Logical and emotional impact on a person. Useful psychological techniques, techniques and methods of influence, influence on people, communication, persuasion, for a leader: description, questions, examples of psychological techniques

The effect on humans depends on what mechanisms of influence were used: persuasion, suggestion or contagion.

The most ancient mechanism of action is infection, it represents the transfer of a certain emotional and mental state from one person to another, based on an appeal to the emotional-unconscious sphere of a person (infection with panic, irritation, laughter).

Suggestion is also based on an appeal to the unconscious, to human emotions, but already verbal, verbal means, and the suggestor must be in a rational state, confident and authoritative. Suggestion is based mainly on the authority of the source of information: if the suggestor is not authoritative, then the suggestion is doomed to failure. Suggestion is verbal in nature, i.e. One can only suggest through words, but this verbal message has a shortened character and an enhanced expressive moment. The role of voice intonation is very important here (90% of effectiveness depends on intonation, which expresses persuasiveness, authority, and significance of words).

Suggestibility– the degree of susceptibility to suggestion, the ability to uncritically perceive incoming information, varies among different people. Suggestibility is higher in persons with weak nervous system, as well as in individuals with sharp fluctuations in attention. People with poorly balanced attitudes are more suggestible (children are suggestible), people with a predominance of the first signaling system more suggestible.

Suggestion techniques are aimed at reducing a person’s criticality when receiving information and using emotional transference. Thus, transfer reception assumes that when transmitting a message new fact associated with well-known facts, phenomena, people to whom a person has an emotionally positive attitude, in order for this transfer to occur emotional state on new information(a negative attitude can also be transferred; in this case, incoming information is rejected). Techniques of evidence (citation famous person, scientist, - thinker) and “appeal to everyone” (“most people believe that...”) reduce the criticality and increase a person’s compliance with the information received.

Belief:

Conviction appeals to logic, human reason, and assumes a fairly high level of development logical thinking. It is sometimes impossible to logically influence people who are underdeveloped. The content and form of persuasion must correspond to the level of development of the individual and his thinking.

The process of persuasion begins with the perception and evaluation of the source of information:

1) the listener compares the information received with the information he has and as a result, an idea is created of how the source presents the information and where he gets it from. If it seems to a person that the source is not truthful, hides facts, makes mistakes, then trust in him drops sharply ;

3) the attitudes of the source and the listener are compared: if the distance between them is very large, then persuasion may be ineffective. In this case, the best persuasion strategy is: first, the persuader communicates elements of similarity with the views of the persuaded, as a result, a better understanding is established and a prerequisite for persuasion is created.

Another strategy that can be used is to first report big difference between attitudes, but then the persuader must confidently and convincingly defeat alien views (which is not easy - remember that there are levels of selection and selection of information). Thus, persuasion is a method of influence based on logical techniques, which are mixed with socio-psychological pressures various kinds(the influence of the authority of the information source, group influence). Persuasion is more effective when the group is persuaded rather than the individual.

Conviction is based on logical methods of evidence, with the help of which the truth of a thought is justified through other thoughts.
Any proof consists of three parts: thesis, arguments and demonstrations.

A thesis is a thought whose truth needs to be proven; the thesis must be clear, precise, unambiguously defined and supported by facts.

An argument is a thought whose truth has already been proven and therefore can be given to justify the truth or falsity of a thesis.

Demonstration is logical reasoning, a set of logical rules used in proof. According to the method of conducting evidence, there are direct and indirect, inductive and deductive.

Manipulation techniques in the process of persuasion:

– substitution of the thesis during the proof;

– the use of arguments to prove a thesis that do not prove it or are partially true under certain conditions, but are considered as true under any circumstances; or the use of deliberately false arguments;

– refuting someone else’s arguments is considered as proof of the falsity of someone else’s thesis and the correctness of one’s own statement - the antithesis, although logically this is incorrect: the fallacy of the argument does not mean the fallacy of the thesis.

Imitation

An important socio-psychological phenomenon is imitation - the reproduction of the activities, actions, qualities of another person whom you want to be like. Conditions for imitation:

the presence of a positive emotional attitude, admiration or respect for the object of imitation;
less experience of a person compared to the object of imitation in some respect;
clarity, expressiveness, attractiveness of the sample;
availability of the sample, at least in some qualities;
the conscious orientation of a person’s desires and will towards an object of imitation (one wants to be the same).

The psychological impact of information on a person suggests that there is a change in the mechanisms of regulation of human behavior and activity. The following are used as means of influence:

verbal information, a word - but it should be taken into account that the meaning and meaning of a word can be different for different people and have different impact(influenced by the level of self-esteem, breadth of experience, intellectual abilities, character traits and personality type);
non-verbal information (speech intonation, facial expressions, gestures, postures acquire iconic character and influence mood, behavior, degree of trust);
involving a person in special organized activities, because within the framework of any activity a person occupies a certain status and thereby consolidates a certain type of behavior (a change in status in interaction leads to a change in behavior, as well as real experiences associated with the implementation certain activities, can change a person, his condition and behavior);
regulation of the degree and level of need satisfaction (if a person recognizes the right of another person or group to regulate their level of satisfaction of their needs, then changes can occur; if they do not recognize it, there will be no impact as such).

The purpose of the influence is:

introduce new information into the belief system, installations person;
change structural relations in system installations, i.e., introduce information that reveals objective connections between objects, changes or establishes new connections between installations, the person's views;
change a person’s attitude, i.e., produce a shift in motives, a shift in the listener’s value system.

