THE SECRET SPRINGS OF THE CONSPIRACY So, Dmitry Ivanovich was overthrown and expelled by the rebellious subjects. Andrei Olgerdovich and Dmitry Olgerdovich now have no one to rely on in the struggle for the Lithuanian throne with their older brother. This throne itself goes under the hand of Uncle Keistu-ta. And

10. SECRET SPRINGS OF THE MASONIC STATES (How the Masons changed the shoes of Russian fools from boots into bast shoes) One evening the author had to go to a wealthy district of San Francisco. At the gas station, the author wondered why there was such a strong car traffic that day: not

Counterintelligence is a special body created to protect the country from the penetration of foreign intelligence agents into it, to suppress their subversive work. By exposing spies and preventing sabotage, she defends the fatherland. In the system of the former KGB of the USSR, there were several counterintelligence units that specialized in combating subversive actions of foreign intelligence services in the most important sectors of the country's life support. The sixth department dealt with economic security (protection of technological secrets and strategic facilities). The Fifth Directorate solved problems in specific areas of combating the actions of "psychological warfare" against the USSR, which was directed by the US CIA. The fourth department protected the country's transport systems. The Third Chief Directorate (military counterintelligence) exercised control over military intelligence officers of foreign states. The main counter-intelligence body was the Second Main Directorate - the VGU of the KGB of the USSR. It was engaged in monitoring the embassy and other residencies of foreign intelligence services that were on the territory of our country under diplomatic cover (under the "roof of diplomats") or acting illegally, and suppressing their activities.

Soviet counterintelligence officers, having a wealth of their own experience, skillfully used the experience of their predecessors. After all, a special counterintelligence body - the "Intelligence Department of the General Staff", which was entrusted with the fight against foreign spies, was created in Russia back in 1903.

After the October Revolution, the interests of protecting the new government demanded. the creation of a regular workers' and peasants' army for the defense of the country and a special body to detect and suppress secret subversive actions of hostile forces, as well as the armed suppression of their open actions. And on December 7 (20), 1917, the Council of People's Commissars adopted a resolution on the formation of the All-Russian Extraordinary Commission for Combating Counter-Revolution and Sabotage - abbreviated as the Cheka.

Almost eighty years have passed since then, but passions around the Cheka still do not subside. Some idealize it, see it as a symbol of the moral purity of the revolution, intransigence towards enemies, vigilance and selflessness. Others, on the contrary, focus only on the negative aspects of its activities, trying to mechanically transfer the social and legal ideas of our days to the phenomena of those years, which took place in the specific atmosphere of the civil war. Still others seek to trace the continuity between the organs of the Cheka and the repressive apparatus of the period of Stalin's personality cult.

I do not set myself the task of giving a true, real assessment of the activities of the Cheka, avoiding idealization and exposing slander, outright falsification. I am concerned about a completely different problem, consonant with the modern period of Russian history, when, in the words of the famous song of the pre-war times, the air again smells of a thunderstorm - a thunderstorm of a new civil war. And in this regard, it is very important to recall how and with whose assistance civil wars arise. .

The civil war in Russia, during which the formation of the Cheka falls, was imposed on the people not only by internal counter-revolution, but also by the hostile activities of foreign states. Moreover, foreign intelligence services played a special role in this “process”. The consequences of that war were the most severe - industry and agriculture were destroyed, 8 million people died from typhus and hunger on the battlefield. But even more severe and dangerous in their consequences are modern civil wars.

Meanwhile, history clearly proves that even today compatriots fighting among themselves, as a rule, rely on the support of external forces. This makes civil wars protracted, often unpromising, dead ends. But this is precisely the main goal of the secret intelligence and subversive activities of foreign special services serving the strategic interests of their states - to completely wear out internecine strife, bleed any country in order to facilitate its political and economic enslavement.

In addition, a modern civil war creates the threat of drawing neighboring states into the conflict, and in the extreme case, it can even lead to the outbreak of a nuclear war with its disastrous consequences for all mankind.

A typical example of such a civil war is an intra-ethnic conflict using a religious factor that unfolded in Afghanistan after the withdrawal of Soviet troops from this country. As is known, after that, combat detachments of the Taliban with a total number of 56 thousand bayonets suddenly “appeared” in Afghanistan, which gave the internecine strife a particularly fierce character.

The Taliban units are well motorized and even on the mountainous roads of Afghanistan are able to confidently march up to 80-100 kilometers a day. They consist mainly of followers of the Sunni branch of Islam. The detachments include an infantry division and parts of Pakistan's special forces. In addition, in all units, starting from a platoon, there are Pakistani instructors and mercenaries. Kandahar has become the main military base of the Taliban in Afghanistan, while rear bases and training centers are concentrated in Pakistan - in the cities of Peshawar and Quetta. Afghan refugee camps and dushman training schools are also used for combat training.

It is fundamentally important to note that agents and personnel of the US CIA have been introduced into the leadership of the Taliban movement. The movement receives financial and material support from the government of Pakistan and the CIA. Behind Pakistan, the Americans are pursuing several goals. The main ones are to bring "obedient" people to power in Afghanistan, to promote the expansion of Islamic fundamentalism in Central Asia, primarily in Uzbekistan, Kazakhstan, and Tajikistan. It is no coincidence that the Taliban have already declared that their interests extend to the whole of Tajikistan and such religious centers as Bukhara and Samarkand. Moreover, they do not hide the fact that they need oil and gas from the Caspian Sea, gold from Navoi, rare metals and opium from Tajikistan. In practice, they consider the whole of Central and Central Asia as a zone of their interests and do not exclude their achievement with the help of military force, by moving their detachments deep into the territory of the CIS right up to the Volga, the Urals and Altai. The ongoing civil war in Afghanistan, as is often the case, has not been without foreign intervention and threatens to destabilize neighboring countries. Some even say that in the face of the Taliban fed on foreign military aid, Eurasia can see the sinister shadow of Tamerlane...

I gave this example, illustrating the secret springs of the outbreak of civil wars, in order to make certain features of Russian history in recent years more clearly visible. In particular, today it is already clear that in August-91 and October-93 we were dealing with attempts to push our fellow citizens, who were on opposite sides of the barricades, to a civil war. II the inspirers of these attempts were both "internal" and "external". This kind of attempts to otpschd did not stop, they are being made again and again in various regions of Russia. This means that the threat to the security of our country has not been prevented. That is why the history of the Cheka and its successors is topical today not only in a negative sense - so that tragic violations of the law do not repeat - but also in terms of the vast experience that the state security agencies have accumulated in ensuring the internal stability of the country, resisting external attempts to bring a destructive virus to us civil war.

The Cheka was the first historical form of existence of the Soviet state security organs. And from the very first days of her activity, it became clear that she would have to fight on two fronts at once: with internal counter-revolution and agents of foreign special services. It is no coincidence that the eighth paragraph of the decree adopted by the Council of People's Commissars on February 8, 1918 "The socialist fatherland is in danger!" listed the objects of the operational activities of the Cheka in their indissoluble internal and external "unity": "... enemy agents, spies, speculators, thugs ..." And although today the terminology of such misfortunes has changed significantly, it is not difficult to distinguish a very dangerous similarity with those troubled days: law enforcement and state security one has to confront both an external threat and corruption, organized crime, which have replaced speculation and primitive banditry.

There are many bright, valiant pages in the history of the Cheka, reflecting the uncompromising struggle of its employees and voluntary assistants against spies, against banditry and terror. I have already discussed some of the operations in the previous chapter. No less rich in such examples is the combat history, as it is fashionable to say now, of the "successors" of the Cheka - the OGPU, the NKVD, the KGB, the FSB of the Russian Federation. The main directions of their work have always been the control of the residencies of foreign intelligence services that recruit and manage agents, as well as the identification and exposure of such agents. In fact, this is counterintelligence, it would be more correct to say - "pure" or "classic" counterintelligence.

The difference between Russian counterintelligence has always been its offensiveness - the ability to play the so-called operational games in order to solve the most important professional tasks: penetration directly into the structures of foreign intelligence services to clarify their intelligence plans and designs against our country. In addition, another complex of the most important tasks can be solved in this way - obtaining the latest samples of spy paraphernalia (radio stations, ciphers, technical means of collecting data, etc.), which makes it possible to purposefully, according to the technical features of these samples, search for foreign agents equipped with them.

Parallel to this, the task is to find out all sorts of conventions and signals, with the help of which an exposed or suspected spy should warn the intelligence for which he works that his actions are controlled by counterintelligence. In this case, intelligence begins to conduct its own "counterplay". The term "operational game" itself appeared during the years of the Great Patriotic War. However, it is known from history that the aggressiveness of the Soviet state security organs manifested itself already in the first years of their existence; - perhaps one of the most striking examples of this is the “game” that made it possible to lure the well-known terrorist Savenkov to the territory of the USSR and arrest him.

In this regard, we recall such “primitive” conventions known from films, such as the absence of a period in a letter, etc. However, in reality, conditional alerts were improved. Suppose the signal that the agent was captured was a spelling-literate letter to the intelligence center. If the agent worked independently, then in one of the first five words he had to skip the vowel. If counterintelligence, while controlling the agent, corrects the “mistake”, then the operational game will fail.

Or here's another sign. On the radio, one of the residents of American intelligence in Latvia received a cipher message: “Tell me what you know about the entry into the Gulf of Riga of the Baltic Sea by two Soviet submarines of the latest design. Purposes of arrival and further destination.

In modern times, intelligence has special cipher pads, microcomputers, as well as more ingenious devices that are extremely difficult to detect. History of current Russian services and operational units of counterintelligence is no less rich in examples when the most sophisticated tricks to divert attention, lull vigilance and deceive, end in the failure of foreign agents. Counterintelligence officers are constantly studying the combat experience, techniques and methods of work of their comrades-in-arms, improving them taking into account the changing situation and new equipment. Let's turn to the facts and documents.

were a turning point for Soviet Union 80s. It was during that period that the Second Main Directorate of the KGB of the USSR uncovered and exposed about 30 espionage operations of the American special services, as well as 3 - West German and 2 - French.

