How to manipulate a person. Ways to manipulate human consciousness

Let's consider psychological techniques for manipulating the mental consciousness of a person and the masses. For convenience, we will divide the proposed methods into eight blocks, each effective individually and together.

The life of any person is multifaceted in the life experience that this person has, in the level of education, in the level of upbringing, in the genetic component, in many other factors that must be taken into account when influencing a person psychologically. Mental manipulation specialists (psychotherapists, hypnologists, criminal hypnotists, scammers, government officials, etc.) use many different technologies that allow them to control people. It is necessary to know such methods, incl. and in order to counter this kind of manipulation. Knowledge is power. It is knowledge about the mechanisms of manipulating the human psyche that allows one to resist illegal intrusions into the psyche (into the human subconscious), and therefore protect oneself in this way.

It should be noted that there are a very large number of methods of psychological influence (manipulation). Some of them are available for mastery only after long practice (for example, NLP), some of them are freely used by most people in life, sometimes without even noticing it; It is enough to have an idea about some methods of manipulative influence in order to protect yourself from them; To counteract others, you yourself need to have a good command of such techniques (for example, gypsy psychological hypnosis), etc. To the extent that such a step is permissible, we will reveal the secrets of methods for controlling the mental consciousness of a person and the masses (team, meeting, audience, crowd, etc.).

It is worth noting that only recently has it become possible to openly talk about previously secret techniques. At the same time, in our opinion, such tacit permission from the supervisory authorities is completely justified, since we are convinced that only at a certain stage in life is some part of the truth revealed to a person. By collecting such material bit by bit, a person is formed into a personality. If for some reason a person is still ready to comprehend the truth, fate itself will lead him astray. And even if such a person learns about some secret techniques, he will not be able to understand their significance, i.e. this kind of information will not find the necessary response in his soul, and a certain stupor will turn on in the psyche, due to which such information simply will not be perceived by the brain, i.e. will not be remembered as such a person.

We will consider the manipulation techniques outlined below to be blocks of equal effectiveness. Despite the fact that each block is preceded by its inherent name, it should nevertheless be noted that the specific techniques of influencing the subconscious are very effective on everyone without exception, regardless of the specific target audience or the typical personality traits of a particular person. This is explained by the fact that the human psyche, in general, has common components, and differs only in insignificant details, and hence the increased effectiveness of the developed manipulation techniques that exist in the world.

The first block of manipulation techniques.

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

1. False questioning, or deceptive clarifications.

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

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

2. Deliberate haste, or skipping topics.

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

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

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

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

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

4. False inferiority, or imaginary weakness.

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

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

5. False love, or letting down vigilance.

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

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

6. Violent pressure, or excessive anger.

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

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

7. Fast pace, or unjustified haste.

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

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

8. Excessive suspicion, or causing forced excuses.

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

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

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

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

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

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

11. Courtesy provided, or payment for assistance.

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

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

12. Resistance, or acted out protest.

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

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

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

13. Factor of particularity, or from details to error.

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

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

14. Irony, or manipulation with a grin.

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

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

15. Interruption, or escape of thought.

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

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

16. Provoking imaginary or false accusations.

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

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

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

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

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

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

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

19. Intentional misconception, or specific terminology.

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

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

20. Imposing false stupidity, or through humiliation to victory.

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

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

21. Repetition of phrases, or imposition of thoughts.

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

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

22. Erroneous speculation, or involuntary reticence.

In this case, manipulations achieve their effect due to:

1) deliberate omission by the manipulator;

2) erroneous speculation by the object of manipulation.

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

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

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

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

24. Say “yes”, or the path to agreement.

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

Defense - to disrupt the direction of the conversation.

25. Unexpected quotation, or words of an opponent as evidence.

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

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

26. Observation effect, or search for common features.

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

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

27. Imposition of choice, or the initially correct decision.

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

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

28. Unexpected revelation, or sudden honesty.

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

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

29. Sudden counterargument, or insidious lie.

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

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

30. Accusation of theory, or alleged lack of practice.

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

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

The second block of manipulation techniques.

Ways to influence mass media audiences through manipulation.

1. The principle of first priority.

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

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

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

a) forming a negative opinion about him among voters;

b) forcing you to make excuses.

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

2. “Eyewitnesses” of events.

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

3. Image of the enemy.

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

4. Shift of emphasis.

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

5. Use of “opinion leaders”.

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

6. Reorientation of attention.

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

7. Emotional charge.

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

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

8. Showy issues.

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

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

9. Inaccessibility of information.

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

10. Strike ahead.

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

11. False passion.

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

12. Credibility effect.

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

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

13. The effect of “information storm”.

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

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

14. Reverse effect.

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

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

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

16. One-sided coverage of events.

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

17. The principle of contrast.

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

18. Approval of an imaginary majority.

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

19. Expressive strike.

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

20. False analogies, or sabotages against logic.

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

21. Artificial “calculation” of the situation.

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

22. Manipulative commenting.

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

24. Admission (approximation) to power.

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

25. Repetition.

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

26. The truth is half.

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

The third block of manipulation techniques.

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

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

1) Truisms.

In this case, the manipulator says what it really is, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell a product in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “What a cold! Great, very cheap sweaters! Everyone is buying them, you won’t find such cheap sweaters anywhere!” and twirls bags of sweaters in his hands.

As noted by Academician V.M. Kandyba, such an unobtrusive offer to purchase, is more addressed to the subconscious, works better, since it corresponds to the truth and passes the critical barrier of consciousness. It’s really “cold” (this is already one unconscious “yes”), the package and the pattern of the sweater are really beautiful (the second “yes”), and really very cheap (the third “yes”). Therefore, without any words “Buy!” the object of manipulation appears, as it seems to him, to be an independent decision, made by himself, to buy an excellent thing cheaply and for the occasion, often without even opening the package, but only asking for the size.

2) The illusion of choice.

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

3) Commands hidden in questions.

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

4) Moral impasse.

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

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

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

6) Coding.

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

7) Stirlitz method.

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

8) Speech trick “three stories”.

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

9) Allegory.

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

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

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

11) Scattering.

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

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

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

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

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

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

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

12) The “old reaction” method.

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

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

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

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

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

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

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

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

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

Fourth block of manipulations.

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

1) Fabrication of facts.

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

2) Selection of reality events for material.

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

3) Gray and black information.

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

4) Major psychoses.

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

5) Affirmation and repetition.

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

6) Fragmentation and urgency.

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

7) Simplification, stereotyping.

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

8) Sensationalism.

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

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

9) Changing the meaning of words and concepts.

