Types of influence
According to Sidorenko E.V. [p. 24, 20], psychological means of influence can be verbal, non-verbal and paralinguistic. Verbal means - words, first of all, their meaning, as well as the nature of the words used, the selection of expressions, the correctness of speech or various types of its incorrectness. Non-verbal means - the relative position of interlocutors in space, postures, gestures, facial expressions, eye contact, smells, touch, appearance. Paralinguistic (near-verbal) means of influence - features of speech pronunciation.
Psychological influence is barbaric and civilized.
Barbaric influence - influence that does not comply with the rules of etiquette and ethical standards adopted by the subject himself.
Civilized influence is influence that is both correctly performed and noble, worthy of a person. It requires a certain level of psychological culture, in which a person becomes ennobled by civilization, and not a barbarian.
Civilized psychological influence is influence, first of all, by the word, and the influence is open and openly addressed to the intellectual capabilities of a person. It contributes to the development and preservation of the business, business relations, personal integrity of the participants. Civilized psychological influence is free from coercion and deception. It is devoid of emotional outbursts, excitement and fear, but in parallel with this - and the happiness of unpredictable, trembling emotions of human communication. In any case, it is useful to have the possibilities of civilized interaction and apply them where it is justified.
Types of civilized influence (according to Sidorenko E.V.): argumentation, self-promotion, manipulation, suggestion, infection, inducing an impulse to imitate, formation of favor, request, ignoring, coercion, attack, destructive criticism.
Argumentation - the statement and discussion of arguments in favor of a certain decision or position in order to form or change the interlocutor's attitude to this decision. For an argument to be truly constructive, it must meet certain conditions.
Firstly, the purpose of the argumentation must be clearly understood by the initiator of influence and openly formulated to the addressee, for example: “I would like to prove to you the advantages of the method of strengthening the powers of subordinates” or “Let me prove to you that it is not advisable to hire this person for us.”
In those cases when we start the argument without realizing our own goal and / or without informing the addressee, he may perceive our influence as manipulative.
Secondly, before attempting an argument, it is necessary to obtain the consent of the addressee to listen to us. For example, if our question is: “Do you agree to listen to my arguments?” he replies, “Come on in an hour, okay? And now my head is busy with something else, ”then further continuation of the argument directly at this moment will be perceived by him as coercion.
At the same time, the answer "later", if it is repeated systematically, may indicate attempts to ignore. In this case, it is necessary to first resist ignoring, and then, if successful, move on to argumentation. The problem is that argumentation is a constructive, but energetically not always powerful enough way to influence. It requires "emotional calm" and spiritual clarity. This often requires a lot of upfront work. An important point of switching here is the concentration not so much on the logic of constructing your own proof, but on the psychology of interaction with the addressee. It is impossible to be convincing at all, objectively. You can be persuasive for someone in particular. Persuasiveness is something that arises in the process of interaction.
1.1. General rules
I. Politeness and correctness. With any answers from the partner, the argumentator must remain polite. Statements that belittle the personality of a communication partner are unacceptable. Even if the initiator is amused by the extent to which his partner is incomprehensible, he should refrain from irony and sarcasm. Statements like: “I thought you were good at school” or “You will probably have to think about this for a long time, it doesn’t work out quickly” are, in essence, manipulative statements, “tweezers” that violate the emotional calm of discussing the problem.
II. Simplicity. All statements should be simple, understandable, not contain pretentious expressions and rarely used or special terms. For example, the wording is hardly successful: “Let's approach the problem ontologically, leaving aside its etiological aspect for now” or “Prosodic characteristics of speech come into conflict with such manifestations as kinesics and takesics.” Instead of them, it is better to use others, respectively: “Let's solve the problem on the merits, now it’s not so important how it arose” and “This person’s intonations are affectionate, and his gestures are sharp and sweeping, he continually touches his partner with his hands.”
III. Mutual language. In argumentation, it is important to use not the language that seems simple, but the one that is understandable to both sides. In some cases, it is allowed to speak in the language of the partner, even if it is somewhat “reduced” compared to the usual language of the argumentative. This does not mean that it is necessary to “descend” to turns of speech, although understandable and expressive, but contrary to generally accepted norms of the language. The line here is sometimes elusive.
IV. brevity. To keep the listener's attention, speech should be as short as possible. Forcing yourself to listen almost always means committing violence against another person. Such violence is the more painful, the longer the speech. Brevity is one of the expressions of politeness and respect for the interlocutor.
V. Visibility. When proving your idea, it is useful to use visual aids that help to realize the advantages of not only abstract-logical, but also figurative and visual-practical thinking.
Visual aids may include:
drawings, graphics;
items, product samples, etc.;
figurative comparisons.
All these means should be understandable, accessible for examination, imagination, and, if possible, for palpation. Interactive means can also be used in which a person himself performs specific actions that lead to certain consequences. Thus, a person gets the opportunity to experience the validity of the arguments.
VI. Avoid being overly persuasive. Often, the speaker cannot overcome the temptation to directly point out to the addressee the error in his reasoning: “Well, see now where you made a mistake?” Being overly persuasive challenges your sense of self-worth and therefore elicits a defensive response in the form of resistance.
Another variant of excessive persuasiveness is an excessive number of arguments. Excessive evidence is suspicious. “I'm not going to redo the instructions right now because I don't want to limit employees to being overly regimented. Besides, I don't have time for this."
1.2. Argumentation Techniques
I. Method of positive answers of Socrates. Consistent proof of the solution proposed by the initiator of a problem or task.
Each step of the proof begins with the words: "Do you agree that ..." If the addressee answers in the affirmative, this step can be considered completed and proceed to the next one. If the partner answers in the negative, the initiator continues with the words: “Sorry, I did not formulate the question quite well. Do you agree that...” and so on until the addressee agrees with all the steps of the proof and with the proposed solution as a whole.
Note. Asking questions other than "Do you agree..." is not recommended. Especially dangerous are the questions: “Why don’t you agree?” or "Why do you object to the obvious?"
II. Method of two-sided argumentation. An open presentation of both the strengths and weaknesses of the proposed solution, making it clear to the addressee that the initiator of influence himself sees the limitations of this solution.
Giving the addressee the opportunity to weigh the arguments "for" and "against".
2. Counterargument
In fact, counter-argumentation is more common than argumentation, especially if the discussion of the topic takes not 15 minutes, but several hours, days or even months.
2.1. Counterargument Techniques
I. The method of rewriting the partner's arguments. Tracking the progress of the solution of the problem or task proposed by the partner, together with him until a contradiction is found, indicating the validity of the opposite conclusions. It is recommended to carefully adhere to the logic of someone else's solution, instead of offering your own.
Option A. Listening to the partner's evidence.
Option B: Play aloud the evidence that the partner offered.
Option B: Tracing the logic of the partner's proof using visual aids.
II. Argumentation expansion method. Presenting a partner with new, previously unknown arguments. It can be used only after work has been done with the partner's already presented arguments, otherwise the new arguments simply will not be heard.
III. Argument separation method. Separation of the initiator's arguments into correct, doubtful and erroneous ones and discussing them according to the formula:
“Actually, I’m already less sure that...” or “I can’t get rid of some doubt that...” or “I would like it to be so, but my experience is that it’s not always ... (a dubious argument is reproduced below). Such a beginning helps the partner feel that in principle you are ready and agree with him. Expressing doubt helps your partner feel that you are ready to soberly and honestly weigh all the arguments.
The work done in steps 1 and 2 helps your partner emotionally come to terms with your disagreement in step 3 and rationally evaluate your counterarguments and evidence.
3. Self-promotion
Self-promotion is the open presentation of evidence of one’s competence and qualifications in order to be appreciated and thereby gain advantages in the selection of candidates, appointments, etc. Self-presentation is the management of the impression that the initiator makes on the target person in order to maintain or increase its influence on it.
According to E. Jones, self-promotion is a manifestation of one's competence in preparing, conducting and, possibly, commenting on one's presentation. Self-promotion is different from all other strategies of self-presentation, because it can be impeccably civilized, while all others are controversial.
3.1. General rules for self-promotion
Rule 1. Almost every action we take has a self-presenting value.
Rule 2. "Random" signals may be more important than intentional.
If you can't confirm your possibilities with real actions, then at least don't refute them with your own actions. Self-promotion differs from self-praise in that the initiator of influence does not simply assert something about himself, but backs it up with real deeds or indisputable facts, evidence of these real deeds.
3.2. Self-promotion techniques
A real demonstration of their capabilities.
Presentation of certificates, diplomas, official reviews, patents, printed works, products, etc.
Presentation of graphs, calculations, schemes.
Revealing your personal goals.
Formulation of your requests and conditions.
A self-promotion strategy is the more difficult the more a person could reasonably use it.
The paradox of self-promotion. Truly competent people are characterized by a reduced need to claim competence.
Self-promotion, as well as argumentation, has little internal energy, and therefore needs to be specially developed and strengthened. In addition to energy, self-promotion requires the ability to show one's competence and, therefore, to know and remember what this competence is. Meanwhile, "an intelligent person does not notice his mind, just as a person who is used to dressing well does not notice his suit" (Bernard Shaw).
In essence, self-promotion is also an argument. This is a demonstration of facts that are perceived as arguments.
Belief . Conscious reasoned influence on another person or group of people, with the aim of forming or changing a judgment, attitude, intention or decision.
Self-promotion. Announcing your goals and presenting evidence of your competence and qualifications in order to be appreciated and thereby gain advantages in a situation of choice by others, appointment to a position, etc.
Suggestion. Conscious unreasoned influence on a person or a group of people, aimed at changing their state, attitude towards something and predisposition to certain actions.
Infection. The transfer of one's state or attitude to another person or group of people who somehow (not yet found an explanation) adopt this state or attitude. This state can be transmitted both involuntarily and arbitrarily; to be assimilated - also involuntarily or voluntarily.
Awakening the impulse to imitate. The ability to arouse the desire to be like oneself. This ability can be both involuntary manifested and arbitrarily used. The desire to imitate and imitation (copying someone else's behavior and way of thinking) can also be arbitrary or involuntary.
