Psychotechnologies of hypnotic manipulation of consciousness. Methods of psychological influence on humans
The social environment in which a person lives from birth implies communication. In the process of communication and perception of information, we are exposed to psychological influence, without even knowing it. Psychology studies these manifestations. The same science studies methods of influence in people’s communication with each other at work, at home and in any other place.
Methods of psychological influence and their differences
Methods of psychological influence on a person’s personality in psychology are:
- infection;
- suggestion;
- belief;
- imitation.
Some of these methods you have already used unconsciously, and some of these methods have been tested on you. Infection, suggestion, persuasion and imitation are ways of influencing the psychological state of people. Let's look at them in detail so as not to fall into the scammers' trap.
Infection
This psychological impact on human consciousness is the oldest and most studied method. It is based on the transfer of emotional states from person to person. Agree that this has happened to everyone when you are in a great mood, and suddenly a person appears with tears in his eyes and all the signs of hysteria.
As you listen to his heartbreaking story, your mood deteriorates, and your state of mind begins to resemble the experiences of your interlocutor. Particularly impressionable people don’t even need to be told anything; on an emotional level, they are able to perceive signals coming from people around them.
Another example that characterizes the method of infection and which is used by the psychology of influencing people is panic. He usually acts in a crowd. If many people are in the same critical conditions, and one of them begins to panic, this feeling is transmitted to most of those present.
Have you heard about panic on board planes or in a broken elevator? These are those cases where one person panicked, and this feeling spread to many
But you can become “infected” not only with negative emotions. Laughter, fun, and a positive attitude in life are contagious.
Suggestion
The second class of psychological influence on a person is suggestion. In this case, the psychology of influence on a person appears on an emotional background, forcing him to act as the opponent forces him. But if infection is transmission psychological state, as a result of which a person acts in one way or another, then suggestion is the persuasion of a person to act as he is told using verbal tools (words, visual contact, etc.).
In order for suggestion to become an effective tool, you must live up to your words. If a person tries to “teach you to live” and dictates the rules of behavior in society or the laws of achieving success, then his reputation, appearance and the manner of speaking should evoke respect and a desire to imitate.
But when in front of you is an exhausted individual in dirty clothes and with traces of alcohol intoxication, his calls for a new life look pitiful and ridiculous. Therefore, if you want to help a person with advice, try to understand the situation in which the unfortunate person finds himself. Get into the problem and put yourself in his place. Only after this can you suggest something to someone who is looking for support from you.
You can only instill your thoughts in people with a confident voice.
Another important nuance– the psychology of the impact on humans says that you can only inspire your thoughts in people with a confident voice in which there is not even a shadow of doubt. Sometimes the success or failure of an idea depends on the tone in which a phrase is spoken.
There is another factor that determines the result of the impact on a person - suggestibility. The power of suggestion depends on how suggestible a person is, and this is an individual indicator. Children under the age of 13 and insecure and indecisive people are characterized by a high level of this indicator.
Suggestion works especially well if you combine the meaning of the words with the help of which the suggestion occurs with external information that is familiar and understandable to the person being suggested. If you try to direct a person to the “true path” and at the same time draw a parallel with those facts that are close to him, this will have a strong psychological impact on him. If you want to prove to a person that as a result of the actions suggested to him, he will be satisfied, give an example of the negative result that awaits him in the opposite case.
Using “catchphrases” or well-known examples of positive or negative experiences of generations, you will achieve significant results in the art of suggestion
Belief
Belief is one of the most harmless and effective methods psychological impact on a person. It is based on facts that become clear as a result of constructing a logical chain of thought. Using various methods influence on people, the level of intellectual development of the opponent should be taken into account. Proving something to a person who is below you in mental development is ridiculous. Your arguments will not be understood and accepted. If you are trying to convince someone who is smarter than you of something, it will look funny.
When does the first portion reach a person’s consciousness? new information, his brain searches for an explanation. And now it depends on the skill of the one who convinces whether they will believe him or not. It’s good if you can get a person to trust you, but the rest depends on the method of psychological influence and the alternation of new data. The most important thing that methods of psychological influence on a person require is not to deceive your opponent. As soon as a person feels falsehood in words, the level of trust will drop significantly. If this happens again, you may completely lose the trust and attention of this person.
To really be believed, you must correspond to the lifestyle or statements that you are trying to convey to your opponent. Your words should radiate power and you should come across as authoritative and confident.
So, everything coincided:
- Opponent's development level:
- The truthfulness of your statements;
- Correspondence between image and statements.