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

Fifth block of manipulations.

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

1. Provoking suspicion.

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

Protection is not to pay attention and believe in yourself.

2. False benefit of the enemy.

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

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

3. Aggressive manner of conversation.

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

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

4. Imaginary misunderstanding.

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

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

5. False agreement.

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

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

6. Provocation to scandal.

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

Protection - strong character, strong will, cold mind.

7. Specific terminology.

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

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

8. Using the effect of false suspicion in your words.

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

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

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

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

10. Formation of false stupidity and failure.

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

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

11. Imposition of thoughts.

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

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

Defense is the initial critical analysis of any incoming information.

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

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

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

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

Defense is to clarify and ask again what you misunderstood.

14. Downplaying irony.

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

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

15. Focus on the positives.

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

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

Sixth block of manipulations.

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

1. “Labeling”.

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

2. "Shining Generalizations".

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

3. “Transfer” or “transfer”.

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

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

5. “Game of common people”.

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

6. "Shuffling" or "playing the cards".

7. "Shared Car".

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

8. Fragmentation of information delivery, redundancy, high pace.

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

9. "Mockery".

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

10. “Method of negative assignment groups”.

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

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

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

12. “Emotional adjustment.”

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

13. “Promotion through mediators”.

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

14. “Imaginary choice”.

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

15. “Initiation of an information wave”.

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

Seventh block of manipulations.

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

1. Dosing of the initial information base.

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

2. " Over-information."

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

3. Formation of opinions through targeted selection of speakers.

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

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

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

5. “Maneuvering” the discussion agenda.

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

5. Managing the discussion process.

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

6. Limitations in the discussion procedure.

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

7. Abstracting.

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

8. Psychological tricks.

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

9. Irritating your opponent.

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

10. Self-praise.

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

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

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

12. " Buttering” arguments.

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

13. Failure or avoidance of discussion.

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

14. The “stick arguments” technique.

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

15. “Reading in the hearts.”

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

16. Logical-psychological tricks.

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

17. Failure to comply with the law of sufficient cause.

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

18. Changing emphasis in statements.

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

19. Incomplete refutation.

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

20. Requirement for an unambiguous answer.

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

21. Artificial displacement of the dispute.

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

22. “Multiple questions.”

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

Eighth block of manipulations.

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

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

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

2. Second type. Dominance of trance states.

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

3. Third type. Dominance of the left hemisphere of the brain.

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

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

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

5. Fifth type. People with an “expanded state of consciousness.”

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

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

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

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

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

© Sergey Zelinsky, 2009
© Published with the kind permission of the author

Ways to manipulate people (what is manipulation- the topic of the previous article) a huge amount. In order to master some of them, long practice is required; most people use some of them freely, sometimes without even suspecting it. It is enough to simply know about some manipulation techniques in order to be able to defend against them, while others must be mastered in order to be able to counteract them.

It is necessary to know the mechanisms of manipulating the human psyche; this allows you to protect yourself from invasion of your psyche and skillfully counteract various techniques and methods of manipulation. It is also necessary to study and know manipulation techniques in order to learn how to skillfully understand them and use them for your own benefit. Without this knowledge it is difficult to achieve great success in life.

When using one or another method of manipulation, one should take into account the fact that a person’s life is multifaceted: by level of education, by life experience, by many other factors. Therefore, in some cases, for a more effective effect, an important point in using various methods of manipulation is preparation for their use.

The first step is to decide on a specific technique that is applicable in this case, and for this you should select a target of influence. Such targets could be:

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

That is, in order for one or another way of manipulation had an effect, it would be good to get to know the recipient of this impact as best as possible and collect more information about him.

Also at the preparatory stage, an experienced manipulator thinks through the places and conditions of his influence. It is important for him to increase the likelihood that the manipulated person will experience the reactions, sensations and emotions he needs. Therefore, creating conditions for increasing suggestibility, he chooses secluded, isolated places (although this is not always the case, sometimes the situation requires the opposite) and only then, without interference, applies the prepared manipulation technique.

The success of any method of manipulation depends on the established contact between people. The ability to make contact and maintain it is given great importance in the literature on business communication; this is not a way of manipulation, establishing contact, this is the basis of communicative communication. A skilled manipulator, acting subtly, knows this, he makes contact and develops it in every possible way (forms trust) with a view to its further use. For him, this is a preparatory stage, during which he adapts in every possible way to his interlocutor, using the joining technique. The essence of this technique is to find common interests and views, create an atmosphere of frankness, and create a favorable impression of yourself. The manipulator sometimes even begins to copy the communication partner’s gestures, facial expressions, takes similar poses, and does everything to win him over.

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

Ways to manipulate people

Each method of manipulation given below is accompanied by brief instructions on how to counter it and protect against it.

Before moving on to considering manipulation techniques, I also want to immediately note that manipulation methods are not always used separately; often combinations of techniques and methods are used to ensure effective impact.

FALSE ASKING

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

Listen very carefully to what they tell you. If you hear a distorted meaning, correct it immediately.

CONSTANTIAL INDIFFERENCE AND INATTENTION

When one person tries to prove that he is right, to convince another of something, he shows his indifference to both the interlocutor and what he says. The manipulator counts on the opponent’s desire to prove his importance at all costs, to use those facts, that information that he had not previously intended to disclose. That is, the necessary information is simply revealed.

Protection against manipulation– do not give in to provocation.

HASTY JUMP TO ANOTHER TOPIC

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

You should pay attention to what you hear and analyze everything.

QUOTING YOUR OPPONENT'S WORDS

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

While defending yourself, you can respond in kind, invent a phrase and pass it off as the words the manipulator once said to him.

IMAGINAL DAMAGE

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

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

FALSE LOVE

Very common manipulation technique. By declaring love, honor and respect, you can achieve much more than just asking.

"Cold Mind" is here to help you.

FURIOUS ANGER AND FURIOUS PRESSURE

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

Counteraction:

1. Do not pay attention to the rage of your interlocutor, do not start to calm him down, but show your indifference to his behavior, this will confuse him;
2. Or vice versa, touching the manipulator (no matter the hand or shoulder) and looking him straight in the eyes, begin to sharply increase your aggressive pace, responding to him. With the help of simultaneous exposure to a visual, kinesthetic and auditory stimulus, the manipulator is introduced into a trance. And you can already set your own conditions for him, introduce your attitudes into his subconscious.
3. You can adjust, evoke a similar state of mind in yourself and gradually begin to calm down, calming the manipulator as well.

