The most effective psychological techniques. Psychological techniques for effective communication

Today we will share with you cool and useful psychological tricks. They really work. Before we begin, we want to say: we do not condone the actions of people who resort to manipulation to achieve goals. However, there are a lot of tricks you need to know about. They will be very useful in life. Other people can manipulate you for their own benefit (all advertising marketing is built on similar principles). Our next selection, especially for you, contains the most effective psychological tricks.

Present

Even a small gift can touch a person to the core

Numerous studies have shown that by offering someone even the smallest souvenir, you can radically change their attitude towards you.

Passive voice

You should not use the method of direct accusation in communication: it causes a reflexive denial in the interlocutor

In order not to enter into confrontation with your interlocutor, but to convey your opinion, use the passive (passive) voice in your speech. For example, instead of “You didn't send me the spreadsheet,” say “No spreadsheets were sent.”

Ten minute appointment

Sometimes the brain “deceives” us, causing us to feel lazy and unwilling to do something. But in the process of work, this feeling can be replaced by interest and activity.

Don't feel motivated to do some work? Then still force yourself to do it for at least 10 minutes. Even if you can't continue, 10 minutes is better than nothing.

Be confident

People often mistake a self-confident person for an authoritative person with leadership qualities.

Behave like a person who knows what he is doing - and others will trust you. Of course, this trick cannot be used for illegal purposes. And yet, it has been verified: in difficult situations this technique really works.

Fear of loss

People are afraid of losing something. That’s why advertising “two seats left on the left” is so successful when selling bus tickets. The same principle is used for sales stability - it motivates people to buy a product. Remember this trick and you will not become a victim of manipulation.

The illusion of choice

The illusion of choice is considered an illusion because its main goal is manipulation, where, with any choice, the initiator of the game wins

Do you need to force a lazy co-worker or child to do something? Give them a fake choice! What does it mean? If you need to sweep the floor and fold laundry, simply ask, “Do you want to fold or sweep?” They will gain a sense of control and will get to work with more enthusiasm.

Method "Door in the face"

The person feels uncomfortable refusing a request; and therefore he is happy to help if the requirements are significantly reduced

This marketing trick says: first demand from a person what is unattainable, and then demand what you really want. In other words, if you want a puppy, ask for a pony first.

"Kick in the door" technique

Having trained someone to provide small services, it is not difficult to motivate him to do something grandiose. A person gets used to the fact that he is obliged to help

This trick is the antithesis of the "door in the face." If you ask for small favors, then later people will be inclined to do larger things for you.

Silence is golden

People are afraid of long pauses during conversations. It is enough just to remember the painful moments when silence hangs at the festive table

Do you need to find out more information about someone, or want to make a profitable deal? Silence will help with this. Pauses in communication will cause a feeling of awkwardness, and your interlocutor will involuntarily strive to fill them.

Open body language

One of the main signs of a person’s openness is arms spread to the sides, palms facing up.

To look more confident, use the language of open gestures and poses in a given situation. Try not to cross your arms over your chest, use an open gaze, and so on.

"Mirror" method

Everyone admires the positive traits in others that they themselves possess. But we also hate in others what we feel in ourselves.

By slightly imitating a person, you can tune in “to his wavelength,” arousing his affection for you. Just don’t overdo it, so as not to seem strange and alienate your interlocutor.

Small services

The desire to be needed and involved in a group of other people has been genetically embedded in us since the beginning of humanity.

When you ask for something, or other people ask you, everyone gets the feeling of being needed. This expression of favor promotes rapprochement between people. Of course, we are talking about small benefits, and it is important not to overdo it.

Agree

Base your communication on what you have in common with your opponent; this way you can come to a mutually beneficial agreement

This can be a powerful weapon, especially if you are against it. At first, be sure to find a common language with your interlocutor. For example: “I agree with you, but...”, or: “I understand this, however...”

Tom Sawyer Method

Getting people interested and making them work is an effective method that is very actively used in management theory.

The famous hero of Mark Twain's novel used a wise psychological trick. What is it? If you don't want to do something, pretend that the work is interesting and fun. Perhaps someone will be inspired and do it for you?

Admit your mistakes

By exposing yourself for small shortcomings, you give others a sense of greatness; such a self-critical person is ready to forgive a lot

A good way to build trust is to admit your mistakes, especially small ones. It is also strategically correct (albeit incorrect from an ethical point of view) to take blame for an offense that you did not commit. Using this method increases the degree of trust in a person in the future.

Maintain Neutrality

A balanced approach to all aspects of a problem helps solve it more effectively

This method is one of the best persuasion secrets in the world. Show your interlocutor that you are ready to accept various reasoned arguments, and he will have more reasons to trust you.

Appraising glance

The main thing when meeting suspicious individuals is not to show fear

If you often walk around the city, this technique may come in handy. When you see someone suspicious, catch their eye (but don't look threatening). Now look down at your feet, and then again at your eyes. As a result, quickly look away and continue on your way. This silent “assessment” will send a signal that you did not see the person as a threat. PS: this method will work well if you have a confident step and stately posture. But even if you consider yourself short, imagine yourself big and strong, this will help in this situation.

Don't argue about the main issue

Competent discussion helps in solving many, even the most global, problems

If you are involved in negotiations, do not argue with your main point. It’s better to move straight to the secondary arguments. For example: you want to build a wall. Don't argue about whether it will be built or not. Immediately address the question of who will pay for the construction. Then people will consider the very existence of the wall as a necessity.

Smile for a child

The baby has the basics of nonverbal interaction with others almost from birth.