Socio-psychological installations there is a condition psychological readiness, which develops on the basis of experience and influences a person’s reactions regarding those objects and situations with which he is associated and which are socially significant. There are four installation functions:

The function of adaptation is associated with the need to ensure the most favorable position of a person in social environment, and therefore a person acquires positive attitudes towards useful, positive, favorable stimuli and situations, and negative attitudes towards sources of unpleasant negative stimuli.
The ego-protective function of the attitude is associated with the need to maintain the internal stability of the individual, as a result of which a person acquires a negative attitude towards those persons and actions that can serve as a source of danger to the integrity of the individual. If a significant person evaluates us negatively, this can lead to a decrease in self-esteem, so we tend to develop a negative attitude towards this person. At the same time, the source of a negative attitude may not be the person’s qualities themselves, but his attitude towards us.
The value-expressive function is associated with the needs for personal stability and lies in the fact that positive attitudes, as a rule, are developed in relation to representatives of our personality type (if we evaluate our personality type quite positively). If a person considers himself strong, independent person, then he will have a positive attitude towards the same people and a rather “cool” or even negative attitude towards the opposite ones.
Function of organizing a worldview: attitudes are developed in relation to certain knowledge about the world. All this knowledge forms a system, that is, a system of attitudes is a set of emotionally charged elements of knowledge about the world, about people. But a person may encounter facts and information that contradict established attitudes. The function of such attitudes is to distrust or reject such “ dangerous facts“, a negative emotional attitude, distrust, and skepticism are developed towards such “dangerous” information. For this reason, new scientific theories, innovations initially meet with resistance, misunderstanding, and mistrust.

Since the settings are interconnected and form a system, they cannot change quickly. This system has installations that are located in the center with big amount connections are central focal settings. There are installations that are located on the periphery and have few interconnections, and therefore can be changed more easily and quickly. The focal attitudes are attitudes towards knowledge that are associated with the worldview of the individual, with his moral credo. The main central attitude is the attitude towards one’s own “I”, around which the entire system of attitudes is built.

Emotional impact

Research has shown that more reliable and quick method changing settings is change emotional meaning, attitude to a particular problem. Logical way influence for attitude changes does not always work and not for everyone, since a person tends to avoid information that can prove to him that his behavior is wrong.

Thus, in an experiment with smokers, they were asked to read and score the reliability of scientific article about the dangers of smoking. How more people smokes, the less reliably he evaluates the article, the less is the possibility of changing his attitude towards smoking through logical influence. The amount of information received also plays a role. Based on numerous experiments, a relationship was identified between the probability of an attitude change and the amount of information about the attitude: a small amount of information does not lead to a change in attitude, but as information grows, the probability of change increases, although up to certain limit, after which the probability of change drops sharply, i.e. a very large amount of information, on the contrary, can cause rejection, mistrust, and misunderstanding. The likelihood of a change in attitude also depends on its balance. Balanced systems attitudes and opinions of a person are characterized psychological compatibility, therefore with with great difficulty amenable to influence than unbalanced systems, which themselves are prone to rupture.

A person, as a rule, tends to avoid information that can cause the cognitive dissonance- inconsistency between settings or inconsistency between settings and real behavior person.

If a person’s opinions are close to the source’s opinion, then after his speech they are even closer to the source’s position, i.e. there is assimilation, a unification of opinions.

The closer the audience’s attitudes are to the source’s opinion, the more this opinion is assessed by the audience as objective and impartial. People who hold extreme positions are less likely to change their attitudes than people with moderate views. A person has a system of selection (selection) of information at a number of levels:

at the level of attention (attention is directed to what interests and corresponds to the person’s views);
selection at the level of perception (so, even the perception and understanding of humorous pictures depends on a person’s attitudes);
selection at the memory level (what is remembered is what matches and is acceptable to a person’s interests and views).

What methods of influence are used?

Methods of influencing sources of activity are aimed at creating new needs or changing the incentive force of existing motives of behavior. To form new needs in a person, the following techniques and means are used: he is involved in a new activity, using the person’s desire to interact or correlate, associate himself with a particular person, or by involving the entire group in this new activity and using the motive of following disciplinary norms ( “I must, like everyone else in the group, do this”), or using the child’s desire to join adult life or a person's desire for increased prestige. At the same time, when involving a person in a new activity that is still indifferent to him, it is useful to ensure that the person’s efforts to carry it out are minimized. If new activity is too burdensome for a person, then the person loses desire and interest in this activity.
In order to change a person’s behavior, it is necessary to change his desires, motives (he wants something that he didn’t want before, or has stopped wanting, striving for something that previously attracted him), i.e., to make changes in the system of hierarchy of motives. One of the techniques that allows this to be done is regression, i.e. the unification of the motivational sphere, the actualization of motives of a lower sphere (safety, survival, food motive, etc.) is carried out in the event of unsatisfaction of the basic vital needs of a person (this technique is also carried out in politics in order to “knock down” the activity of many segments of society, creating for them rather difficult conditions for food and survival).
In order for a person’s behavior to change, it is necessary to change his views, opinions, attitudes: to create new attitudes, or to change the relevance of existing attitudes, or to destroy them. If the attitudes are destroyed, the activity disintegrates.