Your words should radiate power and you should come across as authoritative and confident.
Now you need to choose a behavior strategy that will help influence a person psychologically. There are several strategies.
- Aggressive. It is based on the contradiction of proven facts. This proves to the person that you are an extraordinary person and very different from him. He has a desire to listen to you and unravel the logical chain that you have confused. Therefore, he listens carefully to every word. But this strategy of psychological influence on a person is typical for professionals of speech and persuasion.
- Passive. This strategy only works if you know the other person well. By carefully citing examples from his and your own life, comparing them with cases known to the whole world, you lead your opponent to the idea that you want to convey to him. Avoid inconsistencies and differences in judgment. This will throw the work done back several positions.
Now you know how to psychologically influence a person during a conversation. Use the “Persuasion” method, applying the laws of logic and building logical chains.
Leonardo DiCaprio and Matt Damon, still from the movie "The Departed"
Imitation
Many subconsciously use methods of influencing a person, without even knowing it. Reaching some heights in a career or intellectually, we become an object of respect and admiration. Less experienced people tend to follow the example of someone who has already realized their aspirations. But the object of imitation must always “keep up the brand”. It should be attractive, bright, memorable, delightful. That is, to satisfy the opponent’s desire to follow the ideal.
Means of psychological influence on humans
Using the example of one of the means of psychological influence on the masses, we can consider advertising, which has become commonplace. Relatively recently, advertising existed as signs in shops, cafes or catering establishments. These were ordinary posters recommending film screenings or concerts of pop stars.
Today, advertising has turned into large-scale, high-quality videos that not only inform people about a product, presentation or announcement, they force them to make a choice in favor of a particular product, form the formation of values and direct a person’s thoughts and actions in the right direction. It is important to pay attention to what your children watch, as there are influences that have a destructive effect on the individual.
Many believe that the psychological is the engine of trade (a hackneyed phrase, but it’s true), others believe that demand implies the release of new products, the struggle for primacy between which is resolved through advertising. This is one of the most effective means, which influence a lot of people and force them to act under dictation.
This applies not only to a particular product or singer; advertising can sway public opinion in favor of a particular candidate for government elections. This method is also called “manipulation of public opinion” or “the dark art of influencing people.” Moreover, the manipulation is not carried out by force, but by methods of correctly constructing the candidate’s advertising program. It turns out that the electorate needs to at this stage formation and development of society and general phrases and promises are adjusted. Each person “sees” a benefit for himself in these promises and votes for this particular chosen one.
Goals of psychological influence on a person
Mental influence on a person has its goal - the desire to force a person to consciously or unconsciously obey certain guidelines, norms, laws or requirements.
The director in a team of subordinates, using psychological techniques to influence his interlocutor, has his goal - to unite people or give them food for thought and action for the benefit of the company in which they work.
Psychological involves the goal of raising them to be good, well-mannered and law-abiding citizens.
Parents know how to psychologically influence their child, for example, to make him laugh
The psychological impact of advertising is aimed at making people buy one or another advertised product, vote for the right candidate, or watch a movie on which a lot of money has been spent, and they need to be returned as soon as possible.
Techniques for influencing people do not always involve following a good idea. This can be seen in the example of suicide bombers. After all, these people were subjected to suggestion, processing and hypnosis in order to destroy their own kind. Together with the mass of people they kill, they themselves die. And this is contrary to human nature. Consequently, with the help of psychological influence, you can radically change a person’s worldview, make him a puppet in the wrong hands and force him to act contrary to common sense.
As already mentioned, any psychological impact fully affects people who are insecure. Literate, educated and self-confident individuals are difficult to suggest, infect and persuade.
When a person is interested in how to influence and manage people, many forget about ethical aspects, freedom to express their own will, as well as possible consequences. Therefore, before we begin to describe the various psychological characteristics and methods of influence, I would like to note the negative aspects and issue warnings. Thus, if you constantly influence a person, inclining him to certain decisions, then not only his volitional function is frustrated, but also the core of the personality itself, which lives contrary to its beliefs, is destroyed.
It makes sense to think about how to influence a person’s psyche with beneficial consequences, contributing to his development or improving his mood. The main influence is not the factual information presented to a person, but the emotions that arise during the interaction. Reacting does not happen on its own; a lot of factors come into play here and, as a result, you can say extremely unpleasant things, arousing sympathy for yourself. For influence, an intonation palette, verbal signals and certain anchors existing in the psyche are used.