No matter how much they talk about the uniqueness of each person, nevertheless, the behavior of everyone, in general, can be considered identical. Our actions, performed automatically, are usually similar, and that is why psychology allows us not only to reveal everyone, but even to control the individual. The simplest and most effective techniques of this science of “man of knowledge” can be safely applied in everyday life:

1. If you are not satisfied with the answer of your interlocutor, for example, he did not say something, expressed himself unclearly, or lied, there is no need to ask again. Instead, just silently and carefully look into his eyes - this technique simply will not leave him a chance and he will be forced to continue his thought.
2. If someone yells at you, make an effort and remain completely calm, remaining unperturbed. The first reaction of a screamer is anger, which your behavior will only provoke, but it will subside very quickly and reaction number two will begin - a feeling of guilt for your defiant and aggressive behavior. Most likely, it will be the screaming one who will ask for forgiveness.
3. If you know that you will receive criticism from a person(they will make comments or scold), take courage and try to sit or stand next to him - in this case, he will soften and the negativity will come from him many times less than if you were at a distance.
4. A person associates eating with peace and security, because we do it, most often, at home, within our own walls. That's why if you are very worried, chew gum: This will trick our brain into creating the impression that you are eating, which means it will make you feel more confident and calm.
5. An old and proven method used by many students in the exam: imagine that the teacher is your good and close friend, then it will be much easier to answer, and you will feel calmer. This technique works with any interviewer! Use it before an important interview.
6. If everyone in a group starts laughing at once, then everyone, at the level of instinct, looks at the person who is the most attractive to him? with whom he would like to become closer. Therefore, catch your eyes after a successful joke and you will learn a lot of new things.
7. When meeting a person, express a little more joy towards him: for example, smile sincerely or try to say his name softly and warmly, then over time you will begin to treat him much more seriously, and the joy of meeting you will be sincere.
8. If your work involves people, then you can “force” them to behave more politely and gently: put a mirror behind you so that your interlocutors see their reflection - as a rule, in the mirror we always try to look better, smile, but we don’t want to see ourselves as angry and harmful.
9. Do you want to attract the attention of someone you like? Look closely at the object located directly behind his shoulders, and as soon as you realize that you have caught his gaze on you, quickly look the “victim” in the eyes and smile slightly - it works flawlessly.
10. In fact, we can control our stress: when you are very worried, feel how you begin to breathe deeper, how your heart beats faster and try to force yourself to breathe more calmly and balance the beating. We really can do this.
11. Do you want to win over a person at the first meeting and gain his sympathy? Just determine his eye color at the moment of meeting him: eye contact is attractive.
12. When setting any requirements or conditions, initially raise the bar. Most likely, the person will not agree to this and will refuse. But, on the other hand, he will agree one hundred percent to the real conditions that you offer later: people are inclined to give you less if they have previously denied you something more.
13. People are drawn to individuals who are confident in themselves and their actions, therefore, just show that you know exactly what you are saying or doing (even if this is not entirely true).

Finally, I would like to say that our facial expressions are closely related to emotions: we raise our eyebrows when we are touched, we squint our eyes when we cry. And vice versa: facial expressions affect your internal state - if right now you are making a grimace similar to the one that appears on your face when crying, most likely, tears will begin to roll in on their own. Use this feature to your advantage: smile! Smile just like that, for no reason, and after just a few seconds this smile will become real and sincere!

(Continuation)

Group “Psychological techniques (“psychological tricks”, “psychological subtleties” - “nuances”, “psychological injections”) that help overcome difficulties and achieve the goal of operational contact.”

The third trigger psychological mechanism, facilitating the establishment of operational contact, so-called in various theoretical sources : “psychological nuances”, “psychological tricks”, “psychological injections”, is used in relation to persons occupying a negative personal position in various actual or potential conflict situations. It is interpreted in the context and meaning of the concept of “cunning” not in the sense of “resourcefulness, deception and cunning to achieve selfish and other personally significant benefits”, but as “intricacy, thoughtfulness, ingenuity, skill” in operational practice, to obtain service-significant information , based on fragmentary manifestations of the constituent components of operational contact. The psychological basis for this is the position of the forced desire of an object for attraction (convergence): in situations of information uncertainty, “information hunger”; in situations where it is necessary to choose a solution to satisfy an actual need from alternatively proposed ones; in situations of sharp fluctuations in the subject of “polar” mental states in the range “euphoria - distress”.

Let us emphasize once again that according to the semantic “transcription” of terms in the Russian language, taking into account their multidimensional interpretation and use in speech, we exclude the interpretation of the concept - “psychological cunning”, as a way of actions and thoughts reflecting the desire to achieve a goal through resourcefulness, lies, concealment and disguising one’s true intentions through deception, containing hidden intent and various threats, as well as mental violence. (In other words, the concept: “What is cunning? - Cunning is the weapon of the weak and the mind of the blind,” argued Kozma Prutkov. Such cunning is unacceptable when performed by operational workers, because it reflects only their moral “weakness” and intellectual “blindness.”)

The essence of psychological influences implemented in the process of operational contact as “psychological tricks” lies in their understanding, reflecting the meanings - inventive, skillful in something, intricate, sophisticated, thoughtful and resourceful.

The meaning of “psychological subtleties - “nuances” contained in the meanings: subtle, insightful, intelligent, sensitive, delicate, quickly perceiving something is interpreted in a similar way. They often complement the interpretation of the concepts of “cunning” and “dexterity” in the above-mentioned meanings acceptable to us, and the term “psychological injection” contains the meaning of “acute”, unexpected mental influences regarding the thoughts, feelings, emotions and mental states of opponents - offenders, used in order to obtain operationally significant information and encourage offenders to take actions that contribute to the solution of operational and official tasks.

In operational practice, the above “tricks” act as components of manipulative psychological influence, implemented by employees not only to establish operational contact, but also to obtain significant information, or to provoke the actions of opponents necessary to solve operational and official tasks . As a rule, the algorithm for such manipulative psychological influence is carried out within seven stages: “determination of the goal” - “creating a psychological portrait of an object” - “identification of psychological weaknesses (targets)” - “creating environmental conditions and achieving the necessary level of professional rapport, psychological contact, trusting relationships” - "psychological injection" – “psychological anchoring” of the object” - “fixation, comprehension and implementation of the achieved result ».