Conditions that contribute to this:

uncertainty factor - the higher the level of subjective uncertainty, the higher the anxiety, and then the focus of activity disappears;
uncertainty in assessing personal prospects, in assessing one’s role and place in life, uncertainty of the significance of the effort expended in study, in work (if we want to make the activity meaningless, we reduce the significance of the effort);
uncertainty of incoming information (its inconsistency; it is unclear which of them can be trusted);
uncertainty of moral and social norms- all this causes a person’s tension, from which he tries to defend himself, trying to rethink the situation, searching for new goals, or going into regressive forms of response (indifference, apathy, depression, aggression, etc.).

Viktor Frankl (world-famous psychiatrist, psychotherapist, philosopher, creator of the so-called Third Vienna School of Psychotherapy) wrote: “The most heavy look uncertainty - the uncertainty of the end of uncertainty."

The method of creating uncertain situations allows you to put a person into a state of “destroyed attitudes”, “losing oneself”, and if you then show the person a way out of this uncertainty, he will be ready to perceive this attitude and react in the required way, especially if suggestive maneuvers are performed: an appeal to majority opinion, publication of results public opinion combined with involvement in organized activities.

In order to form an attitude towards the required attitude or assessment of a particular event, the method of associative or emotional transfer is used: include this object in the same context with something that already has an assessment, or cause moral assessment, or a certain emotion regarding this context (for example, in Western cartoons at one time dangerous and bad aliens were depicted with Soviet symbols, hence the transfer “Everything Soviet is dangerous, bad”) could have occurred.

To change a person’s emotional attitude and state to current events, the technique of “remembering the bitter past” is effective - if a person intensively remembers past troubles, “how bad it was before...”, having seen past life in black light, there is an involuntary decrease in disharmony, a decrease in a person’s dissatisfaction with today, and “rosy illusions” are created for the future.

To discharge the negative emotional state of people in the required direction and with the required effect, the technique of “mood canalization” has been used since ancient times, when against the background increased anxiety and the frustration of people's needs is provoked by the outpouring of the anger of the crowd on people who are only indirectly or almost not involved in the occurrence of difficulties.

If all three factors (motivation, desires of people, and attitudes, opinions, and emotional states of people) are taken into account, then the impact of information will be most effective both at the level individual person, and at the level of a group of individuals.

Based on materials P. Stolyarenko

The effect on humans depends on what mechanisms of influence were used: persuasion, suggestion or contagion.

The most ancient mechanism of influence is infection, it represents the transfer of a certain emotional and mental state from one person to another, based on an appeal to the emotional-unconscious sphere of a person (infection with panic, irritation, laughter). The effect depends on the degree of intensity of the emotional state of the influencing person (we will conventionally call him a speaker) and the number of listeners. The higher the emotional state of the speaker, the stronger the effect. The number of people must be large enough to create a feeling of unity with the crowd under the influence of the emotional trance of the speaker.

Suggestion is also based on an appeal to the unconscious, to a person’s emotions, but by verbal means, and the speaker should not be in an emotional trance, but should be in a rational state, confident and authoritative. Suggestion is based mainly on the authority of the source of information; if the suggestor is not authoritative, then the suggestion is doomed to failure. Suggestion is verbal in nature, i.e. One can only suggest through words, but this verbal message has a shortened character and an enhanced expressive moment. The role of voice intonation is very important here (90% of effectiveness depends on intonation, which expresses persuasiveness, authority, and significance of words).

Suggestibility- the degree of malleability to suggestion, the ability to uncritically perceive incoming information, varies from person to person. Suggestibility is higher in individuals with a weak nervous system, as well as in individuals with sharp fluctuations in attention.

People with poorly balanced attitudes are more suggestible (children are suggestible), people with a predominance of the first signaling system are more suggestible. There are three main forms of suggestion:
1) hypnotic suggestion (in a state of hypnosis);
2) suggestion in a state of relaxation - muscular and mental relaxation;
3) suggestion when active state person's wakefulness. Suggestion techniques are aimed at reducing a person’s criticality when receiving information and using emotional transference. Thus, the transfer technique assumes that when transmitting a message, a new fact is associated with well-known facts, phenomena, people to whom a person has an emotionally positive attitude, in order for this emotional state to be transferred to new information (transfer of a negative attitude is also possible, in this In this case, incoming information is rejected). Techniques of evidence (quoting a famous person, scientist, thinker) and “appeal to everyone” (“most people believe that...”) reduce the criticality and increase a person’s compliance with the information received.

Belief appeals to logic, the human mind, and assumes a fairly high level of development of logical thinking. It is sometimes impossible to logically influence people who are underdeveloped. The content and form of persuasion must correspond to the level of development of the individual and his thinking. Requirements for the source and content of persuasive influence:
1) persuasive speech should be built taking into account individual characteristics listeners;
2) it must be consistent, logical, as evidence-based as possible, must contain both generalizing provisions and specific examples;
3) it is necessary to analyze the facts known to the listeners;
4) the person who persuades must himself be deeply convinced of what he is proving. The slightest inaccuracy or logical inconsistency can dramatically reduce the effect of persuasion.

