Manipulation methods. Knowledge of manipulation methods does not necessarily have to lead to the exploitation of people - knowledge about manipulation methods is worth acquiring in order to protect yourself from scammers who prey on our gullibility. Sometimes the innocent behavior of strangers can prompt us to take actions that we do not want to take. How to protect yourself from manipulation?
Manipulation is a set of methods designed to convince a person or group of people to achieve the goals of the manipulator. The victim of manipulation does not realize that deception has been used against her, and is often convinced that her behavior was not influenced by any external factors. Meanwhile, the opposite is also true - manipulation is often a carefully planned strategy aimed at achieving a certain effect.
Nowadays it is especially easy to become a victim of such fraudulent tricks. The information chaos that surrounds us contributes to the spread of untrue, difficult-to-verifiable opinions and arguments that can influence our behavior.
In order not to succumb to the influence of manipulators of various kinds, it is worth learning about the most common persuasion techniques used by them.
Manipulation methods: the rule of reciprocity
The rule of reciprocity states that for every person who has done us good, we must reciprocate. The simplest example is when a colleague invited us to his birthday. If you're hosting your own birthday party, you'll probably invite him too, since the rule of reciprocity requires us to do so.
Although such a gesture is usually seen as a sign of politeness, it can easily be used for personal gain. This happens because people have a very strong sense of duty, and sometimes they are able to fulfill someone's request only because they feel obligated to do so (even if they know that what they are doing is wrong). Thus, it is enough to do someone a small favor, and we already have an excuse to demand that he fulfill our request in the future.
A similar rule is widely used in trade. While shopping in a supermarket, smiling salespeople offer customers a sample of a new product in order to make the buyer want to make a purchase. He thinks: since I got a sandwich with delicious pasta for free, then not buying the whole jar now is wrong.
To protect yourself from this type of manipulation, before accepting a gift, consider whether the person is sincere or whether their kindness is suspicious and they may want something more in return.
See also: JEALOUSY is a feeling associated with love that can be destructive
Secrets of manipulation
To successfully manipulate people and at the same time not cross the line of what is permitted:
- Contact by name.
- Give compliments.
- Listen carefully.
- Don't directly state what you need.
- Don't use negative phrases.
- Stay calm and don't lose your temper when talking.
- Look straight into the eyes, don't hide your gaze.
- Nod your head and non-verbally express agreement with your interlocutor.
We draw a conclusion. The victim needs to be confused, disarmed with a deliberately good attitude, before being manipulated.
Manipulation methods: the principle of commitment and consistency
Another manipulation technique stems from a common human trait - the desire to bring one’s actions into line with a previously made decision at any cost. Social and cultural considerations dictate that we consistently adhere to our choices, even if in the long term they require actions that are contrary to our interests. In practice, this means that, having made a commitment to do something, a person subsequently, as a rule, does not withdraw his statement.
This rule of manipulation is often used by street scammers - under the pretext of conducting a survey, they ask passers-by how much they would be willing to spend on charity. The answerer, not wanting to seem selfish, names the amount. After some time, the interviewer unexpectedly reveals that he works for a foundation that raises money for homeless animals. The interviewee, wanting to be consistent and not look like a person throwing words to the wind, gives the interviewer the stated amount.
To avoid becoming an object of manipulation, before taking any action, it is worth considering whether it makes sense to adhere to the rules in a particular case. As a rule, in such situations, intuition tells us that someone has cleverly “deceived” us. In this case, it is better to listen to common sense and politely refuse.
Manipulation methods
Job
The work process, regardless of place, time and participants, requires certain skills and communication skills. Achieving the set goal is the main task of any team. At work, you cannot do without manipulation if you want to take a higher position, or get an extraordinary vacation, or force your colleagues to work more productively.
How to manipulate people at work? For manipulative influences in this area of life, you can use the following tips:
- Do not try to talk to your boss about the desired vacation (promotion, etc.) at the beginning of the working day, since at this time the person is just beginning to psychologically tune in to work activities, and your questions may be perceived as a “red rag for the bull.” The best time to talk is during a lunch break or at the end of the workday.
- Before hour “X”, try to come to work as early as possible and go home later, fulfill all the necessary requirements of your superiors.
- To influence your colleagues, you can use the principle “you tell me, I tell you.” Offer your partners all possible help in anything, and at the same time, as if by chance, ask for help in solving your problem.
- The conversation should be conducted in a purely business style, without strong emotional overtones. In order for your words to have the desired effect, you need to be moderately restrained and at the same time positive.
