viewing and reading) various kinds of criminal information (information about murders, brutal rapes, terrorist attacks, etc.)

When covering any rallies or demonstrations suppressed by the authorities with a large number of victims and victims, the effect of such information is noticeably reduced when the materials are presented by announcers in ordinary, even voices, as if they are talking about some ordinary and especially unremarkable plot. At the same time, atrocities can actually be directly opposite to the nature of the presentation of the material.

16. One-sided coverage of events.

In this case, the manipulative nature of the applied technique is aimed at one-sided coverage of events, when only one side of the process is allowed to speak, as a result of which a false (hidden, manipulative) effect is achieved with a possible interpretation of the events presented in the material, in fact, excluding such an interpretation.

Thus, the manipulators interested in lies again manage to hide the truth, presenting instead of it a deceit, in which these swindlers will make the masses believe.

17. The principle of contrast.

This kind of manipulation becomes possible when necessary information is served against the background of another, initially negative, and with a negatively perceived by the majority of the audience.

That is, something white will always be noticeable against a black background. And against the background of bribe-takers and bureaucrats, in the right context, you can present a person with actions that are deliberately aimed at creation, even if he does not denounce the money-grubbers, but, for example, only information about the positivity of this person passes.

A similar principle is quite common among political technologists, when a possible crisis (“crisis” can always be found; it all depends on how the material is presented) in the camp of competitors is analyzed in detail, while against the background of all this disgrace, the correct nature of the actions of the candidate used by the manipulators is demonstrated.

18. Approval of the imaginary majority.

The application of this method of mass manipulation is based on such a specific component of the human psyche as the permissibility of performing any actions (actions) after the initial approval by some other individuals. That is, we can already say that a certain barrier of criticality is erased in the psyche (both in relation to oneself and in relation to the information received) after this information has been approved by other people.

The individual himself, in most cases (we are talking about representatives of the masses), is often quite reluctant to assume the obligation of accepting any guiding actions on his part. That is, it is much more difficult for the majority to become a leader than to become a subordinate. It is one thing to use some kind of knurled schemes, and quite another to realize your own leadership ambitions. And in the first place, just because of the false danger of receiving any critical comments from others. Whereas in this case, after receiving some approval (especially when a certain number of other individuals support you), you seem to grow wings; and you are capable of doing a number of things that you might not have dared to do earlier. Something similar apparently happens in the crowd, when the consent of others (in fact - your "accomplices", - well, or associates, - the accents here are placed depending on what actions will be committed by the crowd) reduces any criticality (censorship) of the psyche of the individual, and he is literally able to accomplish a feat in relation to himself. (That is, to commit an act, which, perhaps, would not have dared earlier).

Moreover, it should, apparently, be said that any effectiveness of such a principle on the part of manipulators becomes possible based on the same specifics that make individuals unite in groups. What is a group or mass? First of all, it is the mass disappearance of fear. According to the principle: when we are together, we are no longer afraid of anything.

And in the same way, being in a group, the individual unconsciously tends to think that if something is approved by the majority, then it means it is more good than bad. Well, the fact that, perhaps, he has not yet understood that this is good - only says that this individual has not yet figured it out. This means that we can already say that the probability that “starting to understand” an individual will make a decision that has already been made by the majority before him will be very high. Simply because historically the psyche is inclined to believe this society. Therefore, most of these methods become possible.

This method of manipulation is also used on television (when in any talk show viewers begin to clap and wildly express their delight at the fact that the commercial break will now begin), and at the speech of some figures in front of the audience, when the initially paid “support group” periodically begins to show all kinds of approval to the speaker, and in the case when the actors pretend to be ordinary people, advertising any product on the TV screen. Therefore, it is desirable to identify such moments on the part of manipulators and not succumb to them, bearing in mind that for the most part, manipulation is unconsciously a deception in order to fulfill any requirements of the manipulators.

19. Expressive blow.

When implemented, this principle should produce the effect of a psychological shock, when the desired effect is achieved by the manipulators by deliberately broadcasting the horrors of the modern life of individuals, 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, what can we say that the emphasis in the presentation of material can be quite deliberately shifted towards competitors that are unnecessary to the manipulators or against information that seems undesirable to them.

In this case, another effect is also achieved, when, against the background of the produced effect, some information necessary for the manipulators is supplied, which already penetrates almost unhindered into the unconscious, and from there, after some time, into consciousness. And here everything also seems to be explainable, and because the psyche of an individual in a state of emotional stress (shock) cannot adequately assess all the information received - emotions take over the mind, and because almost everything that is in our unconscious one way or another affects consciousness.

20. False analogies, or diversions against logic.

This manipulation is very dangerous, because it actually eliminates true reason in any question, replacing it with a false analogy. For example, there is an incorrect comparison of various, as it were already mutually exclusive consequences, which in this case are presented as one. That is, in no way can a logical component be traced in a number of questions of an almost opposite nature, but manipulators confidently pass it off as supposedly one causal chain. A simple example from the series “a cook can rule the state” - a famous athlete is elected a deputy, and political technologists are strenuously pushing through the idea (by creating an associative chain) that if he could achieve significant results in sports, he can achieve the same in the struggle for the cause of the working masses.

21. Artificial calculation of the situation.

In this situation, in order to solve any problems, manipulators throw a lot of different information onto the market, thereby monitoring public interest, and information that has not received relevance is subsequently excluded, and the rest is presented using numerous manipulative techniques to fully achieve the programmed success by manipulators.

22. Manipulative commenting.

By means of the emphasis necessary for the manipulators, this or that event is covered. At the same time, any event that is undesirable for manipulators when using such a technique can often take on the opposite color. As they say, everything depends solely on how you present this or that material, with what comments.

23. The effect of presence.

The link to the presence at any event allows you to direct the manipulative technique to the maximum achievement of the desired result. By type - the eyewitness is always right. And the psyche of the mass media audience, in this case, makes open the access system for the receipt of such information, in fact, without any analysis of it. Fully trusting people in the thick of things.

24. Admission (approximation) to power.

This type of manipulation has a sufficient quality of various forms and can affect almost all aspects of life without exception, and, apparently, has historical prospects for its existence (i.e., the inherited psyche modern man phylogenetically).

The principle is based on, at times, almost a radical change by an individual of his former opinion as a result of admitting such an individual to some representatives of the authorities (albeit once scolded), famous performers of musical compositions (even in a genre unacceptable for such an individual) and so on. The main thing in this case is to comply with the conditions of the actual status of a celebrity and his desire to somehow (albeit temporarily) bring such an individual closer to himself. A purely psychological sign of the role of a celebrity in society plays a role here, which means that our individual is already aware that the celebrity who has descended to him is accepted and exalted by society, and that the very fact of turning to him already, as it were, also elevates him (including and increases the inner self-esteem of our individual), and as if as a gratitude, a person is unconsciously ready to fulfill any request of a celebrity.

25. Repetition.

This way of manipulation is somewhat simple and unique. It is only necessary to repeatedly repeat any information so that such information settles in the memory of the audience and is subsequently used by it.

At the same time, manipulators should simplify the text as much as possible and achieve its susceptibility based on a low-intellectual audience. Oddly enough, practically only in this case you can be sure that the necessary information will not only be conveyed to the audience, but will also be correctly perceived by them. By repeatedly repeating simple phrases, you can achieve a similar effect. The transmitted information is first firmly fixed in the subconsciousness of the listeners, and then it will influence their consciousness, and therefore the commission of actions inherent in the presented information.

26. The truth is half.

This method of manipulation has been known for a long time, and 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 concealed by the manipulators. As a result, negative emotions are formed in society, aimed at achieving their own goals and objectives by manipulators.

For example, in the 80s and early 90s. unscrupulous manipulators actively exaggerated the information that the allegedly numerous republics of the USSR feed Moscow, so an urgent separation of them is necessary. At the same time, there was an obvious half-truth, because the numerous subsidies in the form of free natural resources that were sent to these countries were already artificially overlooked. As a result, such republics as Ukraine, Moldova, etc., became independent states, but quickly slipped below the poverty line, an example of which is the migrant workers who inhabited the large cities of Russia.

There is also a certain amount of manipulation of the psyche of the masses through the media, the listing of which is already to some extent redundant, because in our opinion the issue has already been adequately covered and understood. From ourselves, we could add that each person should be more attentive to himself, and when any information comes to him, first of all, turn on the mind, and not feelings, to analyze such information.

A complex technique that is used by many scammers to gain profit is the manipulation of people. Human psychology is such that it can be controlled. Even during business negotiations, the parties try to put pressure on each other, promoting their point of view. And to protect yourself from outside influence, you need to familiarize yourself with different methods of manipulation.

It is mostly hidden. It is more difficult to suppress the will openly. This requires a person who is easily affected. And there are very few of them. In this regard, covert manipulation of people is used.

The multifaceted art of management

Psychology is a multifaceted science. And the art of manipulation direct evidence. There are a huge number of methods by which you can learn to control a person. But there is no such manipulator who would use all the methods. They usually choose a few of the most appropriate methods. Why is manipulation so popular? Human psychology is like this. And with the help of the art of management, you can not only influence the actions of the interlocutor, but also achieve your goal at the same time.

Feel the mood of the people

It should not be thought that everyone is subject to management. In fact, there are people who are difficult to hypnotize. Accordingly, they are also not amenable to manipulation. Attackers try to bypass such people. How do they know who to avoid and who to control? Manipulation of people, psychology - to be a professional in these areas, you need to feel the mood of the interlocutor well. Otherwise, all skills and abilities will be reduced to zero.

Usually manipulators find a weak point. It can be an interest, a belief, a habit, a way of thinking, an emotional state, etc. The main thing is to find where to push and know how to do it. How can people be manipulated? Psychology, books - all this will help us understand popular management methods.

Prize winning

Pay-win. This type of management can be considered the most favorite among scammers who are trying to ingratiate themselves with people. They tell their interlocutor that he has won a prize or reward. Naturally, if you put in the effort, then this may be true. But if there was no contribution on your part, but you somehow won the award, then you should think about the veracity of the situation.

Focusing on the little things. Manipulation described in the book

Displacement of attention. This method was described in the books of a psychologist. He is known as the creator of Ericksonian hypnosis. What are the features that are characteristic of this technique of manipulating people? Human psychology is such that his attention can switch to a variety of little things. And it is on such a switch that management is built. You just need to distract the interlocutor from the important point. For example, the manipulator may offer to make a choice in favor of one of three options. But regardless of your choice, he will always win, not you. The point is not that everything depends on the decision. The main idea is the need to ingratiate yourself and distract attention.

When information is not true

Information mismatch. To recognize inappropriate data transmitted through a variety of channels, you need to familiarize yourself with the basics of non-verbal communication. This is the only way to see that the manipulator's speech is at odds with the rest of the information transmitted by his gestures.

No extra time

What is this psychology of manipulation? Pressure on a person and opposition from his side involves the use of certain time frames. For example, you can start a discussion with the interlocutor of an important topic. However, he, speaking of other plans, begins to get ready to leave. And at the same time, it may require an immediate decision on your part on the issue that was discussed. With this method, they try to drive you into a corner.

Three psychological tricks will help you with this. They will be described next.

The emergence of a sense of duty

Care and love. Almost all methods basically contain the rules of mutual exchange. A fairly common concept in psychology. Its essence lies in the need to arouse a sense of duty in the interlocutor. And it happens on an unconscious level. For example, the husband washed all the dishes, cleaned the rooms, wiped the dust on his own. He sent his wife to rest. And after all the work was done, he casually said that tomorrow he was going to sit with friends for a drink. Well, in such a situation, how can you refuse him? This case is simple and real - the husband has formed a sense of duty in his wife. Accordingly, the probability of hearing a positive response from her side increased markedly.

How to deal with manipulation? People's reviews

If you want to know (including the subtleties of psychology), then you need to understand how to resist manipulation. In this situation, remember that no one will show care without a reason. Mindfulness will help to avoid exposure. In addition, there is no need to accumulate a sense of duty. Don't hesitate to say "no". The above method of manipulation is quite effective. And he meets at every turn.

Zombies

Repetition is the mother of learning. This is the basis of zombies. For example, every day on TV you see advertisements for delicious condiments. Wandering around the store, you yourself will not notice how you get them. Why? This is due to the fact that you have already viewed the advertisement several thousand times. She is firmly entrenched in the subconscious. This technique is often used to manipulate people. No wonder there is a proverb that claims that a person will begin to grunt if he is called a pig a hundred times. This management technique is common in relations between superiors and subordinates with low self-esteem.

How to resist this type of management? Be carefull. Repetition can be associated with care, and then it will be received powerful weapon management. You will automatically turn into a good investor for a bad person. Only mindfulness will save you from such a fate.

Seducing an interlocutor is a wonderful manipulation technique

The Forbidden fruit is sweet. You should not succumb to temptations and desires, although it is difficult. You must have willpower, Do you want to learn how to manipulate? Use this method. Analyze your life. How often have you said the phrase “Do not seduce…”, “Weak…?”, “Not a man or what?”. Or maybe they told you?

For example, promotions and discounts. They are especially common on the Internet when they are accompanied by countdown timers. This is pure temptation, control. It will not allow you to pass by such sites Use this method to your advantage.

It is possible to avoid such an impact. Just understand its nature, realize how it works. A strong character and unwavering principles can also help. Only in this situation, no one can seduce you.

There are many control methods

There are many different ways to manipulate. You have to be able to defend yourself against it. First of all, it is important to listen to yourself. After all, manipulation involves influence, control of someone else's will. If you begin to feel discomfort or tend to make a decision right now, then you need to leave the conversation. Say no and stand by your principles. No need to succumb to provocations. After all, you are just being manipulated.

Start making your own decisions

This review described how to manipulate people (subtleties of psychology). How not to fall for such tricks? Pay attention to this, because you can be controlled constantly in all spheres of life. Start making your own decisions, not the ones that were forced on you. Such is the psychology of manipulation and pressure on a person, the counteraction to which we have considered above.

PRINCIPLES

EFFICIENT MANIPULATION

CONSCIOUSNESS

Sequence principle

The natural desire of people to be and be considered consistent- a very powerful means of influence. Not infrequently, the principle of consistency leads us to act clearly against our own interests. How does an inconsistent person usually appear in the eyes of others? That's right: fickle, unreliable, windy, capricious, unfounded, unfaithful - but you never know epithets? Who wants to have such a reputation?

But it is much more convenient and pleasant to look consistent: such people have the reputation of reliable, reasonable, decisive, convinced of their views.

In addition, the desire for consistency allows you to avoid constant thinking, decision-making, and protects you from many worries. The mechanical striving for consistency is a kind of protective automatism of our thinking. That is why this principle is a goldmine for manipulators striving for a mechanical, without unnecessary thought, satisfaction of their wishes.

Our own tendency to be consistent pays big dividends to these exploiters.

The leading role here is obligations. Since a person has made an obligation, he, according to the rule of succession, will strive to fulfill it. If his position is determined, then he will automatically act in accordance with it.

One of the clearest evidence of this is the adoption of the military oath. Examples of the use of our commitment to be consistent can be found at every turn.

It is much easier, for example, to borrow money from a person if, when calling him, first of all ask how he is doing or how he feels. But, of course, the purpose of such a call is not participation and not love for one's neighbor. The borrower expects to receive a standard response. To such courteous, formalized questions, people tend to automatically respond with something like, "Thanks, that's fine," "Great," "Good," or "I'm fine, thanks." And as soon as the borrower heard that everything is fine, it is already much easier for him to drive a potential lender into a corner - to force those who have rubbish to come to the rescue: “How nice to hear that! Calling you to ask if you could help me…”

Written commitments have a magical effect in general. Why do we write receipts, sign contracts, put our signatures on agreements? Because a written document, unlike oral statements, cannot be forgotten or denied. It requires strict adherence to the principle of consistency for exactly as long as it exists.