The process of persuasion begins with the perception and evaluation of the source of information:
1) the listener compares the information received with the information he has, and as a result, an idea is created of how the speaker presents the information, where he gets it from. If it seems to a person that the speaker is not truthful, hides facts, makes mistakes, then trust in him drops sharply ;
2) is created general idea about the authority of the persuader, but if the speaker allows logical errors, no official status and authority will help him;
3) the attitudes of the speaker and the listener are compared: if the distance between them is very large, then persuasion may be ineffective. In this case, the best persuasion strategy is: first, the persuader communicates elements of similarity with the views of the persuaded, as a result, a better understanding is established and a prerequisite for persuasion is created.
Another strategy can be used when they first report a large difference between attitudes, but then the persuader must confidently and convincingly defeat alien views (which is not easy - remember that there are levels of selection, selection of information). Thus, persuasion is a method of influence based on logical techniques, which are mixed with social and psychological pressures of various kinds (the influence of the authority of the source of information, group influence). Persuasion is more effective when the group is persuaded rather than the individual. Conviction is based on logical methods of evidence, with the help of which the truth of a thought is justified through other thoughts.
Any proof consists of three parts: thesis, arguments and demonstrations. A thesis is a thought whose truth needs to be proven; the thesis must be clear, precise, unambiguously defined and supported by facts.

An argument is a thought whose truth has already been proven and therefore can be given to justify the truth or falsity of a thesis. Demonstration - logical reasoning - a set of logical rules used in proof. According to the method of conducting evidence, there are direct and indirect, inductive and deductive. In some cases, a boomerang effect is possible - when persuasion leads to results that are opposite to the intentions of the persuader. It happens:
1) when the initial attitudes of the persuader and the persuaded are separated by a large distance and from the very beginning the speaker shows this, but does not have the proper authority, compelling arguments and the audience blocks itself with “filters”, does not listen, rejects the information and becomes even more entrenched in its position;
2) in the case of ideological overload, an abundance of information, arguments, evidence for an insignificant reason, an emotional barrier is created that rejects all convincing arguments, although outwardly a person can pretend to agree;
3) if the impact is carried out on the focal installation.

The degree of effectiveness of the influence of information on a person’s attitudes also depends on the parameter of primary-secondary information (the first information received about any new event, fact is perceived easier, more trustingly, without the influence of previous prejudices, but information about some long-known event, person, which acted last, may cancel out the previously existing relationship with this person.
The repetition of information can cause cumulativeness - the gradual accumulation of propaganda influence with the systematic repetition of information in various variations, but these repetitions should not be excessive - otherwise information satiety, fatigue and rejection of annoying information occurs.
An important socio-psychological phenomenon is imitation - the reproduction of the activities, actions, qualities of another person whom you want to be like. Conditions for imitation:
1) the presence of a positive emotional attitude, admiration or respect for this person - the object of imitation;
2) less experience of a person compared to the object of imitation in some respect;
3) clarity, expressiveness, attractiveness of the sample;
4) availability of the sample, at least in some qualities;
5) conscious orientation of a person’s desires and will towards an object of imitation (one wants to be the same). Imitation - most important factor in the development of a child’s personality, but is also inherent in adults in to a certain extent. Young people imitate, first of all, what is socially new, and preference is often given not only to socially significant models, but also to outwardly dynamic, bright examples (examples of cinema, fashion), although socially insignificant or even socially negative in essence.

The psychological impact that people have on each other suggests that there is a change in the mechanisms of regulation of human behavior and activity. The following are used as means of influence:
1) verbal information, a word, but it should be taken into account that the meaning and meaning of a word can be different for different people and have different effects (the level of self-esteem, breadth of experience, intellectual abilities, character traits and personality type are influenced here);
2) non-verbal information (intonation of speech, facial expressions, gestures, postures acquire a symbolic character and affect the mood, behavior, degree of trust of the interlocutor);
3) involving a person in a specially organized activity, because within the framework of any activity a person occupies a certain status and thereby reinforces a certain type of behavior (for example, a change in status in interaction leads to a change in behavior, and also real experiences associated with the implementation of a certain activity can change a person, his condition and behavior); 4) regulation of the degree and level of need satisfaction (if a person recognizes the right of another person or group to regulate their level of satisfaction of their needs, then changes can occur; if they do not recognize it, there will be no impact as such).

The method of influence is a set of means and an algorithm for their use. Methods of influence - a set of techniques that implement influence on
1) needs, interests, inclinations - i.e. sources of motivation for activity and human behavior;
2) on attitudes, group norms, self-esteem of people - i.e. on those factors that regulate activity;
3) on the states in which a person is (anxiety, excitement or depression, etc.) and which change his conduction. Let's look in more detail at what methods of influence are used.

1) Methods of influencing sources of activity are aimed at creating new needs or changing the incentive force of existing motives of behavior. To form new needs in a person, the following techniques and means are used: involving him in a new activity, using the person’s desire to interact with a specific person, or involving the entire group in this new activity and using the motive of following disciplinary norms, or using the child’s desire to join to adulthood or a person’s desire to increase prestige. At the same time, when involving a person in a new activity that is still indifferent to him, it is useful to ensure that the person’s efforts to carry it out are minimized - if the new activity is too burdensome for the person, then the person loses desire and interest in this activity.

In order to change a person’s behavior, it is necessary to change his desires and motives, i.e., to make changes in the system of the hierarchy of motives. One of the techniques that allows you to do this is regression, i.e. unification of the motivational sphere, updating of motives of a lower sphere (safety, survival, food motive, etc.) is carried out in the event of unsatisfaction of the basic vital needs of a person (this technique is also carried out in politics in order to “knock down” the activity of many layers of society, creating quite difficult conditions for them for food and survival).

