Manipulations in the process of communication between people, types and techniques in psychology

Definition of the concept

Manipulation is a skillfully executed hidden form of psychological influence, which is designed to lead another person to desire to do something that is not part of his plans. What does it mean to manipulate a person? Receive some personal benefit from the chosen “victim”.

Playing on your feelings of hopelessness

The main goal of such techniques is to lead a person to believe in the “only” way out of the current difficult situation, when difficulties multiply and material problems increase. This technique is a common occurrence in business negotiations. If you fall for the bait of such influence, then your consciousness is easily “drawn” into an anxious consideration of only the negative aspects and consequences of the current situation. A kind of “narrowing of the field of perception” of consciousness occurs - you lose your vision of the situation in a broader perspective and, as a result, you miss the objective possibilities of a constructive approach to resolving it. Difficulties can relate to any aspect of your life, job position, prestige, career aspirations, your health and well-being, the health and safety of your loved ones, financial problems, etc.

By falling into the trap of a pessimistic view of your prospects, you are practically “persuading” yourself into accepting it. what is offered to you as a last chance to get out of the threatening uncertainty and dramatic destructiveness of the current situation. Naturally, it is impossible to offer ready-made recipes for getting out of difficult life situations, whether personal or professional. When you are under pressure that provokes a feeling of hopelessness, it is important to remain cool and calm as much as possible, to analyze and assess the situation from a broad perspective, to carry out targeted offensive work in order to find a way out of the current situation with minimal losses or benefits for your needs and interests. However, before you do anything, soberly and systematically check, analyze, make sure whether the proposed “last chance” is actually such.

Carefully consider the arguments, arguments, evidence, assumptions about the consequences put forward by the interlocutor in favor of your proposal. Find out contradictions, inconsistencies, and weaknesses in his positions using manipulation techniques. In other words, by any means, strive to obtain maximum information about your partner’s proposal in order to evaluate and select responsible steps, taking into account long-term prospects: what will be the consequences of the development of the situation if you:

refuse your opponent’s offer;
accept it;
take other steps or opportunities not related to his proposal (for example, seek help from a third party, organization, decide to take current losses in order to maintain a long-term perspective, etc.).

In any life situation, it is always useful to leave the door open for possible constructive interaction in the future, including when the technique of provoking hopelessness with the offer of a “last chance” is used in relation to you. Remember that in such situations, business conversation techniques from a weaker position are effective. By following the recommendations outlined above, you may find that the tone of your opponent's reasoning, initially inciting panic, gradually “slows down”, becomes more moderate, and it turns out that the original goal of the supposed “last chance” may not be the same as what he first claimed. Naturally, it is impossible to exclude circumstances when, as a result of analysis and discussion of all aspects of the situation and your partner’s proposal, you really come to the conclusion that accepting his proposal is the best way out of the current situation. However, this will be a conscious choice, and not a hasty acceptance of the opponent’s proposal under the influence of a feeling of hopelessness.

Types of manipulations in communication

In psychology, there are two types of manipulations:

linguistic, or communication, through which the impact on the psyche occurs through speech, during a conversation, conversation;
behavioral, when psychological influence is carried out in the course of some actions. The most striking example of such manipulations in communication is often in personal relationships: the wife packs her suitcase to return to her parents, and achieves her goal by waiting for the desired behavior from her husband.

Provoking your confusion and disorientation

The main idea of such a technique is to upset, upset, disrupt your plans, throw you off balance, and encourage you to take actions and statements that could be detrimental to your interests. As a rule, such techniques are implemented in the form of a pre-planned action or statement, which is completely unexpected for you and seems to “fall out” from the normal course of the conversation. The same effect of disorganization in a conversation can be caused by “unplanned” aggressive reactions of a partner with an authoritarian personality structure, for whom humiliation and insult of other people, the desire to “drive them into a corner” is a typical form of interaction, a habitual form of satisfying the need for power. Regardless of whether this technique is used “intentionally” or “spontaneously,” it usually takes the form of unexpected provocative questions, explicit insults, or statements that degrade your personal dignity.