Current enemies accuse the KGB of almost a conspiracy that led to the events that became the detonator of the destruction of the Soviet Union, and then grew into a threat to national security. Russian Federation. Yes, today such a threat really exists and is embodied in attempts to dismember our country into a disparate system of helpless state formations, in all respects dependent on the West, and primarily on the United States. However, in reality, the question is quite different: if it were not for the active counterintelligence activities of our state security agencies, then the events in Russia, inspired from outside, would long ago have assumed a catastrophic character. This is evidenced by the above figures of exposure of Western intelligence agents.

The American intelligence community in its entire history has not suffered as many losses as in the period of the eighties (or rather, in just 5-6 years). Moreover, especially guarded, carefully conspiratorial and highly paid agents, placed in the most important areas of intelligence and subversive activities, were revealed. In particular, American agents were identified and then exposed not just anywhere, but at the USSR Ministry of Foreign Affairs, at the Institute for the USA and Canada of the USSR Academy of Sciences, at the USSR Ministry of Defense, at the Research Institute of the USSR Ministry of Radio Industry and other vital departments and organizations of the country.

To this must be added the following. During the same period, the activities of at least two dozen American career intelligence officers were paralyzed, who had to leave our country with a scandal in anticipation of official clashes in the CIA. These revelations of Moscow CIA agents more than once served as the cause of high-profile investigations directly in the United States and "high" showdowns between the State Department and the CIA, ending in the resignations of classy, ​​professional American intelligence officers. I would also like to add that no less sensitive blows were inflicted on the West German and French intelligence services, which operated in the USSR in close contact with the American and even with the coordination of the US CIA. In particular, one of the exposed German agents was getting close to our space secrets, and a French agent was trying to penetrate the secrets of the First Main Directorate of the KGB of the USSR, in other words, into the secrets of our foreign intelligence. In this regard, it is interesting to cite data from Peter Schweitzer's book "Victory" (JV "Avest", 1995), in which the author, narrating about the secret strategy of US President Ronald Reagan aimed at the collapse of the USSR, touched on the topic of CIA failures in our country. Schweitzer's assessment of the counterintelligence activities of the KGB in suppressing covert undercover operations of the Central Intelligence Agency is very curious.

“When April 1984 came around,” he notes, “there was no doubt that something was wrong. Moscow springs began to dry up. Successful informants were arrested. Many links have been lost. CIA employees working at the embassy were tracked down and exposed. In addition, technical devices that have been successfully operating so far have also fallen silent. Electronic eavesdropping has been disabled."

Due to the specifics of my former profession, I am not entitled to disclose the secret details of certain counterintelligence operations - even if the materials about them are already buried in the archives. This is due to a number of good reasons. Firstly, the premature disclosure of operational data can harm the specific participants in those events - and many of them continue to work actively for the benefit of Russia's state security. Secondly, a description of the methods by which a positive result was achieved will make it easier for a potential adversary to search for new ways of undercover activity. Therefore, in a number of cases, I considered it necessary to use summer cottages, which are reported, so to speak, by the opposite side, in other words, we are talking about American sources. And in this regard, of considerable interest is another book published in the United States, a book with a very characteristic title - "Moscow Residency", written by Ronald Kessler.

The book, in particular, tells about the recruitment of a sergeant by the Soviet counterintelligence marines by the name of Clayton Lowtree, who served as a security guard at the American embassy in Moscow. Kessler called this action a real triumph for the KGB, which managed to penetrate the secrets of secret embassies during the operation, into the so-called Communications Program Block, called the "pearl of the CIA."

Lawntree was arrested by the Americans in January 1987 and sentenced to 25 years in prison. And the “pearl of the CIA” was taken apart and delivered in 120 containers to the United States, where it turned out that the KGB had not only penetrated the Communication Programs Block, but also thoroughly worked in it, turning it, in essence, into one giant listening device.

The American press also reported on other major spy scandals, which meant major successes for the KGB. For example, about the work for Moscow of high-ranking CIA officer Ames, head of the CIA field school "Camp Peary" in Virginia Nicholson, FBI officer Pitts, NSA officer (National Security Agency) Lipka. The investigations carried out in America in these cases have yielded stunning results. Thus, Ames, during his work for the KGB, systematically transmitted information about the activities of intelligence agencies of NATO countries to the USSR, and then to Russia. He also gave us data on 15 CIA agents from among Soviet citizens. Nicholson gave our intelligence the names of CIA agents who trained at Camp Peary. Lipka briefed on the NSA's weekly and daily reports.

In general, facts, as they say, are stubborn things. The KGB actively opposed the Western intelligence services. Only a noticeable weakening of the role of the Soviet state security organs, which occurred through the fault of the country's top leaders during the years of the so-called perestroika, allowed foreign intelligence services to intensify their activities on the territory of the USSR.

Our counterintelligence managed to very carefully and scrupulously systematize the methods and methods of work of foreign special services on the territory of the USSR, and then Russia. We were well aware that encrypted intelligence messages, hiding places, ingeniously crafted containers, magnetic bookmarks and other camouflages are the surest sign that their owner is either a scout or an agent of such a scout. In court proceedings, they serve as material evidence of criminal acts. Therefore, at the first real threat of failure, the "owners" recommended that the owner of the "material evidence" destroy them.

AT post-war period When the “Iron Curtain” fell between East and West, American intelligence actively used the postal channel to transmit undercover messages, through which letters of supposedly everyday content, filled with cryptography between the lines, were sent to fake, intelligence-controlled addresses in the United States and other countries. The secret writing formula and ciphers changed periodically. It was only necessary to reliably camouflage the means of cryptography and carefully hide the cipher pads.

In the investigative files of exposed agents, you can read about a wide variety of camouflage patterns. For drawing the text there was a special paper. Secret writing tools were camouflaged as headache pills, could be mounted in a pencil lead, sewn into the tip of a tie. One music lover had secret writing tools on the inside of a music record sleeve. It should be noted that the Russian counterintelligence quite easily learned to find and read secret intelligence reports.

The growth in the volume of materials obtained by intelligence officers was such that CIA specialists had to deal with the selection and preparation of caches and containers of relatively large sizes: they were camouflaged under junk items - cobblestones, crumpled milk bags, bricks, charred tree roots, etc. Inserted inside a hollow glass, in which either photocopies of materials and photographic films were laid, or money to pay for them. Counterintelligence officers once drew attention to a suspicious citizen who removed rolled banknotes from such a glass, put them in a book and, apparently, to smooth it, kept it under him on the seat of a car. The counterintelligence feature turned out to be very useful - thanks to it, a number of American agents were identified ...

Cobblestones deliberately smeared with some kind of nastiness, crumpled milk bags soiled with something (so that an outsider does not pick it up) are by no means detective fantasies, but the latest spy inventions of foreign intelligence services to communicate with agents from among Russian citizens, recruited and, accordingly, trained during their temporary stay abroad. There are a lot of such exhibits in the Chekist hall of the Academy of the FSB of the Russian Federation - behind them is the painstaking work and high professionalism of the counterintelligence units of the State Security.

Given the high vigilance of our counterintelligence officers, foreign intelligence services constantly updated their arsenal of techniques. For example, the US CIA four times changed the camouflage of the means of contactless communication of its intelligence agent with his agent O., who was recruited by American intelligence according to the standard scheme during his work as second secretary of the USSR embassy in Colombia. The history of this recruitment is instructive.

Initially, CIA agents made video recordings of O.'s intimate meetings with the wife of one of the employees of the Soviet trade mission, which took place in a hotel in Bogotá. Then, in the same hotel, our diplomat was “set up” by a beautiful woman who was in fact an experienced CIA agent and who was brought to Colombia from Spain specifically for the operation. Their dates were also videotaped. Then, blackmailing O. with "love" materials, the Americans persuaded him to cooperate.

Returning to the USSR, O. on the instructions of his overseas masters got a job in the Foreign Policy Planning Department of the Ministry of Foreign Affairs. He willingly was on duty at night and often replaced other employees on weekends, reshooting with a miniature camera the cipher correspondence that came to the Foreign Ministry. He gave particular preference to telegrams from the United States, reports of the then Soviet ambassador in Washington. And O. passed the captured microfilms to the CIA station in Moscow through the already mentioned so-called "junk" objects - "cobblestones", a charred "root" of a tree, a crumpled "package" from under milk, and so on. In these camouflages, small containers with film were mounted.

But the vigilance of our counterintelligence officers was on top. Agent O. did not work for the Americans for long - he was exposed by the KGB, and one of the American intelligence officers, who was trying to pick up the “cobblestone” abandoned by O. with another container, was caught red-handed. The success of the operation was ensured by the combined efforts of many state security services, dozens of employees from different structural divisions KGB. Coherence, clear interaction between the various departments of the KGB allowed our counterintelligence officers to successfully counteract the subversive activities of the American special services in other areas as well.

In the 1980s, despite the losses, the scale and main directions of the US intelligence and subversive activities against the USSR were growing. I am deliberately talking about the US government, and not just its intelligence agencies, because the collapse of our country was the main goal of American public policy. And many American citizens were voluntarily or unwittingly involved in the pursuit of this goal. The facts irrefutably testify that during the Cold War, the US CIA not only introduced innovations in the technical means of undercover communications, but also, with the sanction of the government, began to widely involve American citizens from different strata and categories of society in intelligence and subversive activities against the Soviet Union, and especially journalists.

There are concrete facts to back this up.

Fact one. In April 1980, CIA director Admiral S. Turner spoke at a convention of the American Society of Newspaper Editors. He was asked thorny questions about the immorality of the CIA using journalists in intelligence operations. The admiral replied without batting an eye: he could not promise that the CIA would never use journalists for its own purposes in the future.

Fact two. A few days later, US President J. Carter, at a briefing for editors of provincial newspapers, confirmed Turner's position. And he, relying on the support of the president, again declared: “Journalists must overcome their recognized independence and serve the government if the president and the chairman of the congressional committee that oversees the CIA supports its director. Patriotism requires secret missions.”

Fact three . The chairman of the Senate Intelligence Committee, Senator W. Huddlestone, added on this occasion: “In the original version of the law on the CIA charter, the agency was forbidden to hire journalists, priests and scientists to perform secret tasks ... At the personal request of the president, this prohibition was eliminated.”