Information embedded in the subconscious has a strong influence - then a person will not only obey and carry out the necessary instructions, but will independently build a coherent line of behavior.
Psychology of influencing people
There are many tricks of psychological perception that help you figure out how to influence other people. There is not even a need to use certain techniques and tricks, but you just have to remember the very characteristics of the psyche and edit your behavior or the peculiarities of presenting information in time, and you can use randomly developing circumstances.
One of the most interesting points in the peculiarities of the perception of others is that the presence of shortcomings and weaknesses that are not critical to social norms and morality makes a person more pleasant to others. This allows you to relax yourself and stop striving to achieve perfection in everything - when there is a living person nearby, you also want to be alive.
So, if you show fatigue at the end of the working day, you will inspire more trust among the team, and if you come in imperfectly ironed clothes or with paint stains, then they will not doubt the sincerity of your words.
Perfection causes tension and distance, and the presence of small flaws makes you closer to people. From a close and confidential distance, you can afford much more, and the information will not be subject to harsh criticism.
The second point that allows you to achieve favor is calling by name. Given name- the sound that a person is used to hearing most often, responding at a behavioral and emotional level.
Calling by last name, in turn, can make a person tense - school lessons and comments, as well as work meetings, are immediately remembered. A name is something sacred, and the more often you address a person this way, the calmer and more trusting they will be around you, which means that much of the information you say will immediately fall into the subconscious. However, you should not overdo it, since frequent calling by name can cause a backlash of tension and mistrust.
The construction of your requests can also be adjusted in relation to the characteristics of a person’s perception. Try to avoid direct language, use questioning intonations instead. The best option, when you yourself give the person a choice of what to do, but at the same time limit him to those options that suit you personally. Those. When you need help in the garden and things picked up from the dry cleaner, it’s worth asking which of these items the person chooses to do. In this context, the option to opt out is removed in advance, and the number of choices is reduced to the categories you need.
When it seems that a person will resist some decision or influence, then it is worth discussing with him exclusively secondary issues, without questioning what you need. In the case of a trip, you can argue about the timing, transport and amount of luggage, but not the fact of the trip itself. This technique even works with children, distracting from the conflict moment - morning preparations may include bickering about clothes and who is carrying the backpack, then the idea that there is an option not to go to school is excluded.
Another option on how to achieve what you want is to ask for a lot of things that are unattainable at once, and then lower the bar to the level of what is necessary. A person who has refused a large request may experience guilt, the desire to get rid of which is quite strong, so if you immediately offer him the opportunity to pay off with less, consent comes almost instantly.
People influence each other even through passivity, for example, a long pause forces a person to say more about the previous topic. The awkwardness of silence is difficult to bear psychologically, and social norms require constant dialogue, so if you deliberately delay the pause, the interlocutor will be forced to fill it with something. For the topics of such fillings, the last question discussed or the emotional experiences of the interlocutor is usually selected.
In general, try to speak less, giving the other the opportunity to speak out and indicate your position. Not only does everyone prefer to be listened to, but there is still little of this in our world, so they immediately gain confidence in a good listener, telling more and more. Even if you have more experience and more accurate knowledge on a particular issue, listen anyway - you will receive information regarding the person himself and his life concept, and in time questions asked will help turn the conversation in the right direction.
What makes it possible to establish close contact is the fact that a person feels that he is being listened to when what he said is paraphrased, the same information is returned, slightly changed in form, but not in meaning. Gradually, you can add your own ideas to the voice of your interlocutor’s text (everything you add will be perceived as your own thoughts).
These are the main features of the human psyche, which allows us to be more and more influenced: maximum level trust in your interlocutor and expression of your freedom. The more you master the art of instilling trust and creating for a person the possibility of choice and the illusion of control of the situation, the more power you will gain not only over actions (which can be forced), but also over the motivational and emotional sphere (here you only need inspiration).
Ways and methods of influencing people
There are certain techniques that allow you to influence future relationships or behavior of people, and they are described in the literature, have been discussed many times by psychologists and sociologists, but they still continue to operate. Even if a person has long been aware of moments of special influence, he will still be subject to it, the only thing that can change is the degree and timely awareness of the manipulative influence, but the necessary feelings will have time to arise, and some actions may never reach the level of consciousness.
A classic of influence is the ability to make a friend out of an enemy with the help of a request. When it is useless to negotiate and there is no point in measuring strength, only positive methods of cooperation remain. Naturally direct offer can only cause wariness or aggression, so it is necessary, in a maximally neutral position, to ask the person for some service that is beneficial for you, but quite simple to perform for him. Borrow a pen, ask for an address, ask for help carrying a box to your office - such small things, done with care, will disrupt the program of competition or hostility.