2) In order for a person’s behavior to change, it is necessary to change his views, opinions, attitudes: to create new attitudes, or to change the relevance of existing attitudes, or to destroy them. If the attitudes are destroyed, the activity disintegrates. Conditions that contribute to this: the uncertainty factor - the higher the level of subjective uncertainty, the higher the anxiety, and then the focus of activity disappears. Uncertainty in assessing personal prospects, in assessing one’s role and place in life, uncertainty about the significance of the effort expended in study, in work (if we want to make the activity meaningless, we reduce the significance of the effort), uncertainty in the incoming information (its inconsistency, it is unclear which of them can be trusted ), uncertainty of moral and social norms - all this causes human tension. The method of creating uncertain situations allows you to put a person into a state of “destroyed attitudes,” “losing oneself,” and if you then show the person a way out of this uncertainty, he will be ready to perceive this attitude and react in the required way, especially if suggestive maneuvers are performed: an appeal to in the majority opinion, the publication of the results of public opinion in combination with involvement in organized activities.

Thus, the method of creating uncertainty makes it possible to change the target, semantic settings and subsequent fundamental change his behavior and goals. The method of orienting situations, when almost every person has been in the same role for some time, in the same situation, has experienced the same requirements for himself and for his activities, like all other people from his environment or group - this allows everyone should develop the same required attitude towards this situation, change their behavior in this situation in the required direction.

Required social setting is formed in humans
1) if he is periodically included in the relevant activities;
2)receives relevant information repeatedly;
3) if he is included in a prestigious group that is significant for him, in which this position is, this attitude is supported (for example, the leaders of the labor movement are included in the asset of the company, in a prestigious post, after which they quite quickly assimilate the attitudes and positions required by the administration - this technique known since antiquity and was called “co-optation”).

In order to form an attitude towards the required attitude or assessment of a particular event, the method of associative or emotional transfer is used: include this object in the same context with something that already has an assessment, or evoke a moral assessment, or a certain emotion about this context (for example , in Western cartoons, dangerous and bad aliens were depicted with Soviet symbols, hence the transference “Everything Soviet is dangerous, bad”) could have occurred.

In order to strengthen and actualize the required attitude, but capable of causing a person’s emotional or moral protest, the technique of “combining stereotypical phrases with what they want to introduce” is often used, since stereotypical phrases reduce a person’s attention and emotional attitude for a certain moment, sufficient to activation of the required installation (this technique is used in military instructions, where they write “Launch a missile at object B” (and not at city B), since the stereotypical word “object” reduces a person’s emotional attitude and increases his readiness to carry out the required order, the required installation). To change a person’s emotional attitude and state to current events, the technique of “remembering the bitter past” is effective - if a person intensively remembers past troubles, “how bad it was before...”, seeing the past life in a black light, an involuntary decrease in disharmony occurs , reducing human dissatisfaction with today and creating “rosy illusions” for the future.

This technique has been used many times in our country. To discharge the negative emotional state of people in the required direction and with the required effect, the technique of “canalization of mood” has been used since ancient times, when, against the background of increased anxiety and frustration of people’s needs, seeing the growth of indignation and dissatisfaction of people with the actions of rulers, an outpouring of anger from the crowd is provoked on people who only indirectly or almost not involved in the emergence of difficulties, but acted as “scapegoats” or a lightning rod, allowing them to divert the anger of the crowd from the rulers to the desired direction for the ruler himself. The search for “guilty switchmen” is still used to solve similar problems of influencing people.

If all three factors (motivation, desires of people, and attitudes, opinions, and emotional states of people) are taken into account, then the impact will be most effective both at the level of an individual and at the level of a group of people. Each group has its own group norms, which determine and regulate the behavior of group members and the group as a whole. To change a group's behavior, it is necessary to influence and change its group norms. The leader can actively influence group norms, or this can be achieved through the inclusion of the group in other activities. What does resistance depend on? It depends:
1) on the level of group cohesion;
2) from fixing on the content of previous group norms and new requirements;
3) on the degree of discrepancy between group norms and the content of the implemented attitudes and norms. The higher all these factors are expressed, the stronger the resistance. By including a group in cyclical activities of the required direction and nature, objective conditions are created for the need to change group attitudes and norms, and when all attention is concentrated on the implementation of the activity, the fact of developing new attitudes and norms is “obscured”, “noisy”, and if there is “noise” , then the previous settings are not updated, but are gradually erased. You can influence group cohesion through: 1) the group’s awareness of its social role or its difference from other groups; 2) the use of group symbols, signs, mottos, since the factors of identifying someone with the category “one of our own” create conditions for the growth of group cohesion; 3) creation, formation of a “we-feeling”, when a person feels within a group, identification occurs with a certain group, which makes a person especially sensitive to influence.

This effect of “we-feelings” is used by politicians, playing “common people”, adopting the behavior patterns in the group that are characteristic of it: through words, intonations, clothes, cultural norms. What determines whether people will come into contact with each other or not, whether they will continue it or break it off? From a behaviorist's point of view, this depends on the reinforcement (positive or negative) they can receive during contact. When the behavior of a contact is implemented, the expectation of a positive, positive result that is necessary for the person is anticipated - reinforcement.