The KGB was well aware of this "debate" on the use of journalistic cover and the journalists themselves in the interests of intelligence. Therefore, the state security workers had to intensify their efforts in this direction as well. The results were not long in coming. Soon the CIA received a severe blow in the highly secret and sensitive area of ​​its intelligence activities. This blow, inflicted by the USSR State Security Committee, backfired in the United States and around the world with a loud scandal. For he was associated with the name of a famous American journalist.

The KGB received convincing evidence that an American citizen, a correspondent for the famous US News and World Report magazine Nicholas Daniloff, who was in the USSR from 1981 to 1986, using journalistic cover, was actively engaged in collecting intelligence information. In the course of his journalistic trips around the country, he tried to obtain information about the military training and mobilization readiness of conscripts, photographed the radio relay lines and antenna fields of the Ministry of Communications, selected places convenient for conducting covert operations in communication with agents, and checked the possibility of receiving Western radio broadcasts in specific areas countries.

Daniloff's attempts to obtain information about the latest types of Soviet weapons, about the production profile of sensitive factories, and the location of radioactive waste disposal sites were also documented. He maintained contacts with a number of Soviet citizens, whom he used to obtain the necessary and by no means journalistic information. At the same time, he acted very assertively, directly expressing his desire to “buy” precisely classified information on issues of interest to him. For espionage, Daniloff was convicted by a Soviet court. But then, showing goodwill, the competent authorities expelled him from the country, blocking entry to the USSR.

US officials initially tried to disavow Soviet counterintelligence reports of the journalist's espionage activities. But then, under the pressure of irrefutable facts, they fell silent, giving Daniloff "to be devoured" by his fellow press. And they, these brothers, quite quickly turned Daniloff into a "scapegoat", the culprit of a noisy espionage scandal.

By the way, before the embarrassment with Daniloff, the CIA fooled around with two more correspondents accredited in Moscow - G. Smith (New York Times) and R. Kaiser (Washington Lost), who specialized in searching for and exporting from the USSR underground literature used by then in various noisy anti-Soviet campaigns. In the end, they were caught, as they say, by the hand and were forced to leave our country.

There are many more examples of how the CIA uses its citizens to carry out special missions. But something else is important. In the late 70s, counterintelligence officers from the KGB managed to unravel the biggest secret of the US CIA, which consisted in the fact that this agency carefully prepared and in the 80s began to implement a special program of so-called deep covers.

According to the materials of the KGB of the USSR, it is known that its author was the former deputy director of the CIA Bissel, who also developed the concept of a “double agent network”. Under this concept, it was assumed that the CIA would use its most valuable and reliable agents from among foreigners working outside the United States for intelligence purposes. But at the same time, US intelligence agencies also planned to create a network of "illegal residents" for tasks of a "delicate nature", especially where the decoding of intelligence officers under official cover is highly undesirable.

By this time, the United States had prepared a super-secret political program for launch "in production", which set as its main goal to undermine the Soviet economy, using for this its certain dependence on Western technologies. The program was a set of activities that included modified or fabricated technical information in the civilian and military sectors. When transferring such "delicate" information to Soviet specialists, it was necessary to have intermediaries of a special kind, who were under deep cover.

One of the participants in that program later recalled: “In principle, it was about delivering false or partially false data and information to the Soviets, which would force them to make wrong technological decisions. In short, bring chaos and disorder into the economy of the Soviets)).

Understanding well the special danger for the country of this new method of intelligence and subversive activities of the US CIA, our counterintelligence took the necessary measures to strengthen its work in this direction. As a result, concrete operational data was obtained, which made it possible to get a clear picture of the CIA's plans for the use of agents of a new type.

Later, this category of agents received legal formalization and the name "professional agents", which were equated with the staff, although they were not included in the CIA staff. At the same time, agents from among American citizens began to be involved in this work. Occupying an intermediate position between personnel and agents, many of them were transferred to the category of intelligence personnel, although they worked in private or mixed firms.

Around the same time, the CIA began building up a cadre of intelligence officers operating under commercial cover overseas. In special intelligence schools, they were conducted professional training in order to apply the group system of organizing work, which was called the Deep Cover Group.

The essence of this principle is this. Several regular intelligence officers, who are under the cover of mixed firms, are united in groups of 4-5 people. They do not reveal themselves to each other, although they know that they are operating in a foreign country as part of a group. The members of the group do not maintain any contacts with the embassy residency, but close only to their leader, who reports to the resident or to a staff member of the residency allocated for this purpose. Members of the Deep Cover Group are used to perform certain elements of a reconnaissance mission, which is fully known only to the leader.

To ensure reliable deep encryption of its employees, the CIA has developed a clear system of interaction with many American corporations and firms. However, using the largest American companies as a "roof", the CIA had to face such a serious problem as the forced decryption of the intelligence officer in front of a large circle of people from the administration of the companies to which the CIA was forced to turn for assistance. As a result, facts about the CIA's involvement in matters of a financial nature often began to be disclosed.

In this regard, American intelligence began to give preference to the use of industrial associations, mixed firms, chambers of commerce, advisory commissions, contracting organizations and intermediary firms as a "roof", as well as the creation of its own legendary private enterprises with the participation of the CIA and the intelligence officer of the Deep Cover Group. . These are small consulting, advertising, legal and other firms with a minimum number of employees (3-5 staff positions), in which the intelligence officer holds the position of manager, vice president, commercial director, consultant, advertising agent, sales representative, etc. Legally such organizations may be officially registered under the laws of the host country as mixed companies or single-owned private firms, but may also be simply fictitious organizations financed by the CIA through a front man.

An example of this can be given. In the 1980s, the counterintelligence units of the KGB, as a result of operationally complex measures, managed to reach several American intelligence officers from the "deep cover" echelon. One of them, a Pole by origin, after graduating from the United States, stayed there to live and subsequently received American citizenship and started a family.

And in Russia, he appeared as a representative of the financial circles of Italy, along with his "wife" - an Italian, who at the same time was his translator. He knew Russian quite well, but he hid it during "business" negotiations with Russian partners. He showed his main interest in JVs (joint ventures) associated with the conversion of defense plants ... How he “lit up” before the KGB, let it remain a professional secret for now. But our counterintelligence officers had no doubts about his belonging to American intelligence.

At the beginning of 1984, we received information that in Langley, where the headquarters of the CIA is located, the director of the department, W. Casey, held a special meeting with the most distinguished intelligence officers from the Deep Cover Groups, setting new tasks for them. Given this, the KGB of the USSR was forced to create a new direction in its structure - to counter the subversive efforts of the US CIA, carried out by the method of deep cover.

By the way, it is curious that at the aforementioned meeting in Langley, W. Casey, after thanking his employees for their service and wishing them further success, ended his speech with a categorical statement: “I give you my personal word that this will remain between us.”

However, Casey's statement was, to put it mildly, reckless. His report soon ended up in Moscow and was carefully examined by the Soviet counterintelligence. In particular, it became known from it that, as a rule, businessmen are involved in deep cover work. Those who agreed to cooperate with the CIA received pseudonyms and underwent appropriate training. Intelligence seminars were held for small groups of "listeners" in CIA departments, and they were usually addressed by Casey himself. Almost two hundred of the largest American enterprises not only shared information with the CIA, but also served as a cover for its agents. At the same time, by 1984, the number of "listeners" who took a special course at Langley exceeded two hundred people.

From the report of the director of the CIA, the form of work with businessmen, who, in essence, became employees of the CIA, became known. All of them, upon returning from the USSR, called a special telephone number to the CIA, and also wrote reports and reports. After that, a courier came to them, the report was sealed in a special envelope and delivered to the “National Collection Department”. Then, especially important information came to the National Security Council, and sometimes even lay on the president's desk.

According to the data that the KGB managed to get, the total number of CIA employees under "deep cover" at that time was already about 3 thousand people. Approximately 99 percent of them used unofficial covers, that is, they worked under the guise of employees of various commercial firms, entrepreneurs, employees of charitable societies, international and religious organizations, were students, and so on.

What did the American intelligence officers from the Deep Cover Group do? From the operational materials that were at the disposal of the Soviet counterintelligence, it was clear that the tasks assigned to them turned out to be much broader than originally thought. The two most important goals entrusted to them were clearly visible.

The first is to collect broad-based intelligence proactive or "indicative" information about the host country. The basis of "indicator" intelligence is the mass nature of its undercover positions in any probable theater of operations and the close linkage of undercover intelligence with the technical intelligence system. "Indicator" information is the basis for the implementation of the second fundamental goal. It consists in the fact that intelligence, by evaluating the data obtained, predicts the development of the situation and develops proposals for the formation of a policy of complex influence (influence) in the strategic interests of the United States on domestic political events in the host country. This is where the famous term “influence agency” comes from.

As a priority for the future, the Group is tasked with meeting the needs of the intelligence community in undercover penetration into leading state institutions, among political leaders, representative and other bodies. That is, we are talking about "cultivating", about moving our agents of influence into the power structures.

Influence on the President of another country, on its state institutions? Is this possible? According to American experts, this is not only possible, but it is the cheapest and most effective way to ensure national security policy. The President can be influenced in three ways. First, through meetings at the highest levels. Secondly, through his team, in which it is necessary to introduce agents of influence. Thirdly, indirectly, by organizing propaganda campaigns in the media praising those actions of the president that are beneficial to the United States.

It's not about speculation. All of the above is the instructive development of the US CIA ideologues, it is a program of specific actions aimed at ensuring American interests and, accordingly, at infringing on the interests of other countries. If through the prism of these data about the Deep Cover Program, it is essentially the first time it has been mentioned in our press! - look at some events of the late eighties - early nineties, then much will look in a different light than it seemed then. One can recall a closed one-on-one meeting between Gorbachev and Bush in the captain's cabin of an American warship - and Bush was once the director of the CIA, this is an experienced intelligence agent! One can also recall some of the personalities who made rapid careers during the years of perestroika, turning out to be Gorbachev's main mentors. Finally, how can one not recall the noisy newspaper campaigns in the "dempress" that purposefully influenced Gorbachev. A lot of work was going on in all areas of influence on the leader of our country in those years. Its results are known...

No, it was not without reason that American and Western political scientists developed the theory and technology of the so-called "social engineering". One of its theorists, Karl Popper, argued: "We can influence history or change it in accordance with our goals." And, alas, our country had to be convinced in practice of the truth of these words ...