Favor formation. Attracting the involuntary attention of the addressee to oneself by the initiator showing his own originality and attractiveness, expressing favorable judgments about the addressee, imitating him or rendering him a service.
Request. Appeal to the addressee with an appeal to satisfy the needs or desires of the initiator of the impact.
Compulsion. The threat of the initiator using its control capabilities in order to achieve the desired behavior from the addressee. Controlling capabilities are the powers to deprive the addressee of any benefits or to change the conditions of his life and work. In the most rude forms of coercion, threats of physical violence, restrictions on freedom can be used. Subjectively, coercion is experienced as pressure: by the initiator - as their own pressure, by the addressee - as pressure from the initiator or "circumstances".
Attack. A sudden attack on someone else's psyche, conscious or impulsive, and is a form of emotional stress relief. Making disparaging or offensive judgments about a person's personality and / or rude aggressive condemnation, defamation or ridicule of his deeds and actions. The main forms of attack are destructive criticism, destructive statements, destructive advice.
Manipulation. The hidden motivation of the addressee to experience certain states, make decisions and / or perform actions necessary for the initiator to achieve his own goals.
Destructive criticism:
Disparaging or offensive judgments about a person's personality.
Rough, aggressive condemnation, defamation or ridicule of his deeds and deeds, significant people for him, social communities, ideas, values, works, material / cultural objects, etc.
Rhetorical questions aimed at discovering and “correcting” shortcomings.
The destructiveness of such criticism is that it does not allow a person to "save face", diverts his strength to fight the negative emotions that have arisen, and takes away his faith in himself.
The difference between destructive criticism and suggestion lies in the fact that when suggesting, the conscious goal is to "improve" the behavior of another (unconscious - liberation from annoyance and anger, a manifestation of strength or revenge). But at the same time, the behavior patterns that are described in the suggestion formulas are not fixed (!) “You are a frivolous person! It's time for you to take life seriously!"
Destructive criticism reinforces a negative pattern of behavior.
Destructive statements are one of the varieties of destructive criticism:
Mentions and reminders of objective facts of a biography that a person is not able to change and which he most often could not influence (national, social, racial origin; urban or rural origin; occupation of parents; illegal behavior of someone close, their alcoholism or drug addiction in the family; hereditary and chronic diseases; natural constitution: height, facial features, myopia, impaired vision, hearing, speech, etc.
The effect of such statements is that the recipient of the impact causes a state of confusion, helplessness, confusion, etc.
Peremptory directions, commands and instructions that are not implied by social or working relationships with a partner.
According to Krysko VG, the psychological impact is divided into the following types: psychogenic, information-psychological, psychoanalytic, neurolinguistic, psychotronic and psychotropic.
Psychogenic impact is a consequence caused by:
The shock influence of the conditions of social life and activity or some tragic events on the consciousness of people or their groups, as a result of which they are unable to think and act rationally, lose their normal orientation in space and the social environment, experience states of affect, depression or fear. They fall into a panic, into a stupor, etc.
Physical impact on the human brain, as a result of which there is a violation of its normal neuropsychic activity.
A particular, but very indicative case of psychogenic influence is the influence of color on the psycho-physiological and emotional states of labor.
Information-psychological influence (or ideological) - influence with the help of words, information in general. The main goal is the formation of certain ideological or social ideas, views, and beliefs.
Psychoanalytic influence - influence on the subconscious of a person by therapeutic means, especially in a state of hypnosis or deep sleep. There are also methods that eliminate the conscious resistance of both an individual and groups of people in the waking state.
Neuro-linguistic influence (NLP) is a type of psychological influence that changes people's motivation by artificially introducing special linguistic programs into their consciousness that initiate their certain thinking, perception and behavior.
Psychotronic influence (parapsychological, extrasensory) - the influence of other people, carried out by transmitting information through extrasensory (unconscious) perception. For example, the effect caused by color spots embedded in a computer virus, designated V - 666. The virus can negatively affect the psycho-physiological state of the PC operator (up to death). The principle of its operation is based on the “phenomenon of the 25th frame”, the content of which is laid upon perception on the subconscious level of the psyche.
Psychotropic influence - influence on the psyche of people with the help of medicines, chemical or biological substances, including odorous substances.
The main methods of psychological influence are persuasion, suggestion and manipulation
The use of radio and television for social influence presents enormous opportunities for influencing large, mass audiences. No other media outlet can match them in terms of reach.
Television is one of the most effective means of social influence and psychological influence. Already, most families in the developed countries of the West and East own more than one TV set. Its role is constantly growing with the expansion of the satellite TV network, the emergence of digital TV and the connection of television with computer networks of the Internet.
Manipulation is primarily hidden ways of controlling others. However, very often any psychological impact is declared manipulation. That this is not the case can be seen by examining the list of different types of psychological influence.
Depending on various grounds, the following types of psychological impact are distinguished:
1. Depending on the impact strategy: subject-subject (addressee as a partner) and subject-object (addressee as an object of influence).
2. According to regularity: arbitrary and involuntary.
3. By orientation: direct (focused on a specific person) and indirect (concerns the situation).
4. By type of contact: direct (personal contact between the addressee and the initiator) and indirect (orientation of the addressee in the situation by indirect signs, according to rumors) [p. 69, 5].
Types of psychological interaction according to Grachev, Melnik:
1. Persuasion - a conscious reasoned influence on another person or on a group of people in order to change their judgments or decisions.
Means of persuasion can be: presentation of clear and precise arguments to the addressee; acceptance of the strengths and weaknesses of the decision; obtaining consent at each step of the proof.
2. Suggestion - a conscious unreasoned impact on a person in order to change his state, attitude to something. Means of influence: personal magnetism, authority; confidence in verbal and non-verbal behavior; use of the conditions.
V. Boyko singled out methods of suggestion: through the motivational sphere of consciousness, through identification, with the help of a reference to authority, through personification and through prejudice.
3. Infection - an arbitrary and involuntary transfer of one's state or attitude to another person. Means of influence: high energy of one's own behavior; artistry; the use of intrigue when involving a partner in the performance of actions; look "eye to eye"; touch and physical contact.
4. Inciting the impulse to imitate - the ability to cause a desire to be like oneself. Means of influence: public fame of the influencer; demonstration of high standards of skill; the manifestation of an example of valor, mercy, service to the idea; innovation; personal magnetism; call to imitation.
5. Formation of benevolence - the creation of a positive attitude towards yourself by the addressee. Means of influence: manifestation by the influencer of their own originality and attractiveness; expressing favorable judgments about the addressee, imitation of him, rendering him a service.
6. Request - an appeal to the addressee with an appeal to satisfy the desires of the influencer. Means of influence: clear and polite language; recognition of the right of the addressee to refuse the request.
7. Coercion - the requirement to comply with the order of the initiator, backed up by threats, hidden or explicit. Means: announcement of rigidly defined deadlines or ways of doing the work; imposing non-negotiable prohibitions; intimidation of the consequences; threat of punishment.
8. Destructive criticism - making offensive judgments about a person's personality, rude ridicule of his actions. Means of influence: humiliation of the individual; making fun of what the criticized is not able to change - appearance, social and national origin, voice, etc.; making fair criticisms of an addressee who is overwhelmed by failure.
9. Ignoring - deliberate inattention, absent-mindedness in relation to the communication partner, his statements and actions. Most often it is perceived as a sign of neglect and disrespect, in some cases it acts as a tactful form of forgiveness for tactlessness and awkwardness made by a partner.
10. Manipulation - hidden from the addressee, his motivation to experience certain states, change attitudes towards something, make decisions and perform actions necessary to achieve the goals of the initiator. At the same time, it is important for the manipulator that the addressee considers these thoughts, feelings, decisions and actions his own, and not imposed from outside, and recognizes himself as responsible for them. [p.75, 4]
Robert Cialdini [p.63, 23] identified the rules that are the basis for the interaction of people in society:
1. Mutual exchange
According to sociologists and anthropologists, one of the basic, most widespread norms of human culture is embodied in the rule of reciprocity. In accordance with this rule, a person tries to pay in a certain way for what another person has provided him. By obliging the "receiver" to reciprocate in the future, the reciprocity rule allows one individual to give something to another with the certainty that it will not be completely lost. This confidence makes it possible to develop various kinds of long-term relationships, interactions and exchanges that are beneficial to society. Consequently, all members of society are “trained” from childhood to follow this rule. Those who ignore this rule feel a clear disapproval from society.
2. Commitment and consistency
By making a commitment, i.e. having taken a position, people tend to agree to demands that are consistent with this commitment. Therefore, many "compliance professionals" try to encourage people to initially adopt a position that is consistent with the behavior that they will later adopt.
However, not all commitments are equally effective in generating follow-up actions in the future. The most effective are active, public commitments.
In addition, obligations must be internally motivated, not imposed from outside, and certain efforts must be expended on their implementation.
3. Social proof
People, in order to decide what to believe and how to act in a given situation, are guided by what other people believe and do in a similar situation.
The tendency to imitate was found in both children and adults. This propensity manifests itself in a variety of actions, such as deciding to buy something, donating money to charitable causes, and releasing phobias. The principle of social proof can be applied to induce a person to comply with one or another requirement.
At the same time, the person is informed that many people (the more the better) agreed with this requirement.
4. Goodwill
People prefer to agree with those individuals who are familiar and sympathetic to them. We like people who are like us, and we are more willing to go along with the demands of just such people, often unconsciously.
Society as a whole exerts strong pressure on its individual members to come to terms with the demand for authority. The trend is due to the centuries-old practice of suggesting that obedience is the right thing to do. It can be convenient for people to obey the orders of true authorities, because. they usually have a large store of knowledge, wisdom and power.
6. Scarcity
People value more what is less available. This principle is often used to capitalize on compliance techniques such as quantity-limiting tactics or deadline-setting tactics, by which people try to convince us that access to what they offer is strictly limited, be it a product. or information.