FALSE RUSH AND FAST PACE

Manipulation is possible by imposing a very fast pace of speech and pushing your ideas. The manipulator, hiding behind haste and lack of time, chatters up his interlocutor, who, without having time not only to answer, but even to think, thereby demonstrates his tacit consent.

Talkativeness, talkativeness and verbosity The manipulator can be stopped with questions and asking again. For example, a trick like “Sorry, I need to call urgently” will help slow down the pace. Will you wait?"

EXPRESS SUSPICTION AND CAUSE EXCUSES

This way of manipulation used to weaken the protective barrier of the human psyche. The role of the manipulator is to act out suspicion in any matter, the response to which will be a desire to justify himself. This is what he achieves. The protective barrier has weakened, you can “push through” the necessary settings.

The defense here is self-awareness self-confident person. Show the manipulator that you don’t care if you are offended, and you won’t run to catch up if he wants to leave. Lovers, take it upon yourself, don’t let yourself be manipulated!

FALSE FATIGUE

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

Don't give in to provocations.

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

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

FALSE LOVE

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

We should not forget that free cheese can only be found in a mousetrap; you have to pay for everything.

CAUSE RESISTANCE

It is known that the forbidden fruit is sweet, and the human psyche is structured in such a way that he is often interested in exactly what is forbidden or what requires effort to achieve. The manipulator, like a subtle psychologist, using these features of the human psyche, evokes such desires in the object of his influence. Of course, to please yourself.

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

FROM PARTICULAR TO ERROR

The manipulator draws the object of manipulation's attention to only one detail, not allowing him to consider the whole picture, and forces him to draw conclusions based on this. Application of this way to manipulate people widespread in life. Many people make conclusions and make judgments about any subject or event without having detailed information and without facts, sometimes even without their own opinion on this issue, they judge based on the opinions of others. Manipulators take advantage of this and thus impose their opinion.

Expand your horizons, develop, work to improve your level of knowledge.

IRONY WITH A SMILE

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

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

KEEP YOUR THOUGHTS OFF

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

Ignore this, or, using speech psychotechnics, try to ridicule the manipulator and if you are in a team, no one will seriously pay attention to his interruptions.

FALSE RECOGNITION OF FAVORABLE CONDITIONS

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

There is no need to make excuses; on the contrary, recognize your superiority.

SIMULATED BIAS

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

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

BE MISLEADING BY SPECIFIC TERMINOLOGY

It is carried out through the use of terms unknown to the manipulated by the manipulator in conversation. The latter finds himself in an awkward position, and fearing to appear illiterate, he is afraid of what these terms mean.

Don’t be shy or afraid to clarify a word you don’t understand.

IMPOSION OF FALSE STUPIDITY

Speaking in simple language, this method of manipulation is to lower the person below the plinth. Hints are used about his illiteracy and stupidity, which leads the object of manipulation into a state of temporary confusion. It is then that the manipulator encodes the psyche.

Don’t pay attention, especially if you know that in front of you is a competent manipulator, an experienced swindler or a hypnotist.

IMPOSING THOUGHTS BY REPEATING PHRASES

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

You should not pay attention to what the manipulator says. You can change the topic of conversation.

FALSE INATTENTION

The manipulator plays on his own supposed inattention. Having achieved desired result, he seems to notice that he did something wrong, presenting the manipulated person with a fact: “Well, what can you do, I didn’t see, I didn’t hear, I didn’t understand correctly...”

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

SAY YES"

Like manipulation technique is carried out by constructing a dialogue in such a way that the manipulated always agrees with the words of the manipulator. This is how the manipulator leads the target to accept his idea.

Change the focus of the conversation.

OBSERVATION AND SEARCH FOR SIMILAR TRAITS

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

Defense is to sharply tell the manipulator about your differences with him.

IMPOSING CHOICE

The manipulator poses the question in such a way that he does not give the object any other choice of options other than those that he proposed. For example, a waiter in a restaurant, asking, approaching your table, “What wine will you drink today - red or white?”, makes you think about the choice from what he offered, and you, for example, were planning to order yourself some cheap vodka.

Be clear about what exactly you want and not forget about your interests and plans, no matter what it concerns.

The article turned out to be voluminous, although not all techniques and methods of manipulation were considered (but this is already in other articles). It is clear that you will not be able to master it the first time. And it’s wrong to try to immediately apply everything you read and remember. Choose several methods of manipulation (preferably complementary to each other), practice using them, bring the application to perfection (as far as possible), and only then proceed to the next ones. We also recommend reading the article “ Statements of great and successful people about manipulation».

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Everyone strives to achieve goals, which can be completely different and depend on many factors that determine a person’s life and his personality. In the same way, the methods of their implementation may differ. One person can achieve them only on his own, guided by principles that are ethical in relation to others, with an understanding of which methods of achieving results are appropriate and which ones cross the boundaries of what is acceptable. Another can exert a psychological influence on people and use them for personal gain.

What is people manipulation

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

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

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

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

Psychology of manipulation

Manipulation of consciousness is a very subtle art, and to understand it, you need to know how a manipulator can act in most cases. The examples here are quite common. So, striving for his goals, he may begin to praise the person in order to achieve his favor. And having felt that he has achieved it, proceed to the main action - ask or somehow force him to do something for him. And it works - a person who has just heard a tirade addressed to him will, purely psychologically, be forced to fulfill the request so as not to seem rude or tactless.

But imagine that the person managed to realize that the manipulator’s speech was insincere, or simply felt that after it some requests and strength of character would follow. Having caught this behavior, the manipulator will either stop trying to influence, or may enter into confrontation and even insult the one whom he originally wanted to manipulate.

There are other examples. Many manipulators intimidate people, which often works, because there are a lot of incapable and anxious people. In this case, the initiator of the manipulation controls the behavior of the person who is ready to sacrifice his interests so as not to aggravate the situation. But this is only the apparent “power” and “strength” of the manipulator.

Psychology often indicates that a person's desire to control others should be considered a reflection of his own weakness. By controlling the actions of others, the manipulator simply compensates for his own complexes, powerlessness, uncertainty, or even envy. But it is also very interesting that some people have no idea that they are manipulating someone. Every person has played such a role at least once in his life, albeit unconsciously. Therefore, you need to be more aware and try to objectively perceive your own actions and actions. Read our article “” and thematic books, for example, the works of Henrik Fexeus. However, we will talk about books later, but for now we will not deviate from the topic.