The following is also characteristic. In formulating their goals, American intelligence analysts emphasized that US policy towards Russia cannot depend on a particular political leader or group of leaders. It completely depends only on American strategic interests. Therefore, the United States will seek such fundamental negative changes in post-Soviet institutions and the practical activities of power that could be corrected only at the cost of huge economic losses ...

The Collegium of the KGB of the USSR timely assessed the danger of a new type of intelligence and subversive activities of the US CIA and some other foreign special services using the method of deep cover. In 1985, a special meeting was held on this issue with the invitation of the heads of other interested departments of the country. It worked out specific measures to strengthen counteraction to Western intelligence services in this sector of their intelligence aspirations. And the relevant directive documents were sent to the operational staff of the KGB bodies and troops: orders and instructions, service reviews with generalized material on this issue.

We have to state with deep bitterness that after the August events of 1991, the new leadership of the KGB canceled all these directive documents as not corresponding to the situation in the country. Indeed, in the eyes of these short-sighted leaders, the United States at that time acquired the image of a good Uncle Sam and an “ally” in perestroika. A wide field of activity for the implementation of secret plans aimed at the destruction of Russia opened up before intelligence businessmen.

Thankfully, those days of total letdown are in the past. The new Russian state security agencies are well aware that the huge US CIA army is active around the world. Scouts in the rank of ambassadors, secretaries, attachés, advisers, bankers, entrepreneurs, each work in their own area. However, the actions of all the "fighters of the secret front" clearly fit into the overall plan and are subject to a single strategy - to clear the way for the "new world order".

The US Central Intelligence Agency is often referred to as a "state within a state". The activities of the CIA are judged on the United States as a whole. Therefore, it is necessary to explore the scope of this most powerful intelligence organization in the world. Impossible to understand modern world without taking into account the specifics of the special services in general, and in particular the US CIA, because its activities leave their mark on the entire world history. This is by no means an exaggeration. This is evidenced primarily by the "psychological" doctrines of the American intelligence agency, as well as the "psychological wars" unleashed by it.

Notes:

For obvious reasons, I do not give the full name of O., as well as the names of the agents in other examples, so as not to cast a shadow on their relatives.

The book-training "Secret springs of the human psyche" will tell you about amazing phenomena that you did not even suspect. It turns out that each of us is subject not only to someone else's influence, but also to psychoprogramming. Every day we are exposed to psychic attack and the effects of psychic viruses. Our psyche is an incredibly fragile structure, and it must be protected. You will learn how to do this by getting acquainted with the unique psychotechnics of Ernest Tsvetkov, which will help you not only neutralize the negative impact, but also learn how to independently program the situations you need, using the reserves of your subconscious.

FOREWORD

In writing this manual, I am fully aware of the possible scope of the knowledge and skills that you will learn from it. Therefore, I reduce theoretical information as much as possible, focusing primarily on practical techniques and a proven training system that can give the effect of “immediate action”.
Our training course begins with mastering the technique of applied (non-therapeutic) psychoanalysis in order to quickly and productively analyze the behavior of a partner in the course of a single conversation, revealing his hidden motives and potential intentions.
Using the "secret" information that you have extracted with the help of mastered analytical techniques, in the process of observing the verbal (verbal) and non-verbal (non-verbal - body language and gestures) signals of your opponent, you can successfully apply the "built-in" hypnotic forms of your influence on someone's subconscious and thus, through subtle psychological manipulation, form the programs you want in him. The elements of Ericksonian hypnosis, which is also called "hypnosis without hypnosis", will give you new opportunities and significantly expand your sphere of influence among people.
Outlining this material, which may seem new and unfamiliar to you, to facilitate perception and assimilation, I give below the main points, or “reference points” of the program of our correspondence seminar.

MATERIAL

Psychoanalysis.
Interpersonal relationships.
Psychological defenses.
Partner behavior during negotiations.
Revealing hidden motives.
Hidden motives and their unconscious demonstration during a conversation.
Behavior and its connection with the unconscious. Motivation management.

PRACTICAL SKILLS:

Psychoanalytic basis:
- Basic psychoanalysis
- Applied (non-therapeutic) psychoanalysis
- Communication analysis
- Behavior analysis
- Protection
- Transfer (Transfer) and work with it
- Transfer amplification methods
Kinesics (the science of reflecting human behavior in its external manifestations):
- Dynamic analysis of gestures, postures, behavioral maneuvers
- "Language of the body"
- Using kinesic knowledge to enhance impact.
Hypnosis:
- Methods of hypnotization in the structure of communication
- Hidden hypnotization during a conversation
- Achieving specific results with hypnotic imprinting
- Work with the partner's subconscious
- Programming a partner for the desired reaction
- Strengthening partner reactions
- Improve contact efficiency
- Consolidation of the program
As an autopsychotraining focused on improving the self-regulation of the psychophysical status of the body and the development of creative (creative) resources, you will be offered the developed and tested author's method of "psychosensory synthesis".

INTRODUCTION

Business makes people just like people make business. But people are, first of all, psychology, and the space of the human personality is, first of all, a psychological space, and only then an economic or social one.
When it comes to management or business partnerships, it is, of course, impossible to ignore the psychodynamic factors that determine communication style and underlie human behavior.
The history of great millionaires has on its account a wide variety of biographies, destinies, unexpected zigzags. Each of them went his own way, but something in common united them all. This is a common - great knowledge of people.
This is confirmed by the statements of the capitalists themselves, who have achieved success and taken a place at the highest rungs of the social ladder - statements that, having become classic, have become the golden rules of Big Business. One of them reads:

SUCCESSFUL IN BUSINESS IS THE ONE WHO SUCCESSFULLY WORK WITH PEOPLE

For some, this ability is an innate gift, for others it is the result of constant inner work. But in both cases, it requires active training and practice, which, in fact, is the focus of this manual.

Part 1 APPLIED PSYCHOANALYSIS

origins

The universe is infinite, the mind is limited, but in its limitations it has succeeded greatly and has achieved a certain mastery. We need to delineate the boundaries of this or that phenomenon as clearly as possible, trying to determine its beginning and end.
There is no completion of what we are going to do, and it is not foreseen, but the beginning, and quite a great one, exists. It is connected with the name of Sigmund Freud, the founder of psychoanalysis-discovery, which became the foundation on which all modern science about the human psyche.
Freud believed that his metapsychology is the third doctrine that dealt the most crushing blow to the narcissism (egocentric narcissism) of mankind. The first was the assertion of Copernicus that the Earth is not at all the navel of the Universe, but its distant province. The second is Darwin's theory, which declared a relationship, and not the most distant, of the so-called "king of nature" with his anthropoid counterparts. And, finally, Freud, at the suggestion of these intellectual monsters, scores a decisive goal in the very core, striking the scrupulous morality of indignant humanity. It turns out that Homo sapiens is far from sapiens. And what we call consciousness and intellect is by no means the main thing in the human psyche. Quite the contrary - mysterious, elusive forces determine our behavior. These forces belong to the world of the Unconscious - the original, but infinite, inaccessible, but comprehensible. One psychoanalytic aphorism expresses this position in a concise and refined form - the formula:

CONSCIOUSNESS THOUGHT, THE UNCONSCIOUS CONTROLS

How does this mysterious Unconscious manifest itself (as a synonym for this concept in modern literature, you can find the term Subconscious)!
The unconscious is the space of our:
- Dreams
- Fantasy
- Pulses
- Motives
- Attractions
- Forbidden desires
- instincts
- Reservations
The unconscious is what we really think, but are unaware of it.
What we really think is hidden from us behind seven seals.
The psychoanalytic method breaks the seals from these seals and allows us to penetrate the mystery of the mysteries of the human personality.
Modern psychoanalysis, depending on the purpose, is divided into therapeutic and applied. The functions of the first follow from the name itself and are quite clear. Applied psychoanalysis, which is of direct interest to you and me, also began with Freud's works on culture, religion, sociology, that is, the field public life where the researcher first tried to interpret known phenomena from a psychoanalytic point of view. You are faced with tasks of a more modest scale - you do not need to reform society, found a new religion, create new states. Your task is to do only one thing - money.
Therefore, we will confine ourselves to the psychology of human relationships and the knowledge of how, using the same psychology, to exert the most effective influence on other people and ourselves.
Let's begin with human behavior is determined and does not recognize any accidents, although at first glance it is quite the opposite that catches our eye - our everyday life is overflowing with seemingly accidents - accidentally met, accidentally did not meet, accidentally forgot, accidentally misspoke, etc. (there is no point in continuing this countless series , you yourself can find many such “accidents” in your life). Moreover, an important point to remember:

THERE ARE NO ACCIDENTS. THERE IS A STRICT PREDETERMINATION AND

REGULARITY. FOR EVERY ACCIDENT IN

BEHAVIOR LOOK FOR THE HIDDEN MOTIVE

Freud, in his work The Psychopathology of Everyday Life, gives several examples where apparently innocent platitudes proved fatal.
In the first case, in a family of young spouses, happy, tender and devoted, the wife accidentally loses her wedding ring. She is upset, but soon the ring is under the table in the bedroom. It seems that one can not attach importance to such a trifle, but the meticulous Freud attached and predicted that the marriage would be unsuccessful. After a while, the marriage broke down.
In another case, in a conversation with a patient, Freud noticed that she, constantly praising the merits of her married life, kept removing and putting her wedding ring on her finger. It is not difficult to guess what assumption Freud made this time as well. As in the previous case, it turned out to be prophetic.
What is the matter here?
Mystic has nothing to do with it.
Everything rests on those inexorable mechanisms according to which psychodynamic forces operate.
At the level of consciousness, that is, the level generally accepted and acceptable, both situations can be considered successful, but the Unconscious, both in the first and in the second case, resists marriage. If the Consciousness persuades: “Everything is wonderful, everything is fine,” then the Unconscious mind stands its ground: “Sorry, you are my friend, but the truth is more precious. You just either don’t want to, or are afraid to admit that this alliance is disgusting to you, just disgusting and there can be no question of any love.
However, the voice coming from the depths is diligently muffled, and if it becomes too persistent, repressions begin. Our Ego keeps at its disposal a censorship apparatus reaching bureaucratic perfection, which works clearly and rigorously. Censorship is always on guard and will not let any seditious thought from the dark unconscious bowels into the bright Consciousness. Therefore, while there is peace and quiet on the surface, a real storm rises in our vague depths.
In principle, man is more perfect than humanity, and the individual is more intelligent than society. Before declaring a revolution, the body repeatedly warns its owner: “Attention! Trouble!" And if the owner is reasonable enough, then the unfavorable situation is resolved quite loyally.
The whole trouble is that we have forgotten how, and most likely have not learned to recognize these signals, we ignore the warning signs and wait for the explosion.
The unconscious signals its intentions precisely through such symbolic signs, which are perceived either as innocent trifles or as annoying accidents.
Now back to the examples.
Action: The woman loses her ring.
Deciphering: The ring is a symbol of marital union, fidelity, love, devotion.
Interpretation: A woman loses a symbol of marital union, fidelity, love, devotion.
Question: Why?
Answer of the Unconscious: Because in this case I do not accept this and reject this man. I could have said this directly, but censorship does not allow it. How else can I make my claim? You have to resort to Aesopian language.
Strategy: Finding a socially acceptable option and acting through it.
As you can see, despite all its monopoly positions, censorship is weakened. She makes sure that the Unconscious does not break into Consciousness. Well, if so - it does not break through. But then it seeps in and starts talking to us, not directly, but really in Aesopian language. In any case, it declares itself only by using roundabout maneuvers. These workarounds are just those "little things" that we do not attach importance to.
If Sherlock Holmes were not a detective, but a psychoanalyst, he would still have uttered his famous phrase: “My dear Watson, there are no and cannot be trifles in our business. All our work is based on these little things, which are much more important than visible evidence.
Therefore, accustom yourself to pay attention, first of all, to seemingly insignificant, inconspicuous details in people's behavior and mentally ask yourself the question: “What is hidden behind this?”. Do not be afraid at first to go too far and become like two characters from a joke where two psychoanalysts meet, and one of them thinks: “What if I say to him not“ Hello, colleague ”, but“ Good morning. I wonder how he will react?”, and says: “Good morning.” "What do you have in mind?" - immediately followed by the answer of another psychoanalyst.
Over time, your perception will train and the behavior will be natural.
Let this principle - the principle of determinism - enter your subconscious. By constantly using it, you will begin to see things that others cannot see.
Start as soon as possible, right now.
Recall times in your life when you:
- being late for a meeting or date
- forgot about their promises, referring to the fuss, turnover, or simply their forgetfulness and absent-mindedness
- they said "yes" and did "no", and vice versa
- lost someone's gifts
- appropriated "accidentally" someone's trinket.
Remembered?
Now scroll through in your memory the same phenomena, only that happened not to you, but to those people with whom you communicated or are communicating.
You will open new world, and you will discover a lot of new and interesting details. But do not forget to keep in mind the principle of determinism.
If a person:
- late - it means that he unconsciously does not want to meet too much,
- forgets - it means that he unconsciously does not want to remember.
By the way, about forgetfulness and forgetfulness. When consciousness receives some not very pleasant or not very significant information, it seeks to get rid of it. And this is logical. After all, when you encounter certain problems, you do not jump with delight, but think about how to get rid of them, push them out of your life. Our consciousness is not more stupid than you and me and, having received a portion of problematic information, it displaces it from its rightful possessions. There is nothing left for information to do but to go where it will be readily accepted, that is, to the area of ​​the Unconscious. Such a process has received the corresponding name - Repression, and the information material that has been subjected to such ostracism is repressed into the Unconscious.
So we don't forget, we repress.
If I forgot to sign important papers for you, I'm sorry, absent-mindedness, fuss and circumstances have nothing to do with it. It's just that I repressed this event due to my subconscious unwillingness to do what I have to do.
You have a business meeting, let's say at three o'clock in the afternoon. Your partner is a few minutes late or at this time, if you are meeting on his territory, he is busy with something else, draw the appropriate conclusions. You already know what that might mean.

TRANSFER (TRANSFER)

Every psychotherapist familiar with psychoanalysis can talk about how the patient's behavior changes during treatment. It can manifest itself as a pronounced positive up to falling in love and even love, or it can take negative forms, sometimes reaching outright aggressiveness.
These changes in behavioral reactions are called transfer or transfer, and represent an unconscious direction in one direction or another of the flow of psychodynamic forces.
The patient himself does not understand why he "falls in love" with the therapist or begins to hate him.
Over time, he develops an understanding of what is happening to him, as a rule, due to the explanations of the therapist, who is well aware of the mechanisms that govern individual relationships.
However, the phenomenon of transfer arises not only in the psychotherapeutic situation. Freud considered it as an integral part of any experience of human communication. It turns out that people build their relationships in the present, reproducing emotionally significant aspects and impressions of their past. The fact is that our brain is able to create and retain certain information matrices, consisting of sets of memories about those people who in the past had one or another influence on us. These internal memories are called objective representations, and what is perceived by any new person conforms to these objective representations. We unconsciously evaluate people using the experience of memory, which contains ideas about the most significant figures that once had a certain impact on us. A new person is learned through thoughts and feelings that were previously directed at a friend, native person or enemy. Thus, it turns out that our present is a projection of our earlier reactions, but this mechanism lies outside of consciousness. It forms what is defined as a transfer. With its help, we “transfer” our attitude, which we once showed towards personalities important to us, to new object. This new object can be a psychotherapist, boss, subordinate, business partner, friend, husband, wife, lover.
Based on the foregoing, it is not difficult to guess that the transfer can be:
- positive (positive transfer)
- negative (negative transfer) In the case when a stranger causes an unconscious feeling of sympathy and trust in us, we can talk about positive transfer. If, being close to someone, we feel discomfort in ourselves and the desire to get rid of such communication as soon as possible, then, most likely, our personality in this case is in a situation of negative transfer.
If you pay closer attention to this fact, it will not be difficult for you to recall similar cases in your life when you began to experience outwardly unmotivated awkwardness or a sudden feeling of fatigue, or slight anxiety when meeting with a certain person, despite the fact that he may show signs of benevolence, openness, while looking quite nice and, in any case, not repulsive. This means that this subject unconsciously reminded you of that person who earlier, perhaps in early childhood, frightened you or made you go through some negative experience.
Try to consider situations for a while, taking a psychoanalytic position, and many hidden things will become apparent to you. Moreover, knowing the dynamics of transference will allow you to capture more subtle nuances in interpersonal relationships. This skill can be compared with the ability that the great scientist Cuvier once spoke about: “With just one mammoth bone, I will be able to restore the full appearance of the whole animal.” From just one seemingly insignificant detail, you can determine the psychology of your partner and his attitude towards you in order to use this to increase the effectiveness of your influence.

SIGNS OF POSITIVE TRANSFER

Direct Expression of Interest
- The predominance of "open" gestures (when the arms and legs are not crossed and the partner often shows his open palms)
- The partner listens attentively to you and involuntarily copies your gestures
- Your partner arrives at the meeting on time or before the agreed time
- Your partner pays you money on time
- Your partner gives or tries to give you signs of personal attention
- Your partner gives you gifts
- Your partner is inclined to talk about himself, about certain moments of his personal life, shares his impressions.

SIGNS OF NEGATIVE TRANSFER

Partner is late for a meeting
- The partner pays money at the wrong time, with a delay
- The partner does not fulfill or does not fulfill his promises on time
- Expresses doubts about the productivity of contact with you
- Prefers "closed" gestures, often looks away
- May not show up for a meeting, citing "unforeseen circumstances" as the reason for their behavior
- He talks little about himself, he is not inclined to share personal memories and impressions with you.
The word partner used here is universal concept and depending on the situation of communication may mean your:
- business partner
- Patient
- Buddy
- Intimate partner
- Chief
- Subordinate
In the future, we will also use this word, and each of you can put your own meaning into it, based on the contact that is relevant to you.
Now you know the dynamics of transference, its manifestations, and using the information received, you are able to see situations from a new angle that could once or may now seem problematic to you.
Recall when your partner:
- was late
- Didn't show up at all
- made you wait

Forgot about your promises or your requests
- Didn't pay on time. What interpretations can you offer regarding these events?
This question also applies to the following situations:
- Your partner is on time for a date
- Pays money on time
- Accurately fulfilled your requests or willingly met your wishes
- Gave you gifts
- He left his home phone number.
Now try to restore in your memory these same actions, only belonging not to another person, but to you personally. In this way, you will become aware of your transference and your true relationship with your partner. If in a communication situation you occupy a formally dominant position (for example, you are a leader or a psychotherapist), then your subconscious intentions directed at the person with whom you interact form what is commonly called countertransference, which, of course, can also be both positive , as well as negative.
Knowing how to identify your countertransference is just as important as knowing how to identify your partner's transference. This will greatly facilitate the process of your communication and give you additional psychological strength.
And in order for you to feel confident and free enough in any situation, learn the following algorithm of metaprinciples:
1. During business communication, try to take the internal position of a psychoanalyst-observer. Get into this role. Play her.
2. Look at your partner as a potential patient (by doing so, you will not humiliate or belittle him in the least, because the priest perceives his flock in the same way, which does not infringe on the dignity of people). This means that you:
- show complete correctness towards him
- carefully monitor his behavior based on knowledge of the dynamics of transference and countertransference
- maintain external neutrality
- constantly analyze the features characteristic of a particular type of transfer.
3. Analyze the finest nuances of your feelings, which can help you understand not only your condition, but also the condition of your partner. This tendency may eventually develop in you the ability to "SHF" - supersensory perception - a phenomenon about which psychoanalysts have written a lot as about psychic telepathy. This means that by your feelings you can guess about the hidden intentions of your partner. Many successful business people talk about their intuitiveness, which is often more useful than rational calculations.
Separately practice with the last point. The Here and Now exercise will help you develop a subtle sense of the moment.
Right now, as you read these lines, without changing anything, "freeze" the position and state you are in and answer two questions:


Do not criticize your thoughts and give them complete freedom.
Your consciousness only mirrors their spontaneous flow.
Now reverse your posture and answer the following questions:
- Have my feelings changed?
- What do I feel now?
Another exercise is similar to this but uses the element of surprise:
Set an alarm for a specific time and remove it from your field of vision. It would be nice if you forgot all about it. Continue with your normal activities. As soon as the bell rings, freeze in the position in which the signal caught you. Assess how relaxed or tense you are, comfortable or not, mark tense areas on your body. And ask yourself questions:
- What am I thinking right now?
- What do I feel right now?
Briefly write down your results.
Do these exercises daily for two weeks. They will not be difficult for you and will not seem boring at all, especially since they can be practiced in a playful way.