Kronik A.A., Kronik E.A. identified three methods of mutual understanding: the formation of a new language, concessions to a partner, and a dialogue of independents. “The predominance of one or another technique determines the appropriate interaction strategy” [p. 130, 8]
In the process of interaction, the following features of influence should be taken into account:
If it is directed to the sphere of needs, then its results affect primarily the direction and strength of their motives
· When it is aimed at emotions, it is reflected in internal experiences, interpersonal relationships;
· The combination of influences on both named spheres makes it possible to influence the volitional activity of people and thus control their behavior;
· As a result of the influence on the intellect, the nature of people's perception of incoming information and the picture of the world as a whole are changing;
· Influencing the communicative-behavioral sphere allows you to create socio-psychological comfort or discomfort, to force people to cooperate or conflict with others.
In the psyche of people, cognitive dissonance may arise - a contradiction between the intellectual-cognitive and other components of the psyche. Dissonance can be reduced by changing the actions and actions of people, reducing the significance of the results of influence and decisions made, changing the social perception of people, taking anti-anxiety drugs or alcohol to relieve the discomfort caused by dissonance.
The effectiveness of influence also depends on the specifics of the manifestation of the mechanisms of transformation of beliefs, attitudes and stereotypes.
Beliefs are meaningful. Sustainable motives of people's activities, which have an ideological basis and are manifested in actions and behavior.
The psychological impact always has a pair character. In it, one can distinguish between the subject of psychological influence (the one who exerts it) and the object of influence (the one to whom it is directed). It should be taken into account their inextricable relationship, as well as the fact that in the process of exposure they often change places. [p.84, 10] “The psychological characteristic of the interaction between the subject and the object of interpersonal perception is to build the image of another person. In this case, two questions arise: how is this image formed and what is this image, i.e. what is the representation of the subject about the object. [p.149, 21]
Kruzhkova O.V. and Shakhmatova O.N. revealed the following principles for the implementation of psychological interaction:
psychological impact in the process of activity - suggests that in the course of its implementation, the impact on people can be less noticeable and more effective;
Reliance on the positive and negative in the individual and the group focuses on the study and consideration, first of all, of what can contribute to or hinder the psychological impact, certain characteristics of the individual or group can both contribute to the impact and hinder it;
The combination of high intensity of influence, taking into account the specific characteristics of its object, implies the continuous achievement of the goals of psychological influence, the temporary suspension of which is possible only when it needs to be adjusted due to the psychological characteristics of the objects of influence;
· an individual and differentiated approach implies a deep and comprehensive knowledge and consideration of the individual psychological characteristics of its subjects; determination of specific tasks of influencing specific people, taking into account their personal characteristics; continuous analysis of the results of the PC; timely introduction of adjustments to the methodology for its implementation, taking into account the characteristics of its objects;
unity, coherence and continuity - requires the presence of a unity of views of all subjects of the HP on its tasks; achieving unity in all elements and in the entire content of the PV; the use of scientific achievements to increase the effectiveness of PV on various groups or individuals; harmonization of the PV line in relation to individuals; generalization of the experience of achieving the consistency of PV in various social conditions;
The psychological impact in the group and through the team requires prioritization in influencing informal leaders and leaders of the group, the prospects for the development of the group, the factors that unite its participants, focusing on them the main influence, skillful use of the strength of the group, opinions in the interests of increasing the effectiveness of the PV, forces members of the group to subordinate their personal interests to the common ones, to achieve the unity of the group, which facilitates the achievement of the goals of the PV [p. 85, 9].
Grachev, Melnik [p. 214, 4] identify other principles for the implementation of socio-psychological interaction.
From the point of view of history, one of the first attempts to systematize the methods of information and psychological impact on mass consciousness with the help of propaganda was the description in a number of foreign and domestic sources of the technology of stereotyping and big lies, as well as the identification of seven basic principles of information and psychological impact, the so-called "alphabet propaganda":
1. Attribution or labeling - the choice of offensive epithets, metaphors, "labels" for naming a person, idea, phenomenon in order to cause an emotionally negative attitude of others.
2. Shining generalizations - replacing the name of a phenomenon, an idea with a more general generic name that has a positive emotional coloring and evokes a benevolent attitude of others.
3. Transfer or transfer - an unobtrusive extension of the authority and prestige of what is valued and respected by people to what the source of communication presents.
4. Reference to authorities - bringing the statements of individuals with high authority, or vice versa, those that cause a negative reaction in the category of people on whom the manipulative influence is directed.
5. Your guys - an attempt to establish friendly relations with the audience on the basis that the communicator, his ideas, suggestions are good, because belong to the common people.
6. Shuffling - selection and biased presentation of only positive or only negative facts while suppressing the opposite. The goal is to show the attractiveness or unattractiveness of any point of view, idea, etc.
7. Common car - selection of judgments that require uniformity in behavior and create the impression that everyone does this.
Manipulative techniques used during discussions and discussions:
Levels by organization and procedure
Dosing of the initial information base or excess of information
Formation of attitudes through targeted selection of speakers
· Managing the discussion process.
1.3 Ways to counter influence
“People appreciate the feeling of freedom and independence. Therefore, when social pressure becomes so strong that it begins to infringe on their sense of freedom, they can rebel” [p. 300, 14]
Olga Vladimirovna Kruzhkova and Olga Nikolaevna Shakhmatova in the textbook "Social Psychology in Diagrams, Tables and Crosswords" revealed the following types of resistance to influence [p. 84, 9]:
1. Confrontation - a conscious, reasoned response to an attempt at persuasion, refuting or challenging the arguments of the actor.
2. Constructive criticism - a fact-based discussion of the goals, means or actions of the actor and the rationale for their inconsistency with the goals, conditions and requirements of the addressee.
3. Energy mobilization - the addressee's resistance to attempts to inspire or convey to him a certain state, mode of action, attitude.
4. Creativity - the creation of a new model, example, fashion.
5. Psychological self-defense - the use of speech formulas and intonational means that allow you to keep your presence of mind and gain time to think about further steps in a situation of coercion.
6. Ignoring - actions indicating that the addressee deliberately does not notice or does not take into account the words, actions and feelings of the initiator.
7. Confrontation - an open and consistent opposition by the addressee of his position and requirements to the initiator.
8. Refusal - an expression by the addressee of his disagreement to fulfill the request of the initiator of the impact.
Robert Cialdini [p. 256, 23] revealed the features of resistance to influence.
In order to resist the influence of authority, it is necessary, first of all, to remove the element of surprise. Because we tend to underestimate the influence of authority (and its symbols) on our actions, we are at a disadvantage in that we do not consider it necessary to be careful in situations where the authority may need a concession on our part. Therefore, in order to protect yourself from the pressure of authorities, you must first realize their power. When this awareness is combined with an understanding of how easy it is to counterfeit symbols of authority, a tactic can be applied that is to be very careful in situations where any authority tries to use its influence.
Seems simple, right? And in a sense, it's really simple. Awareness of the influence of authority should help us to resist it. However, there is one “but” here - the familiar inconsistency characteristic of all instruments of influence. We may not need to resist the influence of authority at all, or at least not in most cases. Usually authority figures know what they are talking about. Physicians, judges, high-ranking officials, legislators, and the like usually end up at the top of the social hierarchy due to their higher level of knowledge and judgment than most other people. Therefore, authorities tend to give excellent advice. So, authorities are often experts in some field; indeed, one of the dictionary definitions of authority is expert. In most cases, it makes no sense to try to replace the judgments of an expert, authority with our own, much less well-founded ones. At the same time, it is unwise to rely on the opinion of an authority in all cases. The main thing for us is to learn to determine, especially without straining and not being overly vigilant, when it is advisable to comply with the requirements of authorities, and when this should not be done.
In a difficult situation, you should ask yourself two questions. First, when confronted with what looks like an authority figure attempting to influence us, we must ask, "Is this authority really an expert in the field?" Such a question focuses our attention on two crucial pieces of information: the truth of a given authority and its competence in that particular area. Having thus obtained evidence that we are dealing with an authoritative specialist, we can deftly bypass the traps set.
The question "Is this authority really competent in this field?" can be of great benefit, as it draws our attention to the obvious. We stop focusing on symbols that don't really mean anything and start thinking about the truth of authority and its competence. Moreover, this question prompts us to distinguish between really important authorities and authorities that are useless, unnecessary. We easily forget this distinction when the pressure of authority is combined with the onslaught of the problems of modern life. Texas street passers who darted off the sidewalk into the street following an unruly pedestrian dressed in a business suit are a prime example. Even if this man was an authority in business circles, as his clothes suggest, he was hardly more authority on crossing the street than the pedestrians who followed him.
Let's assume that we are still faced with an authority who is a competent specialist in the field of interest to us. Before listening to his opinion, one should ask oneself one more simple question: "How true, on our assumption, will this authority be in this particular case?" Authorities, even the best informed, may deliberately misrepresent the information provided to us. Therefore, we need to determine how reliable these people are in a given situation. In most cases, we do just that. We allow ourselves to be influenced to a much greater extent by those specialists who seem impartial to us than by those who, in our opinion, can gain something by convincing us.
By thinking about how authority can benefit from our compliance, we provide ourselves with additional opportunities to resist its excessive pressure. Even authorities who are well-informed in any field will not convince us until we find evidence that they present the facts truthfully.
In asking ourselves the reliability of the authority with which we are dealing, we must keep in mind a little trick that the "professionals of compliance" often use to convince us of their sincerity: they, as it might seem at first glance, are to a certain extent against their own interests. With the help of such a subtle device, these people seek to prove their honesty to us. And it must be admitted that they succeed quite often. Perhaps they mention a small flaw in the products they offer. However, the noted minor drawback will invariably be lost against the background of more important advantages of the advertised product.
In life, there are often cases when we are not able to weigh all the circumstances and choose the real behavior that could save us from unpleasant experiences, for example, in the event of a conflict. Then the mechanisms of internal protection are activated.
The simplest defensive behavior is flight. Escape, leaving the situation may not be real, but internal, carried out only in self-consciousness. When we are sure in advance that as a result of any business we will get unpleasant experiences, we refuse this business. If social contacts lead in most cases to troubles, then a tendency to withdraw into oneself (introversion) is gradually formed, which becomes a personality trait, i.e., flight from social contacts. Various departures ultimately lead to a limitation of the "I", which contributes to the disharmony of personality development.