Psychologists have identified several types of people who are potential victims of manipulation. There are five types in total:

• The first type is people living ordinary life, striving for safety and comfort, in whose thinking common sense and logic prevail. Such people are manipulated mainly at the level of needs.
• The second type is people who live mainly in a state of stress, with predominant creative thinking, dreamy, vulnerable and sensitive, easily suggestible. These people are manipulated at the level of feelings and imagination.
• The third type is rational people, who think logically, prefer facts and specifics and subject everything to analysis. People in this category are manipulated by influencing their sense of justice, conscience and morality, as well as their sense of self-worth.
• The fourth type are people whose behavior is dictated by animal instincts, and who strive in their lives for the most part to eat, sleep and sex. It’s easy to manipulate such people – just by providing them with one of these pleasures.
• The fifth type is people with psychological disorders whose behavior is influenced by hallucinations; people deprived of common sense and the ability to fully analyze what is happening. They are subjected to the most severe manipulation through intimidation or pain.

Manipulators with amazing accuracy (after just a little communication with a person) are able to determine the type of victim, and based on this data, they choose a method or technique for manipulating consciousness.

Techniques and methods of manipulation

The art of manipulation is quite diverse. Some people use the same methods, while others constantly hone their skills in order to manipulate with greater efficiency. Knowing about these methods is useful in order to understand what you should be wary of, be able to defend yourself and be able to expose the manipulator. If you suddenly want to try to manipulate someone in your spare time, keep in mind that any techniques and methods will produce results only after careful preparation, in particular after identifying points of influence.

The most common points of contact during manipulation are:

• emotional condition;
• professional skills;
• way of thinking, habits and style of behavior;
• worldview and beliefs;
• interests and needs.

To successfully manipulate a person, the manipulator must collect information about him. It is strategically useful to think through in detail the time, place and conditions in which the manipulation will be carried out, as well as to create a suitable environment for it that increases suggestibility. Examples of such a situation: crowded or, conversely, secluded places, which depends on the situation.

The contact established between people is no less important. An experienced manipulator knows how to establish and develop it to inspire trust in the victim. It is appropriate to note here that many famous authors have written and are writing about manipulation techniques (Dale Carnegie, Robert Levine, Henrik Fexeus and others), and therefore it is not difficult to find a manual.

Once contact has been established and conditions correspond to those planned, the “preparatory stage” ends. Now you can resort to manipulation techniques (note that not all of them require careful preparation and can be used spontaneously). The techniques and methods of manipulation described below are most often used as the most effective. We think you can pick up examples without any problems.

Imaginary inferiority

The method of imaginary inferiority consists in the fact that the manipulator shows weakness and expects a condescending attitude towards himself. If the victim has been convinced of this, she loses her vigilance, relaxes and stops perceiving the manipulator as a rival or a person who is stronger than her.

The best way to protect yourself from such manipulation is the perception of everyone around you strong people(serious rivals).

False repetition

The false repetition method is designed to change the essence of the words spoken by the victim in order to give them a meaning that is beneficial to the manipulator. The initiator says the same thing as the victim, but in a slightly different form, allowing the meaning to change.

In order not to fall for this bait, you need to as much as possible what people tell you in response to your words, and immediately point out distortions and inaccuracies, if any.

False love

The method of false love is expressed in the manifestation of (insincere) deference, respect or love. The consciousness of the object of manipulation is clouded by flattering words and attitudes, which makes it possible to achieve a variety of goals.

It helps to resist the method, sensitivity and sober reason, which allows you to recognize the insincerity and real attitude of the manipulator.

Ostensible indifference

The method of ostentatious indifference is based on the fact that the manipulator appears indifferent in the eyes of the victim to her ideas and words. He simply waits patiently until the object begins to prove its awareness and significance of what it knows by operating important facts. As a result, you can learn everything you need on the desired topic without much effort.

To protect yourself from such provocations, you need to remain attentive to people’s behavior and notice suspicious signs in a timely manner.

Feigned haste

The method of feigned haste in the art of manipulation is no less famous. Here the manipulator begins to pretend that he is in a hurry and speak quickly, “talking his teeth” to the victim. As a result, the latter simply does not have time to comprehend everything that has been said and agrees with the manipulator (for example, to fulfill his request).

Having noticed such behavior in your interlocutor, you need to stop his speech as soon as possible (even interrupt) and, pointing out your own haste, stop the conversation.

Unmotivated anger

The method of unmotivated anger is that the manipulator begins to behave demonstratively and aggressively so that the victim begins to calm him down and makes concessions.

A simple way to counteract such “anger” is to ignore it, do not reassure the manipulator, and remain steadfast. Indifference always has a sobering effect on aggressors.

Untrue stupidity

The method of untruthful stupidity is very simple: the manipulator accuses the victim of illiteracy and stupidity, which makes her confused. The initiator ensures that the victim begins to think and doubt, and uses this moment to prove his position or achieve another goal.

Confidence in the validity of your judgments, as well as the ability to control yourself, will help you avoid falling for this trick.

Simulated bias

The method of simulating bias is that the victim is forced to reject the suspicion that he is biased towards the manipulator, who indicates this. The victim begins to make excuses, praise the interlocutor, point out his positive qualities and advantages, and show goodwill. This helps the manipulator satisfy, for example, the need for vanity or achieve some other result.

It is not difficult to resist imitation bias: you just need to initially refute any possibility of bias, using facts, and not start playing by the manipulator’s rules.

Labeling

The labeling method assumes that the manipulator, talking with the victim about some third person, speaks unflatteringly about him. The negativity shown by the manipulator contributes to the fact that the victim begins to think badly about the third person, and, quite possibly, without even knowing him (if this person is familiar, trust in him may simply be lost). Thus, there are two victims at once - direct and indirect.

Understanding that nothing can be taken at its word will help you avoid manipulation here. Of course, you need to take note of the information, but you need to check it.

Specific terminology

The method of using specific terminology works great when manipulating a person’s consciousness. During the conversation, the manipulator uses terms and concepts unknown to the victim. It turns out that she finds herself in an awkward position and, not wanting to show awkwardness, does not ask about anything. The manipulator wins and can take advantage of the situation.

As the famous saying goes: “it’s better to ask twice than to remain silent once,” so in any such case, do not be shy and try to clarify everything that is not clear.

Game of common people

The method of playing common people can be called specific, because Most often it is used by politicians and important influential people. The manipulator creates an image of “like everyone else,” a completely simple person, which allows him to reduce the distance with people, earn their trust and form the desired image.

You should never take everyone's word for it; You need to objectively evaluate people and try to recognize their motives.