The principle of reciprocity

This is also called the gratitude rule. It is deeply rooted in human consciousness. According to him, if another person has provided us with something, then we should try to repay him for this courtesy in some way. If we were given a gift, rendered a service, invited to a birthday party, responded to our request, then we should pay tribute: take care of the “gift”, if necessary, provide a return service, invite us, etc. This rule, as it were, guarantees us a reward for the benefit rendered. It is universal and powerful. Focusing on the future, people try to make sure that everyone adheres to this rule and believes in it. Charity is, as it were, an investment for the future. Human evolution has made the system of appreciation a social automatism, a stereotype, a feature of human culture. The words “thank you” or “thank you” today mean about the same thing as the phrase “I owe you a lot”.

But if there is a stereotype, then there will always be someone who wants to use it as an instrument of influence for their own benefit. The automatism of the principle of reciprocity is no exception. It's worth just watching. Many requests or demands are fulfilled by us only because a sense of gratitude obliges us to do so.

Look around: there are a lot of manipulators around who can force you to do anything. They just do a little courtesy before they ask you for what they need. It is inconvenient to refuse in this case - the fear of sticking the label of an ungrateful person on oneself works. Those who figured out this secret exploit it at every opportunity. Annoying sellers, crafty employers, selfish colleagues, cunning acquaintances - they are countless ...

The principle of public proof

By nature, the vast majority of people are imitators, and only about 5% are initiators, initiators. Most consider their behavior to be correct if they see other people behaving in a similar way or thinking the same way. We automatically assume that if lots of people are doing the same thing, they must know something that we don't. Most of the time, it's really justified. But "psychological speculators" effectively exploit our automatic tendency to believe that an action is right if it is done by others or if it conforms to accepted norms.

Also in ancient times the hunters realized that it was possible to kill a huge number of animals by driving the herd to a steep cliff. Rushing animals, looking at the behavior of other individuals and not seeing anything ahead, decided their own fate. Those rushing behind pushed those running in front, and thus the whole herd of its own accord became food.

The term "scapegoat" means "a specially trained animal used in slaughterhouses to lure herds to the slaughterhouse."

Professional beggars “salt” their hats and palms with a few coins allegedly already thrown by other people, urging us to follow their example.

The word "authority" comes from the Latin A uctoritas - power, influence. The consciousness of the need for unconditional obedience to something or someone authoritative is very deeply rooted in the minds of people from childhood. Moreover, from age to age, from a young age, we are instilled with the idea that disobedience to authorities is wrong, abnormal, and even punishable.

Of course, it is even convenient to obey the orders of true authorities: after all, they are actually knowledgeable, wise and strong, which means they know what they are doing or commanding. They have already thought about everything for us and decided. These qualities inspire respect. Therefore, our subconscious has developed an attitude: to obey the authorities is rational.

But we must be aware that it is not so much the authorities that can influence us and control our behavior as the atmosphere that surrounds them, authority .

Authority is demonstrated by symbols of authority. And the subconscious is accustomed to responding specifically to symbols, and not to the actual authority. The main symbols of authority are titles, clothing, demeanor and attributes.

Well-known scientists, writers, lawyers, doctors, whose contribution to the life of society is generally recognized, enjoy indisputable deserved authority. The authority of the waiter, when he recommends this or that dish to us, is dictated by our understanding that he knows Which dish turned out better today. But the waiter can also use this subconscious setting of ours, recommending not particularly successful, but simply expensive dishes.

If some “Vasya from the street” proves a new economic theory of saving Russia on TV, we will listen to him just enough to smile and forget about his words in 5 minutes. If this is done by an honored doctor of economic sciences or a famous banker, then we will definitely pay attention and think about it. But if the same "Vasya" is presented to us as a talented young talent with a great future, and also begins to argue in the manner of an accomplished economic celebrity, then he can count on our special interest. By the same principle, by the way, the “promotion” of young pop singers is being carried out.

Benevolent Principle

It is difficult for people who are sympathetic to us with whom we have spiritual intimacy to refuse their requests. Manipulation professionals actively use this quality in their influences.

Typical characteristics that affect the attitude of others around a person:

physical attractiveness

Our reaction to the attractiveness of people is mental automatism, which belongs to the category halo effects . This is when one positive feature of a person is more noticeable and, as it were, overshadows all his other qualities.

From year to year in universities, students in the course of a classic experiment describe the character of people only from the photographs presented. More attractive people are consistently rated as more successful in their professional careers and in their personal lives.

The results of the elections show that voters give 2.5 times more votes for candidates with harmoniously built faces and figure than for unattractive ones.

Similarity to the target

The similarity can be anything - in hairstyle, clothes, brand of cigarettes, outlook on life, hobbies, name, etc.

"Masters of manipulation" usually bring to automatism (which sometimes they themselves do not notice) the skills to be in some way outwardly similar to the interlocutor. And in a conversation, they necessarily emphasize a certain commonality of interests, lifestyles ... This greatly facilitates their task of subordinating those around them to their desires.

Employees of travel companies around the world, talking with a potential client, pay attention to all the details. Seeing a mobile phone in the interlocutor's hand, the agent may notice that he, too, has long wanted to purchase just such a model. Having learned that the client is a programmer by education, he will say that his son also dreams of this profession. Seeing the place of his birth in the client's passport, he will report (with practiced surprise) that he or his wife lived in this region for several years.

Praise, flattery and compliments

There is no person in the world whom flattery does not make more accommodating and compliant. People who praise us, admire us, invariably arouse our disposition. A compliment satisfies an important psychological need person in positive emotions. But most of the compliments come from people who need something from us.

Over the millennia, mankind has developed a huge number of varieties of flattery. You can flatter anything - position in society, intelligence, beauty, strength, wit, etc. But you should always consider what is the difference between flattery and compliment: undisguised hypocritical flattery (a strong direct exaggeration of merits) is not trusted by any person, and a compliment is a much more secretive and powerful weapon. It’s one thing for a woman to say: “How beautiful you are!”, And it’s quite another to sigh: “Yes, I understand why your husband returns from work so early ...”.

By achieving spiritual intimacy through approving expressions, manipulators ultimately achieve amazing results. No matter how much they tell the world: “He who gives in to flattery is defenseless,” people still tend to automatically respond to praise.

close acquaintance

The “cooperation” trick is an active demonstration of the fact that the manipulator initially treats a person as his old acquaintance, is ready to break even into a cake for him, and therefore expects to create with the client, as it were, one “team” that opposes the outside world: “Yes, for you, I will even argue with my boss!” Along with this example is the old, like the world, trick "Good - bad cop."

Scarcity Principle

No country in the world likes censorship, which restricts the right to information. And if something in the world is classified, then the topic of the secret automatically becomes a lot of discussion. Think of the same UFO problem.

Anecdotes are most composed in those times when it is dangerous to do so.

In psychology, there is such a thing as the phenomenon of Romeo and Juliet. One must think that the love of young people, immortalized by the great Shakespeare, would hardly have reached the peak of passions, if not for the resistance of parents from two warring families, which only inflamed their attraction to each other.

Modern theaters maintain armies of ushers distributing tickets at enterprises and organizations, but at the same time, a meager amount of them deliberately enters the theater box office. The shortage of tickets not only spurs the audience's desires, but also creates the appearance of popularity and prestige of the theater.

Sellers often stir up interest in a particular product with the message that its quantity is limited and there is no guarantee that there will be enough for everyone, and the demand for this item is huge.

A similar technique is to emphasize that a product is sold only up to a certain date. One of the mottos beloved by merchants is “The unique offer is coming to an end!” and "Right now!". This tactic is aimed at preventing customers from thinking about the purchase properly, "intimidate" them that they will not be able to purchase this item later.

The danger of scarcity and the attractiveness of any object is especially increased if relations of competition arise around the possession of it. As soon as an opponent appears, a lover, indifferent to his girlfriend, again begins to experience true passion.

The same principle of competition for scarcity is used in open auctions, where great inexplicable things truly happen in the battles for a single resource. Inexplicable, if you do not know the principle of scarcity.

Tricks that use the features of the psyche

OPPRESSIVE SILENCE

Henry Wheeler Shaw once said great words: "Silence is one of the most difficult arguments to rebut." The one who first imposes a pause with his silence receives psychological superiority. The ability to “pause” is a powerful move in the overall strategy for achieving goals.

BRAKING

Ancient wisdom says: "What comes easily, as a rule, is not appreciated." In accordance with it, the one who asks for something quickly is given, on the contrary, by pulling time. The longer they want, the more they value.

ATTENTION DEFICIENCY

One of the methods of psychological pressure is to stop paying attention to the object of manipulation. Despite its simplicity, this is a very painful way of influencing a person.

One way to reflect this technique is to show that you have something that should inevitably interest the manipulator.

TURN ON FUCK

It is very difficult to talk to an amateur. It is easy to confuse and confuse a person if his interlocutor, playing the role of a stupid person, several times in a row says something like: “I don’t understand this, could you explain it again?”

Noticing such a trick, as a defense, you can use the "Delay" trick - say that you will be happy to talk about it later, and the interlocutor will soon understand everything if he listens carefully.

LABELING, or DISCREDITATION, INSINUATION

This trick ensures the creation of obstacles for the opponent to carry out his position. If his arguments are irrefutable, the ultimate goals of their presentation or, in general, his credibility as a specialist and a person are called into question. It can be either a direct accusation, suspicion, “voicing an opinion”, or an insidious hint.

“Yes, this is generally voluntarism!”

“Well, who are you listening to? This is a known liar!

“Listen to him, listen ... Only you don’t know that his daughter is a prostitute!”(Later it turns out that the interlocutor never had a daughter ...)

In the case where such statements take place before the opponent has time to say anything, such a trick is called "Poisoning the well" - the destruction of the enemy before he even starts to act.

· WHIP AND GINGERbread

A well-known cynical trick, but, oddly enough, according to statistics, it is not so often used. Meanwhile, Al Capone said: "With a kind word and a gun, you can do twice as much as with a kind word." By first offering a reward in response to a necessary action, and then some kind of punishment for an attempt to do an unnecessary one, it is easier to lead a person to the desired actions.

· ACCESSION OF EXPLOITATION

A means of favoring those present during a dispute in a hopeless situation. Instead of admitting defeat, the manipulator blames the interlocutor:

“Of course, anyone can offend an artist”(meaning that people with a creative nature are more vulnerable, they cannot stand up for themselves);

“Saying all this, my opponent knows very well that in the current situation I cannot object to him. Can such a struggle be called equal? Judge for yourself - is he worthy of honor in defeating someone whose hands are actually tied?

Such phrases are aimed at winning the sympathy of the public for themselves and inciting indignation against their opponent.

· STIRLITS METHOD

The name comes from the famous phrase said by the announcer in the famous film: "Stirlitz knew that, according to the laws of human memory, a person remembers the beginning and end of any conversation, and the middle, as a rule, is forgotten and falls out of memory." Only special techniques for working with the human subconscious can use the middle of a phrase, conversation or story. The art of normal conversation is to emphasize the words you need with information and pronounced non-verbal behavior and put them at the end of the conversation. The one who says the last sentence wins the argument.

PROTECTION AGAINST MANIPULATION

Learn to say "no"

One of the easiest prey for a manipulator is a person who is embarrassed to say the word “no” in time. It's better to be wrong sometimes than to doubt all the time. If you don’t like the interlocutor, “no” must be said decisively.

Keep your distance

The most valuable information about a potential victim is given to manipulators by excessive trust and closeness. Mikhail Bulgakov famously wrote: "Don't talk to strangers."

All scams - from small to global - usually use:

· greed;

Desire to get rich quick

curiosity, in particular, the desire to know one's future, destiny;

Thirst for thrills

Desire to impress

indecisiveness.

Awareness of attempts at external control

An essential sign of manipulation is an emerging feeling of discomfort. You do not want to perform any actions, but due to certain moral circumstances you are forced to perform them: otherwise it will be “uncomfortable”, “selfish”, “boorish”, “ugly”, “awkward”, “You will not justify someone’s trust”, “you will look in a bad light”, etc.

Verbal signs of manipulation

In the statements of manipulators, the following is invariably present:

You are solely responsible for the proposed action;

· Your "fee" outweighs your benefit;

The presence of elements of coercion or coercion;

obligatory preamble before, it would seem, non-coercive manipulator's words;

lack of time to make a decision.

Guilt

Only fools and the dead never change their minds.

J.R. Lowell

One of the means of manipulation is the formation of a sense of guilt. Traditional upbringing instills a way of life according to certain rules, the violation of which is charged with guilt.

Here are the most dangerous (manipulatively) of these unwritten zombie programs:

a person is obliged to respond to the speech of the interlocutor and answer the questions asked;

It is the duty of everyone to strive to improve themselves, to work on themselves. For example, a person should try to "be good", tactful, accurate in everything, follow the rules, etc.;

Everyone must adhere to the decision made and not change their opinions;

a person is obliged to be understanding, incomprehensibility is condemned;

a person should not make mistakes, and if he made a mistake, he is obliged to realize and experience his guilt;

The person must be logical and predictable.

A person who blindly follows the rules listed above is the best target for manipulation. To protect yourself from feelings of guilt will help formulate relevant counterrule .

So, You don't have to at all:

Answer the question if you do not want to;

Try to always appear attractive;

be a slave to the words you have previously spoken;

understand everything.

Everyone has the right:

· for errors (with the exception of cases of official negligence);

be incomprehensible or not know something;

be illogical;

Say "I don't want"

Change your mind, change your mind

Accept yourself as you are, don't force yourself.

Whether we like it or not, upbringing lays down a program in us: we need to seek the goodwill of others. The costs of this program are manifested in the fact that we are embarrassed to say “no” so as not to offend someone. Having said “yes”, a little later we hate ourselves for being weak-willed.

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People, regardless of their ideology and political preferences, are divided into two types.

Some believe that, in principle, a person is big child, and the manipulation of his consciousness (of course, for his own good) by an enlightened and wise ruler is not only acceptable, but also a preferred, "progressive" means. For example, many experts and philosophers believe that the transition from coercion, especially with the use of violence, to the manipulation of consciousness is a huge step in the development of mankind.

Others believe that the free will of a person, which implies the possession of a clear mind and allows one to make a responsible choice (albeit an erroneous one), is a great value. This category of people rejects the legality and moral justification of the manipulation of consciousness. In the limit, he considers physical violence less destructive (if not for the individual, then for the human race) than “zombie”, robotization of people.

When a self-respecting person hears about the manipulation of consciousness, he thinks that he can’t be fooled. He is an individual, a free atom of humanity. How to influence him?

There was at one time the film "Leukocytes". The task of these "white blood balls" is to rush to the place where the integrity of the blood vessels is broken and foreign bodies enter the body. Leukocytes attack them, envelop them, die and close the hole with their "bodies". They catch the presence of foreign substances in the blood in completely negligible quantities and rush in the direction of increasing their concentration. So they find their source. They move quickly even against the flow of blood. But this is just one cell, without a nose, without a brain and without legs.