Moreover, the most acute confrontations with criminals, carried out both in one-time and sequential “chains” of operational contacts, through the use, as a rule, of a variable set of psychological techniques of the group in question, are necessarily based on the principles of legality, ethics, expediency and selectivity, scientific validity, cost-effectiveness and maximum efficiency with the obligatory preservation of alternatives in the freedom of choice of decisions by opponents of law enforcement officers.

The name of psychological techniques that help overcome difficulties and achieve the goal of operational contact:

3.1. Neutralization of suspicion.

3.2. Emotional contrast.

3.3. Shift in emotional emphasis.

3.4. Using misconceptions.

3.5. "Psychological disarmament."

3.6. Appeal to self-interest.

3.7. Showing perspective.

3.8. Disruption of perspective.

3.9. Updating alternative motivation.

3.10. "Psychological attack."

3.11. Compromising “friends”.

3.12. Exploiting “psychological weaknesses.”

3.13. "Presentation of weaknesses."

3.14. Calling for sympathy.

3.15. Stopping Lies

3.16. Finding out information.

3.1. Neutralization of suspicion.

The offenders involved have a very high level of internal tension and suspicion, which is a constant potential source of psychological barriers in communication with the confidential person and operational employees. The essence of the described psychological technique consists, on the one hand, in the enhanced demonstration by the confidential officer, the operative officer, of his objectivity, an unbiased attitude to the circumstances explaining the behavior of the person involved and his readiness to help him. On the other hand, especially in cases of communication with repeat offenders who adhere to the “silence” attitude, experienced operational officers and confidential officers often successfully demonstrated their deep knowledge of the customs and traditions of the criminal world, methods of committing crimes, etc. At the same time, setting the goal of introducing into the consciousness of the defendants themselves as a professional who has a certain “proximity” to the criminal environment, the ability to understand and correctly evaluate the defendant as a “professional - professional”.

In the process of implementing operational actions, the technique in question is effectively practiced in line with the well-known proposition that nothing brings people closer together than human vices and “minor psychological weaknesses.”

3.2. Emotional contrast.

The meaning and essence of this technique is largely determined by research data, according to which, operational contact is more successfully established by those employees who, in the process of communication, show emotions in relation to partners more widely and variedly and have less control (within acceptable limits) over the program of their behavioral actions, excluding most, their “wooden” execution. The goal here is to infect the communication partner with emotions, promoting the development of mental states necessary for establishing operational contact. As research has shown, in the practice of operational workers, this technique is most successfully implemented in two ways.

In the first case, the reception is carried out by one operational employee.

At the stage of establishing initial operational contact, the manifestation of a positive emotional attitude is used to the maximum to cultivate a reciprocal, adequate emotional response. In the future, if the offender shows a reluctance to communicate and denies his involvement in the offense, when the available facts indicate the opposite, the operative stops demonstrating such emotions. Impartially, without succumbing to provocations, he, on the contrary, begins to show emotional restraint, “coldness” and, through the available operational information (evidence) and other psychological techniques of the third group, strives to show the inconsistency of the personal position occupied by the partner.

In the second case, emotional influences on the offender are implemented by two operative workers, and they manifest them deliberately in polar ways. In contrast to the operational commissioner, who understands the “soul” of the offender and is emotionally positive towards him, the other one demonstrates emotional rejection of the position, behavior and personal qualities of the offender and tries to implement a “hard approach.” As a result, offenders, finding themselves in an alternative situation, often opted for a “tactful” operative. Note that this method of implementing the technique in question is, in essence, in many ways similar to the well-known technique, in various interpretations designated as “Matt and Jeff”, “carrot and stick”, “Zheglov - Sharapov”, “bite-bite, Vasya” “Vasya” - in the terminology of criminals.” When, for example, one of the policemen, “Matt,” shows with his entire behavior that he is firmly convinced of the citizen’s guilt, considers the conversation with him a formality and openly expresses his extremely negative attitude and rudeness. , tactlessness, aggressiveness. The other - “Jeff”, on the contrary, is polite, good-natured, tactful. He convinces the citizen of his sincere sympathy for him, explaining this by the fact that, for example, his relative or acquaintance once found himself in a similar position and how “successfully.” ", thanks to the frankness shown, he left him. At the same time, "Jeff" demonstrates that he cannot restrain "Matt" for long and offers (necessarily in the absence of "Matt") the citizen to cooperate with him. Such recommendations, carried out at the level of a tough manipulative approach to individuals are not acceptable either from the point of view of the Law, or as a means of realizing the truth, or morality - in cases where they represent thinly veiled mental violence, leaving no choice to the citizen and pushing him into self-incrimination and lies.

3.3. Shift in emotional emphasis.

This technique is a type of professional trick. The purpose of its use is to achieve professional rapport - partial operational contact, with the subsequent elicitation of operationally significant information about persons who committed a crime, who did not come into the “field of view” of the operational officers, but about whom, judging by verified operational data, the interviewee knows. The technique involves the operative demonstrating negative emotions and suspicions (if reliable information is available) towards the offender’s friends, relatives, and “authorities.” The operative behaves as if he is convinced that these persons have committed (could have committed) this or that offense, shows that they are the source of his worries and troubles in his service and that he has real opportunities to “bring them to clean water.” Suspects, often coming to the defense of the above category of persons, in order to extinguish the emotional outburst of the operational officer and eliminate his suspicions, shared operationally significant information about the true offenders.

3.4. Using misconceptions.

The main thing in the technique is to use the ignorance of the suspected person involved in the crime about the amount of evidence available to the operational officers, by creating for him a problematic situation, characterized by the presence of freedom to choose one position or another. We emphasize that an “alternative to the choice” of a personally made decision by the partner of the operative officer, the confidential person, must be “created” without fail.

Most often, this psychological technique is implemented in practice by suddenly showing offenders objects similar to those related to the crime committed. (For example, in the event of a complete theft of certain items (radio equipment, valuables, various products, etc.) or a murder, when the murdered person was not found to have personal belongings during inspection, which, according to established data, were with him at the time of the crime - Before interviewing a suspect, operational officers place externally similar things in a visible place or at a certain moment, unexpectedly demonstrate them in the process of professional communication, the operational officer, observing the reactions of the suspects (anxiety, fear, etc.) to those in the field. objects, asks short, vague questions like: “Do these objects tell you anything?”, “Why are you nervous,” “Well, what do you say?”, etc. But in no case should the objects on display be used as evidence, attribute to them non-existent qualities, etc.