Planned PR

The method of planned PR also belongs to the category of specific ones, because used for PR purposes when it is necessary to create a positive image or image of a product or person. Manipulators (here, as a rule, there are several of them) distribute information among people that carries the best that can be said about the object of PR.

As in many other cases, you can avoid falling into the trap of planned PR through conscious perception of incoming information, its objective assessment and verification.

Link to authorities

The method of citing authorities comes down to the fact that the manipulator, when communicating with the victim, quotes or cites the opinions of famous and influential people, thanks to which he makes the necessary impression on her (and those around him in general).

In order to prevent yourself from being influenced, you need to listen carefully to what they say to you and ask the manipulator clarifying questions, with the help of which you can reveal his incompetence.

Card rigging

The card rigging method is no more complicated than the previous one. The manipulator, talking with the victim, selects several approximately similar facts as arguments in order to put them together and show the problem under discussion from the side that is beneficial to him.

Such manipulation can be countered by citing other facts that reveal the topic under discussion from a side unfavorable for the manipulator.

grin

The method of grinning (or irony) is expressed in the fact that the manipulator demonstrates a disdainful attitude towards the words of the victim, as a result of which she begins to lose her temper, get angry, and lose self-control. As a result, the protective barrier of the psyche is removed and the person is suggestible.

The only and most effective way to combat such manipulation is absolute indifference to the words of the manipulator.

False representation of favorable conditions

The method of falsely presenting advantageous conditions is that the manipulator verbally hints to the victim about the great opportunities that he currently has. If the victim can be convinced of this, the manipulator can influence her so that, for example, she performs some actions that are beneficial to him.

You can resist this method by clearly understanding your own place, your capabilities and conditions. The main thing is not to succumb to provocations and not to do what you shouldn’t do.

These are the most popular techniques and methods of manipulation. Of course, the arsenal of manipulators is much wider, but more specific methods we won't touch. Instead, we'll tell you about a few secrets of hasty manipulation. They will help you better understand how to manipulate people and protect yourself from manipulation.

Secrets of successful manipulation

The art of manipulating human consciousness is so widespread that we don’t even think that we are becoming its victims. And to become more receptive (and also to improve your skills yourself), you need to know a few secrets of manipulation. We can name four such secrets:

1. Simple, kind and merciful people, capable of altruism and self-sacrifice, are most often susceptible to manipulation. These traits are undoubtedly good, but they make a person more vulnerable.
2. Manipulators successfully use subconscious thoughts, such as the fear of being abandoned or being left alone. By pressing on these points, it becomes very easy to control the actions and even thoughts of others.
3. Manipulators take into account that most people are wary negative emotions and avoids conflicts. A banal increase in voice or change in tone can be controlled by a person without resorting to the above methods.
4. Manipulation is most successful when used against people who cannot, i.e. refuse. Knowing that such a person is in front of him, the manipulator can be 80% sure that the victim will do what he says.

When communicating, you must always remain vigilant - this is the first step to countering manipulation. It is equally important to know your personal characteristics and this also helps to strengthen your “immunity” against those who want to use you for their own purposes.

If you want to understand the topic in depth, we have three offers for you.

First, read our blog articles:

• George Simon "Who's in Sheep's Clothing? How to recognize a manipulator";
• Nicolas Gueguen “Psychology of manipulation and submission”;
• Victor Sheinov “The Art of Managing People”;
• Vladimir Adamchik “200 ways of successful manipulation”;
• Robert Levin "Mechanisms of manipulation - protection from other people's influence."

And thirdly, watch this interesting video about the tricks of manipulating people. Use your skills only for good and do not succumb to other people’s manipulations. We wish you success!

And today I will continue the thought and talk about mind manipulation. The article will discuss the history of manipulation, the basic laws, methods of influence And methods of protection. The article will consider both private manipulations over a specific person, and mass mind manipulation. Conclusions will be drawn, we will conduct a couple of surveys (so let's be more active!). Don't be offended by grandpa Goebbels . Anyway, start reading. :) Not the entire original review fit into the blog; a lot had to be cut down and the article divided into 2 parts. Original version . 23 pages with specific examples. Maybe someone will find it useful for an essay, report, speech at seminar classes in psychology or sociology.

What is manipulation?

“There are speeches - the meaning is dark or insignificant,
But it’s impossible to listen to them without worry.”
M. Yu. Lermontov (1841)

The word itself " manipulation "has the root of the Latin word manus - hand ( manipulus - handful, handful, from manus And ple - fill). And it’s not for nothing that many people see manipulation as a symbolic image in their heads. puppeteer's hands with strings reaching to the puppet .

Psychological manipulation - a type of social, psychological influence, socio-psychological phenomenon, which is the desire to change the perception or behavior of other people with the help of hidden , deceptive or violent tactics . Since, as a rule, such methods promote the interests of manipulator, often at the expense of other people, they can be considered operational , violent , dishonest And unethical . Any manipulation of consciousness is interaction. Victim a person can become a manipulation only if he acts as co-author , partner in crime . Only if a person, under the influence of received signals, rebuilds his views, opinions, moods, goals - and begins to act according to a new program - the manipulation took place. Manipulation is not only hidden psychological violence, but also temptation. An important role here is played by the use of opinion leaders who influence the formation of opinions within their group.
More often the manipulation has negative coloring . However, the doctor may try to convince the patient to change unhealthy habits. Social influence is generally considered harmless when it respects the law person to accept it or reject it and is not overly coercive . Depending on the context and motivation, social influence may constitute covert manipulation.

History of manipulation

“Leopards burst into the temple and lapped from the sacrificial vessels, draining them to the bottom.
This happened over and over again.
Eventually it became foreseeable and became part of the ceremony."
(Warning in one of the parables Franz Kafka (1883 — 1924),
who with his painful psychological revelations
helped a lot in the creation of modern manipulation technology)

The term “manipulation” is a metaphor and is used in a figurative sense: sleight of hand in handling things is transferred in this metaphor to the deft management of people (and, of course, no longer with hands, but with special “ manipulators »).

The metaphor of manipulation evolved gradually . Psychologists They believe that an important stage in its development was the designation by this word of magicians working without complex devices with their hands (“ manipulative magician "). The art of these artists following the motto “sleight of hand and no fraud” , is based on the properties of human perception and attention - on knowledge of human psychology. The magician-manipulator achieves his effects using psychological stereotypes viewers, distracting, moving and concentrating them attention , acting on the imagination - creating illusions of perception . If the artist owns skill , then it is very difficult to notice the manipulation.