But in the film, shot under a strong microscope, we see them as hordes of strange and very energetic sentient beings. In one scene in the film, a vial of saline (a weak saline solution) is separated by a porcelain partition. Under it, leukocytes are in the solution, and a drop with a foreign protein is carefully brought up into the corner. And here the leukocytes below, having "smelled" the enemy, begin to rush about, then orient themselves, look for pores in the porcelain plate and begin to squeeze into them. At the top, they crawl out of these cylindrical pores, like a man from a sewer well, almost "leaning on his hands", and swim straight to the protein drop. A complex and steadily executed program of behavior.

Here is a virus, a borderline formation between life and inanimate nature. It shows the possibilities of violating someone else's program. The virus has adapted to exploit a certain type of living cells, "knows how" to find them, to cling to their shell. Having clung to it, it pushes only one molecule into the cell - RNA, in which the commands for the "production" of viruses are recorded. And in the cell, a secret, shadow government arises, which subjugates to its will the entire vital activity of a huge system (a cell, compared to a virus, is a whole country). All resources of the cell are now directed to the execution of commands recorded in the matrix embedded in it. The complex production systems of the cell are reconfigured to release the cores of the virus and to dress them in a protein coat, after which the depleted cell dies.

This is the initial, fundamental variant of interaction, in which one participant in the life drama forces others to act in his interests and according to his program in such a way that it is not recognized by the victims and does not arouse their resistance. We have a case of manipulation done by replacing the document in which the entire production program is recorded.

In general no number of ways to influence on the behavior of members ecological community surrounding living education. The plant frames its stamens and pistil with a luxurious, attractive decoration - a flower that also releases fragrant nectar. Insects flock to smell and color, paying for the nectar with pollination work.

The praying mantis pretended to be a dry leaf, you can't tell. He created an innocent and modest false image that calms the victim.

The scout bee, having found thickets of honey plants, flies into the hive and performs a dance in front of its comrades, accurately indicating the direction to the target and the distance to it.

In principle, human behavior can be programmed

Thus, all living beings influence the behavior of those with whom they coexist in their ecological niche, using natural objects and programs recorded by nature in the form of instincts. But a person in addition to this affects the behavior of other people, influencing the sphere of culture.

Of course, in principle, it is possible to program human behavior by direct external influence on its biological structures and processes. For example, by implanting electrodes in the brain and stimulating or blocking certain centers that control behavior. With some technical sophistication, you can not even implant electrodes, but influence the higher nervous system a person at a distance - with the help of physical fields or chemical means

Of course, you have to keep your ears open. There are enough enthusiasts with totalitarian thinking under any banner, even the most democratic one. In their conviction that they have been given the right to eradicate the vices of "backward" peoples, they easily slide into plans for the biological alteration of "human material."

Compare these two declarations.

L. Trotsky (1923): “The human race, frozen homo sapiens, will again enter into radical processing and become, under its own fingers, the object of the most complex methods of artificial selection and psychophysical training. But Trotsky still did not go beyond selection and training. His ideological heirs turned out to be cooler.

N. Amosov (1992): “Correction of the genes of germ cells in combination with artificial insemination will give a new direction to the old science - eugenics - to improve the human race. The wary attitude of the public towards radical influences on human nature will change, including compulsory (by court order) treatment of malicious criminals with electrodes... But here we already fall into the sphere of utopias: what kind of person and what kind of society have the right to live on earth.

These are the speeches and thoughts of outright extremists. But they reflect the general and secret desire of the elite (even if it is “enlightened”) - to have a people or population that would behave in all spheres of life in exactly the way that is beneficial, convenient and pleasant for it, the elite. The pair of "outspoken" spiritual leaders I have chosen is notable for the fact that they are the idols of an influential part of the cultural layer of Russia, each in their own historical period. Today, Trotsky's reputation is tarnished (although during perestroika there was an attempt to raise him to a pedestal). But N. Amosov, according to polls, quite recently ranked third among the intelligentsia in the list of living spiritual leaders (after Solzhenitsyn and Likhachev).

But let's not talk about plans to "improve the human race" and treatment by court electrodes, or about zombies with psychotropic rays. By the way, the very concept zombie has become so frequently used to the right and to the left that it is useful to take a little space and define what it is.

Among the superstitions common in Haiti, the interest of scientists has long been attracted by the belief in zombie. This is the revived dead man, whom evil sorcerers free from the grave and force to serve them as a slave. There are material grounds for this belief: sorcerers, using a very strong neurotoxin ( tetrodotoxin), can reduce the visible vital activity of the body up to the complete appearance of death - with complete paralysis. If the sorcerer managed to accurately select the dose, this "dead" person came to life in the coffin and was pulled out of the grave by the sorcerer. The sorcerer gave his slave to eat " cucumber zombie"- a drug containing a strong psychoactive plant Datura stramonium L.., from which he fell into a trance. Anthropologists have found sociocultural the meaning of zombification is the sanctions imposed by the priests of the tribe in order to maintain order and confirm their power. Belief in zombies and the power of zombies was shared by all sections of Haitian society - scary tonton macoutes dictator Duvalier were considered his zombies, which, of course, he did not deny.

But let's not talk about zombies, but let's talk about a simple and really existing - here and now - thing that has become an integral part of our life in culture and in general in the environment. About the manipulation of human consciousness and behavior with the help of legal, explicit and tangible means. Let's talk about the huge technology that hundreds of thousands of professional workers use according to their official duties and for a small salary - regardless of their personal morality, ideology and artistic tastes. This is the technology that penetrates into every home and from which a person, in principle, cannot hide. But he can learn its tools and techniques, and therefore, create his own "individual means of protection."

Man is a social being. As Aristotle said -

only gods and beasts can live outside society .

embedded in us biologically a program of behavior is not enough for us to be human. It is supplemented by a program written in signs culture. And this program is a collective work. This means that our behavior is always under the influence of other people, and in principle we cannot protect ourselves from this influence with some kind of rigid barrier. Although there are such oak heads who are trying to do this.

What kind of influence on our behavior we define as manipulation ?

It is clear that the word itself has a negative connotation. With it, we denote the impact that we are dissatisfied with, which prompted us to do such things that we were the losers, and even the fools. If a friend at the racetrack persuaded you to bet on the horse that came first, then when you receive a prize at the box office, you will not say: “He manipulated me.” No, he gave you sound advice.

On the other hand, not every influence, obeying which you were at a loss, you will call manipulation. If in a dark alley they put a knife to your stomach and whispered: “Money and watches, quickly,” then your behavior is very effectively programmed. But calling a stranger a manipulator does not come to mind. What is the meaning of this concept?

The very word "manipulation" is derived from the Latin word manus- hand ( mani p ulus - a handful, a handful, from manus And ple-fill).

In the dictionaries of European languages, the word is interpreted as handling objects with specific intentions and goals (for example, manual control, examination of a patient by a doctor with the help of hands, etc.). It means that such actions require dexterity and skill. In technology, those devices for controlling mechanisms that are, as it were, an extension of the hands (levers, handles) are called manipulators. And those who have worked with radioactive materials are familiar with manipulators that simply mimic the human hand.

From here came the modern figurative meaning of the word - the deft treatment of people as objects, things.

the main signs of manipulation can be identified.

Firstly, it is a kind of spiritual, psychological influence (rather than physical violence or the threat of violence). The target of the manipulator's actions is the spirit, the mental structures of the human personality.

“Manipulation in most cases should be understood as a mental impact that is produced secretly, and therefore to the detriment of those persons on whom it is directed.

Advertising is the simplest example of this.

So, Secondly, manipulation is a hidden influence , the fact of which should not be noticed by the object of manipulation. As G. Schiller notes, “To achieve success, manipulation must remain invisible. The success of manipulation is guaranteed when the person being manipulated believes that everything that happens is natural and inevitable. In short, manipulation requires a false reality in which its presence will not be felt. When an attempt at manipulation is revealed and the exposure becomes widely known, the action is usually curtailed, since the revealed fact of such an attempt causes significant damage to the manipulator. The main goal is hidden even more carefully - so that even the exposure of the very fact of the manipulation attempt does not lead to the clarification of long-term intentions. Therefore, concealment, withholding information is a mandatory feature, although some manipulation techniques include "ultimate self-disclosure", a game of sincerity, when a politician tears his shirt on his chest and lets a stingy male tear down his cheek.

Third, manipulation is influence which requires considerable skill and knowledge.

Since the manipulation of public consciousness has become technology, there were professional workers who own this technology (or parts of it). There was a system of personnel training, scientific institutions, scientific and popular science literature.

Another important, although not so obvious sign: people whose minds are being manipulated are treated not as individuals, but as objects of a special kind. things. Manipulation is part of the technology of power, and not the impact on the behavior of a friend or partner.

A woman in love can play a very subtle game in order to awaken reciprocal feelings - it affects the psyche and behavior of a man who has conquered her imagination. If she is smart and patient, then up to a certain moment she conducts her maneuvers covertly, and her “victim” does not reveal her intentions. This is a ritual love relationship, the specific image of which is prescribed by each culture. If we are talking about sincere love, we will not call it manipulation. Another thing is if a cunning wench decided to fool a dupe. The trouble is that it is not easy to distinguish between these two cases.

Any manipulation of consciousness is interaction. A person can become a victim of manipulation only if he acts as its co-author, accomplice. Only if a person, under the influence of the received signals, rebuilds his views, opinions, moods, goals - and begins to act according to a new program - the manipulation took place. And if he doubted, stubbornly defended his spiritual program, he does not become a victim . Manipulation is not violence, but temptation. Every person is given freedom of spirit and free will. This means that he is loaded with responsibility - to resist, not to fall into temptation.

One of the surest signs that at some point a large program of manipulation of consciousness is being carried out in the fact that people suddenly stop listening to reasonable arguments - they seem to want to be fooled. Already A. I. Herzen was surprised at “how little logic can take when a person does not want to be convinced.”

Communication of people is a continuous theater

Any gesture, any act, in addition to the obvious, visible meaning, has many subtexts in which different incarnations, different “masks” of a person express themselves. The communication of people is a continuous theater, and sometimes a carnival, of these masks - "persons". Recall, by the way, that the Latin word persona comes from the name of the mask in the ancient theater and literally means "that through which sound passes" ( p er- through, sonus - sound). These masks had a bell-shaped mouth to amplify the sound.

We all know that transmitted information can be embodied in a variety of sign systems. Dress, posture, gesture can be more eloquent than words, these are “non-verbal texts”. According to American psychologists (J. Rush), the sign language has 700 thousand clearly distinguishable signals, while the most complete dictionaries in English contain no more than 600 thousand words. The acknowledged master of propaganda Mussolini once said: "All life is a gesture." But besides gestures, there are many other sign systems.

Therefore, in principle, we must always interpret, interpret any message, in whatever sign system it may be “packed”. It happens that even when interpreting seemingly transparent and generally accepted signs, there are annoying mistakes. How the woman in the market mourned when a thief pulled out a purse hidden on her chest! She, you see, thought that he climbed "with good intentions."

Many meaningful gestures and actions that seem natural to us (that is, inherent in human nature) are in fact the product of culture. This means that in a different culture they may not be understood or misunderstood. Take such a seemingly simple thing as a slap in the face. This is a purely European gesture, coming from chivalry and rooted in the nobility. Neither antiquity, nor the East, nor the common people knows it. A slap is a "message" with a huge amount of social and personal information.

What is the goal of someone who wants to manipulate our consciousness when he sends us messages in the form of texts or actions? Its goal is to give us such signs that, having built these signs into the context, we change the image of this context in our perception. He suggests to us such connections of his text or act with reality, imposes such an interpretation of them so that our idea of ​​reality is distorted in the direction desired by the manipulator. This means that our behavior will also be affected, and we will be sure that we are acting in full accordance with our own desires.

To say a word or perform an action that would touch the strings of our soul so that we suddenly see reality in a distorted form precisely contrary to our interests is a great art.

The search for hidden meaning is a psychologically difficult process. It requires courage and free will, because it is necessary for a moment to throw off the burden of authority, which the sender of the message often has. Those in power and moneybags - and basically they are the ones who need to manipulate public consciousness - always have the opportunity to hire their favorite artist, respected academician, incorruptible poet-rebel or sex bomb to transmit messages, for each category of the population its own authority.

Unfortunately, very often we experience a narrowing of consciousness: having received a message, we immediately, with absolute certainty, accept for ourselves a single interpretation of it. And it serves as a guide to action for us.

Often this happens because we are from the "economy of thinking" follow the stereotypes familiar stamps, concepts, ingrained prejudices.

manipulation - a way of domination by spiritual influence on people through the programming of their behavior. This influence is aimed at the mental structures of a person, is carried out covertly and aims to change the opinions, motives and goals of people in the direction necessary for power.

Already from this very brief definition, it becomes clear that the manipulation of consciousness as a means of power arises only in civil society, with the establishment of a political order based on representative democracy.

This is a "Western-style democracy" which today, thanks to brainwashing, is perceived simply as democracy- the opposite of many types of totalitarianism. In fact, there are many types of democracy (slave-owning, veche, military, direct, Vainakh, etc., etc.).

In the political order of Western democracy, the sovereign, that is, the owner of all power, is declared to be the totality of citizens (that is, those inhabitants who have civil rights). These citizens are individuals, theoretically endowed with equal particles of power in the form of a "voice". The particle of power given to each is exercised during periodic elections by dropping the ballot into the ballot box. Equality in this democracy is guaranteed by the principle of "one person, one vote". No one except individuals has a voice, does not "take away" their particles of power - neither the collective, nor the king, nor the leader, nor the sage, nor the party.

But, as you know, "equality before the law does not mean equality before the fact." This was already popularly explained by the Jacobins, who sent to the guillotine those who demanded economic equality on the basis that, they say, “freedom, equality and fraternity”, right?

In the property sense, politically equal citizens are not equal. And even they must not be equal - it is the fear of the poor that unites the prosperous part into civil society, makes them "conscious and active citizens." This is the basis of the whole structure of democracy - the "two-thirds society".

Property inequality creates a "potential difference" in society - a strong disequilibrium that can only be maintained with the help of political power. The great moralist and founder of political economy, Adam Smith, defined leading role states in civil society: “The acquisition of large and extensive property is possible only with the establishment of a civil government. To the extent that it is established for the defense of property, it becomes in effect a defense of the rich against the poor, a defense of those who own property against those who have no property."

We are talking here about the civil government, that is, about the government in the conditions of civil society. Prior to this, under the “old regime”, power was not distributed in particles among citizens, but was concentrated in the monarch, who had an unquestioned right to rule (and to his main instrument- violence).

As in any state, the power of the monarch (or, say, the secretary general) needed legitimation - the acquisition of authority in the mass consciousness. But she didn't need mind manipulation. The relations of domination under such power were based on "open, without disguise, imperative influence - from violence, suppression, domination to imposition, suggestion, order - using crude simple coercion." In other words, the tyrant commands, not manipulates.

This fact is emphasized by all researchers of the manipulation of public consciousness, distinguishing between methods of influencing the masses in democratic and authoritarian or totalitarian regimes.

Here are the opinions of prominent American scientists:

Media specialist Z. Freire: “Before the awakening of the people, there is no manipulation, but there is total suppression. As long as the oppressed are completely crushed by reality, there is no need to manipulate them.”

Leading American sociologists P. Lazarsfeld and R. Merton: “Those who control the views and beliefs in our society resort less to physical violence and more to mass suggestion. Radio programs and advertisements replace intimidation and violence.”

The well-known and even popular specialist in the field of management S. Parkinson gave the following definition: “In a dynamic society, the art of management comes down to the ability to direct human desires in the right direction. Those who have mastered this art to perfection will be able to achieve unprecedented success.