Countering such a technique is composure, calmness, the use of humor, refraining from a “knee-jerk” reaction, using techniques for effective defense against aggressiveness, and repeatedly “inviting” the partner to a constructive discussion of the issue, as discussed in detail above. When you hear an offensive remark addressed to you that is not related to the topic of the conversation, maintain self-control. There is nothing more effective against such a technique, no matter in what form it is done, than remaining calm and politely reasonable. By doing this, you will suddenly find that it is your opponent who is in a state of confusion and disorientation. He simply doesn’t know what to do next, and you yourself find yourself in a more advantageous position.

What types of people are most susceptible to manipulation?

This list is quite extensive. So, these include:

altruists - too fair, honest, sensitive;
impressionable, capable of easily succumbing to the charm of strangers;
trusting – not assuming dishonesty in others;
greedy;
dependent - individuals who need someone else's love and are therefore gullible;
impulsive – making hasty decisions without consulting others;
materialistic – those who want to get rich quickly;
naive - do not believe that dishonest people live in the world;
immature – trusting advertising “enticements” too much;
lonely - capable of falling for any opportunity for human communication;
elderly – rarely see advertising campaigns and presentations as fraud;
narcissists are easily manipulated through flattery;
those prone to masochism lack self-esteem, but have subconscious fear;
thrifty ones cannot refuse a deal, even knowing why the offer is so cheap.

On a note! Other particularly vulnerable groups are also easily subject to psychological manipulation: children, adolescents and young people a little older than them, who do not yet have life experience, as well as the skills to resist and counteract manipulation.

Playing on greed

The main idea of this technique is to convince the opponent to take advantage of the extraordinary opportunity that has opened up to dare to accept a risky offer that promises huge benefits in the future. Figuratively speaking, this is “the other side of the coin in comparison with the technique of provoking hopelessness. Here you are not “jumping into the pool” in order to avoid trouble, misfortune - you are encouraged to “jump” in order to find yourself at the “pot of gold” at the end of a risky enterprise, when the feeling of greed is “involved” in the persuasion process.

Whenever you are offered a uniquely profitable opportunity that contains the possibility of enormous risk, the main thing

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stay firmly grounded in reality, do not let your greed “fill your eyes.”
Carefully analyze and evaluate all factors, circumstances, prospects and possible consequences of a risky decision to ensure its reality. Carefully find out possible details, demand confirmation, express doubts, forcing your partner to disclose additional information. Compare the possible consequences with your priorities and your partner's long-term prospects discussed earlier. This line of behavior in situations of “risky unique chance” will help you avoid the trap and keep you from making a rash decision.

How to find out about the psychological impact

There are several ways to determine during communication whether a person is being psychologically influenced.

In a general conversation, the interlocutor unobtrusively moves the conversation in the direction that interests him.
The interlocutor no, no, and strives to return to the recently discussed topic, i.e. It is important for a person not to divert the conversation away from its goal.
If a person tries to avoid the other person's gaze, blinks frequently and generally looks tense, this may also indicate ulterior motives.
An inadequate reaction to certain proposals and fussiness can also tell about the psychological impact. The manipulator takes a certain amount of risk, and this can make him nervous.
Manipulators, in order to achieve one goal, can use different tactics, even to the point of vigorously sharing thoughts that their interlocutors do not like, and then saying the exact opposite or changing the topic.
People with ulterior motives can be recognized by their hypocritical behavior, insincerity, and falsehood.
A false personality, as a rule, leaves an unpleasant aftertaste after communicating with her - at the subconscious level.

What else do you need to know?

Manipulative communication and its characteristics are an interesting topic. Briefly, it is worth noting some other signs of hidden influence.