If the interlocutor can and does give what is expected, the contact continues. If a person understands that he will not receive what he expected, then the contact stops. Contact is a benefit, but it is accompanied by certain costs, how much effort needs to be spent, how much damage can be suffered. Relationships are only stable if a person is confident that the amount of positive benefits from contact is higher than the costs that he may incur. That is, a person is guided by “maximization of gain.” Moreover, it is advisable for a person to be convinced that another person will not benefit more than you from the benefit he brings to you.”

From the point of view of the cognitive approach, a person comes into contact with another person, is aware of this other person, himself and the situation in which contact is in progress, and it is not the stimuli themselves that determine a person’s behavior, but how he perceives them.

Thus, contact of people with each other and their influence on each other can occur in a variety of forms, directions discussed above, with the help different means, techniques and methods.

Human behavior is a set of significant actions determined by a person’s understanding of his functions. The uniqueness of the psyche is associated with the uniqueness of the development of the organism, with all kinds of influence environment. To correctly explain human behavior, it is important not only to study them mental condition, but also to observe the external demonstration of the human psyche, learning to explain it correctly. To control human behavior, appropriate navigation methods are required: thought, idea, faith. It is impossible to guide people's behavior without considering their mental characteristics.

When communicating with each other, people mutually influence each other using different ways impact. These methods include:

infection;
belief;
imitation;
suggestion.

Certain ways of influencing a person’s actions and behavior require special equipment. These include: technotronic techniques, hypnosis.

Each character is unique, so you need to find the right approach to the given personality.

The most ancient method of influence is considered infection, that is, the spread of a particular mood between people. TO this method infection can be attributed to irritation, panic, laughter. Effectiveness depends on the number of listeners and emotional stability influencing person. The larger the audience and the emotionality of the speaker, the stronger the impact.

Belief based on a deliberate appeal to reason. The individual voluntarily accepts persuasive information. Persuasion cannot coexist with coercion and psychological pressure. In persuasion, a person is left with the right to choose to accept this point vision or not. People who are most susceptible to this influence are people with a high level of development of logical thinking, as well as those who are flexible in character. This method of influence consists of evidence, namely: theses, arguments and demonstrations.

By imitation a person's copying of the actions and habits of another person is considered. Through imitation, people follow each other's behavior, sometimes without thinking. Imitation underlies personality development. The experience that people adopt can be both useful and critical.

Suggestion consists in appealing to a person’s consciousness, but is carried out exclusively verbally. The suggested information should be concise, but extremely meaningful. The effectiveness of suggestion depends on the speaker's intonation, which conveys confidence. The person who practices suggestion must have authority among the audience. People with weak psyches are more susceptible to influence.

Today, science has provided many different non-standard means designed to control human actions, such as:

weak audiovisual stimulation - the use of weak stimuli that are not physically noticed, but have a strong effect on the subconscious;
electroshock weapons - used for deprivation of memory after zombification or for immobilization during resistance;
ultrasound - the use of vibrations that affect the nervous system;
ultra-high-frequency radiation - affects, disrupting the understanding of reality.

Hypnosis is understood as a state of non-standard sleep or a narrowed understanding with increased vulnerability to suggestion. The most commonly used methods for solving problems involving hypnosis are: hypnotic interrogation, sending secret information, programming necessary actions, spreading misinformation.

Hello dear readers. Today we will talk about what psychological techniques are for influencing people. You will learn what methods can be used when wanting to influence another person. Find out how to behave when communicating with your interlocutor.

Basics

People who live together constantly have a certain influence on each other. At the same time, they pursue their own personal motives.

Psychological influence – mechanisms that can simulate the thinking of an individual.

The impact has main factors:

character study;
understanding ways to respond to stress;
behavioral characteristics.

Sometimes an individual can feel how someone is influencing him. These could be advertisers, sales managers, authorities, politicians and even close people. The influence can be exerted both consciously and on an unconscious level. The method of influence is based on the ability to program the psyche, turning off the mind, using certain approaches.

Psychological attack. A situation when the psyche is actively influenced, while various techniques, which quickly change. Swiftness of actions, which includes: changeable body position, speech becomes verbose, energetic gestures.
Programming. Directed at one person, the words are unambiguous, the position is passive, and immobility is characteristic. This method contributes to the formation of a specific sequence of emerging thoughts, the opinion becomes imposed, and the behavior becomes stereotypical for a specific situation.
Manipulation. Characterized by ambiguous speech and well-thought-out body position. A person has dual images that put him in a position of choice. They force him to change in favor of the manipulator. Used by politicians and ideologists.
Psychological pressure. This is an impact of great intensity, based on a representative image. Speech becomes affirmative, objections are unacceptable, instructions are like orders, the body position is stable and stable. This method promotes forced performance of certain actions, the person is belittled. Can be used by managers, authorities, and is typical for the army.

I bring to your attention methods that you can use when communicating with other people, and also understand that you are being manipulated.