There are many variations of this psychological technique. Thus, in order to establish operational contact and achieve the truth in the case, random demonstrations of a tape recording of the interrogation of more “strong” persons - participants in the crime, are often used for other accomplices. There are known successful cases of demonstrating postal envelopes with photographs enclosed in them for a similar purpose (i.e., the suspect is allowed to see only the address of the internal affairs agency on the envelope, leaving him to invent possible information himself); “accidental” display of a fragment of an examination report on a similar case; organizing “important” phone calls during the interrogation, or even simply calling the interrogating officer from the office for a short time by another employee to “urgently” provide them with “important” information on the case, etc.

3.5. "Psychological disarmament."

This psychological technique, like the psychological technique “using erroneous ideas,” is built taking into account the ignorance of citizens regarding the amount of information available to operational employees that incriminates them of insincerity. Its implementation occurs through sudden or sequential presentation to the citizen of reliably established operationally significant facts that characterize not so much individual stages and details of the offense, but rather “reveal” the psychology of citizens, the motives of their criminal actions, the baseness of actions that entailed negative consequences. The psychological essence of the technique is to achieve such a critical level of psychological stress of the interrogated, which, when multiplied by their understanding of the futility of attempts to lie and the awareness of the inconsistency of previously given testimony, leads to a desire to justify themselves to a certain extent, to show a certain, personally beneficial frankness within the operational contact.

3.6. Appeal to self-interest.

Psychological techniques involve awareness by offenders and their accomplices of personal interest and the benefits of establishing psychological contact with an operational officer, in view of the onset of negative personally significant consequences.

As the cases we analyzed have shown, this technique is most effective in relation to juvenile offenders. (Example: minor N. was detained for committing the theft of state property from the Soyuzpechat kiosk. According to operational data, he had also previously committed similar crimes. A criminal investigation officer called him for a frank conversation, explaining that immediate recognition of previously committed thefts would entail them consideration by the court in its entirety, and taking into account his age, one can count on a conditional sentence. At the same time, if this becomes known (and there is no doubt about it), after the court verdict, when N. turns 18, then the hidden crimes will entail a conviction. imprisonment. As a result, N. showed due frankness.)

3.7. “Demonstrating perspective.”

The essence of the psychological technique is for the operative to show the life prospects awaiting the offender who adheres to the attitude of denial. Thus, in cases where the offender “withdrew into himself” because of the thought of the inevitable consequences and criminal legal sanctions that await him, and believes that “life is over,” experienced operatives sought to bring such persons out of states of frustration and depression , anger, etc. For these purposes, on the basis of the obtained information (including operational information), they looked for a life perspective that would inspire hope for a more or less acceptable outcome and awaken the belief that not all is lost. (For example: the operative established sufficient psychological contact after learning about the complex relationship between the criminal N. and his wife and having conducted a preliminary conversation with her, he organized and held a date, during which N.’s wife convinced the latter that she loved him and would wait for it under any life circumstances.)

3.8. "Disruption of perspective."

This psychological technique, on the contrary, involves demonstrating bleak prospects to persons occupying a negative personal position in order to achieve the collapse of their hopes of deception and arouse the desire to establish psychological contact with the operative officer. Most effectively, in practice, attention was paid to the future:

Deprivation of the usual benefits and conveniences of life;

Loss of prestige in the team, in the eyes of relatives, friends, and close people;

Crash of life plans;

The emergence of great moral and material difficulties for the family and loved ones;

The prospect of applying strict criminal sanctions, etc.

Important conditions for the successful use of the technique were:

a) the presence of specific operationally significant information about the personal psychological characteristics of offenders, reflecting their “pain points” of consciousness; b) demonstration by operational workers of their positive personal qualities (objectivity, competence, desire to conscientiously fulfill their duty in accordance with the law, etc.). As a result, the operational officers, as a rule, convinced the interlocutor that his attitude towards denial would bring negative consequences, first of all, to himself.

3.9. Updating alternative motivation.

The decisive moment in establishing contact is often the correct identification of the reasons that restrain the frankness of the interlocutor and encourage him to evade the relationships necessary for the operational officer. As an analysis of experience has shown, the use of this technique is most appropriate:

If the person involved is afraid of revenge from the offenders and their accomplices, influence such personal qualities as honesty, courage, dignity, intransigence to injustice while convincingly guaranteeing safety;

If the persons involved are unwilling to give information due to fears of bureaucracy and red tape on the part of law enforcement officials, or their taking the position of an outside observer, point out the consequences of such behavior for personal reputation and authority at work, in the family, among friends;

If you are afraid of publicity, infringement of pride (most often found among victims), pay attention to betrayal of your personal qualities, life principles, or covering up for the criminal. Example from practice. A well-known pilot, retired colonel N., categorically denied the fact of transferring money to buy a car to the detained fraudster, since he did not want his behavior to be made public. The investigator, having learned the details of his military biography, said in two sentences: “During the war, you fought 37 air battles, looked death in the eye 37 times, and will you cover up the criminal? Shall we conduct a confrontation?” - achieved the necessary frankness. Another example. The old woman, who was afraid to point out the culprit, was shown a beaten, crying child, with the words: “Tomorrow He will beat someone else like that! And she named the culprit."

When establishing operational contact with persons who occupied a negative personal position, the use of the psychological technique in question was also most successfully carried out when the motives were activated:

Reflecting the love of offenders for their neighbors, especially mother and children;

High self-esteem by the criminal of his personal abilities, through the operative emphasizing the individual personal qualities of the offender, demonstrated by him at the scene of the crime - ingenuity, cunning, logic of design, will, endurance, etc. At the same time, the possibilities and prospects for using the noted “positive” personal qualities were emphasized in another aspect - necessary for society or the relatives of the criminal.