WAYS TO ENHANCE TRANSFER REACTIONS

If you want to activate behavioral responses from your partner, do not resort to specific techniques such as hypnotic induction or neuro-linguistic programming. You can use ways to enhance transference experiences in other ways. For this you should:
- Maintain external passivity and neutrality - in this case, you become like a "projection screen" for another person.

Show interest in your partner's personal life by non-intrusively interviewing him about his past experiences, childhood memories, significant emotional relationships.
- Build your behavior in such a way that your partner involuntarily compares you with someone who previously had a certain influence on him - for this you can even sometimes ask him if you remind him of some other person.
- Trying to listen more and talk less is one of the most important principles, as it allows the “projection screen” effect to manifest itself to the maximum extent.

RESISTANCE AND PROTECTION

Quite often in life we ​​encounter such a phenomenon as resistance - our own and someone else's. It is an unconscious force that prevents certain actions that lead to changes in either the personality or the situation that can revive certain unpleasant sensations. Imagine the following example. You receive a letter from your friend and, delighted by this fact, are going to answer. But at the same time, you are postponing your decision, justifying yourself with a lot of accumulated cases or fatigue, or your "damned forgetfulness." However, with an effort of will, you force yourself to write a couple of pages, but it turns out that you do not have an envelope. Having bought an envelope a week later, you forget to write the address on it, and after writing the address, keep the letter in your pocket for several days, since you can’t find mailboxes anywhere. In the end, you send your response message and breathe a sigh of relief.
If you analyze your actions and feelings carefully, closely and frankly enough, you will realize that the person you call a friend is actually deeply unpleasant to you. You don't know this, but your Unconscious knows about it and seeks to resist so as not to cause you to have a surge of negative emotions or anxiety.
We reluctantly recall unpleasant events in our lives or completely forget about them - the process of displacement is triggered, which is also due to resistance.
Try a simple experiment.
Recall a time or event that was psychologically painful—maybe the death of a close friend or relative, or a deep humiliation, or a situation where you were beaten or caught in the act.
Note, first of all, the lack of interest in remembering the event clearly, the resistance against talking about it. Perhaps you will have doubts about the need to do such an exercise, or you will suddenly remember urgent matters.
All your "foreign" thoughts and doubts interpret as resistance. To overcome resistance, it is often enough to be aware of it.
Once you become aware of your resistance, continue your memory work. In addition to the almost material feeling of resistance, you will achieve the fact that you will be freed from a significant part of your internal conflicts and internal tension.
It is easy to see that resistance, like repression, performs a certain protective function. However, such functions are not limited to these two mechanisms only and include in their arsenal much more techniques that our psyche resorts to. These techniques are called ego defenses. They all have one universal goal, already indicated above - to prevent the revival of unpleasant feelings and reduce anxiety.
This includes whole line which includes:
- Denial
-Reactive formation (reaction formation)
- Reverse feeling
- Suppression
- Rationalization
- Identification with the aggressor
- Asceticism
- Isolation of affect
- Regression
- Splitting
- Projection
- Introjection
- Omnipotence
- Devaluation
- Primitive idealization
- Projective identification
- Move
- Sublimation
denial is an attempt to ignore real event that worries the individual. An example would be a political leader who left his post, but continues to behave as before - as if he were an outstanding statesman. The ability to recall events incorrectly is also a form of denial.
REACTIVE EDUCATION is a substitution of behavior or feeling directly opposite to the actual desire. A person may exhibit excessive cleanliness as a defense against the desire to be dirty all the time. The main feature of jet formation is exaggeration and extravagance. Reactive formations can be seen in any exaggerated behavior.
REVERSE FEELING is a change in the direction of momentum - for example, blaming yourself instead of expressing disappointment with someone else.
SUPPRESSION - The essence of this defense is to remove something from consciousness and keep it at a distance from consciousness. Hysterical symptoms, asthma, arthritis, ulcers, lethargy, frigidity, fears, impotence can be the result of suppression.
RATIONALIZATION is finding acceptable reasons or reasons for unacceptable thoughts or actions. Rationalization hides our motives and makes our actions morally acceptable.
"I'm doing this solely for your good" - (I want to do this to you. I don't want this to be done to me. I even want you to get hurt a little).
“I think I love you” - (Your body attracts me: I want you to relax and feel attracted to me).
IDENTIFICATION WITH THE AGGRESSOR - manifests itself in the imitation of what can exert negative pressure. If someone masks his fear of some kind of authority, he may adopt his manner in an exaggerated or caricatured way.
ASCETISM - most often used to control the intensity of sexual desires. As a rule, he is shown with an air of complete superiority,
ISOLATION OF AFFECT is the separation of the anxiety-producing part of the situation from the rest of the mental sphere. Its normal prototype is logical thinking.
REGRESSION - a return to an earlier level of development or to a mode of expression that is simpler and more characteristic of children. Every adult, even the well-adjusted, resorts to this defense from time to time to "blow off steam." People smoke, get drunk, overeat, lose their temper, bite their nails, pick their nose, read stories about the mysterious, go to the movies, ruin things, masturbate, chew gum, drive fast and risky, sleep during the day, fight, dream, rebel against authorities and obey them, preening in front of a mirror, gambling, looking for a "scapegoat".
SPLITTING - is the separation of positive images of a person from negative ones. At some point, a partner can get a fairly high score, and immediately after that, a significant decrease in the score can occur and vice versa. Such a subject can declare that all his friends and allies have betrayed him and turned into enemies, and in the next moment make the opposite statement. DEVALUATION - belittling a partner, reducing his value to a minimum, up to a contemptuous attitude.
PRIMITIVE IDEALIZATION - the backlash, manifested in the exaggeration of the power and prestige of another person.
OMNIPOWER - an exaggeration of one's own power and strength.
PROJECTIVE IDENTIFICATION - is a projection onto another person with a subsequent attempt to take control over him. For example, someone may project their hostility towards another person and then fearfully expect to be attacked by that person.
PROJECTION is the attribution to another person, animal, or object of qualities, feelings, or intentions that come from the ascriber himself.
"All men and women want the same thing"
- (I think a lot about sex). "You can never trust anyone"
- (I do not shy away from sometimes deceiving someone).
INTROJECTION is the desire to appropriate the beliefs and attitudes of others without criticism and make them your own. Such a subject very often speaks not on behalf of himself, but on behalf of the collective, microsociety, etc. Instead of the pronoun "I", he, as a rule, uses the pronoun "WE".
MOVEMENT - this is a change in the object of feelings, their transfer from the object that served as a source of negative emotions to another object - safer.
For example, a subordinate who is angry with his boss, when he comes home, begins to pour out his anger on family members.
If someone starts telling a partner about love, hatred, anger, irritation towards other people, this can often be interpreted as an expression of their feelings for this particular partner.
SUBLIMATION - represents the so-called "mature" or "successful" defense. It is a process by which energy, originally directed towards aggressive goals, is redirected to other goals - intellectual, artistic, cultural, manifesting itself in the form of creative self-expression.
Study these defenses carefully, starting with yourself. Determine which of them are typical for you and which are inherent in others. By becoming aware of your unproductive defenses, you can get rid of them and direct the energy released as a result to more constructive purposes, increasing your sublimation.
Strive to apply the information you just received in your communication - it gives you an additional key to access your partner's subconscious and makes your perception of people deeper and more subtle.
The psychoanalytic method will allow you to "see through" the darkest mental layers of those people with whom you are involved in interaction, and - thanks to your "psychic X-ray" - you will be able to more effectively control the situation in your favor, having an undeniable advantage.

Part 2 WHAT WE REALLY SAY WHEN WE SAY

BODY AND GESTURE LANGUAGE

There is a famous aphorism belonging to Voltaire: “Language has great importance also because with it we can hide our thoughts. A similar thought was expressed by the "king of diplomats" William Gladstone: "Words are invented so that people can lie to each other."
Almost every one of us speaks two languages ​​from childhood, one of which is realized and constructed as speech, while the other, completely belonging to the Unconscious, is able to convey our hidden motivations and motives. In this section, we will try to master the knowledge of this second language - body language in a concentrated form and learn how to effectively use the new knowledge.
Smart people have always attached great importance to the gesture, believing that it is capable of inconspicuously exerting a very noticeable effect. Each movement can be deciphered and freely read the secret message of our interlocutor, which he can hide from us in the most careful way.
Even if we carefully think through the most sophisticated lies, our involuntary gestures will betray us. At the same time, knowing the meaning of each gesture and consciously using it, we can signal our intentions to the partner's subconscious and thereby exert a hidden influence on him, which will allow us to have an extra trump card to master the situation.
Just as the study of any language is impossible without a dictionary, I believe that the most meaningful form of comprehending sign language would be to compile a kind of quick reference book, where you can easily find certain correspondences for yourself.
The dictionary is based on the principle of psychophysical parallelism or the analogue principle, which lies in the fact that the mental is reflected in the physical and vice versa - physical changes entail mental movements.
The analog principle is universal and is an effective model that allows you to accurately determine and qualify the finest nuances in human behavior.
In order for the perception of kinesics (the science that studies the reflection of human behavior in its external manifestations) to be as convenient as possible, we will take the following position as an axiom: "The character of a person is his gestures."

OPEN GESTURES

OPEN GESTURES - evidence of psychological openness, desire for communication and productive contacts. They appear in uncrossed and open positions of arms and legs.
Arms
Open palms - honesty, frankness.
The palm turned up is a begging gesture. With such a position, it is easier to achieve the request, since it does not show pressure from the one who asks.
The palm turned down (looks at the floor) is dominance. From the side of the one who uses such a position, psychological pressure is felt.
Handshakes
The palm turned up (the palm from below is under the palm of the partner) is the willingness to obey, an unconscious signal to the one whose dominance is recognized.
The palm turned down (the palm on top is in the partner’s palm) is the desire for dominance, an attempt to take control of the situation.
Palm edge down (vertical position) - the position of equality.
A way to neutralize a dominant position: If your palm is down, take a step towards the meeting and approach your partner. As you get closer, your hand position will naturally change and automatically move to a vertical position.
Handshake "glove" (two palms clasp one palm of the interlocutor) - the desire to show their sincerity, friendliness, trust.
Legs
The toe of the foot - an indicator of interest - indicates in its direction who the person is interested in or finds attractive.
Widely spaced legs:
1. In a standing position: aggression, including sexual. Confidence. Ready for action. Activity.
2. In a sitting position: confidence. Inner relaxation. Demonstration of sexuality.