In some cases, a person completely goes into a certain activity or occupation, which becomes the main one to the detriment of others. This kind of withdrawal into activity is called “compensation”, and in those cases when this withdrawal makes other activities simply impossible, “overcompensation”. Then all the mental and spiritual powers of a person are expressed in only one activity, which acquires an almost obsessive, coercive character. Sometimes such compensation is a substitute for, for example, unrequited feelings, self-doubt, and ultimately leads to the fact that a person can even find outstanding results in the chosen activity. But since other aspects of his personality do not receive development, then, despite the social value of his results, this person suffers. Overcompensation always leads to disharmonic development.
Care in some cases takes the form of a direct denial of circumstances that are unpleasant to us. For example, a boy who has been defeated in a competition very quickly rebuilds, begins to deny the fact of defeat and even talk about his victory.
This kind of denial is caused by the desire of self-consciousness to protect itself from unbearable suffering.
The desire to get away from the situation is often expressed in directed forgetting, which is commonly called "repression". Normally functioning self-consciousness always contributes to forgetting especially unpleasant events. Therefore, we often tend to remember only the good things. However, this is not the case for everyone. Particularly sensitive individuals, on the contrary, remember only the bad. This can lead them to a long depressing mood, they cannot forget their painful losses and experiences for a long time. In these cases, the mechanisms of psychological defense do not work enough.
What are the forces and conditions of displacement? The study of pathogenic situations made it possible to give an answer to this. In any such experience, the point is that some desire arises that is in sharp contradiction with other desires, which is incompatible with the ethical and aesthetic views of the individual. A short conflict arises, but the end of this internal struggle is that the idea that has arisen in consciousness as the bearer of this incompatible desire is subjected to repression and, together with the memories related to it, is eliminated from consciousness and forgotten. The incompatibility of the corresponding idea with the "I" becomes the motive of repression; moreover, it is the ethical and other requirements of man that are the displacing forces. The acceptance of an incompatible desire, or, what is the same, the continuation of the conflict, would cause considerable displeasure; this displeasure is eliminated by repression, which is thus one of the protective devices of the personality.
Social mimicry is manifested in the fact that the student does not want to be different from his comrades. The desire to "be like everyone else" satisfies the need for security. Shame, a sense of inferiority of a teenager in the absence of, for example, expensive jeans, act as a defense against the fear of being rejected by his group. The narrowness of consciousness does not allow him to reveal the true cause of shame, and thus the teenager becomes stubborn and merciless towards his parents. Social mimicry is also manifested in the desire to be like the people on whom we depend or whom we fear. This kind of protection was discovered when it was established that some teenagers try to be like their bullies. This mechanism is called "identification with aggression". The identification process is learned spontaneously, by transferring the behavior program observed in another to similar own situations.
If in identification we attribute to ourselves the properties of another person, then in the mechanism of projection we liken others to ourselves. If a person suddenly finds himself as lazy, deceitful, mediocre and it is unbearable for him to realize himself as such, he decides that others are also deceitful and lazy, and ceases to suffer.
When a student receives a "deuce", he always has reasons with which he explains his failure to himself and others: the teacher was biased, he got a "bad" question, etc. It is rare to say that failure is caused by chronic neglect of one's duties and complete unpreparedness. This kind of convenient explanation of their results - rationalization - is also a defense mechanism. Moreover, any psychological defense provides only a temporary calming of feelings of fear or guilt, but does not create new constructive types of behavior, reinforces the existing shortcomings.
It happens that a person with a strong and painful sense of his inferiority is constantly proud and tries to prove that he respects himself, the shy person tries to look impudent, the cowardly - brave, the merciless - kind. This desire to veil some kind of shortcoming or guilt through opposite, contrasting manifestations of character or behavior is commonly called “reaction formation”. The formation of reactions by contrast occurs when these defense mechanisms do not work and if the real reason is unacceptable for the person himself, it conflicts with his system of values.
As has been shown recently, psychological defense is a normal, constantly applied psychological mechanism. This mechanism is of great importance in the resistance provided by the organism to the disease, and prevents - with its proper functioning - the disorganization of mental activity and behavior, not only in conditions of conflict between consciousness and the unconscious, but also in the formation of sufficiently conscious, affectively colored psychological attitudes. So, for example, if the formed emotionally saturated attitude cannot be realized for some reason, then its adverse effect can be neutralized by creating another one, broader in meaning, within which the contradiction between the initial desire and the obstacle is eliminated. Entering into the system of this wider attitude, the original desire is transformed as a motive and therefore rendered harmless,
A number of studies have shown that the ability for protective mental activity is expressed in different people to varying degrees.
For some who are well psychologically protected, the processing of pathogenic old ones and the emergence of more adequate new psychological attitudes begin as soon as persons of this psychological type encounter some kind of, even an insignificant, obstacle in their affective aspirations. Others, poorly psychologically protected, are unable to develop this defensive activity in much more serious cases - even when adaptive changes in attitudes become a necessary condition for averting a formidable clinical prospect.
You can also use the following techniques: speech techniques, assumptions, opposition, choice without choice, the right to choose, anchor technique.
Speech techniques. In this group, the main place is occupied by truisms. A truism is the most obvious statement, a well-known, hackneyed, banal truth. If you tell your opponent during the negotiation process: “Sometimes people make decisions under the influence of feelings”, “people often feel relieved after they conclude an agreement ...”, etc., then you disguise certain instructions as reasoning. And it works!
For the sake of sporting interest, try to create truisms suitable for your business and use them in negotiations. Truisms are used to evoke the desired behavioral response for you. Let's give some examples. A trance inducing trance trance - "Everyone goes into a trance in their own way"; truism to create a mindset for learning - "Experience is a great teacher"; forgetting truism - "People are able to forget what they know."
Assumptions. An assumption is made of the occurrence of a certain behavioral reaction. For this, sentences are constructed using turns of speech that indicate the time or sequence of actions. Typical figures of speech used in this technique are: "before...", "after...", "during...", "as...", "before... .", "when...", "while.." For example: "Before you tell me what problem you want to work on, take a deep breath"; "Before you agree to my proposal, take a look at these diagrams."
Come up with a few phrases built around this principle and use them in your business.
Oppositions. There are two behavioral responses that can be contrasted here. When using oppositions, it is useful to rely on kinesthetics to create a belief in the person that there are opposites. For example: “The more you try to resist, the sooner you will realize that it is in vain”; “The more difficult the problem seems, the easier it is to find a suitable solution”; “The more difficult this course is for you to study, the easier it will be to apply it in practice.”
Come up with some phrases that you can use in your business.
Choice without choice. Here are a few phrases that can be used in this technique. “Do you want to go to bed right now or after you put the toys away?”; "Would you like to go into a trance with your eyes open or closed?"; "Will you be able to apply what you've learned right away, or after a little practice?" This technique is actively used by good sellers and sales agents. "Do you want to pay in cash or by check?" they ask, as if the purchase has already been decided.
With the choice-no-choice technique, you give the person several options to choose from, each of which suits you perfectly.
The right to choose. When using this type of suggestion, by drawing the person's attention to the reaction you want to evoke with your intonation, you offer him complete freedom of choice. In this way you are in a win-win situation, because every reaction is your success. The person, on the other hand, feels relieved, as he begins to understand that he does not have to react in any particular way. One subtlety: change your voice slightly when you say a phrase that should evoke the desired reaction from the interlocutor. "You can place an order over the phone, or right now, or not at all." The difference from the previous technique is that you say and the reaction that does not suit you, but say it in a dismissive tone.
Anchor technology. It is the most powerful mind manipulation technique. First, let's redefine the concepts. What is an anchor?
Each of you has such a song or melody, upon hearing which, you remember your past and, as it were, return to that time. For each of you, the image of a laughing child evokes certain feelings. Each of you has such a place on the body, the touch of which is pleasant to you, and maybe at the same time you remember your mother or someone else. Each of you has anchors, and these anchors are very, very many. And anchors can be in any modality: visual, auditory, and kinesthetic.
So, an anchor is something from the outside world (sound, image, touch). And when the anchor affects you, in response you begin to experience quite specific feelings, and each time the same. Most of the anchors you currently have were set unconsciously by yourself or others and are therefore unpredictable. You yourself do not know how your consciousness will react to this or that touch of your body. Consciousness often cannot explain why a certain melody makes us feel sad or otherwise. Now, knowing this technique, you have the opportunity to do it consciously.
How to set an anchor? First, consider how this is done on another person or group of people. For example, you need to create a sense of trust in someone (or fear, or love, or attention, or whatever) and anchor it with an anchor so that you can then have direct access to the selected resource.
With your question, you evoke in the other person the memory of the time when he really experienced the feeling you need. “When was the last time you truly trusted and weren’t disappointed by it?”
Any touch, any sound, any movement of yours, if it was in the field of view of another person, can become an anchor. Note that the kinesthetic anchor is more powerful and very difficult to resist. So, whenever possible, place kinesthetic anchors by touching the other person. Now you can check the result of the work. When you reproduce the anchor as accurately as possible, the other person responds with the feeling that you fixed for them. If you make the phone ring an anchor, then every time the phone rings, the person will have this feeling. This technique is very similar and has much in common with the experiments of Academician Pavlov on conditioned reflexes. A phone call inspires confidence, a stimulus - a reaction; the stimulus is the anchor and the resource is the response; the anchor invokes the resource.
The anchor is set at the peak of the experience, when a person is maximally immersed in this feeling. Anchor should be reproduced with maximum accuracy. If this is a kinesthetic anchor, then the touch should be repeated in the same place as the first time you set it, with the same effort, with the same pressure, etc. If it was the sound of your voice, then it should be the same , and when you reproduce the anchor: the same timbre, the same volume, etc. If it was a movement that your interlocutor saw, then it should be repeated exactly.
Sidorenko E.V. identified such ways of resisting influence, such as:
1. Counterargumentation. Conscious reasoned response to an attempt to persuade, refuting or challenging the arguments of the initiator of the impact.
2. Psychological self-defense. The use of speech formulas and intonation means that allow you to maintain your presence of mind and gain time to think about next steps in a situation of destructive criticism, coercion or manipulation.