Writer Gore Widal said that "the American political elite had an enviable knack for persuading people to vote against their own interests from the start."

In general, one of the leading experts on the American media, Professor University of California G. Schiller gives the following definition: “The United States can definitely be described as a divided society, where manipulation is one of the main tools of control, which is in the hands of a small ruling group of corporate and government bosses ... Since colonial times, those in power have effectively manipulated the white majority and suppressed the colored minorities.”

It can be said that the Americans have accomplished a scientific and intellectual feat. It's no joke - to create in the shortest possible time an innovative technology for managing society. What took shape in other societies for thousands of years, which in European culture was already based on huge, generalizing philosophical works (such as Aristotle's "Politics" and Plato's "Republic"), in the USA was constructed from scratch, in a new, purely scientific and engineering way.

Herbert Marcuse notes this enormous change: “Today, the subjugation of man is perpetuated and expanded not only through technology, but also as technology, which gives even more grounds for the full legitimization of political power and its expansion, covering all spheres of culture.” Submission is not through technology, but as technology! The tyrant could not create technology, he just subjugated people with its help, and using very primitive systems (an ax and a chopping block are already technology).

The notion that the presence of "democratic mechanisms" in itself ensures human freedom, and their absence suppresses it - the fruit of naivety, almost indecent. To some extent, this naivety was still excusable for the Russians at the beginning of the century, but even then

Berdyaev wrote: “For many Russian people, accustomed to oppression and injustice, democracy seemed to be something definite and simple - it was supposed to bring great benefits, it should free the individual. In the name of some indisputable truth of democracy, we were ready to forget that the religion of democracy, as proclaimed by Rousseau and as implemented by Robespierre, not only does not liberate the individual and does not affirm his inalienable rights, but completely suppresses the individual and does not want to know his autonomous existence.

State absolutism is just as possible in democracies as in the most extreme monarchies. Such is bourgeois democracy with its formal absolutism of the principle of democracy... The instincts and habits of absolutism have passed into democracy, they dominate in all the most democratic revolutions.”

So, Russia has never been a "civil society" of free individuals. Speaking in cloth language, it was a corporate, estate society (peasants, nobles, merchants and clergy - not classes, not proletarians and owners). More mildly, though derisively, liberal social philosophers call this type of society: warm society face to face". Frank ideologists cut honestly: totalitarianism. How do people behave in such a society when they suddenly have to create power (they are obliged to be "democrats")? This is what we see today and are amazed, not understanding - people choose worthless people, preferably non-Russians, and very often criminals. Meanwhile, there is nothing to be surprised at. This archetype, this subconscious craving manifested itself already at the initial moment of the formation of Rus', when the Varangian robbers were invited to manage it.

The main ways of manipulating consciousness.

In many ways, the manipulation of public consciousness resembles the war of a small, well-organized and armed army of foreigners against a huge civilian population, which is not ready for this war. Sometimes they even say that the manipulation of consciousness is "the colonization of one's own people." Gradually, weapons systems were created in this particular war, and gradually, as knowledge of man and his behavior was accumulated, doctrines of mind manipulation were formed.

what emotions does the color scheme of the election poster excite in the subconscious mind in decent neighborhoods and in slums, in people different ages, with different incomes and levels of education, different nationalities, etc.

In the field of broadcasting, extensive research has been carried out on how the gender of the speaker, the tonality and timbre of the voice, and the pace of speech affect the subconscious. All these parameters began to be selected depending on which strings in the subconscious needed to be touched with a particular message. During Kennedy's campaign, psychoanalysts predicted that in radio debates he would lose to Nixon in certain states because of his high-pitched voice and "Harvard accent," where Nixon's low, gruff voice would be perceived as more sincere. Kennedy was advised to avoid the radio whenever possible and use television - with visual perception, he lost the image of Nixon. After the elections, the analysis of voting in different audiences confirmed the analysts' calculations.

The West has experienced a huge experiment - fascism. It turned out that the mastery of the media allows you to carry out a complete, total manipulation of consciousness and involve almost the entire society in the most absurd, suicidal project. Hitler's ally A. Speer, in his last speech at the Nuremberg trials, admitted: "With the help of such technical means as radio and loudspeakers, independent thinking was taken away from eighty million people."

Language as a system of concepts, words (names), in which a person perceives the world and society, is the most important means of subjugation. "We are slaves of words," said Marx, and then Nietzsche literally repeated it. This conclusion has been proven by many studies as a theorem.

The cultural baggage of modern man has included the idea that submission begins with knowledge, which serves as the basis of belief. However, in recent years, more and more scientists are inclined to believe that the problem is deeper, and the original function of the word at the dawn of mankind was its suggestive influence - suggestion, submission not through reason, but through feeling. This is BF Porshnev's conjecture, which finds more and more confirmations.

It is known that even a modern, rational person feels the need for suggestion. In moments of everyday troubles, we seek advice from people who are not at all experts in the problem that has arisen for us. It is their “meaningless” consolations and exhortations that we need. In all these “do not worry”, “pull yourself together”, “everything will work out”, etc., there is no information useful for us, no plan of action. But these words have a great healing (sometimes excessive) effect. It's the words, not the meaning.

Suggestibility through the word is a deep property of the psyche that arose much earlier than the ability to think analytically. This can be seen in the development of the child. IN early childhood the words and prohibitions of adults have a great suggestive effect, and the child does not need any justification. “Mom didn’t tell me” is the main thing. When enlightened parents begin to logically prove the need for a ban, they only confuse the child and undermine the power of their word.

Before the child begins to understand articulate speech, he is able to correctly perceive the "predecessors of the word" - sounds made with different intonations, facial expressions, in general, "body language". Ethologists - researchers of animal behavior - have thoroughly described this language and the power of its influence on the behavior of, for example, flocks of birds.

How was the “correct” language of the West created? From science to ideology, and then to ordinary language, a huge number of “amoeba” words passed, transparent, not related to the context of real life. They are so unrelated to concrete reality that they can be inserted into almost any context, the scope of their applicability is exceptionally wide (take, for example, the word progress). These are words, as if having no roots, not connected with things (the world). They divide and multiply without drawing attention to themselves - and devour old words. They seem to be unrelated, but this is a misleading impression. They are connected like the floats of a fishing net - the connection and the net are not visible, but it catches, confuses our understanding of the world.

An important feature of these amoeba words is their seeming “scientific nature”. Will you say communication instead of the old word communication or embargo instead of blockade- and your banal thoughts seem to be supported by the authority of science.

You even begin to think that these very words express the most fundamental concepts of our thinking. Amoeba words are like small steps for climbing the social ladder, and their use gives a person social benefits. This explains their "devouring" ability. In "respectable society" a person is obliged to use them. This filling of the language with amoeba words was one of the forms of colonization - of one's own peoples - by bourgeois society.

The separation of the word (name) from the thing and the meaning hidden in the thing was an important step in the destruction of the entire ordered Cosmos, in which the man of the Middle Ages and antiquity lived and stood firmly on his feet. Having begun to speak “in words without a root”, a person began to live in a divided world, and in the world of words he had nothing to rely on.

What do we see in Russia? A phenomenon has already matured and has been deposited in social thought, a whole cultural project of our democrats - forcibly, through social engineering, to strangle our native language and fill the minds, especially of young people, with amoeba words, words without roots, destroying the meaning of speech. This program is being implemented so powerfully and stupidly that there is no need to even illustrate it - we are all witnesses.

When a Russian person hears the words " stockbroker" or " hitman”, they raise whole layers of meanings in his mind, he relies on these words in his attitude to the phenomena they denote. But if you tell him broker" or " killer”, he will perceive only a very meager, devoid of feeling and not awakening associations meaning. And he will perceive this meaning passively, apathetically. The methodical and careful replacement of the words of the Russian language with such amoeba words alien to us is not a “clogging” or a sign of lack of culture. It's a necessary part of mind manipulation. .

The secretary of the Spanish Communist Party, Julio Anguita, wrote in the early 1990s: “One famous politician said that when a social class uses the language of those who oppress it, it becomes completely oppressed . The language is not harmless. Words, when spoken, directly indicate that we are oppressed or that we are oppressors.”

He then parses the words supervisor And leader and indicates that it is no coincidence that the press persistently seeks to obsolete the word supervisor. Because this word historically arose to refer to a person who personifies the collective will, he is created by this will. Word leader originated from the philosophy of competition. The leader personifies the individualism of the entrepreneur. It is amazing how the same techniques are repeated to the smallest detail in different parts of the world. And in Russia television will no longer say supervisor. No, leader of Belarus Lukashenko, Communist Party leader Zyuganov...

In large numbers, words are introduced into the language that contradict obviousness and common sense. They undermine logical thinking and thereby weaken the defenses against manipulation.

Now, for example, they often say "unipolar world." This expression is absurd, since the word "pole" is inextricably linked with the number two, with the presence of the second pole.

In October 1993 . in the Western press, the expression "rebellious parliament" was introduced - in relation to the Supreme Soviet of the RSFSR. This expression is absurd when applied to a higher body legislature(which is why they usually say “presidential coup” in such cases). There are no such cases.

Turgenev wrote about the Russian language: “in days of doubt, in days of painful reflections, you are my only support and support.” In order to deprive a person of this support and support, it was absolutely necessary for the manipulators, if not to cancel, then at least to spoil and dishevel the Russian language as much as possible. Knowing this, we can use all these linguistic subversions as a reliable sign: beware, consciousness is being manipulated.

Back in the last century, Le Bon (“Machiavelli of mass society,” as he was recently called) wrote: “The crowd thinks in images, and the image conjured up in its imagination, in turn, causes others that have no logical connection with the first ... The crowd, capable of thinking only in images, is receptive only to images. Only images can captivate her or give rise to horror in her and become the engines of her actions.

The effect of combining a word and an image is clearly visible even on the simplest combination. It has long been known that the addition of at least a small portion of artistic visual signs to the text sharply reduces the threshold of effort required to perceive the message. The illustrations make the book accessible to a child or teenager who could not handle it in the "no pictures" edition. Graphs and diagrams make the article interesting (in fact, understandable) for a scientist.

A brilliant invention for conveying messages to people who were not accustomed to reading were comics - short simplified texts, each fragment of which is provided with an illustration. Having become an important part of US popular culture, comics were at the same time, until the advent of television, a powerful tool of ideology. It can be said that the entire history of modern American ideology is inextricably intertwined with the history of comics. Umberto Eco, a cultural scientist who studied the phenomenon of comics, wrote that comics “gave birth to a unique phenomenon - popular culture in which the proletariat perceives the cultural models of the bourgeoisie in full confidence that this is its independent self-expression.

For sixty years, Russian people have become accustomed to certain type"radio voices" as something natural. And few people knew that in reality the USSR developed its own original school of radio broadcasting as special kind culture and even art of the twentieth century.

In the USSR, one of the best schools in the world is that on our radio the same announcer, masterfully owning, as it were, several “voice instruments”, can perfectly read out both a message from the field of medicine and an agricultural topic - and they require different arrangements. It seemed surprising how in such a new field as radio broadcasting it was possible to embody the old traditions of Russian musical and poetic culture.

What are we hearing today? Imitating the Voice of America, the announcers use tonality and rhythm alien to the Russian language. The intonations do not correspond to the content at all and are often simply offensive and even blasphemous. The announcers swallow whole words, and there is no need to talk about minor mistakes like inconsistent cases. Messages are read in such a voice, as if the announcer is having difficulty making out someone's scribbles. All this is a reinforcement of the "semantic terror" on the part of phonetics.

Any feeling is good for manipulating the mind.

If they help to turn off common sense at least for a while. But the manipulators always begin to shake those feelings that are already "actualized" in the public mind.

From the point of view of reasonable salary calculation, top managers in the USSR were the most "underpaid" category

Why did small blessings and weaknesses cause rage, but to the boorish luxury of the nouveau riches or incredible incomes privatizing directors such tolerance?

The fact is that in the depths of consciousness, and even in the subconsciousness of many people, there lived a secret belief that socialism would be precisely the kingdom of justice and equality. That utopia where people will be brothers and equals.

The destruction of this ideal, moreover with great exaggeration and rude etching consciousness, caused an attack of anger, which could not be compensated by the arguments of reason (and they were not allowed to express). The Soviet project was originally based on a utopia that people believed in: the secretary of the district committee is obliged to be our brother, and not a hired manager.

A brother who secretly eats his family causes great hatred, than a street thief, for he is a traitor. He is judged by quite different standards.

And the whole perestroika was based precisely on the exploitation of this utopia and the wounded feeling. Instead of appealing to common sense and saying: the heroic period is in the past, let the secretary of the district committee be just our manager, - the feelings of a devoted brother inflamed in people.

The advantage of the new, democratic nomenklatura is that it "stopped lying." Moreover, television specifically convinces people that the new officials, as a rule, are dishonest. But there are no special claims against them, because being a thief is less criminal than a traitor.

The theft of a priest, even a small one, shocks a person, but the theft of a merchant does not in the least.

Western philosophers who study modernity speak of the emergence of the society of the spectacle. We, ordinary people, have become, as it were, spectators, watching with bated breath the complex turns of an exciting performance. And the stage is the whole world, and the invisible director draws us into extras, and the artists descend from the stage into the hall. And we are already losing a sense of reality, we cease to understand where the acting is, and where is real life. What is it pouring - blood or paint? Are these women and children who fell down like a mowed-down man in Bendery, Sarajevo or Khojaly - perfectly "playing death" or were they really killed?

The value of this technology for power lies in the fact that a person immersed in the performance loses the ability to critically analyze and leaves the mode of dialogue, he finds himself in social isolation.

Adjacent to the deceit, like the ritual of a performance, is an atmosphere of secrecy. Secrecy becomes the most important and legitimized side of life, so that asking questions and demanding answers becomes something inappropriate and even indecent. For a long time we no longer know who, where and why makes the most important decisions for our life. No explanations are given, but, miraculously, no one asks for them - neither the opposition nor the free press. We can only look at the stage and guess.

Performance is a very flexible system. The "directors" do not have detailed plans, which are the builder. At the same time, it is impossible to foresee exactly which path the process will take, there are only scenarios. But the "directors" are ready to act on any scenario and quickly determine which one is implemented.

It always seems convincing to a person what he remembers, even if the memorization occurred in the course of a purely mechanical repetition, like an annoying song. The message implanted in the consciousness is already valid regardless of its truth or falsity. A. Mol emphasizes: "All propaganda activities and the processing of public opinion by the press are based on this principle." Even earlier, Goebbels expressed the same idea: "Constant repetition is the basic principle of all propaganda."

The researchers came to a sad conclusion for the common man: that which, as a result of frequent repetition, is firmly remembered, affects the consciousness, regardless of whether this statement causes objections or approval: “The effectiveness of persuasion is measured by the number of people in whom a given message causes a certain reaction, but the direction of this reaction is insignificant.”

Direction of reaction insignificant! The one who stares at the TV screen and hears the same message ten times a day is being manipulated, even if each time he curses with indignation.

Ad masters know that it doesn't matter if it evokes a positive or negative reaction to its effectiveness, what matters is that it sticks in the memory. So a special kind arose - "annoying advertising", the subconscious influence of which is the greater, the more it angers or annoys people.

Information specialists have done a great deal of research to find out the characteristics of messages that make them easier to remember. So, the presence of a critical time value (“temporary memory size”) was found: a complete message should fit in the interval from 4 to 10 seconds, and individual particles of the message - in intervals from 0.1 to 0.5 seconds.