It was when all these principles entered into

technology control of people's behavior, the metaphor of manipulation in its modern sense arose - as programming the opinions and aspirations of the masses, their moods and even their mental state in order to ensure the kind of behavior that is needed by those who own the means of manipulation.

Manipulation of consciousness goes back to the origins of human civilization. Managing human consciousness has always been and will be the basis of existence political system. Mass manipulation of consciousness gained particular power in the last century with the development of television and radio broadcasting, the emergence of the media (means of information manipulation!), and a little later, the Internet.

The father of consciousness manipulation should be considered Joseph Goebbels (1897 - 1945) - unsurpassed masters of propaganda , speaker , manipulator And right hand Adolf Hitler .
It was with his input that the cosmic scale of controlling the consciousness of the masses began. It should be noted that with a height of 165 centimeters, being lame in the leg, a C student who was unlucky in initial stages his career (like Hitler), he had enormous charisma! And what is the secret? And everything ingenious is simple. He fertilized and satisfied" woman " - mass! He told them what they wanted to hear, he promised them what they wanted to receive! Unwavering Determination - this is the source of charisma! And “The more monstrous the lie, the more willingly they will believe it” (or, according to Vladimir Putin , “The more incredible the lie, the faster they will believe it” ).

And so in 1931 at work "Nazi-socio" Goebbels is already writing "10 commandments for every National Socialist."
And they sound so beautiful! And how great these were ideas!!!

Wilfried von Oven , one of Goebbels' referents last years war, with reference to " Mein Kampf"Hitler, and also " Psychology of peoples and masses» Gustave Le Bon , compiled a “decalogue of propaganda” for his boss, who is the basis of propaganda and manipulation of consciousness!

Laws of manipulation

Manipulation has its own specific laws, which I want to tell you about now. Then we will move directly to methods of manipulation and protection of our consciousness.

Postulates of consciousness manipulation

Manipulation is a type of spiritual, psychological influence, a form of hidden psychological violence (rather than physical violence or the threat of violence). The target of the manipulator’s actions is the psyche of the human person, his image of the world, common values, ideas, beliefs, stereotypes and attitudes of the target audience.

1. People whose consciousness is manipulated are treated not as individuals, but as objects, a special kind of thing, deprived of freedom of choice. Manipulation is part of the technology of power.


2. Manipulation is based on replacing the true causes of events with imaginary ones that disorient the object in the direction desired by the manipulator. This task can be accomplished both with the help of the media and through informal channels of information.

Success of mind manipulation

1. Manipulation ishidden influence , the fact of whichshouldn't be noticed object of manipulation. As he notesG. Schiller , “To be successful, manipulation must remain invisible. The success of manipulation is guaranteed when the manipulated person believes that everything that happens is natural and inevitable. In short, manipulation requires a false reality in which its presence will not be felt." . When an attempt at manipulation is discovered and the exposure becomes widely known, the action is usually curtailed, since the disclosed fact of such an attempt causes significant damage to the manipulator. Even more carefully hiddenthe main objective - so that even the exposure of the very fact of attempted manipulation does not lead to the clarification of long-term intentions. Therefore, hiding, withholding information is a mandatory feature, although some manipulation techniques include “ extreme self-disclosure », game of sincerity , when a politician tears his shirt on his chest and lets a stingy male tear run down his cheek.


2. Manipulation is an influence thatrequires significant skill and knowledge . Since the manipulation of public consciousness has become a technology, professionals have emerged who own this technology (or parts of it). A system of personnel training, scientific institutions, scientific and popular science literature emerged.


3. The condition for successful manipulation is that in the vast majority of cases, the vast majority of citizens do not waste any mental and mental strength or time to doubt the messagesmass media . A purposeful change in public sentiment creates a field of opportunity ( Overton window ) to implement the manipulative program.

According to George Simon (George K. Simon ), the success of psychological manipulation primarily depends on how skillfully the manipulator:

• hides aggressive intentions and behavior;


• knows the victim's psychological vulnerabilities to determine which tactics will be most effective;


• has a sufficient level of cruelty that it does not have to worry about harming the victim if necessary.

Overton Window Theory

"Overton Window" - a political theory that is described as a "window" borders ideas that can be accepted by society. According to this theory, the political viability of an idea depends more on whether it fits into the window than on the preferences of a particular politician. At any given moment, the "window" includes the area of ​​political ideas that can be considered acceptable in the current state public opinion, views that a politician can hold without fear of being accused of excessive radicalism or extremism. Shift The window at which political action becomes possible occurs not when ideas change among politicians, but when they change in the society that votes for those politicians.

Methods of influencing consciousness

Simon identified the following management methods:

1. Lie - it is difficult to determine whether someone is lying during a statement, and often Truth may open later when it's too late . The only way To minimize the possibility of being deceived is to realize that some personality types (especially psychopaths ) are masters in the art of lying and fraud, and do so systematically and, often, in subtle ways.


2. Deception by omission - a very subtle form of lying by concealing a significant amount of the truth. This technique is also used in propaganda.


3. Negation - the manipulator refuses to admit that he or she did something wrong.


4. Rationalization - the manipulator justifies his own inappropriate behavior . Rationalization closely related to "spin" - a form of propaganda or PR .


5. Minimization - a type of denial combined with rationalization. The manipulator asserts that his or her behavior is not as harmful or irresponsible as someone else believes, for example, by stating that mockery or insult were just a joke.


6. Selective inattention or selective attention - the manipulator refuses to pay attention to anything that might upset his plans, declaring something like “I don’t want to hear that.”


7. Abstraction - the manipulator does not give direct answer on direct question and instead moves the conversation to another topic .


8. Excuse - similar to distraction, but with the provision of irrelevant, incoherent, unclear answers, using vague expressions.


9. Hidden bullying - the manipulator forces the victim to play the role of the defending party, using veiled (subtle, indirect or implied) threats .


10. False guilt - a special type of intimidation tactic. The manipulator hints to the conscientious victim that she is not attentive enough, too selfish or frivolous. This usually results in the victim begins to experience negative feelings, falls into a state of uncertainty, anxiety or submission.


11. Shaming - manipulator uses sarcasm and offensive language to increase the victim's fear and self-doubt. Manipulators use these tactics to make others feel unimportant and therefore submit to them. Shaming tactics can be very subtle, such as a harsh facial expression or gaze, an unpleasant tone of voice, rhetorical comments, subtle sarcasm. Manipulators can make you feel ashamed even for having the audacity to challenge their actions. This is an effective way to develop a feeling inadequacy in the victim.


12. Blame the victim - Compared to any other tactic, this is the most powerful means of forcing the victim to be on the defensive side, while simultaneously masking the aggressive intent of the manipulator.