CLOSED POSITIONS

CLOSED POSITIONS - speak of psychological closeness, a tendency to isolate oneself from the situation. They appear as crossed arms and legs.
Arms
Arms crossed on the chest - an attempt to hide, isolate oneself from the situation. Negative reaction.
Arms crossed on the chest with palms clenched into fists - an enhanced gesture of crossed arms. Hostile attitude. Possibility of psychic attack.
Crossed arms with fingers tightly squeezing the forearms (clasping hands) - a negatively suppressed attitude to the situation.
Crossed arms with the position of the thumbs vertically pointing up - a sense of protection (crossed arms), confidence (demonstration of thumbs).
One hand intercepts the other hand - running vertically along the body - in the area of ​​the forearm, elbow or shoulder: a lighter form of crossed arms.
Hands are freely lowered, but one seems to shake the other - an attempt to maintain emotional calm. With one hand, a person makes a gesture, as if he is adjusting a button on the sleeve of the other hand, a watch bracelet, a cuff - hidden nervousness.
A person holds a bouquet of flowers, a handbag (women), a cup of tea, etc. with both hands - an attempt to hide internal tension, nervousness.
Intertwined fingers, clasped hands - a negative attitude.
Pyramid (palms pointing towards each other, fingertips close) - confidence, confident attitude towards something. Hands behind the back:
One clasps the other in the palm area - self-confidence, authority, a sense of superiority.
One hand clasps the wrist of the other - an attempt at self-control.
One hand intercepts the upper zone of the forearm of the other hand - an attempt at self-control, but more pronounced than in the previous case.
The role of the thumb is a demonstration of aggressiveness, strength, pressure, a sense of superiority.
Hands in pockets, thumbs outside - confidence, conceit, an attacking gesture. In women - aggression, dominant character.
The thumbs sticking out of the back pockets are the dominant character.
Legs
Crossing legs (gesture leg for leg) - protection, a tendency to isolation.
In general, the gesture is interpreted depending on the context of the situation. For example, during a long lecture, a listener in the hall can use a similar position for convenience.
Crossed legs and crossed arms - disapproval, rejection, enhanced protection.
The American position "four" (the ankle of one leg rests on the knee of the other leg) - activity, confidence, self-confidence.
Crossed legs and intertwined fingers on the knees - self-concentration, isolation (remember the famous portrait of Dostoevsky).
Crossed ankles - protection, tension, negative attitude, nervousness, fear.

DYNAMIC POSITIONS

Dynamic I call such positions that cannot be qualified as closed or open, since they reflect a mental state of a different spectrum, although outwardly they can represent an imitation of closed or open gestures.
Head
The head is held straight or slightly raised - a neutral position.
The head is slightly raised, the eyelids are slightly closed or the corners of the eyes are screwed up, the gaze is directed downwards - arrogance, neglect, superiority.
The head is slightly tilted to the side - a manifestation of interest.
The head is slightly lowered, the look from under the brows is a disapproving attitude towards the situation, alertness.
Hands behind the head in combination with the position of the legs in the form of a "four" - the desire to demonstrate control of the situation, self-confidence, a sense of superiority.
Pupils
Extended - excitement, pleasure, manifestation of interest, including sexual.
Constricted - a negative reaction, rejection.
Sight
It is directed to the center of the forehead and does not fall below the eyes of the interlocutor - a businesslike look.
Distributed between the eyes and mouth - secular look.
Glides from the eyes down the body and back - an intimate look.
Sideways look:
- combined with a smile - interest,
- in combination with lowered eyebrows - hostility.
Often blinking is a sign of protection, confusion.
Hands and face
Scratching the chin - reflection and evaluation. Capturing the nose in a pinch just below the bridge of the nose in combination with closed eyes is concentration.
Hand at the cheek - the cheek rests on the fingers folded into a fist, and the index finger is straightened towards the temple - reflection, thoughtfulness.
The index finger touches the nose, the rest cover the mouth - suspicion, secrecy, distrust.
Touching or rubbing the nose is deceit on the part of the one who does it.
The index finger touches the cheek, and the rest are located under the chin - a critical assessment.
A hand strokes the neck - discontent, denial, anger. Protective gesture.
Rubbing the ear - impatience, the desire to interrupt. Nervousness.
The face is slightly inclined to the side and rests on the palm or fist - "telephone posture" - an internal monologue. Boredom.
Body
Sitting on a chair astride - a demonstration of superiority or aggression.
One leg is raised and rests on something, the body is slightly bent and moved forward - a gesture of the owner, the winner.

Hands rest on the lower back, legs wide apart - a demonstration of aggression and sexual aggression.

PAIR INTERACTIONS

Closed formations
The bodies of the two interlocutors are located opposite each other, their eyes are directed at each other - a manifestation of mutual interest, a desire to be only together.
open formations
Two interlocutors stand at a certain angle in relation to each other, as if forming a certain space where a third one can freely enter - a position that allows the participation of one or more interlocutors.
Inclusion in a conversation and exclusion of a partner from a conversation
Inclusion: in the case of a third partner joining a closed position, the interlocutors in it turn their bodies at an angle in relation to each other and to him, non-verbally inviting the latter to join the conversation.
Exception: in case of an attempt to join a third partner to a closed position, the interlocutors in it turn only their heads towards him. But the direction of the bodies remains the same. Which indicates that the third partner is undesirable in this conversation.

SEXY GESTURES

SEXUAL GESTURES - represent a manifestation of sexual interest in relation to someone and an unconscious (and sometimes quite conscious) attempt to demonstrate one's interest in him or her.
Male sexual gestures
- The hand adjusts the tie, collar or touches the throat or touches the hair.
- The thumbs are tucked into the belt.
- The toe of the foot is turned towards the woman who causes sexual interest.
- An intimate look.
- Hands on hips.
- Legs are widely spaced, regardless of whether the man is sitting or standing.
Female sexual gestures
- Throwing the head.
- Stroking or touching the hair (hair is quite a strong sexual symbol).
- Exposure of the wrists.
- Spread legs (standing or sitting).
- Slightly open mouth and moist lips.
- An intimate look.
- Crossed legs.
Once again I want to remind you that gestures, being a projection of unconscious movements, are capable of exerting the same unconscious effect. Therefore, if you want to express one or another of your aspirations, you can use a gesture for this, but already quite consciously. Your partner will perceive it properly and react accordingly.
So, for example, sexual gestures not only reflect sexual interest, but also serve as a good means of attracting attention and arousing reciprocal interest. If you begin to apply these gestures subtly and gracefully, then people will say about you that you have "sexual magnetism", unaware of the true reasons for your "thoughtful" attractiveness. And this is very significant. Even if you do not set yourself the task of finding a suitable sexual partner, it is very important to use this trump card, because sexual attractiveness always helps to increase the effectiveness of business contact due to the revitalization and activation of transfer reactions.

Part 3 HYPNOSIS WITHOUT HYPNOSIS

Fundamentals of PSYCHOPROGRAMMING

Our whole life in one way or another comes into contact with those or other influences that we unconsciously exert on us or that we ourselves unconsciously exert on others. And far from the last place among these natural influences is occupied by hypnotic imprinting. In fact, we do not suspect that we resort to such an effective method, but we resort to it quite often, if not daily.
The stereotype about hypnosis as a total sleep has taken root in our minds, in which people resemble crazy people by their behavior. And the hypnotist seems to be a kind of monster who rules over the crowd, the slightest careless gesture of which is enough for hundreds and thousands of people to meekly obey his order.
In reality, everything happens differently.
So-called demonstration hypnosis, which is practiced on stage, in a large hall, using all sorts of tricks - exactly what we see so often on television - is essentially statistical and represents the most primitive form of influence. From a person who engages in such a practice, not art is required, but as many people as possible, because the more people present in the hall, the more likely it is that among them there are highly hypnotic people who easily and quickly fall into a trance, or somnambulists who fall into a trance at the mere glance of a hypnotist. In addition, among the human cluster, the phenomenon of induction automatically arises - the phenomenon of "mental infection", which contributes to the emergence of a collective trance. This is the law of the crowd, and therefore such a method is defined as statistical.
Take a group of people, say twenty people, give your physiognomy a formidable look and declare that you will now begin to hypnotize them. At least five of them will go into a deep trance state, as many more will relax and enjoy, the rest will not react in any way. If you have a group of 100 people, multiply your results by 5 times. Twenty people will find themselves in a state of pronounced altered consciousness, twenty to forty will experience one or another extraordinary sensation, the rest will show relative neutrality. And personally, you do not have to strain. It will be enough for you to slightly, but theatrically, wave your hands and say a phrase with sacred notes in your voice: “Now close your eyes, listen to my silence, focus on your feelings, I charge you with positive energy” or say: “I influence your subconscious mind and I give it an installation. After that, you can rest easy until the end of the session.
I say this as a hypnotist with experience working with large audiences and groups.
What may be useful to you is a slightly different form of working with the partner's subconscious.
In the concept that we will use, hypnosis can be thought of as a rather powerful means to achieve some special goal. Whatever you do, whether you're selling a car or signing a contract, you can cause people to react more intensely. At the same time, your behavior remains natural, except that your communication style will become more refined.