Choose words in accordance with the person’s opinion of themselves, even if they do not coincide with your vision of the situation. At some points this may resemble flattery, but if such speeches hit the very point of self-perception, then you may be the first person to evaluate another as he has always seen it. Since everyone strives to surround themselves with like-minded people, after accurately characterizing the person himself, you can say whatever you want - this will also be perceived as the truth.
To gain more trust, you can try to reflect not only a person’s perception of the world, but also its physical manifestations. Copying posture, speech rate, and voice volume are the basics of neuro-linguistic programming that actually works. The system is built on the fact that after appropriately copying a person’s gestures and other manifestations, you can begin to introduce your influences, and he will already repeat your movements and thoughts, just as you specifically did before.
This mechanism was built on high level feelings of self-worth when others copy our behavior - on the animal level, the whole flock tries to adapt to the manifestations of the leader. So when influencing, you can use not only logical components, but also evolutionarily inherent unconscious mechanisms. When communicating with a person, show your participation and understanding of what his speech and your joint dialogue are about - nod, hum, repeat the last words and use other techniques that confirm your active participation in communication.
An important point is the choice of an emotional interlocutor when making a request or proposal. Thus, a tired person is unlikely to refuse; rather, he will postpone the decision until another day - and the chances of a positive outcome increase. In a good mood, a person quickly agrees to simple and understandable requests, where he is not required to solve current issues and think about how best to act. Therefore, if you have a ready-made concrete plan that requires only permission, then wait for an upbeat mood, but if you need to settle several unclear issues, then choose the second half of the day, when people are tired.
Try to start small - please read an article or walk with you to the nearest office, listen to a song or visit a free exhibition. Such actions leave the feeling that a person has already done something in the necessary direction, i.e. when you offer to attend a paid continuation of a free lecture, he will agree faster. The main thing in this approach of gradual tightening is to observe pauses, stretching each step over several days or weeks. There are two principles at work here - a pause, during which a person has time to think about what is happening, feel obligated, and also evaluate the efforts already invested in him. It is always easier to give up something where your own energy has not yet been directed than to give up nothing worthwhile process, where at least time was invested.
Look for what benefits a person and start by positioning his interests, since the main thing is personal motivation. When you can't find anything. Whatever you can give to your interlocutor (emotions, titles, a sense of belonging or relieving feelings of guilt), then use two direct influences, which sometimes work where all influence techniques are powerless. The first is a polite request, captivating with its sincerity, openness and intelligence. Many, being exposed to frequent attacks, value open communication more than ever. The second option for such honest treatment is monetary payment for the desired result. This business approach can resolve many conflicts and force even former competitors to cooperate.
It often happens that we need to win over a person, influence his attitude to the situation, environment, or difficulties that have arisen. How to do it? Today we will talk about 10 quite simple, but incredible effective ways influence on a person. They are not new, and some use these methods subconsciously, others have learned and noticed that certain behavior allows them to influence people, and for those who are just about to master this technique, our article today.
All methods have been used repeatedly by me, have been tested by thousands of other people, and have been proven by scientists. Therefore, there is no doubt about their effectiveness and efficiency. It is enough just to know how and in what situation to apply this or that psychological trick. If you doubt yourself and think that you won’t succeed... I recommend reading the article:
Techniques of influence and manipulation about which, today we'll talk will be useful if you want to win over an investor, lender, establish or strengthen relationships with partners, suppliers or buyers. In general, anyone who wants to run a business more competently and successfully simply must understand the intricacies of psychology and be able to influence people.
Ask for a favor
Ask people for favors, and thereby you can win them over. This effect is called the Benjamin Franklin effect. One day, the future president of the United States needed to gain the favor of one person who didn’t even want to greet him. Then Franklin resorted to a trick. He very politely, with all the culture and mannerism, asked him for a favor - to lend him a very rare book for a few days. Then he also politely thanked him and left. Formerly a man didn’t even say hello to Franklin, but after this incident their relationship began to improve, and over time they became friends. 
This psychological trick worked a thousand years ago, Franklin actively used it, and it is still relevant today. The whole secret is that if a person has already done you a favor once, he will be more willing to do it again, and with each new favor your relationship will only strengthen and your trust will grow. Human psychology is such that he thinks that if you ask for something, then you will respond to his request and help in a difficult situation.