13. Playing the role of the victim (“I’m unhappy”) - the manipulator portrays himself as a victim of circumstances or someone else’s behavior in order to achieve pity, sympathy or compassion and thus achieve the desired goal. Caring and conscientious people cannot help but sympathize with the suffering of others, and a manipulator can often easily play on sympathy to gain cooperation.


14. Playing the role of a servant - The manipulator hides selfish intentions under the guise of serving a more noble cause, for example, claiming that he acts in a certain way out of “obedience” and “service” to God or a similar authority figure.


15. Seduction - the manipulator uses charm, praise, flattery, or openly supports the victim in order to reduce his resistance and earn trust and loyalty.


16. Projecting guilt (blaming others) - the manipulator makes the victim a scapegoat, often in subtle, hard-to-detect ways.


17. Feigning Innocence - the manipulator tries to convince that any harm he caused was unintentional, or that he did not do what he is accused of. The manipulator may appear surprised or indignant. This tactic forces the victim to question their own judgment and possibly their own prudence.


18. Confusion Simulation - the manipulator tries to pretend to be stupid, pretending that he does not know what he is being told, or that he is confused important question, to which his attention is drawn.


19. Aggressive Anger - The manipulator uses anger to achieve emotional intensity and rage to shock the victim into submission. The manipulator does not actually feel anger, he is just acting out the scene. He wants what he wants and gets "angry" when he doesn't get what he wants.

Depending on the emotions , which appear at the manipulated object, can be distinguished forms of manipulation:

positive forms:

• intercession,


• reassurance,


• compliment,


• non-verbal advances (hug, wink),


• delivering good news


• common interests…

negative forms:

• destructive criticism (ridicule, criticism of personality and actions),


• destructive statement (negative biographical facts, hints and references to past mistakes),


• destructive advice (recommendations for changing position, behavior, peremptory commands and instructions)…

Vulnerabilities exploited by manipulators

Manipulators usually spend a lot of time studying features And vulnerabilities of his victim.

According to Harriet Breaker (Harriet B. Braiker ), manipulators exploit the following vulnerabilities (“ buttons "), which can exist in victims:

• passion for pleasure;


• tendency to receive approval and recognition from others;


• Emotophobia - fear of negative emotions;


• lack of independence (assertiveness) and the ability to say “no”;


• unclear identity (with vague personal boundaries);


• low self-confidence;


• external locus of control.

Vulnerabilities according to Simon :

• naivety - the victim finds it too difficult to accept the idea that some people are cunning, dishonest and ruthless, or he denies that he is in the position of being persecuted,


• hyperconsciousness - the victim too much wants to give the manipulator the presumption of innocence and takes his side, that is, the point of view of the one pursuing the victim,


• low self confidence - the victim is not self-confident, she lacks conviction and perseverance, she too easily finds herself in the position of the defending party.


• over-intellectualization - the victim tries too hard to understand the manipulator and believes that he has some understandable reason for causing harm.


• emotional dependence - the victim has a subordinate or dependent personality. The more emotionally dependent the victim, the more vulnerable he is to exploitation and control.

According to Martin Cantor (Martin Kantor ), the following people are vulnerable to psychopathic manipulators:

• too trusting — Honest people often assume that everyone else is honest. They trust people they barely know, without checking documents, etc. They rarely turn to so-called experts;


• too altruistic - the opposite of psychopathic; too honest, too fair, too sensitive;


• too impressionable - overly susceptible to other people's charm;


• too naive - who cannot believe that there are dishonest people in the world, or who believe that if such people exist, they would not be allowed to act;


• too masochistic - lack of self-esteem and subconscious fear allow you to use them to your advantage. They think they deserve it out of guilt;


• too narcissistic - prone to falling in love with undeserved flattery;


• too greedy - the greedy and dishonest can fall prey to a psychopath who can easily tempt them to act in immoral ways;


• too immature - have poor judgment and rely too much on exaggerated advertising promises;


• too materialistic - easy prey for moneylenders and those offering get-rich-quick schemes;


• too dependent - need someone else's love and therefore are gullible and inclined to say “yes” when the answer should be “no”;


• too lonely — can accept any offer of human contact. A psychopathic stranger might suggest friendly relations for the appointed price;


• too impulsive - make hasty decisions, such as what to buy or who to marry, without consulting other people;


• too economical - cannot reject the deal, even if they know the reason why the offer is so cheap;


• elderly — may be fatigued and less able to multitask. When they hear a sales pitch, they are less likely to assume a scam. Older people are more likely to finance unlucky people.

Methods of mind manipulationThere are quite a few used in the media, but the most common are the following:

1. Use of suggestion.


2. Transfer of a particular fact into the sphere of the general, into the system.


3. The use of rumors, speculation, interpretations in an unclear political or social situation.


4. A method called “we need corpses.”


5. The "horror story" method.


6. Silencing some facts and exaggerating others.


7. Fragmentation method.


8. Multiple repetitions or " Goebbels method ».


9. The method of absolute lies. The more monstrous the lie, the easier it is to believe ( Goebbels ).


10. Creation of false events, hoaxes.


11. Replacing facts with beautiful slogans. For example, " Freedom equality Brotherhood ».


12. Dissonance method: promoting alternative facts, values ​​and ideas that destroy the common symbols and values ​​of the target group (the concept of molecular revolution A. Gramsci ).

To the question “What is manipulation?” most often you can get an answer about psychological influence in order to achieve a certain personal benefit. However, such influence is often hidden.

What is manipulation

Manipulation is a kind of purpose whose goal is to force a person to take certain actions against his wishes. In this case, the influence is not obvious, but hidden. The essence of manipulation is that the person who is being pressured must himself want to take certain actions, even if it is unprofitable for her.

They resort to it when they are afraid of refusal or are obviously confident in the negative outcome of a particular enterprise. Perhaps even those individuals who do not fully understand what manipulation is, without realizing it themselves, quite often use this psychological technique to achieve their goals. Even children's whims can to some extent be attributed to manipulation.

Why do people resort to this

In order to perform a certain manipulation, there must be a reason, which can be either conscious or subconscious. So, the following forces people to use such methods:

• the danger of finding yourself in a difficult situation or (in this case, the person begins to use others in order to get around inconvenient moments);
• lack of self-confidence often leads to a person subconsciously trying to influence others;
• social pressure, as well as stereotypes associated with a particular situation, often prompt manipulations, the purpose of which is to conceal or justify certain actions;
• a negative attitude towards a certain person, as well as the desire for revenge, often becomes the cause of psychological impact;
• manipulation often becomes an unscrupulous method of achieving selfish goals.