To avoid it, you need to monitor what and how exactly a person says. He may try to “suppress” his opponent with incomprehensible words that have a hypnotizing quality and false authority. When the interlocutor begins to focus on feelings, then you should also suspect a catch. Here it is important to remain impartial and try to understand what exactly is hiding under the veil of a trembling voice and eyes wet with tears.

Many create an artificial background of urgency and sensationalism, which distracts attention and provokes quick and thoughtless actions. This happens often in online trading. Surely many have come across similar advertisements: “Sensation! New weight loss product! Minus 15 kilograms per month! Hurry up to buy the course for only 999 rubles – there are 10 minutes left until the end of the promotion!” It would seem that the 21st century is here, everyone should already know how it works, but still a significant segment of people “buys” into such techniques.

Crushing also takes place. It is widespread today. And many have encountered it. Here's an example: a person published an advertisement on the World Wide Web that he was looking for a job. He receives an offer from a certain cosmetics company, which explains everything very beautifully: they offer very big money, and he only has to work 2-3 hours a day, and vacations at resorts, and official registration, and gifts from the company. The person agrees, begins to contact the “employer,” registers, and then it turns out that he will need to buy the products of this enterprise for a certain amount, and even persuade others to join. Then more and more interesting details emerge, from which it becomes clear that everything is not so profitable. But the man believed his opponent. How could it be otherwise if, in fact, he could not make a choice? And this is just one example.

Manipulation in business relationships

Negotiations in a constructive mode are quite rare. The manipulative negotiator, wanting to achieve the planned benefit, puts pressure on the partner’s psyche. Some of the strategies that this type can use include:

increased emotionality with deliberate escalation of the situation;
creating a feeling of guilt using the interlocutor’s previous mistakes;
negotiating on the verge of outright rudeness; this strategy is called “belittling.”

Confidential behavior

Many manipulation techniques are designed to gain a person's trust so that they can be easily influenced. Trust can be achieved in several ways:

To become “one of our own” for the object, to prove its similarity with the subject. This can be achieved by “mirroring” the opponent’s behavior.
Use a compliment, flatter, show sympathy and support. To show sympathy, you can touch your arm or shoulder.
Perform a small favor or offer assistance. Society has adopted the principle of “quid pro quo”: the person who helped the subject feels a desire to repay good for good.
Take the target's side if he is criticized.
Apply natural data. Seduction is one of the most ancient methods of manipulation. Women become more susceptible to other people's influence if it comes from a handsome man, and the stronger sex easily succumbs to the charm of attractive girls.

Techniques that stimulate communication and establish trusting relationships can be used in different areas of life: both in the work team and in the family.

Manipulations in interpersonal communication

The behavior of every person is influenced by public opinion.

The manipulator builds intrigues in relation to the object of influence, using his strength and playing on his weaknesses. Moreover, the interlocutor is unaware of what is happening, believing that everything is decided by himself. The manipulator provides distorted information and then presents it to the victim in this form.

The psychology of manipulation also concerns social manipulation. Managing public opinion, in other words, manipulating public consciousness, has become easier with the help of the media.

The following mechanisms are visible here:

Disabling rational perception and critical thinking.
Causing fear in readers/viewers/listeners with a message about a threat, often an imaginary one.
An explanation of how you can get out of the current situation.

Note! Propaganda acts on human feelings in the same way as a “private” manipulator, using stereotypes, attitudes and instincts, presenting information in doses and in a certain sequence.

Playing on your impatience

The main purpose of such techniques is to give you the impression that the desired agreement is almost reached, “almost in hand,” when in fact this is not the case, in fact, your opponent is only demonstrating enthusiasm and readiness to agree. All the details of the agreement lined up into a coherent picture, and at this moment he declares: “If we can sort out this little thing too...”. In the practice of business conversations, this technique is called a “dangling carrot” that you can reach. However, with each step forward, the “carrot” moves away and makes you want to grab it, taking another step.