Demand more
This technique has received interesting name- forehead on the door. You must ask a person for more than you expect to receive from him. You can ask to do something incomprehensible, ridiculous, a little stupid. There is a high probability that such a request will be refused, but this is exactly what you need. After a few days, feel free to ask for exactly what you wanted from the very beginning. The feeling of awkwardness and discomfort that will arise due to the fact that you were refused the first time will force the person to accept the request and help.
A very interesting psychological trick, and it works in 95% of cases. Of course, there are very stubborn people with whom it is difficult to find an approach, but it still exists, you just need to be more inventive.
Call the person by name
In many of his books famous psychologist and writer Dale Carnegie notes that if you want a more loyal attitude towards yourself, then be sure to call the person by name. This psychological technique incredibly helps to influence a person.
For every person, his name is like a kind of spell, a wonderful combination of sounds, and a part of his whole life. Therefore, when someone pronounces it, he becomes one step closer, receives favor, trust and a loyal attitude towards himself. 
The use of a person’s social status or titles in speech has a similar effect. If you want to make friends with someone, then call him a friend, speak calmly and measuredly. Over time, this person will also see you as a friend and begin to trust you. If you want to work for someone, then call him boss, thereby showing your recognition and willingness to follow his instructions. Words have incredible power, and correctly chosen and timely words can change any situation and any attitude towards you.
Flatter
It would seem that flattery is the most obvious psychological trick that can influence a person. But it's not that simple. If you are going to flatter, then do it sincerely, because they will immediately see the falsity, and such flattery will do more harm than good.
Scientists have proven that flattery works best with those who have high self-esteem and are confident in achieving their goals. If you flatter such people, you will only confirm their opinion of yourself and feed their growing ego.
And if you are going to flatter someone who has low self-esteem, then don't wait good result. Sometimes such actions can cause negative attitude, and vice versa, spoil the opinion of you. Therefore, be careful if you are going to tell someone how good he is. 
Reflect
This method is better known as mimicry. Many of you subconscious level they use it without even suspecting that in this way they gain the trust of the interlocutor. You copy behavior, gestures, manner of speaking and explaining yourself. But if you use this technique consciously, it will be many times more effective. 
Like attracts like, and people really like to communicate with those who are similar to them and share their opinions and vision of the world. Therefore, if you use mimicry, you will very quickly gain the favor and trust of your interlocutor. Very interesting fact, even some time after the conversation, the person whose actions were reflected is more loyal to all other interlocutors who had nothing to do with the conversation.
Take advantage of weaknesses
Under the influence of alcohol or fatigue protective barriers our brains are weakening. It is in such a situation that a person is most susceptible to influence. If you need to ask for something or get approval for certain actions, then a tired person, in most cases, will give the go-ahead, as long as you don’t touch him or ask a lot of questions. The answer, most likely, will be something like: “Yes, we’ll definitely do it tomorrow. Remind me in the morning.” But in the morning you will achieve what you want, because you already received preliminary consent yesterday.
Offer something that is hard to refuse
This technique is the opposite of the one we discussed in the second paragraph. If there you start with a big request, get a refusal and move on to the main one, then here it’s the other way around. You need to ask for a small favor, one that will be hard to refuse. Then move on to more requests. Over time, the person will begin to trust you, and you will be able to ask for what you wanted to get in the first place.
Scientists conducted one experiment. In supermarkets they asked people to sign a petition to protect forests and protect environment. Quite a simple request, right? Most completed it without any problems. Next, they asked to buy some kind of trinket, and emphasized that all the money raised would go specifically to protecting forests. Of course, many complied with this request.
Recently I myself fell for such manipulation, but knowing about this method, I was able to resist. A nice girl stopped me on the street and asked me to answer a few questions:
1. How do you feel about poetry?
2. Do you think the state supports young writers enough?
3. Are you a fairly generous person?
4. Buy a book for 200 rubles, and all the proceeds will go to the development of the club of young and promising people.
Look how clearly and beautifully everything is done. Easy questions that can be answered in 1 word or short phrase, all logically connected and correctly structured. Of course, I refused to buy the book, because I understand that this is manipulation and a way to sell me something that is completely unnecessary. But many people, having answered that they are generous people, cannot then refuse and not buy a book that they will not read.
Know how to listen
If you want to win over your interlocutor, you need to be able to not only speak beautifully and clearly, but also listen carefully. When you hear an idea in a conversation with which you fundamentally disagree, you should not immediately express your thought. This way you will provoke a small conflict, and a piece of doubt will ignite inside. If you still decide to express your opinion, then first try to express agreement with part of what was said, and only then continue.