How to neutralize manipulation

Having understood what manipulation is, it is important to familiarize yourself with the methods of neutralizing it. So, to avoid psychological impact, it is recommended to use the following techniques:

• Having recognized the manipulation, you should immediately and openly declare the inadmissibility of such influence on you (if it is caused by self-doubt, then such a sharp response will immediately discourage your opponent);
• revealing the intentions of the manipulator and exposing her to others (publication of inconvenient facts will make the influence ineffective and inappropriate);
• if you feel pressure from your opponent, call him to a frank conversation in order to clarify the situation and determine the motives for his behavior (during the conversation, a compromise can be found);
• A fairly effective method of combating manipulation is to criticize the person who is trying to put pressure on you;
• if you understand that diplomatic methods have not helped you get rid of outside pressure, resist your opponent by entering into open confrontation with him (the confrontation will unsettle him);
• try to respond to manipulation with manipulation.

How to understand that you are being manipulated?

Manipulation (impact) can have a variety of manifestations, and in order to effectively resist it, it is important to be able to recognize it. So, it is accompanied by the following situations:

• a feeling of psychological discomfort and lack of logic in the sequence of events;
• the contradiction between the verbal and non-verbal messages of the opponent;
• tension in conversation;
• mood swings in the manipulator depending on whether he manages to achieve what he wants;
• atmosphere of mistrust between interlocutors.

Simple tricks

The following simple manipulations are distinguished:

• an attempt to achieve one’s own goal, relying on a feeling of resentment or guilt (in this case, the opponent begins to feel obligated to please the “victim”);
• psychological impact by silence is aimed at demonstrating mental distress and drawing attention to one’s experiences;
• manipulation of anger and other negative feelings is based on the fact that the blackmailer demonstrates his unbalanced psychological state, trying to get certain actions or concessions from you;
• pressure on the feeling of love is intended for close people (often such situations arise in families or couples when one of the parties speculates good attitude trying to achieve selfish goals);
• promising and instilling a certain hope in the interlocutor is a fairly common method that is used to provoke a person to specific actions or concessions;
• vanity manipulation involves exerting pressure by demonstrating high status;
• Sarcasm and ridicule can unsettle a person, which makes him more malleable in terms of control.

Complex manipulations

Complex manipulation techniques can be described as follows:

• a technique such as shifting emphasis is quite common (the same news can be presented in completely different ways if you focus on certain facts);
• certain words or situations can cause a storm of emotions in a person, which facilitates the process of manipulating him;
• in order to give a person instructions for certain actions, it is not necessary to speak about it directly (for this it is more reasonable to use interrogative intonation or the form of a sentence);
• as well as playing on strong emotions in order to make their illegal actions less significant against their background;
• if the manipulator does not have a clear argument for his behavior and demands, he begins to aggressively demonstrate resentment, trying to avoid a constructive conversation;
• the method of shifting a dispute is that, without sufficiently convincing arguments in defense of an argument, a person begins to actively criticize it;
• to confuse the opponent, the manipulator can bombard him with a whole stream of questions with the goal of later accusing him of misunderstanding and unwillingness to give a detailed answer.

How does this happen

The algorithm for manipulating public consciousness involves going through several successive stages:

• compilation psychological portrait group or individual to determine core beliefs and values;
• bringing the planned situation into line with the current climate in society through influence through the media and other techniques;
• introduction of certain mechanisms that will facilitate the transition to a new state;
• subsequent monitoring of the situation in order to prevent deviation from the given course of development.

Types of manipulations

Trying to achieve certain goals, a person can use various types of psychological influence techniques. In this regard, it is important to understand what manipulations are usually distinguished:

• conscious manipulation is purposeful and planned (the person is clearly aware of the algorithm of his actions to achieve the desired effect);
• unconscious manipulation does not have a specific goal, and the individual has not developed a clear plan and idea of ​​methods of influencing the opponent (often the scenario develops chaotically, under the influence of strong emotions);
• linguistic (or communicative) manipulation is based on the oratorical abilities of the individual, through which he seeks to provoke the interlocutor to certain actions;
• Behavioral manipulations are based on the performance of a certain kind of behavior and actions that do not require additional verbal techniques.

Means of manipulation

In order to perform the manipulation, an individual can use the following means:

• in order to convince the opponent that he is right and call for specific actions;
• the emotional component, which is aimed at demonstrating one’s own feelings or evoking those in the interlocutor;
• appeal to urgency, which unsettles the opponent and requires quick, rash decisions;
• constant repetition of the same statement in order to put pressure on the interlocutor;
• highlighting a certain fragment from the general context of events in order to present the situation from the most advantageous side;
• talking about a problem without mentioning the context and a number of important circumstances that can clarify the real state of affairs;
• suppression of opposing opinion through speculation;
• use to convince others that one is right;
• presenting one’s own opinion as objective and confirmed information from reliable sources;
• putting pressure on the interlocutor using one’s authority or high social position.

Vulnerability

The following individuals are most likely to be manipulated:

• those who want to please others in everything and receive constant approval;
• people who are afraid of quarrels and hostile attitudes;
• dependent and indecisive individuals (only depending on others do they feel emotional comfort);
• trusting people, confident in the honesty and correctness of others;
• altruists who consider it their duty to help everyone in everything;
• impulsive individuals who make important decisions under the influence of momentary emotions;
• young people who do not yet have their own formed life position and are in search of authority;
• single people who are looking for communication and friendly relationships;
• insecure individuals who consider the opinions of others to be more correct and rational than their own.

Conclusion

Manipulation of people is a powerful mechanism of psychological influence (often hidden), which involves forcing the interlocutor to take some action (the latter must be sure that he himself wants it). Such phenomena can occur both consciously and unconsciously. Moreover, the success of the manipulation depends both on the person himself and on the psychological characteristics of the individual on whom the influence is directed.

The reasons for manipulation may lie in the character of the individual or in external circumstances. So, most often it is resorted to by people who are terrified of crisis situations and are trying in every possible way to avoid them. Also, these kinds of techniques are used by insecure individuals who simply do not see any other way for themselves to achieve their goals. Manipulation can cause strained relationships between people and is also an unscrupulous method of obtaining benefits.

In order to resist manipulation, you need to find the strength to give a tough answer and issue a warning about the inadmissibility of such actions. A person must understand that his intentions have been revealed. It's better if this fact will receive wide publicity in order to block the manipulator from further paths to action.