3. Information dialogue. Clarification of the partner's position and one's own position through the exchange of questions and answers, messages and proposals.
4. Constructive criticism. Fact-supported discussion of the goals, means or actions of the initiator of the impact and justification of their inconsistency with the goals, conditions and requirements of the addressee.
5. Energy mobilization. The resistance of the addressee to attempts to instill or convey to him a certain state, attitude, intention or course of action.
6. Creativity. The creation of a new one that ignores or overcomes the influence of a pattern, example, or fashion.
7. Evasion. The desire to avoid any form of interaction with the initiator of the impact, including random personal meetings and clashes.
8. Ignoring. Actions indicating that the addressee deliberately does not notice or does not take into account the words, actions or feelings expressed by the addressee.
9. Confrontation. Open and consistent opposition by the addressee of his position and his requirements to the initiator of the impact.
10. Refusal. Expression by the addressee of his disagreement to fulfill the request of the initiator of the impact. [p.184, 20]
Sidorenko also opposed a certain type of influence with specific constructive and non-constructive techniques for countering influence. So, for example, she contrasted the request with refusal and evasion as constructive types of opposition to influence, and destructive criticism and ignoring - as non-constructive opposition (see Appendix 2).
1.4 Manipulation as a type of psychological impact
Psychological influence consists in the influence of one person or group on the psyche of another group, on their thinking, imagination, feelings, will, etc. The purpose and results of psychological impact is the restructuring of the psyche of the object of influence, the achievement of certain mental shifts and changes that affect activity and behavior.
Manipulation as a type of psychological influence is a hidden motivation from the addressee to experience certain states, change attitudes towards something, make decisions and perform actions necessary to achieve the goals of the initiator. At the same time, it is important for the manipulator that the addressee considers these thoughts, feelings, decisions and actions his own, and not imposed from outside, and recognizes himself as responsible for them. [p.112, 9]
Means of influence:
Ш Violation of personal space, expressed in too close proximity or even touching
Ш A sharp acceleration, or vice versa, a slowdown in the pace of conversation
Sh A teasing statement (for example: "Are you that easy to upset?")
Ø Encouragement statements (for example: “It is unlikely that you can do this”)
Ш "Innocent deception", misrepresentation
Slander and slander disguised as insignificant and random statements, which can be mistaken for such allegedly only due to a misunderstanding
Ш An exaggerated demonstration of one’s weakness, inexperience, ignorance, “stupidity” in order to arouse in the addressee the desire to help, to do his job for the manipulator, to transfer valuable or even secret information to him, to teach him to do something, etc.
Ш "Innocent" blackmail: "friendly" hints of mistakes, blunders, violations committed by the addressee in the past; playful references to “old sins” or personal secrets of the addressee [p. 112, 9]
Gretsov A.G. in his book "Psychological Training with Teenagers" identifies the following methods of manipulation:
1. Exaggeration of typical behavior. Most people tend to look closely at others and try to behave like them, to do what is accepted. Few people want to be a black sheep. Therefore, when a person wants to be persuaded to a certain behavior, he is usually presented with this behavior as typical of many.
2. Reference to authorities. People tend to listen to the opinions of those who are well known, have reached a certain weight in society, have some important knowledge, and so on. Manipulators abuse this by displaying false authority or simply buying a public statement of authority.
3. Creation of haste, excitement. It takes time for a person to think deeply about his actions. But they try to deprive him of time when they want to incline him to dubious actions. By creating a feeling of haste in a person, it is much easier to make him act under the influence of a momentary impulse, rather than reason.
4. Abuse of the rule of reciprocity. The rules of etiquette require us to reciprocate in situations where we are helped, rendered a service, or given a gift. But sometimes they can give us a “gift” or provide an unsolicited service on purpose - in order to influence, to achieve something from us.
5. Imposing obligations. When a person assumes any obligations, at least in general terms, then it is much easier to convince him to accept those details that he did not know about, because a person strives for the consistency of his behavior.
The main components of manipulative influence are: purposeful transformation (distortion, concealment) of information; concealment of exposure; impact targets, i.e. those mental structures that are influenced; robotization [p.112, 10].
Manipulation is a type of psychological influence, the skillful execution of which leads to the open excitation of intentions in another person that do not coincide with his actual desires. [p.382, 19]
Manipulation as a kind of psychological influence helps to achieve the goal. However, inadequate and illiterate use of methods of influence can lead to undesirable consequences - the depersonalization of the individual - the object of influence, the erasure of his individual psychological characteristics, or even destruction, both mentally and physically.
Manipulation is a component of interpersonal relationships, and does not manifest itself. There are people who activate the conditions for the emergence of manipulation. In this regard, there is a personality trait that contributes to successful manipulation - Machiavellianism. In domestic psychology, the concept of "Machiavellianism" is often replaced by the ability and inclination to manipulate.
Currently, the concept of "Machiavellianism" is often used in various humanities. To a greater extent, it is common in Western psychology and is practically not used in Russian psychology, where Machiavellianism is often replaced by the ability or ability to manipulate people.
Western psychologists call Machiavellianism the tendency of a person to manipulate other people in interpersonal relationships, i.e. in this case, it is implied that the subject hides his true intentions when using false distracting maneuvers so that the interaction partner, without noticing it, changes his personal, true goals, or methods of action.
Machiavellianism is usually defined as the tendency of a person in an interpersonal situation to manipulate others through subtle, subtle, or non-physically aggressive means such as flattery, deceit, intimidation, or bribery. Machiavellianism can also be called a strategy of social behavior, including the manipulation of other people for personal gain. Each individual is capable of manipulative behavior to varying degrees, but in some people these tendencies and abilities are more pronounced than in others.
Probably, we all would like not only to be able to influence people, but also to successfully resist the influence on us from the outside. The development of this skill is facilitated by the conduct of certain training programs aimed at developing the skills of influence and counteraction to it. And before compiling a training and conducting it, it is necessary to identify the level of expression of the desire to influence people, for which a survey is conducted.
A brief summary of the main methods and theories on influence, types of psychological influence, counteracting destructive criticism, destructive statements and methods of resisting influence, as well as the author's own developments.
This publication is a compilation of a number of methodologies and theories on influence, as well as our own developments. Psychological influence is carried out to achieve the following goals:
- to satisfy their needs with the help of others or through them;
- to confirm the fact of its existence and the significance of this fact;
- to overcome the space-time limitations of their own existence.
In the first case, influence is used in order to achieve the satisfaction of other needs (material, spiritual), and not the actual need for influence.
In the second case, influence serves as a sign, indication, proof of the existence of the influencer and the significance of his existence (the need for recognition).
In the third case, influence itself is a need and acts as one of the forms of the main aspiration of all living things - overcoming the spatio-temporal constraints of the context, behavior, identification, etc.
Criteria for evaluating the impact - whether it contributes to conservation:
2. Business relationship.
3. Personal integrity.
Types of psychological influence and opposition
Manipulation is primarily hidden ways to control others. However, very often any psychological impact is declared manipulation. That this is not the case can be seen by examining the list of different types of psychological influence:
1. Persuasion. Conscious reasoned influence on another person or group of people, with the aim of forming or changing a judgment, attitude, intention or decision.
2. Self-promotion. Announcing your goals and presenting evidence of your competence and qualifications in order to be appreciated and thereby gain advantages in a situation of choice by others, appointment to a position, etc.
3. Suggestion. Conscious unreasoned influence on a person or a group of people, aimed at changing their state, attitude towards something and predisposition to certain actions.
4. Infection. The transfer of one's state or attitude to another person or group of people who somehow (not yet found an explanation) adopt this state or attitude. This state can be transmitted both involuntarily and arbitrarily; to be assimilated - also involuntarily or voluntarily.
5. Awakening the impulse to imitate. The ability to arouse the desire to be like oneself. This ability can be both involuntary manifested and arbitrarily used. The desire to imitate and imitation (copying someone else's behavior and way of thinking) can also be arbitrary or involuntary.
6. Formation of favor. Attracting the involuntary attention of the addressee to oneself by the initiator showing his own originality and attractiveness, expressing favorable judgments about the addressee, imitating him or rendering him a service.
7. Please. Appeal to the addressee with an appeal to satisfy the needs or desires of the initiator of the impact.
8. Coercion. The threat of the initiator using its control capabilities in order to achieve the desired behavior from the addressee. Controlling capabilities are the powers to deprive the addressee of any benefits or to change the conditions of his life and work. In the most rude forms of coercion, threats of physical violence, restrictions on freedom can be used. Subjectively, coercion is experienced as pressure: by the initiator - as their own pressure, by the addressee - as pressure from the initiator or "circumstances".
9. Attack. A sudden attack on someone else's psyche, conscious or impulsive, and is a form of emotional stress relief. Making disparaging or offensive judgments about a person's personality and / or rude aggressive condemnation, defamation or ridicule of his deeds and actions. The main forms of attack are destructive criticism, destructive statements, destructive advice.
10. Manipulation. The hidden motivation of the addressee to experience certain states, make decisions and / or perform actions necessary for the initiator to achieve his own goals.
Destructive criticism
- Disparaging or offensive judgments about a person's personality.
- Rough, aggressive condemnation, defamation or ridicule of his deeds and deeds, significant people for him, social communities, ideas, values, works, material / cultural objects, etc.
- Rhetorical questions aimed at discovering and “correcting” shortcomings.
The destructiveness of such criticism is that it does not allow a person to "save face", diverts his strength to fight the negative emotions that have arisen, and takes away his faith in himself.
The difference between destructive criticism and suggestion lies in the fact that when suggesting, the conscious goal is to "improve" the behavior of another (unconscious - liberation from annoyance and anger, a manifestation of strength or revenge). But at the same time, the behavior patterns that are described in the suggestion formulas are not fixed (!) “You are a frivolous person! It's time for you to take life seriously!"
Destructive criticism reinforces a negative pattern of behavior.
Destructive statements
- Mentions and reminders of objective facts of a biography that a person is not able to change and which he most often could not influence (national, social, racial origin; urban or rural origin; occupation of parents; illegal behavior of someone close, their alcoholism or drug addiction in the family; hereditary and chronic diseases; natural constitution: height, facial features, myopia, impaired vision, hearing, speech, etc.