Infection. Transfer based method emotional mood one person to another. For example, a case where one irritated individual with bad mood spoils it for his loved ones. Or in a situation where three people are riding in an elevator that gets stuck, and only one begins to panic, and then the others begin to panic. panic attacks. Don't think that you can only get infected negative emotions. The same situation can be observed if, in a company of friends, when a funny story is being told, one person begins to laugh, and the others also pick up his laughter.
Suggestion. It is no longer the emotional level that is involved here. IN leading role authority, correctly chosen phrases, eye contact, special intonation of voice. That is, a person, having his own goals, convinces another to act in a way that is beneficial to him. It is worth noting that actions will definitely fail if the manipulator has an uncertain voice. This technique can have a huge impact on children under 12 years of age, as well as on insecure individuals and those prone to neuroses.
Belief. This method is based on logic; a person turns to the mind of another individual. It is worth considering that the reception will be a failure if communication is with an underdeveloped personality. You need to understand that it is stupid to prove something to someone if he is of low intelligence. When resorting to this technique, it is necessary to take into account the following features: there should be no falsehood in the speech, otherwise trust will be lost; it is important that the statements fully correspond to the image of the speaker; the conviction must be built according to the thesis plan, followed by the argument, and then the proof.
Imitation. Most of all, it affects the child’s psyche and influences the formation of personality. It represents both a conscious and unconscious desire to copy another person, his behavior, actions, appearance, way of thinking. The problem is that they don’t always imitate good people. The object being imitated must meet the ideals of the imitator in all situations, then his desire to imitate will be constant.

Useful tricks

If you want to control the conversation, you need to pay attention to the following:

address the person with whom you are having a dialogue as often as possible, calling him by name;
when meeting an individual, show sincere joy so that every time he sees you he experiences positive emotions;
induce the affection of your interlocutor by repeating his movements, facial expressions, gestures and even intonation, but do not act too openly;
already from the first meeting you need to pay attention to the color of the eyes of your conversation partner, great importance has eye contact;
You can flatter, but you need to do it with great care - the right compliment will win you over, but excessive use of flattery will have the opposite effect.

You can pay attention to how the interlocutor treats you using such techniques.

When an individual laughs, he always turns his gaze to the person he finds attractive.
The fact that the person you are communicating with has a positive attitude towards you can be indicated by his shoes or socks looking at you. If they are directed in the other direction, then such an individual wants to end the conversation as quickly as possible.
Need to become good listener statements and thoughts of the opponent, allow the interlocutor to speak out. In the future you can use this information the way you need.

If you want to influence your interlocutor, resort to the following techniques.

If there is an argument, there is no need to raise your voice. As soon as the opponent speaks out, he will feel devastated and guilty. You can take advantage of this moment and convince him that he was wrong.
If you know that you are communicating with a liar, then you can reveal his true intentions by using pauses in the conversation. Silence encourages the individual who is hiding something to begin inserting his real thoughts into these pauses.
Never start a sentence with a negative. Instead of saying “Do you want to go to the cinema?”, you need to say “Let’s go to the cinema!” When the first option is pronounced, the interlocutor is immediately programmed to refuse.
Avoid phrases that indicate self-doubt.
Don't apologize for no reason.
Do not start a conversation with words of doubt, for example, “I think...”.
If you want your interlocutor to give a positive answer, then you can resort to the “three yes” rule. When communicating, you need to ask your dialogue partner questions that he cannot answer “no.” After he is forced to give an affirmative answer three times in a row, he is asked the main question that interests the manipulator, and the interlocutor answers positively.
Strong arguments. A person who wants to convince someone of something must prepare in advance and select all possible arguments. First of all, the strongest ones are put forward, then the middle ones, after which the strong ones are added again. Weak ones do not need to be used at all.

Now you know what psychological impact it can have on a person. You know what methods and techniques are used. Remember that every day a person can succumb to some kind of pressure, submit to someone else’s will. Be extremely careful, be able to recognize in time if someone is manipulating you.

Description of methods of influence and various techniques for influencing human psyche in order to achieve the desired result.

Useful psychological techniques, techniques and methods of influencing, influencing people: description, questions, examples of psychological techniques

A person’s life in society involves communication with other people. There are situations when a person is exposed to psychological influence from other people. This may happen consciously for the manipulator, or he himself may not suspect that it is affecting the psyche of the interlocutor.

Important: Methods of influencing people’s psyche are known to workers of various services who are interested in forcing a person to make the decision they need.

For example, many sellers know what words to choose to literally force the buyer to buy the product. In this case, the buyer may not realize that he is being manipulated.

Also, methods of mental influence are known to swindlers who rob people through deception. In this case, the victim himself will give the scammers money or jewelry.

Let's figure out what methods of influencing people exist.

Infection

The science of psychology has studied this method for a long time. This method is based on the transfer of an emotional state from one person to another. Many people can now recall a situation from their lives when a person in a bad mood easily spoiled the mood of everyone around him. Let's imagine another situation: the elevator stopped, and one panicker made the rest of the people panic. But you can also get infected positive emotions, for example, laughter.

Psychological impact on people: methods

Suggestion

Unlike the first method, where influence is used on emotional level, suggestion is characterized by the following features: words, visual contact, voice intonation, authority. In other words, the person is persuading you to act in one way or another in pursuit of personal goals. Suggestion is doomed to failure if the manipulator speaks in an uncertain voice.

Suggestibility plays an important role. This indicator is individual; children under 13 years of age are more susceptible to suggestion than adults. Also high level Indecisive people prone to neuroses are suggestible.

The art of suggestion

Belief

A method based on logical arguments appeals to the human mind. What matters is that this method does not work well when applied to relatively underdeveloped people.

In other words, it is stupid to prove something to a person based on logical arguments if he has low level intelligence. Your opponent will not understand your arguments.