- Show respect to colleagues and superiors. How to psychologically manipulate a person? Recognize his superiority. Even if your boss or colleague is a loser, you just have to emphasize his success in something - this will endear you to a potential victim of manipulative influence.
Manipulation methods: social justice
Using social proof is one of the most popular manipulation techniques. Its principle is based on the belief that a certain behavior is correct to the extent that other people behave in the same way. You can also call this the “herd reflex.” This kind of thinking is generally useful, but it carries the risk of being manipulated.
Social proof manipulation can be found at almost every turn - from simple interpersonal interactions to complex marketing tricks used by large companies. The bartender puts some paper bills in the tip jar because he knows that when people see it, tipping will be the right thing to do. The cosmetics concern claims in its advertising that its products are the most popular among Russian women, thus trying to prove that its brand is the best.
Likewise, by presenting exaggerated data or using unfounded generalizations (“98% of customers are satisfied with...”, “most people believe that...”) it is very easy to convince someone of your argument. When we hear such arguments, let's not automatically accept them as true, but ask about their source. In the age of the Internet, checking the reliability of this or that information is child's play and takes no more than a few minutes.
See also: STUTTERING - causes. Emotions can cause stuttering
How to understand that you are being manipulated?
Skilled manipulators invent hundreds of subtle tactics to achieve their goal at the expense of another person. But there are the following obvious signs:
- demonstration of strong feelings;
- playing on other people's weaknesses;
- lies and subsequent self-contradiction;
- exaggeration and generalization;
- avoiding the topic;
- constantly putting forward new criteria (changing the rules of the game);
- intimidation;
- self-affirmation at the expense of others;
- passive aggression;
- silence for the purpose of punishment or intimidation;
- distortion or concealment of facts, indifference to the feelings of another person and constantly instilling in him a feeling of inferiority;
- attracting allies.
Manipulation methods: the rule of sympathy and affection
One of the easiest ways to convince someone that you are right is... to become friends with them. As a rule, people are more willing to be influenced by those they know and like. This general observation opens up a wide field for manipulation. Studies have shown that it is enough for a manipulator to be similar to us (have a similar clothing style, interests, views), and we are more likely to fulfill his request. We are similarly influenced by compliments that salespeople and marketers like to exploit (advertising slogans like “you deserve it”).
How to protect yourself from this kind of manipulation? You should be sensitive to flattery and attempts to please. This is especially true in the relationship between a customer and a salesperson, although manipulation in this way is not uncommon even among people in closer relationships.
Method 5. Herd instinct
The main goal of the manipulator who chooses this method is to force his opponent to adhere to the opinion of the masses. He can lead to this with the following phrases: “All normal people do this!”, “No sane person would argue with this!”, “What makes you better than others?!” etc. Thus, the aggressor influences the herd instinct inherent in every person at the genetic level. It is much easier to survive “in the herd”, and the opponent will instinctively begin to feel more confident when he acts like the majority of people from the social community to which he belongs. It is easy to manipulate those who want to live “like all normal people.”
Anti-manipulation: There is nothing worse than being like everyone else. Those who are afraid to step out from the crowd, to have their own opinion, to become a “black sheep” or a bright individual, have an average life. This time. Two - a signal from him in the form of generalizing marker words will help you avoid becoming a victim of a manipulator: everyone, no one, anyone, always, never, everywhere.
Methods of manipulation: the supremacy of power
How effective authority is as a method of manipulation is shown by the famous experiment of American psychology professor Stanley Milgram. Milgram asked a group of people to take on the role of teachers for his research. Teachers were asked to check how well students remembered the word pairs they were given. They were instructed to administer a punishment—an electric shock—every time a student gave an incorrect answer. The entire experiment took place under the supervision of the professor himself, who ordered the teachers to constantly increase the power and cause more and more pain to the students.
The experiment showed that people are capable of causing suffering to an innocent person only because they were instructed by an authority figure, namely a professor. Of the 40 participants in the study, not one refused to participate, despite the fact that their victims begged for mercy (fortunately, this was only feigned suffering). The results of the experiment shocked even psychologists, who predicted that most participants would quickly abandon the role of teacher.
Method 1. Emotional contagion
This technique is often used by politicians, businessmen, actors, and television people. It is designed to bypass the censorship of the human psyche, which builds barriers to the penetration of unwanted, unimportant or unnecessary information into the consciousness. In this case, the manipulative influence is aimed at feelings through emotional infection. By imparting vivid emotions to the information, you can easily reach a person’s heart, put pressure on his reflexes and instincts, and thereby force the “test subject” to experience the storm of passions that the manipulator needs. You can observe this technique in action in advertising, reality shows, election campaigns, sales and other situations that require emotional arousal of people.