- "Friendly", "harmless" references and allusions to mistakes, blunders and violations made by others in the past; playful reference to "old sins" or personal secrets of another.
The effect of such statements is that the addressee of the impact causes a state of confusion, helplessness, confusion, etc.
Destructive advice:
- Unsolicited recommendations and proposals for changing position, behavior, etc.
- Peremptory directions, commands and instructions that are not implied by social or working relationships with a partner.
Ways resistance to influence
1. Counterargumentation. Conscious reasoned response to an attempt to persuade, refuting or challenging the arguments of the initiator of the impact.
2. Psychological self-defense. The use of speech formulas and intonation means that allow you to maintain your presence of mind and gain time to think about next steps in a situation of destructive criticism, coercion or manipulation.
3. Information dialogue. Clarification of the partner's position and one's own position through the exchange of questions and answers, messages and proposals.
4. Constructive criticism. Fact-supported discussion of the goals, means or actions of the initiator of the impact and justification of their inconsistency with the goals, conditions and requirements of the addressee.
5. Energy mobilization. The resistance of the addressee to attempts to instill or convey to him a certain state, attitude, intention or course of action.
6. Creativity. The creation of a new one that ignores or overcomes the influence of a pattern, example, or fashion.
7. Evasion. The desire to avoid any form of interaction with the initiator of the impact, including random personal meetings and clashes.
8. Ignoring. Actions indicating that the addressee deliberately does not notice or does not take into account the words, actions or feelings expressed by the addressee.
9. Confrontation. Open and consistent opposition by the addressee of his position and his requirements to the initiator of the impact.
10. Refusal. Expression by the addressee of his disagreement to fulfill the request of the initiator of the impact.
This topic is fully studied in the course "Psychology of Motivation and Influence". It is part of the program of higher education in the specialty of management, the program "Professional skills of a manager", as well as an individual training program in the Elitarium.
Nadezhda SuvorovaEvery day we are psychologically affected. Sometimes it's annoying, and sometimes we don't even know we're being manipulated. Psychological influence is a powerful tool in capable hands. To master the techniques, you need to thoroughly study the characteristics of the individual and the possible ways of influencing the minds of people.
What types of influence are there and how to protect yourself from the influence of others, we will talk in this article.
The concept of psychological impact
It is a complex and multifaceted term. In short, the psychological impact is the manipulation of the human subconscious, which occurs contrary to common sense. allow you to control human behavior.
At the dawn of civilization, shamans and tribal leaders possessed the skills of psychological influence. They used primitive methods: body language, intonations of the voice, rituals and potions that cloud the mind.
With the development of science and technology, there are so many ways to manipulate the subconscious that each of us uses them daily and does not suspect it.
The purpose of the psychological impact
Regardless of the object (one person or group), there is a specific goal of psychological impact behind the process:
Using other people to meet personal needs.
Gaining prestige in the group.
Creation of the framework and standards of society.
Finding a sense of significance.
proof of its existence.
Most attempts at manipulation have selfish goals. We see a person who is emotionally weaker than us, and we strive to subdue him. One needs to be listened to, the other needs to carry out instructions for him. These are the goals that we achieve through psychological influence.
Some use this skill for good purposes, others are driven by selfishness. But in the first and second cases, the true goal is to prove one's own importance to society and to establish the fact of one's existence. Psychology does not divide motives into good and bad; it studies methods and methods of influence, discovering new facts.
A skillful master is difficult to figure out, especially if he acts on you and your environment. It is easier to convince several people in practice than one. This is due to the herd mentality and the development of the media. We blindly believe what we are told on TV.
Methods of psychological influence
Diverse. Politicians and dictators are fluent in each of them:
Belief. Impact with arguments.
Self-promotion. Demonstration of one's advantages over other people in order to gain the trust of others.
Suggestion. Impact without arguments.
Infection. Transferring your feelings and emotions to other people.
Arousing the desire to imitate. Through words and actions, awaken people to imitate you.
Call for favor. Belief in your good intentions and goals.
Request. Expressing your desires and asking for their satisfaction.
Compulsion. Pressure and intimidation with threats.
destructive criticism. Suppression of a person's personality, ridicule and insult of a person.
Manipulation. Indirect awakening to action or judgment.
Types of psychological influence have similar and different features, some are suitable for achieving a quick result, others for influencing a person over time.
Tools of psychological influence
It's one thing when a person is nearby and you can convince him with words, looks, movements, intonation. But what if the goal is the consciousness of an audience of people located in different cities and even countries.
To do this, psychological tools are used:
Military funds.
Trade and financial sanctions.
political means.
Fine and.
MEDIA.
Internet.
Managing the masses with these tools leads to stunning results. We are used to believing what we read on the Internet and see on TV, and it would never occur to us that this is another way of psychological influence. Let's take as an example the canons of beauty that were 50 years ago and that exist now. Both were dictated by fashion with the help of the media in order to sell their products.
Belief
This method has three components: thesis, arguments and demonstration. First, you formulate a specific position - this is a thesis, then you form arguments, and at the end, with the help of a demonstration, you convince the target audience.
The method is very effective if you know the secrets of persuasion:
terms and arguments should be extremely simple and understandable;
use only those facts in the veracity of which you are sure;
take into account the personality of the interlocutor;
conduct a conversation without discussing other people;
your speech should be simple, without complex epithets and winged expressions.
Much of the success depends on the arguments you present. Those arguments that are supported by well-known facts, relate specifically to the topic of the conversation, are interesting to the interlocutor and have not lost their relevance, have the effect.
Suggestion
This method has no arguments and facts. It affects the individual in a different way. With it, you can impose your opinion on a person and force him to act in your interests.
Suggestion is direct and indirect. In the first case, you directly express your point of view and expect obedience. This method is used by parents, educators, teachers. In the second case, techniques are chosen that unobtrusively push for action. This method is used by the advertisers.
The following factors influence the effectiveness of suggestion:
the age of the person or target audience;
state (fatigue, fatigue);
your authority;
the type of personality of the person who is psychologically affected.
Infection
This is the third main method of influencing the personality. It is aimed at a mass of people, and not at one individual. Religious sects and fan clubs are a striking example of the psychological impact through infection.
The fact that there is a method of infection, people knew at the dawn of a civilized society, when mass ceremonies were held around an idol or altar with ritual dances and entering a trance.
Today, this method is widely studied. It is better known as mass psychology or crowd phenomenon. A rare person will be able to resist the general impulse and go against the crowd.
Infection can be identified by the following signs:
turning off consciousness;
transition to a state of unconsciousness;
direction of thoughts and feelings in one direction;
the desire to implement ideas into reality right here and now;
loss of personality;
disable logic;
unwillingness to be responsible for their actions.
Persuasion, suggestion and infection are the "three pillars" on which the psychological impact is based. But other methods are also popular among those who wish to control the behavior and mind of people.
Methods of protection against psychological influence
Today, each of us has access to information about the methods of psychological influence and how to master them, so people who are inspired often have to be a puppet in someone's hands and fulfill his requests and wishes. In order not to find yourself in a similar situation, you should be able to resist manipulators and maintain a sober mind.
Methods of protection against psychological influence:
In any situation, you should analyze whether you need to obey the words of another person or not, what will be the benefit from this. In most cases, you will not be able to specifically answer the question why you do something. And this is the first sign that they want to influence you;
rational approach. If you are offered to perform specific actions, then offer your option, which will be more convenient for you. This will lead the manipulator into a stupor, and he will lose power over you;
faith in one's own righteousness. If someone else's opinion is trying to impose on you, do not blindly believe other people's words. It is better to analyze the arguments provided, compare with your own;
Change your behavior. Manipulators read information about your personality from the manner of communication and behavior. Enter such people into a dead end, trying on different roles;
distrust should become your habit. This is not about close people who wish you well. But if a stranger or work colleague suddenly begins to take an interest in you and impose his communication, beware and try to notice signs of a manipulator in his words and behavior;
review past mistakes. Focus on situations where you have been controlled. Think about how you allowed this and what to do so as not to repeat the sad experience;
ask for an explanation. If you are tempted to do something, ask lots of questions. The manipulator will give himself away if he tries to deceive you, to evade the answer;
do not do what is expected of you. Often, at the first meeting, we show ourselves better than we really are. Others take advantage of this situation, and you have to comply with their requests so as not to lose confidence. But you have the right to change and there is no need to act to the detriment of yourself and to please others;
do not test . This is a powerful incentive to get you to obey. Accept your mistakes and don't let others pressure you with memories of the past.
Psychological impact can work wonders: help loved ones, change them for the better. But greedy individuals use it for selfish purposes, so you should protect yourself and your family from negative influences.
February 17, 2014, 11:06 amThe types of psychological influence primarily include persuasion, infection, suggestion, imitation.
Belief
As a way of psychological influence, persuasion is aimed at removing specific filters on the way of information to the consciousness and feelings of a person. It is used to transform the information that is being communicated into a system of attitudes and principles of the individual.
Persuasion - a method of conscious and organized influence on the psyche of the individual through appeal to his critical judgment.
Realized in the process of communicative interaction, beliefs ensure the perception and inclusion of new information in the system of views of a person. It is based on the conscious attitude of the individual to information, its analysis and evaluation. The effectiveness of persuasion depends on many factors, especially the skill of its subject. One of its prerequisites is the conscious attitude of the recipient to the process of forming beliefs. Elements of the unconscious are simultaneously involved in this process. The most favorable conditions for persuasion are discussion, group polemics, disputes, since the thought formed during their course is much deeper than the one that arose due to the passive perception of information. Consequently, beliefs, influencing the mind and feelings of a person, is a way of psychological influence of one person on another or a group of people, which affects the rational and emotional beginning, while forming new views and relationships.
taking into account the attitude of the recipient to the information used for the purpose of psychological influence, there are direct and indirect (mediated) methods of persuasion. The prerequisite for the direct method of persuasion is the recipient's interest in information, the focus of his attention on logical, truthful, obvious arguments. For an indirect method of persuasion, the recipient becomes subject to random factors, such as the attractiveness of the communicator. A more analytical, sustainable and less storied direct way of persuasion. More effective is its influence on the attitudes and behavior of the individual. Its strength and depth also depend on persuasive communication - a set of measures aimed at increasing the effectiveness of speech impact. On its basis, applied research is carried out on the features of communicative influence, experimental rhetoric is developed, and the main and auxiliary elements of persuasion that make up persuasive communicative influence are analyzed. According to the American journalist G. Lassuel, the model of the communicative process covers five elements: 1) who transmits the message (communicator); 2) what is transmitted (message, text); 3) how the transmission (channel) is carried out; 4) to whom the message was sent (audience); 5) what was the result of the communication (effectiveness of the impact).