In order to perceive a reasoning that does not fit in 8-10 seconds, a person already has to make a special effort, and few people want to make it. This means that the message will simply be discarded by memory. Therefore, qualified editors of TV programs bring the text to the primitive, throwing out any logic and coherent meaning from it, replacing it with image associations, wordplay, even with the most stupid metaphors.

The influence of emotional elements of a message on its memorability has been studied in detail. In the whole balance of different types of memory (figurative, verbal, sound, etc.), it is emotional memory that is the main one for the manipulation of consciousness.

What is remembered and acts first of all is what caused the impression. The word itself speaks for itself imprinted . Any information, if it is not supported by the "memory of feelings", is quickly erased, forced out.

The role of various feelings in memory is carefully "weighted", so that there are a number of mathematical models that allow one to make quantitative calculations, "constructing" broadcasts and speeches of politicians.

Some messages are purposefully inserted into long-term memory, others into short-term memory, and still others are used as a neutral cover that creates an overall believability.

The relationship between emotional memory and recognition. In mind manipulation, recognition plays a key role because it creates a false sense of familiarity. This becomes a prerequisite for the agreement of the audience with the communicator (sender of the message) - he is perceived by the audience as mine.

To "capture" the audience, recognition is much more important than consciously agreeing with his statements. That is why it is so important to irritate people's eyes from the TV screen.

We all see this all the time in politics. In 1989, a whole bunch of boys from television, who simply hosted popular programs, became people's deputies. They weren't politicians, they weren't specialists, butts who voiced the ideas prepared by the editors. And now, on you, they became deputies, they decided the fate of the country.

Has this situation changed in ten years of hard life? To a small extent. In 1999, young A. Burataeva was elected a State Duma deputy - only because her pretty face was remembered as a television announcer.

Sensationalism is technology. Criteria have been developed for selecting those events that can be turned into a sensation. This is expressed in the well-known aphorism: "If a dog bites a man, this is not news; if a person bites a dog, this is news." Advertisers, including political ones, are interested, as mentioned above, in high memorability their signal, at least on a subconscious level. So they require the media to link their ads to a message that will stick in their memory.

The constant bombardment of the mind with sensory sensations, especially "bad news," has the important function of maintaining the necessary level of "nervousness." This nervousness, a feeling of continuous crisis, sharply increases the suggestibility of people and reduces the ability to critical perception. Violation of the usual, stable social environment always increases situational suggestibility b (in contrast to general suggestibility, this is the name given to special states that arise under the influence of abnormal situations).

Preparation of a sensation is a painstaking and expensive work performed by professional specialists. It is remarkable that the information presented as a sensation on television, with all the reports from the scene, live interviews, etc., as a rule, fundamentally distorts the event. This is noted in the specialized literature on this topic. But this is not important, what is important is the effect for which the sensation is launched. At the same time, the viewer is fascinated precisely by the fact that he observes the “unexpected”, unselected life material, so that there is no mediator between it and reality. This illusion of authenticity is a strong property of television.

Where does TV have such power in the manipulation of consciousness? The first important property of television is its "lulling effect", which ensures the passivity of perception. The combination of text, images, music and a homely environment relaxes the brain, which is facilitated by the skillful construction of programs. A prominent American specialist writes: “Television does not annoy you, does not force you to react, but simply frees you from the need to show at least some mental activity. Your brain works in a non-binding direction.”

The text read by the announcer is perceived as an obvious truth if it is given against the background of a video sequence - images taken "on the spot". Critical comprehension is drastically difficult, even if the video sequence has no connection with the text. Doesn't matter! The effect of your presence "in the text" is achieved.

In fact, it's not just television, but the fact that it has become the technical basis for the application of complex doctrines of mind manipulation. First of all, we are talking about creating an entire industry of television political advertising. Why did television in politics turn out to be a much more effective means of suggestion than print and radio? Because: that it was discovered, although not yet fully explained -

the amazing ability of the TV screen to "erase" the difference between truth and falsehood.

Even a blatant lie presented through a television screen does not cause an automatic alarm signal in the viewer - his psychological defense is disabled.

The creation of a television image as the main technology of the political struggle had terrible consequences for culture and society as a whole. They say that "image dominates speech" - there has been a change of language in politics. The language has become such that a politician can speak fluently for half an hour, but after that it is impossible to briefly repeat the main content of his speech. The very category of contradiction and conflict is eliminated from politics. Television has turned the political language (discourse) from conflict to conciliation - a politician, creating his image, always promises to "cooperate with all healthy forces."

Clinton once said, "I want TV executives to show films and programs that they could tell their own children and grandchildren to watch." The fact is that a broad study in Europe showed that the TV elite do not allow their children and grandchildren to watch TV, except for a very small number of programs, and precisely those that were characteristic of Soviet TV - calm, decent and educational. So, for your children, censorship, and other people's children must be fooled. The accusation implicitly thrown by Clinton at the top of TV is risky, but it was precisely the mass TV viewer that attracted him to it.

Adam Smith concludes the first volume of his major book, The Wealth of Nations, with this warning: “Any proposal of a new law, proceeding from this class of people, must be met with the utmost incredulity, and can only be accepted after the most detailed and most careful examination, made not only with the utmost conscientiousness, but with the most incredulous attentiveness. For this proposal comes from a class of people whose interest can never coincide completely with the interests of the entire population, and consists only in leading society and even burdening it, which they have repeatedly managed to do at every opportunity.

Used materials from sites koob.ru And lib.aldebaran.ru

Manipulation Blocks

1. Manipulations of consciousness (S.A. Zelinsky, 2003).
2. Ways of manipulating the mental consciousness of a person (S.A. Zelinsky, 2008).
3. Psychological techniques of 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 psychotechniques (V.M. Kandyba, 2002).
6. Manipulative techniques used during discussions and discussions. (G. Grachev, I. Melnik, 2003)
7. Personality manipulation (G. Grachev, I. Melnik, 1999).
8. Manipulation through television. (S.K. Kara-Murza, 2007).
9. Methods of influencing the mass media audience with the help of manipulations.

Manipulations 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 who is being manipulated begins to convince the manipulator of the opposite, and thereby, pronouncing the installation several times, unconsciously tends to the opinion of the honesty of the person who convinced him of something. Whereas by all conditions this honesty is false. But if, under certain conditions, he would understand this, that in this situation the line between lies and the susceptibility of truth is erased. So the manipulator achieves its goal.

Protection - do not pay attention and believe in yourself.

2. False advantage of the enemy

With his specific words, the manipulator, as it were, initially casts doubt on his own arguments, referring to the allegedly more favorable conditions in which his opponent finds himself. Which, in turn, makes this opponent 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 setting for censorship of the psyche, for defense, allowing attacks from the manipulator to penetrate into his psyche, which has become defenseless. The words of the manipulator, possible in such a situation: “You say so, because now your position requires it ...”

Protection - words such as: "Yes, I say this because I have such a position, I am right, and you must obey and obey me."

3. Aggressive manner of conducting a conversation

When using this technique, the manipulator takes an initially high and aggressive rate of speech, which unconsciously subjugates 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 wishing that all this would stop as soon as possible.

Protection - to make an artificial pause, interrupt the fast pace, reduce the aggressive intensity of the conversation, transfer the dialogue to a calm channel. If necessary, you can leave for a while, i.e. interrupt the conversation and after - 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 you just heard, repeat the words you said, but adding your own meaning to them. The spoken words can be like: "Sorry, did I understand you correctly, you say 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.

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

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

With insulting words spoken in time, 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 - a strong character, a strong will, a cold mind.

7. Specific terminology

In this way, the manipulator achieves an unconscious belittling of your status in you, as well as the development of a feeling of inconvenience, as a result of which you, out of false modesty or self-doubt, 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 needs, referring, if necessary, to allegedly your approval of the words he said earlier. Well, belittling the status of the interlocutor in a conversation allows you to be in an initially advantageous position and achieve what you need in the end.

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

8. Using the effect of false suspicion in your words

Applying such a position of psycho-influence, the manipulator, as it were, initially puts the interlocutor in the position of a defender. An example of the monologue used: “Do you think I will persuade you of something, convince ...”, which already, as it were, makes the object want to convince the manipulator that this is not so, that you are initially well disposed towards him (to the manipulator), etc. Thus, the object, as it were, reveals itself for unconscious consent with those words of the manipulator that will follow after this.

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

9. Link to the "great"

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

Protection - faith in one's exclusivity and "chosenness".

10. Formation of false stupidity and bad luck

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

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

11. Imposing thoughts

In this case, by means of constantly or periodically repeated phrases, the manipulator accustoms the object to any information that is going to convey to him.

The principle of advertising is based on such manipulation. When at first any information appears before you repeatedly (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 has already heard about somewhere. Moreover, based on the fact that an exclusively positive opinion about a product is conveyed through advertising, it is much more likely that an exclusively positive opinion about this product has been formed in the unconscious of a person.

Protection - the initial critical analysis of any incoming information.

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

This is a way of manipulation through a special kind of reticence, forming in the object of manipulation a false confidence in what was said, through unconscious conjecture by him 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 the protest, because unconsciously he remains sure 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 it into manipulation, taking into account both the unexpected for the object and the forced one, when the object eventually realizes that he has become a victim of manipulation, but is forced to accept them because of the impossibility of a conflict with his own conscience and some attitudes embedded in his psyche in the form of norms of behavior based on certain foundations of society that do not allow such a person (object) to make a reverse move. Moreover, an agreement on his part can be dictated both by a sense of guilt falsely 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 a manipulator who plays on his own alleged inattention, so that after 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 puts the object before the fact of the perfect.

Protection - clarify and ask again what you misunderstood.

14. Downplaying the irony

As a result of thoughts uttered at the right moment about the insignificance of his own status, the manipulator, as it were, forces 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 give 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 bypass you.

15. Focus on the pros

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

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

Ways of manipulating the mental consciousness of a person (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 said earlier, thereby changing general meaning said for his own sake.

In this case, you should be extremely careful, always listen to what they are talking about, and noticing a catch, clarify what you said earlier; moreover, to 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

The manipulator in this case seeks, after voicing any information, to quickly move on to another topic, realizing that your attention is immediately redirected to new information, which means that the likelihood that the previous information that was not “protested” will reach the listener’s subconscious increases; if information reaches the subconscious, then it is known that after any information is in the unconscious (subconscious), after a while it is realized by a person, i.e. goes into consciousness. Moreover, if the manipulator additionally strengthened his information with an emotional load, or even entered it into the subconscious by the method of coding, then such information will appear at the right moment for the manipulator, 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 jumping 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 itself, 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 way that is beneficial to the manipulator.

3. The desire to show their 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 coming from the object of his manipulations, receiving those facts that the object was not going to spread before. A similar circumstance on the part of the person who is being manipulated is inherent in the laws of the psyche, forcing any person to strive at all costs to prove his case by convincing the manipulator (not suspecting that this 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. What turns out to be in the hands of the manipulator, who finds out the information he needs.

As a countermeasure 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 indulgence turns on, which means that the censorship of the human psyche begins to function in a relaxed mode, as if not taking the information coming from the manipulator seriously. Thus, the information coming from the manipulator passes immediately to the subconscious, is deposited there in the form of attitudes and patterns of behavior, which means that the manipulator achieves his goal, because the object of manipulation, without suspecting it, after a while will begin to fulfill the installations laid down in the subconscious, or, in other words, to fulfill the secret will of the manipulator.

The main way of confrontation is the complete control of information coming from any person, i.e. everyone is an adversary and should be taken seriously.

5. False love, or lulling vigilance

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

6. Furious pressure, or exorbitant anger

Manipulation in this case becomes possible as a result of unmotivated rage on the part of the manipulator. A person who is targeted by this kind of manipulation will have a desire to calm 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 a state of mind similar to that of the manipulator, and then calm down, calm the manipulator as well. Or, for example, you can show your calmness and absolute indifference to the anger of the manipulator, thereby confusing him, and therefore depriving him of his manipulative advantage. You can sharply increase the pace of your own aggressiveness by speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm ...), and additional visual impact, i.e. in this case, we seize the initiative, and by simultaneously influencing the manipulator with the help of visual, auditory and kinesthetic stimuli, we introduce him into a state of trance, and hence dependence on you, because in this state the manipulator itself becomes the object of our influence, and we can introduce certain attitudes into his subconscious, because It is known that in a state of anger any person is subject to coding (psychoprogramming). Other countermeasures can also be used. 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 unjustified haste

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

In this case, you should take a timeout (for example, refer to an urgent phone call, etc.) in order to knock the manipulator off the pace set by him. To do this, you can act out a misunderstanding of a question and a “stupid” questioning, etc.

8. Being overly suspicious or making forced excuses

This type of manipulation occurs when the manipulator acts suspicious in any matter. As a response to suspicion in the object of manipulation, a desire to justify oneself follows. 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.

A defense option is to realize yourself as a person and volitionally resist an attempt of any manipulative influence on your psyche (i.e. you must demonstrate your own self-confidence and show that if the manipulator is suddenly offended, then let him be offended, and if he wants to leave, you will not run after him; this should be adopted by “in love”: do not let yourself be manipulated.)

9. Imaginary fatigue, or a game of consolation

The manipulator with all his appearance shows fatigue and the inability to prove something 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: not to succumb to provocations.

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

This type of manipulation comes from such specifics of the individual's psyche as the worship of authorities in any area. Most often it turns out that the very area in which such an "authority" has achieved results lies in a completely different area than his imaginary "request" now, but nevertheless, the object of manipulation cannot do anything with himself, since most people in their hearts believe that there is always someone who has achieved more than they do.

A variant of confrontation is belief in one's own exclusivity, super-personality; development in oneself the belief in one's own chosenness, in the fact that you are a super-human.

11. Favors rendered, or payment for help

The manipulator conspiratorially informs the object of manipulation about something, as if advising him to make this or that decision in a friendly way. At the same time, clearly hiding behind an imaginary friendship (in fact, they may be acquainted for the first time), as advice, he inclines the object of manipulation to the solution that the manipulator needs first of all.

You need to believe in yourself, and remember that you have to pay for everything. And it is better to pay immediately, i.e. before you are required to pay in the form of gratitude for the service rendered.

12. Resistance or enacted protest

The manipulator, with some words, excites 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 own. It is known that the psyche is arranged in such a way that a person wants to a greater extent what is either forbidden to him or what efforts must be made 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. Particular factor, or from details to error

The manipulator forces the object of manipulation to pay attention only to one specific detail, not allowing them to notice the main thing, and on the basis of this to draw the appropriate conclusions, which are accepted by the consciousness of that as an uncontested 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, actually having neither facts nor more detailed information, and often not 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 that the manipulator will achieve his own.

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 its temper" much faster; and since critical thinking is difficult during anger, a person enters ASC (altered states of consciousness), in which consciousness easily passes through itself the early forbidden information.

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

15. Interrupting or leaving a thought

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

As a countermeasure, you can ignore the interruptions of the manipulator, or use special speech psychotechnics to make him ridicule among the audience, because if a person is laughed at, all his subsequent words are no longer taken seriously.

16. Provoking sham or false accusations

This kind of manipulation becomes possible as a result of informing the object of manipulation of the information that can make him angry, and hence reducing the criticality in assessing the alleged information. After that, such a person is broken for a certain period of time, during which the manipulator achieves the imposition of his will on him.

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

17. Trapping or ostensibly acknowledging an opponent's advantage

In this case, the manipulator, carrying out an act of manipulation, hints at more favorable conditions in which the opponent (the object of manipulation) is supposedly located, thereby forcing the latter to make excuses in every possible way and become open to manipulations that usually follow from this by the manipulator.