Anti-manipulation: Be aware and be aware of what goals are pursued by people who spin you on emotions. Always keep your own goal in mind, and if the offered service, product, entertainment, promise certainly satisfies it, consider the emotional contagion a pleasant bonus. If the actions of the supposed manipulators lead away from your true intention, the manipulators are real. Stop and take a break to make a decision without pressure.
Method 4. Psychological Aikido
This technique underlies the principle of perceptual contrast. The manipulator provides the necessary information in contrast to events, achieving a change in the opponent’s beliefs and his positive reaction to circumstances. A perfect example is a letter published by psychologist Robert Cialdini in his book The Psychology of Influence.
Anti-manipulation: “He who has no criticism has no head!” - says English wisdom. Learn to approach everything critically. In this case, influencing you will be much more difficult and dangerous. Remember your value system, chosen positions, long-term priorities and always correlate them with the information received under the influence of manipulators.
Definition of the concept
Manipulation can be called one of the most common types of communication. It is necessary for the psychological impact on a person. Manipulation in communication is a method of management, the ability to control the behavior and feelings of an individual.
The process itself consists of a subject (manipulator) and an object (the recipient of its influence). Moreover, the latter is not informed about the psychological intervention being carried out on his personality. Therefore, such influence on people (or a group) often has a dismissive or condescending connotation.
Psychological manipulations in communication can be found at different levels: in personal discussions, in the family, in the team. They can be used both for creative purposes and to demoralize a person. The goal that the manipulator seeks to achieve plays a big role in this. The techniques with which he intends to influence are also important.
Impact of love
In this technique, love is not an unconditional feeling. A person is perceived only if he fulfills certain requirements or conditions. For example: “If you do such and such, I will love you,” “Only worthy employees remain in our team, the rest leave of their own free will.” The manipulation offers conditions, upon fulfilling which, a person will receive at least a good attitude towards himself, and at a maximum – love. The cruelty of this psychological impact lies in the fact that the person is not perceived as a whole (with advantages and disadvantages), but only approves of her good behavior.
Sergey Tkach 10/05/2015, 20:18
Only 9? Why so little? You must at least multiply by 100))
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Alexander, Zhilenkov A.I., sole proprietor 10/07/2015, 12:09
Dear Work.ua, I could not resist expressing my bewilderment to you in the person of Elena Lavrova (author of this article). Firstly: manipulation is not a vice or deception, but a method of influence in order to change the perception and behavior of other people. This type of influence begins from the first days of a person’s life, from the moment when parents have to “civilize” the natural instincts of the baby. Example: learning to defecate in a potty, and not “under oneself” - this is the same as MANIPULATION! Secondly: with the phrase “victims of manipulation” (in your interpretation), you at least “offend” a huge mass of NORMAL people. Are people who STUDY, LEARN NEW things, IMPROVE QUALIFICATIONS really “victims of manipulation”? Or rather, why “VICTIM”?
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Alexander, Zhilenkov A.I., sole proprietor 10/07/2015, 12:09
Thirdly: You don’t think that your call: “if you understand that you are being manipulated, should you trust the leader the same way as before” is a call for bacchanalia. “He who doesn’t work (can’t, doesn’t want, isn’t competent) eats?” Are you crazy? This is not capitalism. And fourthly: the examples of communicative techniques given by the author (and I am sure that they were simply copied from other sources) do not in any way correlate with the author’s annotations and conclusions. Is it a question of competence or “sanity”? And in conclusion: simply in the words of the author: “It may be useful for someone to stop deceiving themselves.” And in addition: but also lie to others!
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Vitaliy Sheptyakov 10/14/2015, 08:21
Five points.
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Elena Rasskazova 02.20.2021, 23:52
Manipulation is deception. Since you influence openly and the other has a choice to succumb to influence or not. And manipulation is dishonest influence against the will of the one at whom it is directed.
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Iya Maslova, EPL 10/08/2015, 16:38
Alexander, you are confusing manipulation with influence.
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Alexander, Zhilenkov A.I., sole proprietor 10/09/2015, 09:01
You are wrong, Iya. I'm not confused. Any Boss who manipulates employees already has influence over them.
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Valentin Prokopenko 10.27.2020, 22:53
5 points
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Vitaliy Sheptyakov 10/14/2015, 08:20
Not eye to eye. The lady's last phrase canceled out all the work she had done.
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Anton Yakimenko 10/05/2015, 20:45
All bosses are smart... But we are not bosses... Maybe that’s why we’re smart in bosses...