3.10. "Psychological attack."

A strong influence is exerted by timely “instilling” in the interlocutor the idea that the employee has the information incriminating him in full and further denial is pointless. In practice, in the absence of sufficient incriminating information, individual, sometimes seemingly insignificant facts and information are usually unexpectedly reported. Moreover, the facts must be reliable and relate to those issues that the interlocutor is silent about. Otherwise, they can only bring the opposite effect. It is important to create the impression that the operational officer has done a lot of careful work. The use of the technique is especially effective when people who are withdrawing have believed in the inviolability of their positions, “relaxed” and calmed down, or when they are on the verge of a nervous shock or breakdown.

(As an example, we can cite the interrogation of one of the suspects in the gang rape of Mr. S., who categorically denied his participation in the crime and cited a rather convincing alibi as non-involvement. The investigator announced the end of the interrogation, and in response to the suspect’s question about , whether he could go home, called the police sergeant and ordered S. to be taken to the temporary detention facility. A police officer gave a perplexed S. a “psychological injection”: “I’m tired of begging you. We even know the birch tree that they recovered from after committing the crime,” and showed him panoramic photographs. filming from the inspection of the scene of the incident. The emotional outburst that followed these words from S. ended with a sincere confession.)

Let us emphasize that a “psychological attack” is best made when the interlocutor is “relaxed”, or, conversely, when he is under extreme mental stress.

3.11. Compromising “friends”.

The essence of the psychological technique is to increase tension in the mental state of the offender by reminding him of the heinousness of the crime committed and its consequences, combined with showing the role of the offender’s “friends” in it. It is important to show the falsity of the “comradery” within the group of offenders, their selfishness, unprincipledness, readiness to betray, etc. It is important to achieve not a “feeling of revenge”, anger towards one’s “friends”, but a conscious reorientation of the communication partner in the current situation, a revaluation of the moral and personal meaning of the relationship.

In the practice of operatives, the following methods are most effectively used to compromise “friends”:

Calling one of the “friends” to a certain operative with secret information about this fact being developed, who is “in the wild”;

- a “random”, “secret” meeting of an operational officer (sometimes in uniform) with a “friend” in front of the person under investigation;

Providing the subject with information from various, reliable sources about the true face of “friends”, about their actions that discredit them;

Direct presentation by the operative officer of reliable facts that show that the person who locks up is not highly valued by “friends”, “Yes, they hold you by the six... they even disdain to drink with you... they use you for their own purposes... etc. ";

Bringing information to the person being developed about the relationship between “friends,” their “wolf” customs, morals, and the consequences of “friendship.”

In a number of cases, in temporary detention facilities, the following “psychological trick” is used. The “accomplices” are placed in one cell of a temporary detention facility and one, a seasoned criminal, is repeatedly called in for questioning and is not returned to the cell for a long time. A less experienced criminal is given the opportunity to figure out for himself whether his “friend” is deceiving him, why they are detaining him for so long during interrogation, and what consequences will follow for him. Often, less experienced criminals could not withstand the psychological stress and, suspecting their “friend” of betrayal, volunteered to give full information.

3.12. Exploiting “psychological weaknesses.”

The essence of the technique lies in the skillful use by the operational officer of a whole complex of individual characteristics of the communication partner’s personality, which do not characterize him on the positive side. Among such features - “psychological weaknesses”, practical workers include: boastfulness, talkativeness, frivolity, inadequate self-esteem, conceit, hot temper, excessive temperament, vanity; states of confusion, melancholy, anxiety, subjective insecurity; anger towards the “sixes”, increased criticality towards other people, etc. Note that, according to the law, psychological manipulation of such feelings as revenge, self-interest, nationalism, superstition, legal illiteracy, etc. is excluded. An analysis of the facts showed that often, it was in a fit of boastfulness, anger, and frivolity that the defendants revealed the available information capabilities. In states of confusion, melancholy, anxiety, etc. they often sought support and assistance from operational employees, which facilitated the establishment of operational contact with them.

3.13. "Presentation of weaknesses."

The essence of the psychological technique is the conscious demonstration by an operative officer, a confidential person, of his “weaknesses” in order to evoke in the interlocutor a feeling of intellectual superiority and the temptation to use it for his own selfish purposes. Such “weaknesses” may include: frivolity, excessive trust, low intellectual level, “lack of awareness” about the details of the crime, etc.

At the same time, operational employees noted the special importance of skillful role transformation - “I assent,” “I open my mouth,” “I open my eyes in surprise,” “I pretend to believe and encourage new statements,” “I express surprise, distrust,” etc.

As a result, the target loses his vigilance, since he does not expect any trick from the “simpleton” with whom he communicates. In fact, the object itself is the simpleton.

Note that when performing the psychological technique “presentation of weaknesses”, on the part of the operational worker, more acting skills are required than when creating the image of an “intellectual”.

3.14. Calling for sympathy.

The essence of the psychological technique is to awaken the operative officer’s feelings of pity and compassion from the criminal for the victims of criminal acts. In practice, for these purposes they often use: showing the offender crying, upset, etc. victims, their relatives;

- an emotionally charged explanation to the offender of the severity of the consequences of the crime he committed;

- attempts to force the offender to imagine himself, his family, or his loved ones in the place of the victims. Sometimes photographs of victims, fragments of tape recordings of conversations with them, etc. are used quite effectively for this purpose.

3.15. Stopping Lies

Convicting them of a lie has a strong impact, often leading to sufficient partial operational contact and full recognition of their guilt by the offenders. Experienced operational officers, using scientifically developed criteria for the truth and falsity of statements, did not, as a rule, strive to interrupt the lie immediately. They tried to develop as much as possible even a deliberately staged professional rapport, operational contact in order to find out the defensive tactics of the offender, to obtain as much information as possible, and only then methodically refuted the points of false statements and testimony. The states of frustration, confusion, and depression in which their interlocutors found themselves after being caught in a lie often made it possible to achieve the required type of operational contact faster than with outwardly calm, measured communication. When implementing the “suppression of lies” technique, it is important for operatives to know the criteria for assessing the sincerity and insincerity of a professional communication partner, originally developed by Doctor of Psychology, Professor A.R. Ratinov.