Repeat after your interlocutor
Very, very thin and effective way. It is in my favor, and its skillful use promises you success in any negotiations. If your goal is to achieve understanding, trust and favor with your interlocutor, then show that you understand him, paraphrase what was said and agree with the voiced thought.
From psychologists this method called reflective listening. It is thanks to him that the psychologist builds a trusting relationship with the patient, easily learns about his problems and concerns, and can better understand and help the person faster.
Using this technique, you can influence anyone, but it is advisable that the person already has a good or neutral attitude towards you. By paraphrasing and repeating his thoughts, you will make it clear that you listened carefully and remembered everything the interlocutor said. It’s nice to be treated like this; trust instantly grows. 
Nod
What is the simplest movement that makes it clear that you agree with what was said? That's right, nod of head. By listening to a person and nodding your head from time to time, you give the interlocutor’s subconscious a certain signal, which says that you agree with everything that was said, listen carefully and analyze.
1. Get interested
Every person seeks personal gain. Therefore, when explaining your position, do not forget to tell the listener what benefit he can find in it for himself.
2. Look for a compromise
A person cannot simply be zombified. If you want to influence someone, you must be able to negotiate and compromise.
3. Communicate
Communication is the main key to influence. The more sociable you are, the large quantity people will support your point of view.
4. Be an encourager
In order to convince others of something, you yourself must radiate enthusiasm.
5. Hypnotize
Hypnotize your interlocutor. Of course not in literally. Do it with your charm. Remember that people are usually more willing to agree with those they like and respect.
6. Pay
Money is a great motivator, isn't it? Perhaps this is one of the simplest and quick ways get what you want. The only downside is that this method can cost you a lot.
7. Be consistent
If your opinion changes as quickly as the direction of the wind, you are unlikely to be able to convince anyone of it. Be true to your point of view.
9. Listen
Learn to listen and hear. This is an important component effective communication, which is very important in the ability to influence others.
10. Be confident
If you exude a sense of confidence in yourself and your words, people will definitely listen to you. If you want to convince someone to follow your path, first believe yourself that it is correct.
11. Respect others
The more you respect other people's opinions, the more likely you are to be heard.
13. Be patient
Trying to convince others of your point of view can take a long time, so you must be very patient.
14. Admit your mistakes
If you are wrong, admit it. People will perceive you as a fair and honest person.
15. Know what you want
Why do you need to influence another person? What is your goal? In order to convince someone, you yourself must clearly understand why you need it. Otherwise, your speech will be unclear and blurry.
16. Practice
Don't miss the chance to put your persuasion technique into practice. Practice helps hone any skill to perfection.
17. Explore
Research the facts that support your point of view if you want to convey it to others.
18. Be positive
Be cheerful and give others hope for the best. People are always happy to listen to those who are positive and optimistic.
20. Ask
Sometimes all you have to do to get someone to do something for you is just ask. Be polite, don’t be lazy to say “please” and “thank you” and people will meet you halfway.
10 psychological tricks for manipulating people
These are ways in which you can win friends and influence people using psychology without making anyone feel bad about themselves.
Psychological tricks
10. Ask for favors
Trick: Ask someone to do a favor for you (known as the Benjamin Franklin effect).
Legend has it that Benjamin Franklin once wanted to win the favor of a man who didn't like him. He asked the man to lend him a rare book, and when he received it, he thanked him very kindly.
As a result, the man who didn't really want to even talk to Franklin became friends with him. In Franklin's words: "He who has once done you a good deed will be more disposed to do something good for you again than one to whom you yourself are indebted."
Scientists decided to test this theory, and eventually found that those people whom the researcher asked for a personal favor were much more favorable towards the specialist compared to other groups of people.
Influence on human behavior
9. Aim Higher
The trick: always ask for more than you initially need, and then lower the bar.
This technique is sometimes called the "door-in-the-face approach." You are approaching a person with a really too high request, which he will most likely refuse.
After that you come back with a request for a "lower rank" namely, what you really need from this person.
This trick may seem counterintuitive to you, but the idea is that the person will feel bad after rejecting you. However, he will explain this to himself as the unreasonableness of the request.
Therefore, the next time you approach him with your real need, he will feel obligated to help you.
Scientists, after testing this principle in practice, came to the conclusion that it actually works, because a person who is first approached with a very “big” request, and then returns to him and asks for a small one, feels that he can help you he should.