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

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

The manipulator intentionally puts the object of manipulation in certain given conditions when a person chosen as an object of manipulation, in an effort to avert suspicion of excessive bias towards the manipulator, allows manipulation to be carried out on himself due to the unconscious belief in the good intentions of the manipulator. That is, it is as if he himself gives himself the installation not to react critically to the words of the manipulator, thereby unconsciously allowing the words of the manipulator to pass into his consciousness.

19. Deliberate delusion, or specific terminology

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

20. Imposition of false stupidity, or through humiliation to victory

The manipulator seeks in every possible way to reduce the role of the object of manipulation, alluding to his stupidity and illiteracy, in order to 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.

Protection - do not pay attention. It is generally recommended to pay less attention to the meaning of the words of the manipulator, and more to the details around, gestures and facial expressions, or even pretend that you are listening, and think “about your own”, especially if you are an experienced fraudster or criminal hypnotist.

21. The repetition of phrases, or the imposition of thoughts

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

Protective setting - do not fix attention on the words of the manipulator, listen to him “on the floor of the ear”, or use special speech techniques to transfer the conversation to another topic, or seize the initiative and introduce the settings you need into the subconscious of the interlocutor-manipulator yourself, or many other options.

22. Erroneous conjecture, or reticence involuntarily

In this case, manipulations achieve their effect due to:

1) deliberate reticence by the manipulator;

2) erroneous conjecture by the object of manipulation.

At the same time, even if a 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 alleged inattention, so that later, having achieved his goal, he will refer to the fact that he allegedly did not notice (listen to) the opponent’s protest. Moreover, as a result of this, the manipulator actually puts the object of manipulation before the fact of the perfect.

Protection - to 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 seeks to build a dialogue with the object of manipulation in such a way that he always agrees with his words. Thus, the manipulator skillfully leads the object of manipulation to pushing through his idea, and therefore to the implementation of manipulation over him.

Protection - bring down the focus of the conversation.

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

In this case, the manipulative effect is achieved through unexpected quoting by the manipulator of the previously spoken words of the opponent. Such a technique has a discouraging effect on the chosen object of manipulation, helping the manipulator to achieve a result. At the same time, in most cases, the words themselves can be partially invented, i.e. have a different meaning than the subject of manipulation earlier said on this issue. If he spoke. Because the words of the object of manipulation can be simply invented from and to, or have only a slight similarity.

Defense - also apply the technique of false quoting, choosing in this case the supposedly said words of the manipulator.

26. The effect of observation, or the search for commonalities

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

Protection - to sharply highlight with words your dissimilarity to the interlocutor-manipulator.

27. Imposing a choice, or initially the right decision

In this case, the manipulator asks the question in such a way that does not leave the object of manipulation to accept 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”, while initially the object of manipulation may not have intended to do anything. But he was left with no choice but to choose between the first and second.)

Protection - do not pay attention plus volitional 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 as 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 he can trust him with the truth. At the same time, the object of manipulation unconsciously gains confidence in this kind of revelation, which means that we can already talk about the weakening of the protective mechanisms of the psyche, which, through the weakening of censorship (the barrier of criticality), allows lies from the manipulator into the consciousness-subconsciousness.

Protection - do not succumb 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 the words allegedly said earlier, in accordance with which the manipulator, as it were, simply develops the topic further, starting from them. The object of manipulation after such “revelations” develops a feeling of guilt, the barriers put forward in the way of the words of the manipulator, which he had previously perceived with a certain degree of criticality, should finally break in his psyche. This is also possible because most 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 share of the truth, which as a result helps the manipulator achieve his goal.

Protection - education of willpower and exceptional confidence and self-respect.

30. Accusation of theory, or alleged lack of practice

The manipulator, as an unexpected counterargument, puts forward the requirement that the words of the object of manipulation chosen by him are, as it were, good only in theory, while in practice the situation will allegedly be different. Thus, unconsciously making it clear to the object of manipulation that all the words just heard by the manipulator are nothing and are good only on paper, but in a real situation everything will turn out differently, which means, in fact, one cannot rely on such words.

Protection - 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 of manipulative presentation of information. (S.A. Zelinsky, 2009).

1. Submission of information against the background of disinterest

If a person thinks that we do not want to convince him of something, then subconsciously he will thereby trust us more, which means that one of the mechanisms of suggestion in reality will work, 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 receptive to remembering any information (due to maladaptation of attention due to a violation of the verification process in the object due to the weakening of the psyche censorship).

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

The information presented against the background of a 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. Penetrating freely into the brain, such information consistently forms focal excitation in the cerebral cortex (dominant), an attitude in the subconscious, and a behavior pattern in the unconscious, i.e. the semantic essence of the information supplied in the state of affect of the object of information 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 benefactors

Before entering the necessary information into the brain of the object, the manipulators act as a benefactor, for example, providing the object with something that he had dreamed about before, what he wanted, what he aspired to, and so on. Thus, it is possible to overcome the barrier of criticality, drowning out the censorship of the psyche, which means that the information coming from the manipulators will be perceived by the object as something necessary and useful. the mask of the manipulator will unconsciously be replaced by the mask of a "benefactor".

5. Presenting information against a backdrop of trust

Manipulators achieve preliminary trust in them from the side of the object, 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 together, highlighting this kind of "colleagues" from among the rest. In the human psyche there is an unconscious desire to be different from others. Manipulators play on this feature, having previously entered into trust in this way, and then, almost without hindrance, imposing their rules of the game on an unsuspecting object.

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

In this case, for the effectiveness of the implementation of manipulative influence, they hide behind the guarantee of someone, and having enlisted his support, they act allegedly from 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 “good” on a separate mission, such a “good”, no longer informing an influential person, is projected onto other things necessary for manipulators.

8. Giving false information against the background of the truth

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

9. Submission of information against the background of preliminary "adjustment" to the mood of the object

For example, if he criticizes someone, you should submit information against the background of criticism, if he praises - against the background of praise, etc.

10. Submission of information against the background of 100% impossibility to verify the facts from the presented information

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

11. Submission of information against the background of pre-formed trust on the part of the object

Having previously gained trust, manipulators remove the barrier of criticality on the way of entering into the brain (psyche) of an object of information, the nature of which can be manipulative.

12. Presenting 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 veracity of your words, which means that the information you provide is entered into his brain and fixed there in the form of dominants, attitudes and patterns of behavior.

13. Submission of manipulative information against the background of general information, with the necessary allocation of information “necessary” for memorization by voice, pause, etc.

Highlighting the necessary words against the background of the supplied “general”, i.e. non-binding text, manipulators play on the ability of the brain to remember the information highlighted in this way. If a word stands out from a number of other words that do not mean anything to a given person, then in this case it is precisely such “highlighted” words that are the cause of the formation of dominants in the cerebral cortex, and hence attitudes in the subconscious.

14. Submission of information against the background of anticipating the moment to submit the information you need

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

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

At the same time, the need for assistance can be created artificially, "arranging the disaster."

16. Presentation of information against the background of a preliminary call to the object of admiration, sympathy

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

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

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

18. Submission of information against the background of early successful cooperation in any case

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

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

The similarity in any views causes additional respect in the human soul, and therefore may be the reason for subsequent manipulations due to increased confidence in this person.

20. Submission of information against the background of identifying the weakness (and hence 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 the preliminary initiation of a “crime” (blackmail with compromising evidence)

A false illusion is deliberately created that the object has committed a crime or other act (from a crime of the law, to adultery, etc.), and it is proposed to “agree” in response to “silence”.

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

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

23. Submission of information against the background of provoking the object of interest in you

The most effective method for the implementation of manipulative influence, tk. in this case, it is not required to carry out the “calibration” of the object, but it, as it were, “goes into contact on its own”.

24. Submission of new information against the background of similarity with the object's already available information

In this case, the probability that the new information will not cause a protest in the object, which means that it will be “imposed” on it without hindrance, is significantly increased.

25. Submission 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 object, which means a quick and successful deception of the latter.

26. Submission of information against the background of alleged concern for the object

An insidious technique of psychological manipulation, often having serious consequences, incl. and the impossibility of quick detection of manipulative influence.

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

1. First type. Most of the time a person spends between the usual state of consciousness and the state of ordinary night sleep.

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

2. The 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 disinterested interests (conscious or unconscious), scenarios of events, facts and circumstances occurring with them. In the case of manipulative influence, it is recommended to influence the feelings and imagination of such people.

3. The third type. Dominance of the left hemisphere of the brain

Such people are governed by verbal information, as well as principles, beliefs and attitudes developed during the conscious analysis of reality. External reactions of people of the third type are determined by their education and upbringing, as well as 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 background of trust in you, and information must be presented strictly and balancedly, using strictly logical conclusions, backing up the facts with exclusively 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

In their main part, these are ill-bred and uneducated people with an undeveloped left brain, who often grew up 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, experience more pleasant pleasures. With a manipulative impact on such people, it is necessary to influence the psychophysiology of the right brain: on the experiences and feelings they have previously experienced, hereditary character traits, behavior stereotypes, on the currently prevailing feelings, mood, fantasies and instincts. It must be taken into account that this category of people thinks mostly primitively: if you satisfy their instincts and feelings, they react positively, if you do not satisfy them, negatively.

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

These are those who have 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 "holy 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 in their psychophysiology of pathological conditions

Mostly mentally ill people. Their behavior and reactions are unpredictable, as they are abnormal. These people may perform some action as a result of a painful motive or being held captive by some kind of hallucination. Many of these people fall victim to totalitarian sects. Manipulations against such people must be carried out quickly and harshly, causing them fear, 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 basic basic emotions, such as fear, pleasure, anger, etc.

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

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

In the event of such influence, it is forbidden to use methods of direct informational influence, said in an order, replacing the latter with a request or offer, and at the same time using the following verbal tricks:

1) Truisms.

In this case, the manipulator says what is really there, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell goods in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “Well, it’s cold! Great, very cheap sweaters! Everyone buys, you won’t find such cheap sweaters anywhere!” and fiddling with bags of sweaters. Such an unobtrusive purchase offer, more directed to the subconscious, works better, as it corresponds to the truth and passes the critical barrier of consciousness. Really “cold” (this is already one unconscious “yes”), really the package and pattern of the sweater are beautiful (second “yes”), and really very cheap (third “yes”). Therefore, without any words "Buy!" the object of manipulation is born, as it seems to him, an independent decision made by himself to buy a cheap and occasionally excellent thing, often without even unwrapping 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 any product or phenomenon, some kind of hidden statement is interspersed, which flawlessly affects the subconscious, forcing the will of the manipulator to be carried out. For example, they do not 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 that you are buying this thing has already been decided. After all, the last phrase of the manipulator contains a trap for consciousness, imitating your right to choose. But in fact, you are being deceived, as the choice "buy or not buy" is replaced by the choice "buy this or buy that."

3) Commands hidden in questions.

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

4) Moral impasse.

This case is a delusion of consciousness; the manipulator, asking for an opinion about a product, after receiving an answer, asks the next question, which contains the installation to perform the action necessary for the manipulator. For example, a manipulative seller persuades not to buy, but to “just try” his product. In this case, we have a trap for consciousness, since nothing dangerous or bad seems to be offered to him, and it seems that complete freedom of any decision is preserved, but in fact it is enough to try, as the seller immediately asks another tricky question: “Well, how did you like it? Did you like it?”, and although it seems to be about the sensations of taste, but in fact the question is: “Will you buy it or not?” And since the thing is objectively tasty, you can’t say to the seller’s question 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, without waiting for your other words, he is already weighing the goods and it’s as if it’s already inconvenient for you to refuse to buy, especially since the seller selects and imposes the best that he has (from what is visible). Conclusion - you need to think a hundred times before accepting a kind of harmless offer.

5) Speech reception: "what ... - so ...".

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

6) Coding.

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

7) Stirlitz method.

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

8) Speech trick "three stories".

In the case of such a technique, the following method of programming the human psyche is carried out. You are told three stories. But in an unusual way. First, they start telling you story #1. In the middle, they interrupt it and start telling story #2. In the middle, they interrupt it and start telling story #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, stories No. 1 and No. 2 are recognized and remembered. And story No. 3 is quickly forgotten and unconscious, which means that, having been forced out of consciousness, it is placed in the subconscious. But the bottom line is that just in story No. 3, the manipulators laid 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 fulfill the psychological settings introduced into his subconscious, and at the same time will consider that they come from him. The introduction of information into the subconscious is a reliable way of programming a person to perform the settings necessary for manipulators.

9) Allegory.

As a result of such an impact of mind processing, the information the manipulator needs is hidden among the story, which the manipulator sets out allegorically and metaphorically. The bottom line is that just the hidden meaning is the thought that the manipulator decided to put into your mind. Moreover, the brighter and more picturesque the story is told, the easier it is for such information to go around the barrier of criticality and introduce information into the subconscious. Later, such information “starts to work” often just at the moment, the onset of which was either originally planned; or a code was laid, activating which the manipulator each time achieves the desired effect.

10) Method "as soon as ... then ...".

A very curious method. Here is how V.M. Kandyba: “The reception “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 life line, you will immediately understand me!” Here, by the subconscious logic of the client's look at her palm (at the "life line"), the gypsy logically attaches an increase in trust to herself and everything she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase “understand me immediately”, the intonation of which denotes another real meaning hidden from consciousness - “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 the so-called "anchors" (the "anchoring" technique refers to the methods of neurolinguistic programming). It is possible to distinguish speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to be scattered among other words that make up the information flow of this story. And later - the subconscious of the object of manipulation will respond only to these words, intonations, gestures, and so on. In addition, hidden commands dissipated throughout the conversation are very effective, and work much better than otherwise expressed. To do this, one must be able to speak with expression, and underline - when required - the right words, skillfully highlight pauses, and so on.

There are the following methods of manipulative influences on the subconscious in order to program the behavior of a person (an object of manipulation):

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

Emotional ways: raising emotions at the right time, lowering emotions, emotional exclamations or gestures.

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

Visual methods: facial expressions, eye widening, hand gestures, finger movements, body position change (tilts, turns), head position changes (turns, tilts, lifts), a characteristic sequence of gestures (pantomime), 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 must be remembered 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 for him, although the conditions and situation may differ significantly from the one in which the reaction manifested itself for the first time. A classic example of the "old reaction" is when a child walking in the park is suddenly attacked by a dog. The child was very frightened and subsequently, in any, even the safest and most harmless, situation, when he sees a dog, he automatically, i.e. unconsciously, an "old reaction" arises: fear.

Such reactions are pain, temperature, kinesthetic (touch), taste, auditory, olfactory, etc., therefore, according to the mechanism of the "old reaction", a number of basic conditions must be met:

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

b) The applied irritant should, in its characteristics, match as much as possible the stimulus applied for the first time.

c) The best and more reliable is a complex stimulus that uses the reaction of several sense organs simultaneously.

If you need to establish dependence on you of another person (an object of manipulation), you must:

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

2) fix a similar reaction by any of the signal methods (the so-called "anchors" in NLP);

3) if it is necessary to encode the psyche of the object - "activate" the "anchor" at the necessary 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 array, which means that the barrier of criticality of the psyche will be broken, and such a person (object) will be “programmed” to implement what you have planned after the encoding you have entered. At the same time, it is recommended that you first check yourself several times before fixing the “anchor”, so that by facial expressions, gestures, changed intonation, etc. remember the reflex reaction of the object to positive words for his psyche (for example, pleasant memories of the object), and pick up a reliable key (by tilting the head, voice, touch, etc.)