Competent, reliable, attractive, capable of convincingly proving his case, the communicator is also trusted as an effective expert. Significant in relation to the communicative impact are its qualities such as sociability (a measure of the desire of the individual to communicate), contact (mastering the ways of communication) and others. In the process of interaction, the communicator, as a rule, takes an open, closed or detached position. In an open position, he frankly expresses his point of view, evaluates the facts that confirm it. A closed position obliges him to hide his thoughts, even to use certain techniques for this. Emphasized neutral behavior, dispassionate comparison of opposing views testify to the detached position of the communicator.
An important factor influencing the perception of information is the interaction of information and attitudes of the audience.
As a specific type of psychological influence, persuasive influence is distinguished by the situation that determines its necessity, the psychological state of the partners in the process of communication. We are talking about their awareness of the act of influence, the possibility of critical evaluation of episodes of communication, communicative autonomy in the choice of the final decision by the recipient, the moral aspect of the content and goals of influence. Persuasive influence is simultaneously a psychological phenomenon (considering the structure, functions) and a communicative process (dynamics, conditions, factors, patterns, mechanisms of its manifestation). As a psychological phenomenon, persuasive influence is a systemic formation that has its own structure. Its task is to regulate the behavior of the recipient with subsequent self-regulation of his activities. Persuasive influence as a communicative process is realized in the form of mutual influence of partners in dialogic communication (Fig. 11). Since each of them pursues its own goals in the reversal of influence, then, given the purpose of the interaction, the partners are in an asymmetric position, but with participation in communication they are equal.
The effectiveness of a persuasive communicative impact depends on the partners' interest in each other: the recipient must be ready to perceive and accept information, and the communicator must be interested in who the impact is aimed at. In addition, the content and form of persuasion must correspond to age, and persuasive communication - to the individual characteristics of a person. The belief must be logical, consistent, evidence-based, reasoned. Convincing others, the communicator should believe in what he says, use both general theoretical information and specific facts and examples.
If a person is not ready to be convinced, then neither logic, nor the attractiveness of the communicator, nor his arguments will help. The effect of the impact is impossible due to the scornful or condescending attitude of the communicator to the audience.
Infection
This ancient method of integrating group activity arises from the significant accumulation of people - in stadiums, in concert halls, at carnivals, rallies and the like. One of its characteristics is spontaneity.
Infection is a psychological impact on a person in the process of communication and interaction, which conveys certain moods, impulses not through consciousness and intellect, but through the emotional sphere.
During mental infection, an emotional state is transmitted from one person to another at an unconscious level. The sphere of consciousness under such conditions sharply narrows, criticality to events, information coming from various sources almost disappears. Psychology interprets contagion as an unconscious, involuntary exposure of a person to certain mental states. Social psychology considers it as a process of transferring the emotional state of one individual to another at the level of mental contact. Infection occurs through
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the transmission of a mental mood endowed with a large emotional charge. It is both a product of the influence of the mental state of an individual or a group on other energies, as well as a person's ability to perceive, empathize with this state, complicity.
The effectiveness of the power of mental contagion depends on the depth and brightness of emotional excitations directed from the communicator. The psychological readiness of the recipient for an emotional response to him is also significant. Outbursts of emotions caused by a positive or negative state of people (crying, contagious laughter, etc.) become a strong catalyst for emotional arousal. The main catalyst for this phenomenon is the communicative contact of individuals - the subjects of interaction. The mechanism of socio-psychological infection lies in the repeated mutual strengthening of emotional influences from many individuals. A chain reaction of infection is observed in large classrooms, an unorganized community, a crowd. The degree of infection of people, groups depends on the general level of development, mental state, age, emotional state, self-awareness. The constructive action of this phenomenon turns out to be even greater group cohesion, and is also used as a means of compensating for its insufficient organization.
Suggestion
It can be one of the dangerous tools for manipulating human behavior, since it affects his consciousness and subconscious.
Suggestion, or suggestion (lat. - suggestion) - the process of influencing the mental sphere of a person, associated with a significant decrease in its criticality to incoming information, the lack of desire to verify its reliability, unlimited trust in its sources.
The basis of the effectiveness of suggestion is trust. The source of suggestion can be familiar and unfamiliar people, the media, advertising, and so on. The suggestion is directed not to the logic of the individual, his ability to think, analyze, evaluate, but to his readiness to accept the order, order, advice and act. At the same time, the individual characteristics of the person to whom the impact is directed are of great importance: the ability to think critically, make decisions independently, firmness of convictions, gender, age, and emotional state. A significant factor determining the effectiveness of suggestion is the authority, skills, status, volitional qualities of the suggestor (source of influence), his confident manner, categorical tone, expressive intonation. Efficiency also depends on the relationship between the sugestor and the sugerend (the object of suggestion). It's about trust, credibility, dependency, and the like. An indicator of the effect of suggestion is the way the message is constructed (the level of argumentation, the combination of logical and emotional components).
Social psychology considers suggestion as a spontaneous component of everyday communication and as a specially organized kind of communicative influence, which is used in the mass media, fashion, advertising, etc. She associates suggestion with trust in the communicator's information, with a person's obedience to external circumstances, and its dependence on coercive force. collective actions and ideas, the preservation of customs, and the like. Countersuggestion is based on distrust of information, disobedience to the existing state of affairs, on the desire of the individual for independence. It is a tool for bringing about change in society. The researchers consider the unity of action of the mechanisms of suggestion and countersuggestion necessary in human development.
Behind the content and result of the impact, a positive (moral) and negative (unethical) suggestion is distinguished. Suggestion as a positive, moral factor is used in many areas of social relations. It is one of the methods of activating group activity - industrial, educational, etc. It is widely used in medicine (hypnosis, psychotherapy). At the same time, suggestion can also have a negative impact, becoming an instrument of irresponsible manipulation of the consciousness of an individual or a group.
Suggestion is carried out in the form of heterosuggestion (influence from outside) and autosuggestion (self-suggestion). Self-hypnosis refers to conscious self-regulation, the suggestion to oneself of certain ideas, feelings, emotions. To do this, a person creates a model of a state or actions and introduces them into his psyche by identifying the shortcomings that he wants to get rid of, develops and uses formulas and methods of self-hypnosis.
given the implementation mechanism, direct and indirect, intentional and unintentional suggestion are distinguished. Direct suggestion consists in a call to a specific action, the sugestor transmits as an order, instruction, order, prohibition. Behind indirect suggestion the communicator hides the true meaning of the information. It is designed for non-critical perception of the message, for which they use not imperative, but opposing forms. Deliberate suggestion is a purposeful, consciously organized psychological influence (the suggestor knows the goal, the object of influence, choosing his methods accordingly). Unintentional suggestion does not pursue a special purpose and an appropriate organization. Sugerend during suggestion can be in an active state, in a state of natural sleep, hypnosis, post-hypnotic state (suggestion is implemented after leaving hypnosis).
Imitation
This is one of the most widespread forms of human behavior in communication.
Imitation is the process of focusing on a specific example, pattern, repetition and reproduction by one person of actions, deeds, gestures, manners, intonations of another person, copying the features of her character and lifestyle.
Imitation is an emotionally and rationally directed act. It is both conscious and unconscious. Conscious imitation is a purposeful manifestation of the activity, initiative, desire of the individual. A person tries to repeat everything that seems right and useful to him (skills, effective ways of communication and activity, rational methods of performing labor operations). For unconscious imitation, she is active due to the influence of other people who count on such a reaction, stimulating it by various means.
Imitation is one of the important mechanisms of personality socialization, ways of its training and education. It is of particular importance in the development of the child. Therefore, the majority of scientific and applied research on this issue is carried out in child, developmental and educational psychology. In an adult, imitation is a side way of mastering the world around us. its psychological mechanisms of inheritance are much more complicated than those of a child and a teenager, since the criticality of the personality is triggered. Imitation in adulthood is an element of learning in certain types of professional activities (sports, art). However, it cannot be considered as a unidirectional movement of information, patterns of behavior from the inductor (communicator) to the recipient. There is always a (sometimes minimal) reverse process - from the recipient to the inductor.
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Ministry of Education and Science of the Russian Federation
Federal State Budgetary Educational Institution of Higher Education "Moscow Polytechnic University"
(MOSCOW POLYTECH)
Discipline: "Psychology of management"
Topic: "The concept and types of psychological influence"
Completed:
Tatrieva Zeynap Magomedovna
Faculty: Public administration and management
Specialty: Management
Specialty code: 080200.62
Course 4, student code: 1513231
Department: part-time
Checked:
Anaschenkova Irina Vsevolodovna
Moscow 2016
Introduction
The problem of individual psychological influence is especially relevant now, when people's relations, even in a business setting, are no longer so formally regulated. Each person becomes the target of the influence of many other people who previously did not have the opportunity to influence anyone due to their lack of appropriate status and authority. On the other hand, the possibilities have expanded not only of influence, but also of opposition to other people's influence, so the success of influence has become much more dependent on the individual psychological capabilities of those who influence and those who are influenced.
Meanwhile, the methods of influence, consciously or unconsciously used by participants in group training, are also far from always justified from a moral and ethical point of view, psychologically infallible and effective. Difficulties are compounded by the fact that these three characteristics are relatively independent of each other and can occur in different combinations. Influence can be "unrighteous" from a moral and ethical point of view, but at the same time, very skillful and momentarily effective, such as manipulation. On the other hand, it can be "righteous", but completely illiterate, from a psychological point of view, built and ineffective.