The influence of a name on a person
8. Say names
Trick: Use the person's name or title depending on the situation.
He emphasizes that a person's name in any language is the sweetest combination of sounds for him. Carnegie says that a name is the main component of human identity, therefore, when we hear it, we once again receive confirmation of our importance.
This is why we feel more positive towards a person who confirms our importance in the world.
However, the use of a position or other form of address in speech may also have strong impact. The idea is that if you behave like a certain type of person, then you will become that person. This is somewhat like a prophecy.
To use this technique to influence other people, you can address them as you would like them to be. As a result, they will begin to think of themselves in this way.
It's very simple if you want to get close to a certain person, then call him “friend”, “comrade” more often. Or, when referring to someone you would like to work for, you can call him "boss." But keep in mind that sometimes this can backfire on you.
The influence of words on a person
7. Flatter
The trick: Flattery can get you where you need to go.
This may seem obvious at first glance, but there are some important caveats. To begin with, it is worth noting that if flattery is not sincere, then it will most likely do more harm than good.
However, scientists who have studied flattery and people's reactions to it have discovered several very important things.
Simply put, people always try to maintain cognitive balance by trying to organize their thoughts and feelings in a similar way.
Therefore, if you flatter a person whose self-esteem is high, and sincere flattery He will like you more because the flattery will match what he thinks about himself.
However, if you flatter someone whose self-esteem is suffering, there may be negative consequences. It is likely that he will treat you worse because it does not intersect with how he perceives himself.
Of course, this does not mean that a person with low self-esteem should be humiliated.
Ways to influence people
6. Mirror other people's behavior
The trick: Be a mirror image of the other person's behavior.
Mirror reflection behavior is also known as mimicry, and it is something that a certain type of person has in their nature.
People with this skill are called chameleons because they try to blend in with their environment by copying others' behavior, mannerisms, and even speech. However, this skill can be used quite deliberately and is a great way to get liked.
Researchers have studied mimicry and found that those who were copied had very favorable attitudes towards the person who copied them.
Experts also came to another, more interesting conclusion. They found that people who had role models had much more favorable attitudes toward people in general, even those who weren't involved in the study.
It is likely that the reason for this reaction lies in the following. Having someone who mirrors your behavior validates your worth. People feel more confident in themselves, thus they are happier and have good attitude towards other people.
Psychology of influencing people
5. Take advantage of fatigue
Trick: ask for a favor when you see that the person is tired.
When a person is tired, he becomes more receptive to any information, be it a simple statement about something or a request. The reason is that when a person gets tired, it happens not only on a physical level, his mental energy is also depleted.
When you make a request to a tired person, most likely you will not get a definite answer right away, but will hear: “I will do it tomorrow,” because he will not want to make any decisions at the moment.
The next day, most likely, the person will actually comply with your request, because on a subconscious level, most people try to keep their word, so we make sure that what we say matches what we do.
Psychological influence on a person
4. Offer something that a person cannot refuse
The trick: start the conversation with something that the other person can't refuse, and you will achieve what you need.
This is the flip side of the door-in-the-face approach. Instead of starting the conversation with a request, you start with something small. As soon as a person agrees to help you in small ways, or simply agrees to something, you can use the “heavy artillery.”
Experts have tested this theory using marketing approaches. They started by asking people to express their support for tropical forests and the environment, which is a very simple request.
Once support has been received, scientists have found that it is now much easier to persuade people to buy products that promote this support. However, you should not start with one request and immediately move on to another.
Psychologists have found that it is much more effective to take a break of 1-2 days.
Techniques for influencing people
3. Stay calm
The trick: you shouldn't correct a person when he's wrong.
In his famous book, Carnegie also emphasized that one should not tell people that they are wrong. This, as a rule, will lead to nothing, and you will simply fall out of favor with this person.
There is actually a way to show disagreement while still having a polite conversation, without telling anyone that they are wrong, but by striking the other person's ego to the core.
The method was invented by Ray Ransberger and Marshall Fritz. The idea is quite simple: instead of arguing, listen to what the person is saying and then try to understand how they feel and why.
You should then explain to the person the points you share with them and use that as a starting point to clarify your position. This will make him more sympathetic to you and he will be more likely to listen to what you have to say without losing face.
The influence of people on each other
2. Repeat the words of your interlocutor
The trick: paraphrase what the person says and repeat what they said.
This is one of the most amazing ways to influence other people. This way you show your interlocutor that you really understand him, capture his feelings and your empathy is sincere.