Criteria for assessing sincerity and insincerity.

3.16. Finding out information.

The psychological technique in question, as a rule, is implemented against the background of already achieved or rapidly developing initial professional rapport and is aimed at calling the opponent’s unconscious (usually) reactions to the stimuli presented to him (words, objects, actions, environmental conditions). That is, the person of interest to the operative does not realize that the reason and basis for his statements, expressions, psychophysiological reactions and actions are the motives “caused” by the operative.

In the process of elicitation, as psychologists believe, professionally significant information is supplied to the operative through two main channels: verbal-reproductive (determined by the impulses of the object of interest to involuntary statements) and motor-reproductive (determined by the impulses of the object of interest to involuntary non-verbal reactions and expressive manifestations containing relevant information ). As a rule, both of the above channels for transmitting information complement each other, and their “fullness” depends, first of all, on the professional skills of the operative.

Methods that specify the psychological method of eliciting information, variably and in combination, can be:

3.16. 1. Demonstration of specific items.

3.16.2. Using a related topic of conversation.

3.16. 3. Appeal to feelings of personal significance and self-worth.

3.16.4. Showing indifference.

3.16.5. Use of emotional stress.

3.16.6. Posing an unexpected question.

3.16.7. Inaccurate statement of facts.

3.16.8. Reporting “important” information.

3.16.9. Showing awareness.

3.16. 10. Creating the image of a “simpleton”.

3.16.1. Demonstration of specific items.

The essence of the method. Through the supposedly random demonstration of any objects, documents, things, “revive” in the memory of the interested person images that correspond to his current needs and induce the involuntary issuance of operationally significant information. (Such an object that encourages involuntary statements and reactions can be a badge on the lapel of a jacket, a photograph on the table, a lighter, etc.)

3.16.2. Using a related topic of conversation.

In the process of communication, without resorting to direct questions, “neutral” information is discussed, designed to revive in the interlocutor’s memory images (by contiguity, similarity, contrast) associated with the area of ​​​​the forbidden topic. Disguised stimuli in this case are words, professional terms, verbally created images and actions of the people being discussed that affect the current interests of the interlocutor and evoke his involuntary statements.

3.16.3. Appeal to feelings of personal significance and self-worth.

Any person, deep down in his soul, considers himself unusually significant for other people, the bearer of a unique, unique set of moral, professional, civic, patriotic and other personal qualities that deserve respect and positive evaluation by others. Having touched upon these feelings (see the “Shamrock” psychological technique above), the operatives, through praise appropriate in a situation of professional communication, a positive assessment of certain personal qualities, compliments, emphasized expressions of respect, great interest and attention to the interlocutor, etc., achieved the required result. The technique is especially effective when communicating with vain and ambitious people. Its skillful implementation contributes to the manifestation of spontaneous sincerity on the part of the objects of the psychological influence under consideration.

3.16.4. Showing indifference.

This technique is used when the interlocutor has a great desire to discuss information that “overwhelms” him, to which he attaches great importance. Demonstrated indifference and indifference hurt the interlocutor’s pride and stimulate him to express additional data, provided that a sufficient level of professional rapport has already been achieved - trust and accurate psychological diagnosis of the interlocutor’s desire to speak out.

3.16.5. Use of emotional stress.

Emotional stress is a state of mental tension and agitation of a person caused by sudden and strong influences on his consciousness. It is accompanied, as a rule, against the background of experiences experienced by the subject and a decrease in intellectual potential, a decrease in personal control over speech and motor reactions and, accordingly, can lead to the “voicing” of operationally significant information. Observing the principles of ethics and legality, introducing the person of interest to the operative into an emotional distress state is possible by creating short-term acute psychological situations that have high personal significance for the subject of influence, showing one’s awareness of something, presenting evidence, reporting “important” information, etc. .

3.16.6. Posing an unexpected question.

By asking a specific, unexpected question not related to the topic under discussion, concerning, for example, intimate problems or secrets, often m It is possible to confuse the person of interest, force him to make excuses and, as a result, provide professionally necessary information to the operative.

3.16.7. Inaccurate statement of facts.

The method is designed for the interlocutor to want to clarify or supplement an intentionally made inaccurate statement. This method is especially effective when communicating with emotional and impulsive people, who are easily unbalanced by distortion of facts, or in relation to opponents who consider themselves “experts”, great scholars.

3.16.8. Reporting “important” information.

Since any person trusts the ideas that arise in his own head much more than those presented to him by other, experienced operatives, as if inadvertently telling him “important” information, from which he must draw conclusions himself.

3.16.9. Showing awareness.

This method is used when some details of the issue and events are already known and additional information is needed. Skillful handling of even a few known details can give the person the impression that the interlocutor is fully informed and encourage him to reciprocity and frankness.

3.16.10. Creating the image of a “simpleton”.

The image of a simple-minded, harmless, slightly narrow-minded, culturally limited behavior of a person who constantly finds himself in awkward situations, often demonstrating naivety and inappropriate excessive “frankness” is far from a complete list of the qualities of a “simpleton.” Such personal qualities can either organically fit into a professional role when establishing operational contact (for example, well-known characters reflected in literature - Lieutenant Colombo, Commissioner Maigret, etc.), or be performed by operational employees occasionally, to evoke a sense of intellectual superiority in the target , loss of alertness and vigilance, followed by involuntary information.

The above list of ways to find out information is, of course, far from complete. Depending on life, professionally determined circumstances, their quality, for example, may include: manifestation of participation, promise and (or) provision of assistance; display of “frankness”; links to opinions of authoritative persons; expression of surprise or disbelief at the words of the interlocutor; psychologically justified request; interpretation by “false” evidence; proving or asserting something related to the subject of the investigation; forecasting and predicting events, etc.