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

1. Dosing of the initial information base

Materials necessary for discussion are not provided to the participants on time, or are given 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 information available. 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, incomplete informing of some participants is carried out, which makes it difficult for them to discuss, and for others creates additional opportunities for using psychological manipulations.

2. "Overinformation"

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

3. Formation of opinions through targeted selection of speakers

The word is given first to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the formation of the desired attitude among the participants in the discussion is carried out, because changing the primary attitude requires more effort than its formation. To carry out the formation of the settings necessary for the manipulators, 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 evaluating the behavior of participants in discussions

Some speakers are severely restricted in observing the rules and regulations 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 the allowed statements: some people do not notice harsh statements about opponents, others make comments, etc. It is possible that the regulations are not specifically established, so that you can choose a more convenient course of action along the way. At the same time, either the positions of the opponents are smoothed and they are “pulled up” to the desired point of view, or, conversely, the differences in their positions are strengthened up to incompatible and mutually exclusive points of view, as well as bringing the discussion to the point of absurdity.

5. "Maneuvering" the agenda of the discussion

In order to make it easier to pass the “necessary” question, first “steam is released” (initiate a surge of emotions of the audience) on insignificant and unimportant issues, and then, when everyone is tired or under the impression of the previous skirmish, a question is raised 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 that 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 discussion heats up to a critical one. Thus, the discussion of the current topic can be terminated. Another way is to unexpectedly interrupt an unwanted speaker, or deliberately move on to another topic. This technique is often used in the course of commercial negotiations, when, at a prearranged signal from the head, the secretary brings coffee, an “important” call is organized, etc.

7. Limitations in the discussion procedure

When using this technique, proposals regarding the procedure for discussion are ignored; bypass undesirable facts, questions, arguments; the floor is not given to participants who, by their statements, may lead to undesirable changes in the course of the discussion. The decisions made are fixed rigidly, it is not allowed to return to them even when new data is received that is important for making final decisions.

8. Referencing

Brief reformulation of questions, proposals, arguments, during which the emphasis shifts in the desired direction. At the same time, an arbitrary summary can be carried out, in which, in the process of summing up, there is a change in the emphasis in the conclusions, the presentation of the positions of the opponents, their views, and the results of the discussion in the desired direction. In addition, in interpersonal communication, you can increase your status with the help of a certain arrangement of furniture and resorting to a number of tricks. For example, to place a visitor on a lower armchair, to have many diplomas of the owner on the walls in the office, in the course of discussions and negotiations, defiantly use the attributes of power and authority.

9. Psychological tricks

This group includes techniques based on annoying 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 the opponent

Unbalance by ridicule, unfair accusations, and other means until he "boils". At the same time, it is important that the opponent not only become irritated, but also make an erroneous or unfavorable statement for his position in the discussion. This technique is actively used in an explicit form as a belittling of an opponent or in a more veiled one, combined with irony, indirect allusions, 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 ignorance, ignorance in a certain area, etc.

11. Self-praise

This trick is an indirect method of belittling the opponent. Only it is not directly stated “who you are”, but according to “who I am” and “with whom you are arguing”, the corresponding conclusion follows. Such expressions can be used as: “... I am the head of a large enterprise, region, industry, institution, etc.”, “... I had to solve large problems ...”, “... before applying for it ... you need to be a leader at least ...”, “... before you discuss and criticize ... you need to gain experience in solving problems at least on a scale ... ", etc.

12. Use of words, theories and terms unfamiliar to the opponent

The trick succeeds if the opponent hesitates to ask again and pretends that he has accepted these arguments, 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. Particularly effective in the use of slang 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 exacerbated by the use of a fast pace of speech and a lot of thoughts that change one another in the process of 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 deliberately for the psychological impact on the object of manipulation.

13. Lubrication of arguments

In this case, the manipulators play on flattery, vanity, arrogance, elevated self-conceit of the object of manipulation. For example, he is bribed with the words that he "... as a person as insightful and erudite, 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, the outcome of which is not predictable enough.

14. Breaking down or avoiding 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 in order ...”, etc. The disruption of the discussion using the provocation of the conflict is carried out by using a variety of techniques to drive the opponent out of himself, when the discussion turns into an ordinary squabble that is completely unrelated to the original topic. In addition, tricks such as interrupting, interrupting, raising the voice, demonstrative acts of behavior that show unwillingness to listen and disrespect for the opponent can be used. After their application, 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. Reception "stick arguments"

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

16. "Reading in the hearts"

It is used in two main versions (the so-called positive and negative forms). The essence of using this technique is that the audience's attention moves from the content of the opponent's arguments to the reasons he allegedly has and hidden motives why he speaks and defends a certain point of view, and does not agree with the arguments of the opposite side. Can be enhanced by the simultaneous use of "stick arguments" and "labeling". For example: “... You say this defending corporate interests...”, or “... the reason for your aggressive criticism and uncompromising position is obvious - this is the desire to discredit progressive forces, constructive opposition, disrupt the process of democratization ... but the people will not allow such pseudo-defenders of the law to interfere with the satisfaction of their legitimate interests ... "etc. Sometimes "reading in the hearts" takes the form when a motive is found that does not allow speaking in favor of the opposite side. This technique can be combined not only with “stick arguments”, but also with “oiling the argument”. For example: “...your decency, excessive modesty and false shame do not allow you to recognize this obvious fact and thereby support this progressive undertaking, on which the solution of the issue depends, which our voters expect with impatience and hope...”, etc.

17. Logical-psychological tricks

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

19. Changing accents in statements

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

In this case, the combination of a logical violation with a psychological factor is used in those cases when the most vulnerable of the positions and arguments put forward by the opponent in his defense is chosen, he is broken in a sharp form and pretend that the rest of the arguments do not even deserve attention. The trick passes if the opponent does not return to the topic.

21. Demanding a clear answer

With the help of phrases like: "do not evade ..", "say clearly, in front of everyone ...", "say it straight ...", etc. - the object of manipulation is offered to give an unambiguous answer "yes" or "no" to a question that requires a detailed answer or when the unambiguity of the answer can lead to a misunderstanding of the essence of the problem. In an audience with a low educational level, such a trick can be perceived as a manifestation of integrity, decisiveness and directness.

22. Artificial displacement of the dispute

In this case, having started discussing any position, the manipulator tries not to give arguments from which this provision follows, but suggests immediately proceeding to refute it. Thus, the opportunity for criticism of one's own position is limited, and the dispute itself is shifted to the argumentation of the opposite side. In the event that the opponent succumbed to this and begins to criticize the put forward position, citing various arguments, they try to argue around these arguments, looking for flaws in them, but without presenting their system of evidence for discussion.

23. "Many Questions"

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

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

1. Labeling

This technique consists in choosing offensive epithets, metaphors, names, etc. ("Labels") to refer to a person, organization, idea, any social phenomenon. Such "labels" cause an emotionally negative attitude of others, they are associated with low (dishonest and socially disapproved) deeds (behavior) and, thus, are used to discredit a person, ideas and proposals expressed, an organization, a social group or a subject of discussion in the eyes of the audience.

2. Shining Generalizations

This technique consists in replacing the name or designation of a certain social phenomenon, idea, organization, social group or a specific person with a more general name that has a positive emotional connotation and evokes a benevolent attitude of 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. Such words, which carry a positive psycho-emotional impact, are used to push through decisions that are beneficial for a particular person, group or organization.

3. "Transfer" or "transfer"

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

4. "Reference to authorities"

The content of this technique is to bring the statements of individuals with high authority, or vice versa, 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 about people, ideas, events, etc., and express their condemnation or approval. Thus, in a person, as an object of manipulative influence, the formation of an appropriate attitude is initiated - positive or negative.

5. "The game of common people"

The purpose of this technique is to try to establish a trusting relationship with the audience, as with congenial people, on the basis that both the manipulator and the ideas are correct, as they are focused on the common man. Such a technique is actively used in advertising and information promotion and various kinds of propaganda to form the chosen image - "a man from the people" - in order to form trust in him from the side of the people.

6. "Shuffling" or "Juggling the Cards"

7. "Common wagon"

When using this technique, judgments, statements, phrases are selected that require uniformity in behavior, creating the impression that everyone does this. The message, for example, may begin with the words: "All normal people understand that ..." or "no sane person will object that ...", etc. By means of a “common platform”, a person is evoked 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 such values, ideas, programs, etc.

8. Crushing of information supply, redundancy, high rate

Especially often such techniques are used on television. As a result of such a massive shelling of people's minds (for example, cruelty on TV), they cease to critically perceive what is happening, and perceive it as meaningless incidents. In addition, the viewer, following the fast speech of the announcer or presenter, misses links to the source of information and in his imagination already connects and harmonizes the inconsistent parts of the perceived programs.

9. "Mockery"

When using this technique, both specific individuals and views, ideas, programs, organizations and their activities, various associations of people against whom the struggle is being fought can be subjected to ridicule. 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 ridiculing individual statements and elements of a person’s behavior, a playful and frivolous attitude is initiated towards him, which automatically extends to his other statements and views. With the skillful use of such a technique, it is possible for a particular person to form 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. All who share these views are 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, responsive, if Komsomol members are called up to serve in the army - they are excellent students in combat and political training. And informal youth - punks, hippies, and so on. - not good youth. Thus, one group is opposed to another. Accordingly, different accents of perception are highlighted.

11. "Repetition of slogans" or "repetition of formulaic phrases"

The main condition for the effectiveness of the use of this technique is the correct slogan. A slogan is a short statement phrased in such a way as to attract attention and affect the imagination and feelings of the reader or listener. The slogan must be adapted to the characteristics of the psyche 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. We can add to the definition of G. Grachev and I. Melnik on our own behalf that the brevity of the slogan allows information to freely penetrate into 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) who has received such attitudes.

12. "Emotional Adjustment"

This technique can be defined as a way to create a mood while conveying certain information. The mood is evoked among a group of people by various means (external environment, certain times of the 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. Most often this technique is 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 perception of significant information, certain values, views, ideas, assessments has a two-stage character. This means that an effective information impact 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-1950s in the USA by Paul Lazarsfeld. In the model he proposed, the distinguished 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, etc. can act as "opinion leaders". In the practice of information and psychological impact of the media, this has led to the fact that information, propaganda and advertising messages have become more focused on persons whose opinions are significant to others. (i.e., "movie stars" and other popular persons carry out evaluations and advertising promotion of the product). The manipulative effect is enhanced by inclusion in entertainment programs, interviews, etc. direct or indirect assessments of such leaders of any ongoing events, which contributes to the desired impact on the subconscious level of the human psyche.

14. "Imaginary choice"

The essence of this technique lies in the fact that listeners or readers are informed of several different points of view on a particular issue, but in such a way as to imperceptibly present in the most favorable light the one that they want to be accepted by the audience. To do this, several additional techniques are usually used: a) include so-called "two-sided messages" in propaganda materials that contain arguments for and against a certain position. This "two-way communication" preempts the opponent's arguments; b) positive and negative elements are dosed. Those. in order for a positive assessment to look more plausible, a little criticism should be added to the description of the described point of view, and the effectiveness of the condemning position increases if elements of praise are present; c) selection of facts of strengthening or weakening of statements is carried out. Conclusions are not included in the text of the above messages. They should be made by those for whom the information is intended; d) there is an operation with comparative materials to enhance the importance, demonstrate trends and scale of events, phenomena. All the evidence used is selected in such a way that the necessary conclusion is sufficiently obvious.

15. "Initiation of an information wave"

An effective technique of information impact on large groups of people is the initiation of a secondary information wave. Those. an event is proposed that will clearly pick up and begin to replicate the media. At the same time, the initial coverage in one media can be picked up by other media, which will increase the power of the information and psychological impact. This creates a 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 appropriate discussions, assessments, rumors. All this makes it possible to enhance the effect of information and psychological impact 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 acting always in the same direction. Manipulators only tell the truth when the truth can be easily verified. In other cases, they try to present the material in the way they need. Moreover, a lie becomes most effective when it is based on a stereotype embedded in the subconscious.

2) Selection for material events of reality.

In this case, an effective condition for programming thinking is the 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 limits of broadcasting allowed by them. In addition, the media use the so-called. the principle of democracy of noise, when a message unnecessary by the manipulator should simply perish 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 the technology of psychological warfare. American Military Dictionary 1948 gives psychological warfare this definition: "These are systematic propaganda activities that influence the views, emotions, attitudes and behavior of enemy, neutral or friendly foreign groups in order to support national policy." The manual (1964) states that the purpose of such a war is "undermining the political and social structure of the country ... to such a degree of degradation of the national consciousness that the state becomes unable to resist."

4) Major psychoses.

The secret tasks of the media is to turn the citizens of our country into a single mass (crowd), with the aim of general regulation of the dissemination of the flow of information, which processes the consciousness and subconscious of people. As a result, such a crowd is easier to manage, and the average layman unquestioningly believes the most ridiculous statements.

5) Affirmation and repetition.

In this case, the information is presented in the form ready-made templates which actively involve the stereotypes available in the subconscious. An affirmation 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 culture. The media are a factor in strengthening this type of thinking, accustoming a person to think in stereotypes, and not to include 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 are born. Excessive repetition dulls consciousness, causing any information to be deposited in the subconscious almost unchanged. And from the subconscious, after a certain period of time, such information passes into consciousness.

6) Crushing and urgency.

In this method of manipulating the media used, integral information is divided into fragments so that a person cannot combine 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 a TV show is broken up by advertising.) Professor G. Schiller explains the effectiveness of this technique in this way: “When the holistic nature of a social problem is deliberately bypassed, 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 apart information about an important event, it is possible to drastically 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 a person is a product of a mosaic culture. His consciousness is created by the media. The media, unlike high culture, is designed 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 mass is able to adequately assimilate only simple information, so 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 separate parts. In this case, any pseudo-sensation stands out. And already under the cover of it, the really important news is hushed up (if this news, for some reason, is dangerous for the circles that control the media).

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 for critical perception.

9) Changing the meaning of words and concepts.

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

Methods of influencing the mass media audience with the help of manipulations.

1. The principle of first priority

The essence of this method is based on the specifics of the psyche, which is designed in such a way that it takes on faith the information that was first received by the consciousness. The fact that later we can get more reliable information often does not matter anymore.

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

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

a) forming a negative opinion among voters about him;

b) making excuses.

(In this case, there is an impact on the masses through widespread stereotypes that if someone justifies himself, then he is guilty).

2. "Eyewitnesses" of events

There are supposedly eyewitnesses of the events who, with the necessary sincerity, report the information that the manipulators gave them in advance, 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, because it affects the unconscious of the human psyche, causing in him an intensity of feelings and emotions, as a result of which the censorship of the psyche is weakened and is able to skip information from the manipulator without determining its false essence.

3. The image of the enemy

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

4. Shift in emphasis

In this case, there is a conscious shift of emphasis in the material being presented, and something not entirely desirable for the manipulators is presented in the background, but the opposite is highlighted - what is necessary for them.

5. Use of "influencers"

In this case, the 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 on the basis of the rule of reorientation of attention, when the information necessary for hiding, as it were, fades into the shadows of seemingly randomly highlighted events that serve to divert 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 process of life a person builds certain protective barriers on the way of receiving information that is undesirable for him. To get around such a barrier (censorship of the psyche), it is necessary that the manipulative impact be directed to feelings. Thus, having “charged” 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 experience at some point the information he heard. Next, the effect of emotional charging comes into play, which is most widespread in the crowd, where, as you know, the criticality threshold is lower.