At the same time, the psychological "literacy" of building influence and its effectiveness are by no means always on the same pole. This is explained, firstly, by the fact that the very criteria for the effectiveness of influence are controversial. For example, very often the concept of momentary effectiveness of influence does not coincide with the concept of its psychological constructiveness, that is, its effectiveness in the long term. Secondly, psychological literacy only means that psychological rules are followed.
The concept of psychological influence
Psychological influence is the impact on the mental state, feelings, thoughts and actions of other people with the help of exclusively psychological means: verbal, paralinguistic or non-verbal. References to the possibility of applying social sanctions or physical means of influence should also be considered psychological means, at least until these threats are activated. The threat of dismissal or beatings are psychological means, the fact of dismissal or beatings is no longer there, these are already social and physical influences. They undoubtedly have a psychological effect, but they are not psychological means themselves.
A characteristic of psychological influence is that the partner who is influenced has the opportunity to respond to it with psychological means. In other words, he is given the right to answer and the time for this answer.
In real life, it is difficult to estimate how likely it is that a threat can be activated, and how quickly this can happen. Therefore, many types of people's influence on each other are mixed, combining psychological, social, and sometimes physical means. However, such methods of influence and opposition to them should be considered already in the context of social confrontation, social struggle or physical self-defense.
Psychological influence is the prerogative of more civilized human relations. Here the interaction takes on the character of psychological contact between two spiritual worlds. All external means are too coarse for his thin fabric.
So, psychological influence is an impact on the state, thoughts, feelings and actions of another person with the help of exclusively psychological means, with the provision of the right and time to respond to this impact.
Opposition to other people's influence is resistance to the influence of another person with the help of psychological means.
The initiator of influence is the one of the partners who first attempts to influence in any of the known (or unknown) ways.
The addressee of influence is the one of the partners to whom the first attempt to influence is addressed. In further interaction, the initiative can pass from one partner to another in an attempt to influence each other, but every time the one who first started a series of interactions will be called the initiator, and the one who first experienced his influence will be called the addressee.
Open psychological interaction - mutual influence, the goals of which are announced in advance or are not hidden.
Hidden psychological interaction - mutual influence, the goals of which are not announced or disguised as the goals of open interaction.
Psychological means of influence
Psychological aids = verbal cues + paralinguistic cues + non-verbal cues.
Verbal signals are words, and above all their meaning, but also the nature of the words used, the choice of expressions, the correctness of speech or various types of its incorrectness.
Paralinguistic signals - features of speech pronunciation, individual words and sounds.
Non-verbal signals - the relative position of interlocutors in space, postures, gestures, facial expressions, eye contact, appearance, touch, smells.
Types of psychological influence
|
Type of influence |
Definition |
|
|
1. Persuasion |
Conscious reasoned influence on another person or group of people, with the aim of changing their judgment, attitude, intention or decision |
|
|
2. Self-promotion |
Announcement of one's goals and presentation of evidence of one's competence and qualifications in order to be appreciated and thereby gain advantages in elections, when appointed to a position, etc. |
|
|
3. Suggestion |
Conscious unreasoned impact on a person or a group of people, with the goal of changing their state, attitude to something and predisposition to certain actions |
|
|
4. Infection |
The transfer of one's state or attitude to another person or group of people who somehow (not yet found an explanation) adopt this state or attitude. The state can be transmitted both involuntarily and arbitrarily, assimilated - also involuntarily or arbitrarily |
|
|
5. Awakening the impulse to imitate |
The ability to arouse the desire to be like oneself. This ability can be both involuntary manifested and arbitrarily used. The desire to imitate and imitation (copying someone else's behavior and way of thinking) can also be both arbitrary and involuntary |
|
|
6. Formation of favor |
Attracting the involuntary attention of the addressee to oneself by the initiator showing his own originality and attractiveness, expressing favorable judgments about the addressee, imitating him or rendering him a service |
|
|
7. Request |
Appeal to the addressee with an appeal to satisfy the needs or desires of the initiator of the impact |
|
|
8. Coercion |
The threat of the initiator using its control capabilities in order to achieve the desired behavior from the addressee. Controlling capabilities are the powers to deprive the addressee of any benefits or to change the conditions of his life and work. In the most brutal forms of coercion, threats of physical violence may be used. |
|
|
9. Destructive criticism |
Making disparaging or offensive judgments about a person's personality and / or rude aggressive condemnation, defamation or ridicule of his deeds and actions. The destructiveness of such criticism lies in the fact that it does not allow a person to "save face", diverts his strength to fight the negative emotions that have arisen, and takes away his faith in himself. |
|
|
10. Manipulation |
Hidden motivation of the addressee to experience certain states, make decisions and / or perform actions necessary for the initiator to achieve his own goals |
The above classification meets not so much the requirements of logical correspondence as the phenomenology of the experience of influence by both parties. The experience of destructive criticism is qualitatively different from the experience that arises in the process of persuasion. Any person can easily remember this difference in quality. The subject of destructive criticism is the addressee of the impact, the subject of persuasion is something more abstract, detached from him, and therefore not so painfully perceived. Even if a person is convinced that he made a mistake, the subject of discussion is this mistake, and not the person who made it. The distinction between persuasion and destructive criticism is thus at the point of discussion.
On the other hand, in form, destructive criticism is often indistinguishable from formulas of suggestion: "You are an irresponsible person. Everything you touch turns into nothing." However, the initiator of the impact has as his conscious goal the "improvement" of the behavior of the addressee of the impact (and the unconscious goal is liberation from annoyance and anger, a manifestation of strength or revenge). He by no means has in mind the consolidation and strengthening of those models of behavior that describe the formulas he uses. Characteristically, the reinforcement of negative patterns of behavior is one of the most destructive and paradoxical effects of destructive criticism. It is also known that in the formulas of suggestion and auto-training, preference is persistently given to positive formulations, rather than the negation of negative ones (for example, the formula "I am calm" is preferable to the formula "I am not worried").
individual psychological impact training
The concept of psychologically constructive influence
Psychologically constructive influence must meet three criteria:
It does not destroy the personality of the people participating in it and their relationships;
It is psychologically correct (competent, unmistakable);
It satisfies the needs of both parties.
Psychologically constructive resistance to influence must also meet these three criteria. In reality, influence and opposition to influence are two sides of a single process of interaction, therefore it is more correct to speak of mutual psychological influence.
Psychologically correct (competent, unmistakable) will be such an attempt to influence, in which: the psychological characteristics of the partner and the current situation are taken into account, the "correct" psychological methods of influence are applied.
For an influence to be considered psychologically constructive, all three of the above criteria must be met. For example, it is obvious that a destructive influence on another person can also be psychologically infallible. Therefore, the concepts of psychological constructiveness and psychological correctness (error-free) are intersecting, but not coinciding.
If the influence exerted meets the criteria of psychological constructiveness, its addressee has two ways:
be influenced;
constructively resist it in correct psychological ways.
Traditionally, behavior described by the formula "succumb to influence" is considered in our native culture as a sign of weakness and immaturity of the individual. It is more common to say "succumbed to bad influence" than "succumbed to good influence." Bad influences are "succumbed" to, and good influences are "provided". Meanwhile, the experience of the participation of the author of this article in interviewing applicants for the positions of managers and directors of multinational companies shows that one of the most important abilities of a leader in modern Western business culture is his flexibility, the ability to succumb to influence and change his behavior and his assessments. Many questions of Western interviewers are aimed at identifying this ability: "In what cases is it difficult to convince you?" or "How can a subordinate influence your decision?"
The process of mutual influence is a clash of two or more wills, consciously or unconsciously fighting for assimilation to themselves, their plans, ideas, desires, feelings and actions of other people, their plans, ideas, desires, feelings and actions. At the same time, the symmetry of assimilation is by no means necessary here, for example, it is enough to liken the feelings or actions of another person to our intentions, but it is not at all necessary that his intentions coincide with ours. Various types of coercion and manipulation provide many examples of this kind. The peculiarity of psychologically constructive influence is that the likening of partners to each other occurs with their mutual consent.
Conclusion
By convincing another person of something or inspiring him with an idea, what are we really trying to achieve? For example, what do we achieve by convincing the director of a firm that candidate A should be hired, not candidate B? What are we really striving for when we inspire a child that he should be independent? What purpose do we pursue when we encourage students or subordinates to take an example from us or copy our behavior? The traditional answer to these questions is expressed by two well-known worldly formulas: "this is done for the benefit of the cause" and "this is done for the benefit of these people." But is it? Is the purpose of our influence really for the good of the cause or for other people?
The explanation, apparently, is that the craving for absolute truth in real life is much less inherent in us than the inescapable desire to establish ourselves in the fact of our own existence and in the significance of this existence. The ability to act on others is a sure sign that you exist and that this existence matters. By persuading, suggesting, causing the desire to imitate ourselves, we help ourselves to be convinced that we exist and this existence matters. Obviously, from this point of view, any such influence is selfish, and - for this reason alone - unrighteous. It is dictated by considerations of one's own benefit, and not, "good for the cause", "benefit for others" or, in general, "the highest good".
So, the true purpose of "disinterested" influence is to confirm the significance of one's own existence. However, there are unintended influences that, at first glance, refute this assertion. It is typical for some people, for example, to influence others by the mere fact of their presence. Their word is weighty, no matter what they say, their look humbles or inspires, their laughter, enthusiasm is contagious, one involuntarily wants to imitate their behavior, and call their goals their own. Such is the action of a charismatic or charming personality. The Oxford Dictionary defines charisma as a psychological attraction, the ability to make people committed to their goals and enthusiastic in achieving them.
List of used literature
1. Davletchina S.B. Conflictology. Textbook for students of distance learning. - Ulan-Ude: Publishing House of the ESGTU, 2005. - 174 p.
2. Nemov R.S. "General psychology." - Vlados, 2003. - 400 p.
3. Practical psychology Textbook for university students - Ed. 6th., Revised. and additional - M: Academic Project, 2001. - 480 p.
4. Sorokun P.A. Fundamentals of psychology. - Pskov: PGPU, 2005 - 312 p.
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