That is, by paraphrasing the words of your interlocutor, you will achieve his favor very easily. This phenomenon is known as reflective listening.
Studies have shown that when doctors use this technique, people open up more to them and their “collaboration” is more fruitful.
It's easy to use when chatting with friends too. If you listen to what they say and then rephrase what they said, forming a question for confirmation, they will feel very comfortable with you.
You will have a stronger friendship and they will listen more actively to what you have to say because you have managed to show that you care about them.
Methods of influencing people
1. Nod your head
Trick: Nod your head a little during a conversation, especially if you want to ask your interlocutor for something.
Scientists have discovered that when a person nods while listening to someone, he more likely agrees with what was said. They also found that if the person you are talking to nods, most of the time you will also nod.
This is understandable, because people often unconsciously imitate the behavior of another person, especially one with whom interaction will benefit them. So if you want to add weight to what you say, nod regularly while speaking.
The person you're talking to will have a hard time not nodding and will start to feel positive about the information you're presenting without even realizing it.
1. Ask for a favor
We're talking about an effect known as the Benjamin Franklin effect. One day, Franklin needed to win the favor of a man who didn’t like him very much.
Then Franklin politely asked this man to lend him a rare book and, having received what he wanted, thanked him even more politely. Previously, this person avoided even talking to him, but after this incident they became friends.
This story repeats itself over and over again.
The point is that someone who has done you a favor once will be more willing to do it again compared to someone who owes you something. The explanation is simple - a person decides that since you are asking him for something, then if necessary, you yourself will respond to his request, so he should do the same as you. 2. Demand more This technique is called the "door to the forehead."
You need to ask the person to do more than you
The famous American psychologist Dale Carnegie believes that calling a person by name is incredibly important. A proper name for any person is the most pleasant combination of sounds. It is an essential part of life, so its utterance seems to confirm for a person the fact of his own existence. And this, in turn, makes you feel positive emotions towards the one who pronounces the name.
The use of title, social status, or the form of address itself also influences in the same way. If you behave a certain way, you will be treated that way. For example, if you call a person your friend, he will soon feel friendly feelings towards you.
And if you want to work for someone, call him boss.
4. Flatter
At first glance, the tactic is obvious, but there are some caveats. If your flattery doesn't seem sincere, it will do more harm than good. Researchers have found that people tend to seek cognitive balance by trying to keep their thoughts and feelings aligned. So if you flatter people with high self-esteem and the flattery sounds sincere, they will like you because you will validate their own thoughts. But flattery towards people with low self-esteem can lead to negative feelings because your words contradict their opinion of themselves.
Of course, this does not mean that such people should be humiliated - you definitely won’t win their sympathy that way.
5. Reflect
Reflection is also known as mimicry. Many people use this method naturally, without even thinking about what they are doing: they automatically copy other people's behavior, manner of speech and even gestures. But this technique can be used completely consciously.
When a person is tired, he becomes more receptive to other people's words, be it a request or a statement. The reason is that fatigue not only affects the body, but also reduces mental energy levels. When you ask a tired person for a favor, you will probably get an answer like “Okay, I’ll do it tomorrow” - because at the moment the person does not want to solve any more problems.
But the next day the person will most likely fulfill his promise - people, as a rule, try to keep their word, because otherwise they get psychological discomfort.
7. Offer something that would be difficult to refuse
This is the opposite technique to point number two. Instead of making a big request right away, try starting small.
If a person helps you with something minor, he will be more willing to fulfill a more important request.
Scientists have tested this method in relation to marketing. They began to encourage people to express support for the environment and the conservation of the rainforest. Pretty easy request, right?
When people completed what was required, they were asked to buy food - all proceeds will be used to preserve these very forests, of course. Most people did this too. However, be careful: you should not first ask for one thing and then immediately ask for something completely different. It is much more effective to wait a day or two. 8. Know how to listen
Telling someone that they are wrong is not the best
The best way win over a person. The effect will most likely be the opposite. There is another way to express disagreement without making an enemy. For example, listen to what your interlocutor says and try to understand how he feels and why. Then you will find something in common in your seemingly opposing opinions and can use this to explain your position. Express your agreement first - this way the person will be more attentive to your subsequent words.
This technique is easy to use when talking with friends.
Formulate the phrase they just said as a question - this way you will show that you listened carefully and understood the person, and he will be more comfortable with you. He will also listen more to your opinion because you have already made it clear that he is your
not indifferent.
10. Nod