The given psychological techniques - “nuances” and methods of their implementation, as a rule, are used comprehensively, variably and often interchangeably. (Example. In the case of the murder of “X”, which received wide public attention, the connections of the mistress “L” of one of the alleged killers were worked out in order to establish his whereabouts. An operative worker, in the uniform of a police officer, “accidentally” met her when she was on her way have breakfast at the hotel buffet, with a request to show the location of the buffet (Techniques - “creating environmental conditions”, “relieving tension”, etc.)

Over a joint breakfast, playing the role of a simpleton unexpectedly “blinded” by love, he told (L) about his heroic deeds, successes in his career, and that at the present time, although he was attending a session at the Police Academy as a correspondence student, he was involved in the search for murderers "X". (Variable use of a number of techniques of groups 1-2).

Then, “spontaneously,” the operative showed photographs of the wanted alleged killers of “X,” among which was a photograph of “L’s” lover. (Techniques - “demonstration of specific objects”, “demonstration of weaknesses”, “creating the image of a simpleton”).

At the end of the conversation, the operative obtained consent (L) to meet with him in the evening at the restaurant, already understanding that it would not take place. (Techniques - “consolidating and increasing operational contact”, “neutralizing suspicion.”)

The expression shown by (L) at the sight of a photograph of her lover, and then her actions aimed at warning the wanted person, “accompanied” by operatives, made it possible to locate and detain the criminal suspected of murder when he met with (L).

Let us note that the ethical admissibility of establishing operational contact in this case is indisputable. The final understanding (L) of the staged acquaintance in a hotel with an operative, the despair, fear, indignation, “fainting” she experienced at the moment of arrest - cannot be compared with the mental pain of the relatives and friends of the murdered “X”, neutralization, and ultimately the killer and his accomplices, eliminating potential threats on their part to others, the desires of citizens to punish the killers, to comply with the Law, etc.)

APPENDIX No. 1

Psychologists from various departments and services, as well as specialists who came at the call of their hearts and souls, arrive in the emergency response zone. And they are all connected by a great desire to help. Each psychologist has his own experience and, as a rule, specializes in one of the areas of psychotherapy. And, of course, in the arsenal of each practitioner there is his own set of methods, techniques, and work methods that are good for solving personal and family problems and give positive results in the correction of PTSD and long-term individual therapy. But this is not always enough to provide emergency psychological assistance. For example, a psychologist who arrived in Beslan on his own initiative to work with relatives of school hostages. No. 1, suggested doll therapy as a correction for their condition. This caused a negative reaction among mothers whose children were captured. Another suggested gathering a room with relatives of the hostages to give them lectures on the psychology of stress.

The work of a psychologist in extreme situations has its own specifics. Conditions of shortage of time and space, peculiarities of the situation, and large crowds of people limit him in the use of a wide range of techniques and involve the use of short-term and targeted techniques. The task of the psychologist is to correct the state of the participant in the event “here and now.”

Based on the experience of participating in emergency response, we can say that at each stage it is advisable to use methods and techniques that correspond to the tasks of this stage and the dynamics of the victims’ conditions.

How we listen to the speaker and respond to his message influences the reactions of other people and their perception of our reaction - whether they will be inclined to continue the conversation or feel rejected by us, or become tense or relaxed, etc. And this is especially important to consider when working with victims in an emergency zone. After all, all his further work depends on how the psychologist can come into contact with the victim and start a conversation. And here you can’t do without using special techniques, the main ones of which are presented below.

"Passive listening"

This is a non-verbal means of communication that lets the victim know that he is being heard. It helps to start a conversation with the victim, get emotionally close to him, and build a further conversation.

"Active Listening"

This is a combination of non-verbal and verbal means of communication, it does not involve maintaining a constant dialogue. Sometimes you can simply look at the interlocutor, expressing attention with your entire posture, nodding your head and making sounds of approval. The main techniques of active listening include the following:

Reception "Silence". Listening carefully to another person's messages without giving a verbal response. Pauses in the conversation give time for a person to collect his thoughts and feelings, and for a psychologist to join the process and clarify what he heard. The psychologist should just be nearby at this moment.

Reception "Elementary support". A verbal or non-verbal, non-judgmental response to a message that provides emotional support to the victim. Does not contain comments or ratings. For example: “um-hmm”, “yes”, “of course”, “I understand”... it could just be a nod of the head. It is necessary to be very careful and refrain from “mechanical” manifestations of participation.

Reception "Open door". This is a question that will help start a conversation with the victim. For example: “Do you have a headache?”, “Can I help you with something now?”...

"Reflective Listening" is objective feedback for the speaker, and serves as a criterion for the accuracy of perception of what was heard. This technique helps a person express his feelings more fully. Listening reflexively means deciphering the meaning of messages and finding out their real meaning. Many words in Russian have several meanings, so it is important to correctly understand the speaker, to understand what he wants to communicate.

Reception "Clarification, clarification." This technique - turning to the speaker for clarification - is used when contact with the victim has already been built.

Technique "Paraphrasing". It consists in the fact that the psychologist expresses a person’s thoughts in other words. The purpose of paraphrasing is to formulate the speaker's message yourself to check its accuracy. The psychologist’s phrase in this case may begin with the following words: “As I understood you...”, “If I understand correctly, you are saying...”, “In your opinion...”, “Do you think...” , “You can correct me if I’m wrong...”, etc.

Reception " Reflection" . By reflecting feelings, the psychologist shows that he understands the speaker’s state and also helps him understand his emotional state. Introductory phrases could be: “What is happening now is very difficult to survive...”.

A psychologist can use these techniques when working both with a crowd and individually. They will help the psychologist “turn” his activities in the direction he needs, and most effectively help people whose consciousness is narrowed in a situation of uncertainty of outcome.

Technique “Illusion of choice”

The “illusion of choice” is used to confirm or emphasize a person’s choice, even when, in fact, there is no choice, as well as for the purpose of suggestion.

You sit down here on the sofa or on this chair?