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Oleg Reva 10/05/2015, 22:08
Incorrect setting - “Smart” means “Boss”. Not everyone is smart, bosses. Everyone has their own inclinations/aspirations/desires/goals; not everyone wants to be a boss, and they don’t need to. According to my observations, no matter what they say, people have inclinations. Yes, you can develop any quality in yourself, but the question is, is it necessary? Do you need to vigorously develop in yourself what is not entirely given and end up being an average boss or a first-class artist, programmer, composer, etc.? My opinion is no, it’s not worth it.
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Yuri Syrtsov 10/06/2015, 06:51
Definitely, if an ear for music is not given from birth, but a sense of rhythm is given, then it is more correct to become a percussionist rather than a violinist.
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Pavel Chirchenko 10/16/2015, 19:14
Your opinion is just an impulse - of a frightened child - in time - You will like it..
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Semyon Konyshev 10/05/2015, 22:57
Another question is this. What made the boss resort to manipulation? Often this is a command from management from above without any tricks - it’s just NECESSARY and that’s all. But a specific boss has a task and no real motivational levers. So you have to spin like in a frying pan.
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Yuri Syrtsov 10/06/2015, 06:53
In such cases, you can “manipulate” your personal example. An order was received from above to go out on the day off, and the boss was immediately ahead. And in a frying pan - this is for the cunning....s...
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Sergey Ochkurov 10/06/2015, 00:52
Hmm... Since when is manipulation only used by bosses. All people are trying to manipulate each other)))
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Anna Ivanova 10/06/2015, 05:04
What is the article actually about? Live without deception, stop being a victim of manipulation...Instructions for schoolchildren! If a person makes a career, he will have to put up with not only hidden manipulations, but also open pressure. But learning to say “no” to a manager without him understanding anything is a talent!!!
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Galina Dudar 06.10.2015, 09:30
100%
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Alexander Burda 10/06/2015, 09:47
add also “if you don’t get anything up to ... the term Vikonanny ... then we’ll lose the weight without a premium. I’ll tell you, it’s a real argument)
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Maxim Andryushchenko 07.22.2020, 15:04
:)))
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Sergey Leus 10/06/2015, 11:26
And when they don’t pay the RATE for a month, they put pressure on the blame for the small number of sales...
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Alexey Antipov 10/06/2015, 20:48
about nothing
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Vladislav Teplitsky 10/07/2015, 12:34
I agree with the comments above, this is more of a method of motivation rather than manipulation! I invite everyone who is interested in motivation to read my article on personnel motivation according to F. Herzberg’s motivation system
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Pavel Chirchenko 10/16/2015, 19:20
Words - of a statesman - Vision of the future - the key to success - motive - then a clear goal - in the end - Magnificent success...=== Bravo - Vladislav ..
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Vladislav Teplitsky 10/07/2015, 12:41
although the article was useful for me, I repeated what I knew, thanks to the author
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Lyudmila Lyudmila 10/07/2015, 20:06
I respect that the author correctly gave the most important treatment to manipulation. And all the comments above are the comments of the kernels who cannot organize the hour of ease and do not formulate the strategies of work in the future. That’s what the kerivnikovs think, sitting on the “chair”, you can say: I’ll change the salary, then I’ll cut back on work, “I” can do everything, I’m a kerivnik.....
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Alexander Prokhorenko 10.10.2015, 04:29
This means that manipulation is needed, manipulation is important, If other incentives cannot be used in work, Let’s manipulate, stimulate virtually, Material things go into the background, salaries should not be indexed, Watch how the backbone of the team leaves and maneuvers, And another manipulator (in Europe) manipulates them.
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Alexander, Zhilenkov A.I., sole proprietor 10.10.2015, 11:43
Alexander, it’s not a matter of “needed”, “important” and “let’s do it”. The fact is that if a relationship arises between two Homo sapiens, then manipulation, influence, and... a bunch of all sorts of... crap automatically begin to be present. You just need to understand (naturally, for those who have the desire to understand this - and not bleat like a stubborn sheep about the fact that there are only goats around) why a suicide bomber with a belt goes to his death.
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Maxim Lipsky 09.29.2021, 12:54
I recommend that you familiarize yourself with the meaning of the word “stimulus”. Not a very effective method of influence, in my opinion)
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Impact of pity
This technique is often used by children and young girls. Its task is to evoke self-pity and a desire to help. For example: “I’m so tired, I don’t have any strength, and I also have to cook dinner for you,” “I’m the boss and every time I receive comments for your bad work and pay fines for you.” The victim receives help in this psychological impact. But she herself does not strive to improve her life, but prefers to complain. The slight energetic “vampirism” of this action subsequently evokes a contemptuous attitude towards the manipulator.