THE MAGIC OF RHYTHM

Can you imagine (or remember) dancing with a partner without paying any attention to him or the melody? If yes, then you are very clearly aware that this is not a dance, but a nightmare. Instead of experiencing a stream of pleasure, you plunge yourself into an abyss of torment. And the reason here is that you did not adjust to your partner, did not enter into a single resonant rhythm with him. Your communication with him was not congruent.
If you want to communicate effectively, learn to be congruent and learn to adapt.
To be congruent means to be equal to a partner, to be involved, consonant with him, to be an accomplice in that sacrament which is called communication.
If you are congruent, you are better understood and more likely to agree with you, even if you say controversial things. Because congruence evokes sympathy and trust in the subconscious of the one with whom you communicate, and we already know that it is it that controls all our mental processes.
In order to form a congruent position, you need to adjust accordingly.
Adjustment (attachment) - adaptation of one's behavior to the way of behavior of another.
Evolutionary adjustment is a powerful survival mechanism in the process natural selection. In the animal world, during the mating game, the male who better adapts to the female has a better chance of success. During the mass migration of birds, you can find out how synchronized their flight is.
Watch couples in love. They literally mirror each other. If people are in close emotional contact, they tend to imitate each other's movements, gestures, postures, and behavioral reactions. All this contributes to the creation of a unique education that acts as a whole. No wonder they say about such cases that people understand each other perfectly, if not at all.
without words.
Starting to adjust, stick to a certain algorithm. At first, you may feel uncomfortable, awkward, some difficulties, but as you practice, your skills are automated, and you will begin to apply them easily, freely, naturally.

TUNING ALGORITHM

1. Try to take the same positions as your partner.
2. Study the rhythm of his movements, gestures. Act in exactly the same rhythm, repeat the same movements and
gestures.
3. Explore the speech features of the interlocutor:
- Voice volume
- Tempo
- Intonation
Use the following in your speech:
- Volume
- Tempo
- Intonation

Note to 1.

Do not explicitly copy, otherwise it may give backlash- the partner will think that you are mimicking him, and you will lose contact with him.
- Stick to the general trend: if, for example, he sits in a closed position, take a closed position too, but in a different form. Seeing that he is sitting with his arms crossed on his chest, you do not have to make exactly the same gesture, you just need to put your fingers together.
- It is best to mirror small movements: hands, facial expressions, etc. Small movements are less conscious and thus your partner will not notice your imitation.

Note to 2.

Stick to the spirit, not the letter. Synchronizing the rhythm, do not try to be a shadow. If your partner's nose is itchy, don't tug at yours right away. Light and involuntary touching your face with your finger, as if you are straightening your hair, will be quite enough.

Note to 3.

As for speech, here follow the same principles as in the previous cases. Look for features and subtle nuances, but don't mimic the details.
We will define this tuning algorithm as a first-order tuning algorithm, since there are more subtle, and therefore more efficient methods of joining. But first, master this method. Think of it and be aware of it, if you like, in the form of a diagram:

Tuning:

1. Poses
2. Gestures
3. Speech
Before we learn the following tuning techniques, we need to be familiar with another important concept, such as representational systems.

REPRESENTATIVE SYSTEM

The representative system (representation system, modality, sensory channel) is a system through which the subject perceives and utilizes information coming from the outside world.
Depending on the dominance of one or another way of receiving and processing information, representative systems can be represented in three main categories:
Visual (perception through visual images)
Audialpaya (perception through auditory impressions)
Kinesthetic (perception through sensations). Each individual, possessing all three modalities, prefers to use one with the maximum load. This most preferred system is called the primary.

DEFINITION OF THE BASIC REPRESENTATIVE SYSTEM

In order to determine the main representational system, use the verbal access keys, that is, the words that your partner uses. Tracking his speech, try to catch what nouns, verbs, adjectives he uses most often, what characteristics of perception convey his designations.
For a visual system, the most adequate words and phrases will be such as:
see
vision
consider
from my point of view
from the angle of view
in focus
brightly
vaguely
vaguely see the point
perspectives
no prospects

If you have an audiolist in front of you, then most likely in his speech you will find the following approximately set:
hear
sound
I listen to you
I listen
noisy
loud
melodiously
quiet

A person with a basic kinesthetic modality in a conversation with you will use descriptions of sensory experiences more often:
feel
feel
grasp
get the gist of the problem
pinched
stiffly
free
conveniently
sharply
feel keenly

So, the main representational system is the system that a person uses most often. In addition to the main one, there is a leading representative system. It reflects the activity of the brain in this moment in the "here and now" situation. To determine it, non-verbal (non-verbal) access cues are used, which are observation of eye movements.
The fact is that in a conversation a person constantly makes movements with his eyeballs. You yourself have noticed more than once that in communication the gaze of the interlocutor is constantly
moves and never stays still. Such movements are called pattern (from English, pattern - grid). It turns out, however, that such movements reflect informational interactions occurring in neural circuits.
Depending on the direction vector, these patterns can be ordered into a specific structure, shown in the following diagram.

EYE MOVEMENT

Vertically up (as if under the forehead)
To the top left corner
In the upper right corner
Horizontally - right and left
In the lower left corner
In the lower right corner
Eyes look forward (defocused look).
These movements of the position are very important, since it is in them that the leading system of representations manifests itself. In the following table you will find characteristic correspondences:

eye movements
Leading resentative system

vertical up

To the top left corner
Visual (image recall)

In the upper right corner
Visual (image construction)

defocused eyes
Visual (image)

Horizontally

In the lower left corner
Auditory (internal listening)

In the lower right corner
Kinesthetic (fixation of sensations)

To practice identifying non-verbal access keys, ask people you know well a few questions that look back in time.
For example:
Do you remember the last time you were in the forest?
- Can you remember:
- your front door
- first teacher
- first kiss
- first salary or fee
At the same time, watch your partner's eyes and note his patterns to yourself.
If before answering your question, he turned his gaze up or up and to the left, this means that he saw the inner picture.
If you notice that his eyes are moving horizontally or to the lower left corner, then at first he internally heard what was being said.

If the gaze turned out to be beveled to the right and down, then he first of all tried to evoke a sensation in his memory.
Now that you know about representational systems as important communication channels, you can learn another reason for the so common ineffective communication.
Often, people involved in the process of communication violate congruence by literally speaking different languages. This is because they do not take into account individual systems representations.
For example, a visual leader suggests to a kinesthetic subordinate: “Let’s consider this problem. How do you see her? and thus confuses the latter, since he prefers not to "see", but to "feel". If you are a boss and want to get the most out of your subordinate, use his main and lead representational systems. In this case, it is better to ask: “How will you approach this problem?” In the next minute, you will receive such a stream of productive information that you will be surprised yourself. A common mistake can also be found among doctors asking the traditional "medical" question: "How do you feel?". If the patient is not a kinesthetic, but a visualist or audialist, he will tell you only a part of the data about himself, while your task is to collect as much information about the client as possible.
Now we come to the second order tuning algorithm, where you:
1. Determine the main representative system of the partner.
2. Define the partner's host system.
3. Use language tools specific to its main representation.
4. Repeat eye movements after him.
Example. X is your partner, Y is you (you are a visualist).
X. I feel that today our conversation may not be very productive. (Makes eyes down
right.)
Y. However, we can try to overcome some stiffness and approach the problem more freely. (Eyes down to the left - as if mirroring the partner's patterns.)
X. Do you think any of us are pinned down?
Y. In any case, nothing prevents us from seizing on an extra opportunity to try to search.
X. Well, let's try. (Eyes down to the right.)
Y. Come on. (Eyes down to the left.)
This example shows how, using adjustment, we can build congruence and correct a situation that started out as unfavorable.
The same example, but without joining, may fail.
X is your partner, Y is you (you are a visualist).
X. I feel that today our conversation may not be very productive. (Eyes down to the right.)
Y. I don't see any obstacles! (Eyes up to the right.) It seems to me that we could agree.
X. I guess it would not be very convenient to discuss this today.
Y. But this is a very promising business. (Eyes up to the right.)
X. I don't know, I don't know. (Eyes down to the right.)
The difference between the first and second dialogue (they are taken from real life) has a direct impact on the difference in results.
If we pay attention to the partner's breathing - his rhythm, depth, frequency and try to breathe in the same way as he does, then the connection will be complete. And we can generalize all this in the tuning algorithm.

TUNING ALGORITHM

1. Poses
2. Gestures
3. Speech
4. Basic Representational System
5. Leading representational system
6. Verbal access keys
7. Nonverbal Access Keys
8. Breath

HOW TO DETERMINE HOW EFFICIENT YOU ARE JOINING A PARTNER

Adjustment allows you to establish the most congruent relationship with your interlocutor and thereby increase the effectiveness of communication. But not only. Thanks to it, you take a stronger and more advantageous position, which will give you the opportunity to control the situation. In this case, you are able to achieve from the other the desired results and expected reactions that you could not even think of before.
However, such an achievement works under one condition - full accession. Over time, along with practiced skills, you will develop a psychological instinct to catch subtle nuances in personality changes, but first, act in accordance with a formula that will help you quickly navigate this or that position.
Joining happened if:
1. You change position, and your partner, involuntarily adjusting to you, takes the same position.
2. Your partner begins to imitate your gestures and speech.
If you are convinced that these two parameters worked, then you can conclude that you are interesting, they have inner sympathy for you and you have a chance of success.
You can strengthen your optimal position with the help of such a technique as dribbling.

Leading is a description of the reaction that you want to evoke from your partner with switching the vector of attention to his inner reality. In other words, dribbling is a way of interacting when your opponent, without realizing it, tends to take your side without any criticism or resistance.
When you test how effective your join is and make sure that it is effective, then you are already essentially “leading” your partner.
Try to keep this lead, fixing his readiness to change his behavior depending on yours. And here realize an important rule.
If your partner unconsciously imitates ("mirrors") your postures, gestures, speech patterns, then by this he unconsciously emphasizes his agreement with your behavior. And agreeing with your behavior, he will always agree with your thoughts, words, suggestions and attitudes.
It is at this moment that you try to fulfill your intentions, which may be related to the person in whom you are interested.
If you have a business partner in front of you with whom you have previously experienced problems, then in this situation you can confidently count on resolving these problems. Have you had any setbacks with signing or formalizing a contract? In this situation, success awaits you - without hesitation and without hesitation, draw up and sign papers that are important to you.
The difficult patient will more readily accept and assimilate a suggestion that had no effect before.
An obstinate wife or husband will readily agree with those ideas of yours that a few minutes ago would have caused only irritation or outright resistance.
The subordinate will complete the assignment faster, and the boss will more easily meet your wishes.
Without resorting to dramatic effects, you hypnotized these people.