You drink some water now or in a couple of minutes?

you go eat yourself or should I bring food for you?

Technique “Context of consent three “Yes””

“Context of consent” is a linguistic technique based on some inertia of the human brain. If a person answers “Yes” three times in a row, then the likelihood that he will answer “Yes” to the fourth statement (question) increases significantly. Usually, at the beginning, three statements are given that cannot be disagreed with (for this they must be based on obvious sensory experience), and then the desired conclusion is drawn. For example, “Can you hear me? Can you see me? Now you will lean on me, and we will rise. We must get up! Get up!

Techniques for reducing criticality of consciousness used for corrective work :

To relieve resistance;

To quickly gain favor with yourself.

Example: “Drink water (when the person is already drinking water), and everything will work out.”

The message of the axioms(phrases with which a person certainly agrees). Consciousness checks his unconscious.

After the earthquake, bank workers were afraid to enter the building. An example of axioms: “Yes, the earthquake was magnitude 7, I agree with you. You were scared. You have experienced tremendous stress. It’s still dangerous to enter the building.” The axioms are pronounced in dialogue with the victims. Further signs of decreased criticality are recorded. As soon as muscle tone is reduced - the shoulders drop, breathing changes, the reaction time to axioms increases - an affirmative statement is made, for example: “I will definitely help you cope with fear.”

Quote technique- this is the design of the speaker’s statement as if it were said by someone else. In individual work with the victim, “quotes” mask the suggestion. For example, if a psychologist says: “And then the doctor told me: “Calm down and relax, this will help - I tried to relax, and it became easier for me...”, then the person cannot consciously resist the suggestion, since he did not seem to receive any suggestions from the psychologist.

Using the positive position of the unconscious. Sometimes a conversation with the victim cannot be established, then you can try to change your location in space relative to him. This will help to find the positive side of his unconscious, and the psychologist’s actions will be more successful.

Calibration

Calibration is the ability to notice emotional states and their changes in a person, the process of adjusting to his non-verbal signals. For example, if someone is recalling a frightening experience, their lips may become thinner, their skin paler, and their breathing shallower; whereas, when remembering a pleasant event, the lips will become fuller, the face will turn pink, the muscles will relax, and breathing will become deeper.

Calibration allows you, while being in full contact with the victim, maintaining utmost attention to him, to objectively monitor what is happening and, at the same time, keep yourself in working tone. This is especially important in a severe traumatic situation, when the psychologist is full of sympathy and compassion for his ward. Calibration provides the psychologist with a strong enough position for a person in a state of emotional instability to trust him with himself without resistance.

Creating a report

This is a very important technique when providing assistance to the victim, both while waiting for the outcome of the situation and in other cases. This technique is universal, it must be very well practiced, i.e. be done automatically. Many psychologists believe that without establishing rapport, psychological work cannot begin at all.

In contrast to ordinary contact, rapport can be defined as subconscious trust, consonance, contact that occurs “on the same wavelength” between two or more people, arising as a result of their “mutual similarity” to each other .

There are two stages of rapport relationships – adjustment and management.

Adjustment (at the behavioral level) is a direct mirror repetition of elements of the client’s non-verbal behavior such as repetition of posture, gestures, facial expressions, eye movements, breathing, and speech rhythm. Indirect adjustment is also possible, for example, when the victim’s breathing is consistent with the rhythmic movement of the psychologist’s hand or with his speech in time with the victim’s breathing (as he exhales).

The management involves a gradual switching of the victim from his “program” to the one offered in return. This switching is carried out to a greater extent not on a conscious, but on an unconscious level. The psychologist needs to be very attentive to signals of inconsistency - at the management stage, this is a marker of the impossibility of starting work, which will be useless without internal trust.

So, important conditions for the successful work of a psychologist at this stage are filigree calibration and rapport. Even a simple calibration of the victim, and being in rapport with him, is enough for a number of positive changes in his condition. When there is no contact, then not a single miraculous technique will work. Calibration and rapport are the cornerstones on which work can be built.

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There are psychological tricks that work on a subconscious level. They help you gain the favor of your interlocutor, join a new company, or instantly calm down in a moment of stress.

website talks about the 12 most effective of them, which work 100% and will be useful in any situation.

No. 1. When several people laugh, everyone looks at the one he likes the most.

After a good joke or during a lively discussion in a group of people, everyone instinctively looks at the one he likes the most Therefore, to find out everything about relationships in a group of friends, prepare a couple of killer jokes.

No. 2. If you're nervous, chew.

Before an important conversation, speech or event that makes us nervous, we should try chewing gum or even eating something.

• No one will eat in the face of danger. Therefore, while chewing our brain thinks there is no danger and you can relax. It sends a signal that relieves nervous tension and helps you calm down.

No. 3. A closer look will help you draw out any information.

If you are not satisfied with the answer of your interlocutor or it seems to you that he is not telling you something, Just continue to silently look into his eyes.

• In such a situation, the silence for the interlocutor will become so unbearable that he will be forced to tell you literally everything just to stop it.

No. 4. Imagine that the employer is your long-time good friend.

To avoid worrying during an important exam or interview, imagine that the person opposite is your friend whom you have not seen for a long time. This will help you instantly calm down, and answering questions will be much easier.

#5: If you have to work with people a lot, put a mirror behind you.

If you often communicate with different people at work, place a small mirror behind you. You will be surprised, but many clients will behave more politely and meet you halfway more often. This is because people don't like to see themselves angry and irritated.

No. 6. If you think someone is looking at you, just yawn

Just look at this picture. You just yawned, right? Yes, yawning is incredibly contagious. It's enough to yawn and look around to understand who was watching you. The person who was looking at you will most likely yawn too.

No. 7. If you want to stop a fight, then just get something to eat and stand between the fighters

No. 8. If you want to get rid of an item, then simply give it to the person while talking to him

Ask the person a personal question or get their opinion on something. During the response, the brain will be so busy that everything else will happen at the level of reflexes. In such a situation, most people will accept anything from your hands without thinking at all.