(Example. A similar effect of manipulation is used during a series of reality shows, when participants speak in a raised voice and sometimes demonstrate significant emotional arousal, which makes you watch the ups and downs of the events they demonstrate, empathizing with the main characters. Or, for example, when a number of especially ambitious politicians appear on television, impulsively shouting out their ways out of crisis situations, due to which information affects the feelings of individuals, and emotional contagion of the audience occurs, which means the possibility of such manipulators to draw attention to the material being fed.)

8. Display issues

Depending on the presentation of the same materials, it is possible to achieve different, sometimes opposing opinions from the audience. That is, some event can be artificially “not noticed”, but on the contrary, it can be given increased attention, and even on different television channels. In this case, the truth itself, as it were, fades into the background. And it depends on the desire (or not desire) of the manipulators to highlight it. (For example, it is known that a lot of events take place in the country every day. Naturally, coverage of all of them is already purely physically impossible. However, it often happens that some events are shown quite often, many times, and on various channels; while something else, which certainly also deserves attention, seems to be deliberately not noticed.)

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

9. Unavailability of information

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

10. Strike ahead

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

11. False passions

A method of manipulating the mass media audience, when a false heat of passion is used by presenting supposedly sensational material, as a result of which the human psyche does not have time to properly react, unnecessary excitement is created, and the information presented later no longer has such an impact, because the criticality put forward by the censorship of the psyche is reduced. (In other words, a false time limit is created for which the information received must be evaluated, which often leads to the fact that it practically without cuts from the consciousness enters the unconscious of the individual; after which it affects the consciousness, distorting the very meaning of the information received, as well as taking up space for receiving and appropriately evaluating more truthful information. Moreover, in most cases we are talking about the impact in the crowd, in which the principle of criticality is already difficult in itself).

12. Likelihood 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 the information or ideas he previously had on the issue under consideration.

(In other words, if through the media we come across information with which we internally disagree, then we deliberately block such a channel for receiving information. And if we come across information that does not contradict our understanding of such an issue, we continue to absorb such information, which strengthens the previously formed patterns of behavior and attitudes in the subconscious. This means that acceleration for manipulations becomes possible, since manipulators will deliberately wedge into the information that is plausible for us false, which, as if automatically, we perceive as real. Also, in accordance with this principle of manipulation, it is possible to initially present information that is obviously unfavorable for the manipulator (supposedly self-criticism), due to which the audience’s belief that this mass media source is fairly honest and truthful increases. Well, later, information necessary for manipulators is interspersed with the information supplied.)

13. The effect of "information assault"

In this case, it should be said that a flurry of useless information falls upon a person, in which the truth is lost.

(People subjected to this form of manipulation simply get tired of the flow of information, which means that the analysis of such information becomes difficult and the manipulators have the opportunity to hide the information they need, but undesirable for demonstration to the masses.)

14. Reverse effect

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

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

18. Apparent Majority Approval

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

19. Expressive kick

When implemented, this principle should produce the effect of a psychological shock, when the 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 in the presentation of material can be deliberately shifted towards competitors that are unnecessary to the manipulators or against information that seems undesirable to them.

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

21. Artificial "calculation" of the situation

A lot of different information is intentionally released to the market, thereby monitoring the public's interest in this information, and information that has not received relevance is subsequently excluded.

22. Manipulative commenting

By means of the emphasis necessary for the manipulators, this or that event is covered. At the same time, any undesirable event for manipulators when using such technology can take on the opposite color. It all depends on how the manipulators will present this or that material, 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 in the event that such a person is endowed with the necessary powers of authority. (A rather striking example is D.O. Rogozin, who was in opposition to the government - let's recall Rogozin's statement in connection with the CEC ban on registering V. Gerashchenko as a presidential candidate, recall the hunger strike in the State Duma demanding the resignation of ministers of the socio-economic bloc of the government, recall Rogozin's other statements, including about the ruling party and the country's president - and recall Rogozin's speeches after his appointment as Russia's permanent representative to the North Atlantic Treaty Organization ( NATO) in Brussels, i.e. a senior official representing Russia in an enemy organization.)

25. Repetition

Such a method of manipulation is quite simple. It is only necessary to repeatedly repeat any information so that such information is deposited in the memory of the mass media audience and subsequently used. At the same time, manipulators should simplify the text as much as possible and achieve its susceptibility based on a low-intellectual audience. Oddly enough, practically only in this case one can 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 it will influence their consciousness, and hence the commission of actions, the semantic connotation of which is secretly embedded in the information for the mass media audience.

26. Half Truth

This method of manipulation lies 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 concealed by the manipulators. (An example from the time of Perestroika, when at first rumors were spread that the Union Republics allegedly supported the RSFSR. At the same time, they seemed to forget about Russian subsidies. As a result of deception of the population of the republics friendly to us, these republics first left the USSR, and then part of their population began to come to work in Russia.)

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

We manipulate each other without realizing it. Knowing about manipulation techniques is necessary in order not to succumb to other people's influence when someone acts purposefully. There are many examples of such influence; we are subjected to attacks by manipulators every day.

Ways to manipulate people. In order to master some of them, long practice is necessary, some of them are freely used by most people, sometimes without even knowing it.

It is enough just to know about some methods of manipulation in order to be able to defend against them, while others must be mastered in order to be able to counteract them.

It is necessary to know the mechanisms of manipulating the human psyche, this allows you to protect yourself from intrusion into your psyche and skillfully counteract various techniques and methods of manipulation.

It is also necessary to study and know the techniques of manipulation in order to learn how to skillfully understand them and use them for your own good. Without this knowledge, it is difficult to achieve.

When applying this or that method of manipulation, one should take into account the fact that a person's life is multifaceted, in terms of education, life experience, and many other factors. Therefore, in some cases, for a more effective impact, important point in the use of various methods of manipulation is the preparation for their use.

First of all, it is necessary to determine the specific technique that is applicable in this case, and for this you should choose the target of exposure. These targets can be:

1. Interests of a person, his needs and inclinations;
2. Beliefs (political, religious, moral), worldview;
3. Habits, behavior style, ways of thinking, habits, character traits, professional skills;
4. Mental and emotional state (both in general and at the moment).

That is, in order for this or that method of manipulation to take effect, it would be good to know the addressee of this influence as best as possible, to collect more information about him.

Also, at the preparatory stage, an experienced manipulator thinks over the places and conditions of his influence. It is important for him to increase the likelihood of the manipulated reactions, sensations and emotions he needs.

Therefore, creating conditions for increasing suggestibility, he chooses solitary, isolated places (although this is not always the case, sometimes the situation requires the opposite) and only then, without interference, applies the prepared manipulation technique.

The success of any of the methods of manipulation depends on the established contact between people. The ability to get in touch and keep it in the literature on business communication is of great importance, this is not a way of manipulation, establishing contact is the basis of communicative communication.

A skillful manipulator, acting subtly, knows this, he makes contact and develops it in every possible way (forms trust), with the aim of its further use. For him, this is a preparatory stage, during which he adapts in every possible way to the interlocutor, using the attachment technique.

The essence of this technique is to find common interests and views, to create an atmosphere of frankness, to create a favorable impression of oneself. The manipulator sometimes even begins to copy the gestures of the communication partner, facial expressions, takes similar poses, does everything to win over.

When all the preparatory stages have been completed, the necessary information has been collected, weaknesses have been clarified, conditions have been thought out, you can begin to apply techniques and methods of manipulation. Although for the use of some techniques, preliminary preparation is not required at all.

Ways to manipulate people

Each method of manipulation below is accompanied by a brief instruction on countering it, protecting against it.

Before proceeding to the consideration of manipulation techniques, I also immediately want to note that not always the methods of manipulation are used separately, often combinations of techniques and methods are used for the effectiveness of the impact.

False question

This method of manipulation is used to change the general meaning of what was said, changing its meanings to suit oneself. The manipulator, as if for the purpose of clarification, asks again, repeating what you said only at the beginning, then replaces the words and, in general, the meaning.

Listen very carefully to what is being said to you. If you hear a distorted meaning, correct it immediately.

Showing indifference and inattention

When one person tries to prove his case, to convince another of something, he shows his indifference both to the interlocutor and to what he says.

The manipulator relies on the opponent's aspirations, no matter what it takes to prove his significance, to use those facts, the information that he was not going to disclose before. That is, the necessary information is simply displayed.

Hastily jumping to another topic

Having voiced one topic, the manipulator quickly moves on to another, thereby not giving the interlocutor the opportunity to protest the first one or somehow doubt it. This is done in order to fix this information (not always true) in the subconscious of the interlocutor. This method of manipulation can be characterized as suggestion with further use.

You should be attentive, treat what you hear and subject everything to analysis.

Quoting opponent's words

In this case, the manipulator quotes, and unexpectedly, the words of the opponent. In most cases, the words are partially distorted.

Defending yourself, you can answer the same, invent a phrase and pass it off as the words of a manipulator that he once said.

Imaginary inferiority

The manipulator shows his weakness, seeking condescending attitude towards himself. At such moments, the manipulated ceases to take the person seriously as a competitor and rival, his vigilance is dulled.

You can not succumb to this method of manipulation only if you always take any person seriously and see him as a strong opponent.

False love

A very common form of manipulation. Through a declaration of love, respect and respect, you can achieve much more than just asking.

"Cold mind" is here to help you.

Furious anger and furious pressure

With unmotivated anger, the manipulator makes a person want to calm his interlocutor and expects that he will make certain concessions. Just like the previous one, this method of manipulation is quite common.

Opposition:

1. Do not pay attention to the rage of the interlocutor, do not start to calm him down, but show your indifference to his behavior, this will confuse him;
2. Or vice versa, touching the manipulator (whether arm or shoulder) and looking directly into his eyes, start to sharply increase your aggressive pace, responding to him. With the help of simultaneous exposure to visual, kinesthetic and auditory stimulus, the manipulator is introduced into a trance. And already you can set your own conditions for him, introduce your settings into his subconscious.
3. You can adjust, evoke a similar mood in yourself and gradually begin to calm down, calming the manipulator as well.

False rush and fast pace

Manipulation is possible by imposing a very fast pace of speech and pushing through your ideas. The manipulator, hiding behind haste and lack of time, chatters his interlocutor, who, not having time not only to answer, but even to think, thereby demonstrates his tacit consent.

The talkativeness, talkativeness and verbosity of the manipulator can be stopped by questions and asking again. To slow down the pace will help, for example, such a trick as - “Sorry, I need to call urgently. Will you wait?

Express suspicion and make excuses

This method of manipulation is used to weaken the protective barrier of the human psyche. The role of the manipulator, in any matter to play suspicion, the response to which will be the desire to justify. This is what he is striving for. The protective barrier has weakened, you can "push" the desired settings.

The protection here is the awareness of oneself as a self-confident person. Show the manipulator that you don't care if they take offense at you, and you won't run to catch up if he wants to leave. Lovers, take it into service, do not let yourself be manipulated!

False fatigue

The manipulator makes it clear that he is very tired and unable to prove anything and listen to objections. And because of this, the person being manipulated quickly agrees with his words, and following his lead does not tire him with objections.

Do not give in to provocations.

Suppress with authority

The subtlety of this method of manipulation lies in the specifics of the human psyche - worship and blind trust in authority in any area. The manipulator, using his authority, puts pressure on a person, and often an opinion, advice or request lies outside the limits of his authority. How can you refuse a request or disagree with such a person?

Believe in yourself, in your abilities, in your individuality and exclusivity. Down with low self-esteem!

False love

The manipulator, as if in secret, almost in a whisper, under the guise of imaginary friendship, advises the manipulated to act in a certain way. He assures of the benefits and benefits of this act, but in fact he pursues his own interests.

We should not forget that free cheese is only in a mousetrap, you have to pay for everything.

Call out resistance

It is known that the forbidden fruit is sweet, and the human psyche is arranged in such a way that he is often interested in exactly what is under the ban or to achieve which it is necessary to make efforts. The manipulator as a subtle psychologist, using these features of the human psyche, causes such desires in the object of his influence. Of course, for your own good.

Always remember your interests. Make decisions after thinking carefully, weighing all the pros and cons.

From specific to error

The manipulator draws the attention of the object of manipulation to only one detail, not allowing him to consider the whole picture, and forces him to draw conclusions based on this. The use of this method of manipulating people is widespread in life.

Many people draw conclusions and judge about any subject or event without having detailed information and without facts, a couple without even having their own opinion on this issue, they judge based on the opinions of others. Manipulators take advantage of this and thus impose their opinion.

Expand your horizons, develop, work to increase the level of your own knowledge.

irony with a smile

The manipulator, as if doubting the opponent's words, deliberately chooses an ironic tone of conversation, provoking him to emotions. IN emotional state, in anger a person falls into an altered state of consciousness and is more susceptible to suggestion.

An effective defense against this method of manipulation is complete indifference.

Get out of your mind

The manipulator, in order to direct the conversation in the direction he needs, constantly interrupts the thoughts of the interlocutor.

Do not pay attention to this, or, using speech psychotechnics, try to make fun of the manipulator and if you are in a team, no one will seriously pay attention to his interruptions.

False recognition of favorable conditions

In this case, there is a hint from the manipulator of more favorable conditions, in which the object of manipulation is allegedly located. The manipulated begins to make excuses and opens up to the suggestion that immediately follows.

Do not make excuses, on the contrary, recognize your superiority.

Imitation bias

The manipulated is placed in such conditions when he needs to avert suspicion of bias towards the manipulator. And he himself begins to praise him, talk about his good intentions, thereby setting himself up not to react critically to the words of the manipulator.

If you are already in such a situation, refute your bias, but without praising the manipulator.

Be misled by specific terminology

Manipulation is carried out through the use of unknown manipulated terms by the manipulator in the conversation. The latter gets into an awkward position and, being afraid to seem illiterate, is afraid of what these terms mean.

Do not be shy and do not be afraid to clarify a word that is not clear to you.

Imposing false stupidity

In simple terms, this method of manipulation is to lower a person below the plinth. Allusions to his illiteracy and stupidity are used, which brings the object of manipulation into a state of temporary confusion. Then the manipulator also produces the coding of the psyche.

Do not pay attention, especially if you know that in front of you is a competent manipulator, an experienced fraudster or a hypnotist.

The imposition of thought by the repetition of phrases

With this method of manipulation, due to the repeated repetition of phrases, the manipulator inspires the object with some information.

Do not focus on what the manipulator says. You can change the topic of conversation.

false inattention

The manipulator plays on his alleged inattention. Having achieved the desired result, he, as it were, notices that he did something wrong, putting the manipulated before the fact - “Well, what can you do, I didn’t see, I didn’t hear, I misunderstood ...”

It is necessary to clearly clarify and convey the meaning of the agreements reached.

Say yes"

Such a method of manipulation is carried out by constructing a dialogue in such a way that the person being manipulated agrees with the words of the manipulator all the time. So the manipulator brings the object of influence to the adoption of his idea.

Change the direction of the conversation.

Observation and search for similarities

The manipulator invents or finds some similarity between himself and the manipulated, casually pays attention to this, thereby increasing self-confidence and weakening protection. You can act to promote an idea, inspire a thought (using other methods and techniques of manipulation), ask.

Protection - sharply tell the manipulator about your dissimilarity with him.

Choice imposition

The manipulator puts the question in such a way that it does not give the object any other choice of options than those that he proposed. For example, a waiter in a restaurant asking, coming up to your table - “Which wine will you drink red or white today?”, Makes you think about the choice of what he offered, and you, for example, planned to order yourself cheap vodka.

Clearly and clearly imagine what you want and do not forget about your interests and plans, no matter what it concerns.