The art of persuasion depends on a combination of several factors:

Absence of falsehood in speech. If the opponent senses a hint of falsehood, trust will be lost and the chain of persuasion will break.
Match the statements to your image. The person you are convincing should have the impression that you are a strong, authoritative person, then he will believe you.
Every belief is built on the principle: thesis, argument, proof.

If you want to convince a person of anything, it is important to follow all the above rules.

Persuasion is a method psychological influence on people

Imitation

This method, like the above, has important when affecting the human psyche. The imitation method especially affects children and subsequently influences the formation of personality.

Imitation implies a person’s conscious or unconscious desire to be like another: in actions, behavior, appearance, way of life and thoughts. Unfortunately, positive heroes are not always imitated.

The object of imitation must always correspond to the ideals of the imitator, then the desire to be like will be maintained at a constant level.

Positive role model for adults

Useful psychological techniques, techniques and methods of psychological influence on the interlocutor during communication: description, questions, examples of psychological techniques

Many people do not even suspect that they can be controlled during communication. It is worth familiarizing yourself with psychological techniques to understand how to influence people in the process of communication or to realize that you are being manipulated.

If you want to direct the conversation to the right direction When communicating with a person, pay attention to the following points:

Address your interlocutor more often, saying his name. Psychologists have proven that given name at the subconscious level it is the most pleasant sound for a person.
Sincere joy at meeting influences further meetings with this person. In the future, when he meets you, he will develop a pleasant feeling.
The mirror effect causes the interlocutor to like you. In other words, unobtrusively try to copy gestures, facial expressions, and intonation when communicating with the person you need. You just need to do this very subtly, not too openly.
During your first meeting, try to remember the color of your interlocutor's eyes. Prolonged eye contact will help form a more trusting relationship.
Flatter, but very carefully. A successful compliment will help to win over a person, but going too far will cause the opposite attitude.

In addition to the techniques that you can use yourself, try to pay attention to the gestures and facial expressions of your interlocutor. This way you will understand how he treats you. A few simple examples:

While laughing, a person automatically begins to look at someone he likes. Tell me funny joke, a joke and watch who the person you want is looking at, or who is looking at you.
You are pleasant to a person if during a conversation the toes of his shoes are directed towards you. If the toes of the shoes point to the side, such a sign symbolizes the desire to quickly end the conversation and leave.
Learn to listen. Before expressing your opinion, listen to your interlocutor and, most importantly, try to understand his train of thought. This way you will understand his attitude towards you and the current situation, and then you will be able to direct the conversation in the direction you need.

Video: Tricks for manipulating people

Useful psychological techniques, techniques and methods of convincing a person, partner: description, questions, examples of psychological techniques

The art of persuasion is honed over time and not everyone can master it. Even the most capable people in this matter sometimes encounter stubborn interlocutors who are extremely difficult to convince.

Various techniques are used to help achieve the desired result. Let's look at some of them:

Rule of three yeses. The secret of this rule is that your interlocutor cannot answer a single question in the negative. This way you will bring him to the moment when he makes a positive decision. This rule is successfully used by consultants of network companies.
Rule of strong arguments. You should prepare for the persuasion process in advance. It is necessary to highlight strong, average and weak arguments. In the process of persuasion, you should first put forward a strong argument, then two or three average ones and finish again strong argument. Weak arguments should not be used at all.
Don't demean your interlocutor's personality. A person will not agree with your opinion if you try to openly or indirectly belittle his dignity, authority, personality. When making arguments, rely only on actions, actions, thoughts, facts, but do not get personal.
Watch your facial expressions interlocutor when persuading. If you notice that after a certain argument the interlocutor’s eye twitched or his facial expression changed, continue to reveal this argument.
Don't deny everything your opponent says. This technique has a good effect on a person when they agree with him on something. Then the person will conclude that they agree with his thoughts, which means he will be ready to listen to yours himself.

Secrets of Persuasion

Useful psychological techniques, techniques and methods of managerial influence of a leader: description, questions, examples of psychological techniques

Important: The manager has a whole arsenal of methods and techniques for managing employees. Talented leaders use these techniques intuitively, while others hone their management skills over the years.

Many books have been written on how to lead effectively, and there are many techniques that cannot be described briefly. We will list some points that will help a manager achieve efficiency in his work.

A clear, clear, understandable formulation of tasks and requirements will help build authority and respect among subordinates.
Discussing failures without competently proposing a solution to the problem in the future will lead to negative attitude workers.
A conversation with a subordinate should end on a positive note so that the subsequent conversation begins on a positive note.
A manager should not focus on the employee’s shortcomings; it is better to rely on his strengths. In this case, the manager will show what he expects from the employee. good result, the employee, in turn, will want to meet the manager’s expectations.
Friendliness and a smile lead to respect and efficiency at work. Don't neglect this technique, even if you have personal problems.

Psychological techniques for managers

Methods of psychological influence on people in social advertising: examples

Awareness;
Achieving target behavior;
Formation of approved submissions;
Assimilation of information;
Recommendation of behavior models.

Social advertising for psychological impact people should have such a concept as emotionality. That is, advertising should evoke emotions. These emotions can be both negative and positive. Positive emotions, for example, encourage a person to follow an example, to act one way and not another. Negative ones, on the contrary, lead a person to the realization that this is not necessary.

Social videos where the main characters are children and people with disabilities have a special emotional effect. disabilities, elderly.

Now you know what techniques and methods of psychological influence on people are available. You can try to apply them in practice, it is much more interesting than reading theory.