Using this technique, your opponent constantly keeps you in a state of anticipation of the imminent conclusion of the desired agreement. All controversial issues have been settled, he actually draws a line and, figuratively speaking, “offers you a pen so that you can sign.” You already give your consent and at this time you hear the answer: “Yes, before I forget...”. And then another “trifle” is introduced into the discussion, which must be adjusted before the final agreement, and this “trifle” requires additional concessions from you. In the interests of reaching an agreement that is already “in the air,” you give in and again “raise your hand to sign,” but again hear: “Yes, to dot all the i’s.”

, let’s sort out a couple more things...” And the procedure is repeated. This technique is used by your opponent to play on your impatience to reach agreement.

The agreement seems almost obvious to you - all that is required of you is to help your partner “fill in the blanks.” Do not fall into self-deception and do not think that you have the agreement “almost in your pocket” as long as “the forms remain unfilled.” Stay grounded in being clear about your interests and priorities, otherwise you will be like a man counting the chickens that have not yet hatched from the egg.

Is it good or bad to be a manipulator?

To answer this question, it is worth comparing a manipulator and a self-sufficient person.

If the latter’s inner world is full and rich, which helps a person maintain personal well-being and have a positive attitude towards the world around him, then the manipulator feels the emptiness and tries to fill it by appropriating other people’s resources.
A self-sufficient person tends to constantly develop and change positively. It is easier for a manipulator to remain as he is, interested only in obtaining material benefits.
A normal person is responsible for his thoughts and actions, while the “opponent” tries to avoid responsibility.
A self-sufficient person truly enjoys doing his own thing. The manipulator’s activities are guided by coercion, which serves to replenish the deficits of his inner world.
A mature person’s life is filled with a lot of values: friendship, health, love, family and much more, the absence of which suffers from the manipulator’s inner world.
A self-sufficient person is characterized by honesty and sincerity, and interest in other people. Loneliness is not inherent in him. A manipulator who does not trust others is capable of only superficial communication, and he is lonely even among a crowd.

It is possible that these brief comparisons will help you understand whether it is good or bad to be a manipulator.

Nested messages

And the pearl of linguistic influence, what Milton Erickson called his main discovery - nested messages . It’s an extremely simple thing: if you select some words in a message and make a meaningful phrase out of it, then the phrase will go to the unconscious as a command.

We take the phrase: “You are confident in yourself,” and insert it into someone’s monologue. “ Are you now thinking about whether I am confident of success?” Yes I am sure. I swore to myself that I could do this.

You can highlight it by intonation, hand movement, boldness or font type - whatever you like. After all, nested messages are not just a pattern - they are a whole science. Although it is light. It's so easy that you need to practice a little. But it works.

You come up with a command and insert it into the text. It can be a metaphor or a story. Well, or somewhere else. You can even just take a newspaper article and practice marking it up so that you get what you need.

- Do you like me. - I want to tell you one thing. I know you like France, tell me about it.

Please note that the command phrase may not be too consistent - here instead of “like” it is put “like” - the unconscious will normally perceive this text.

How to learn to manipulate people in your favor

But if someone still wants to comprehend the art of manipulating people, then they should pay attention to the following recommendations:

It is necessary first of all to study the intended object of manipulation in order to choose the right techniques.
Manipulation through emotions was discussed above. You just need to identify the one in the victim that will make her dance to the manipulator’s tune.
A more complex, but also more reliable way for literally everyone is to use the technique of manipulation at the level of the mind. It consists of introducing into the consciousness of the object information that is correct, from the point of view of the manipulator, and which does not require proof.

In order not to succumb to the tricks of manipulators, you need to find a way to resist them. In psychology, it is believed that this will be helped by self-confidence, acquiring new knowledge, and the ability to communicate, without becoming dependent on the interlocutors.

mass media

Above, family, everyday and professional communication of the manipulative type was briefly discussed. Now you can turn to the media. The press is the fourth estate, and initially this definition was noble. Journalists have always done useful work, informing people about everything that is important. But today there are more and more media outlets that do not hesitate to manipulate society. Which believes them. Some media do this in their own interests, while others turn to individuals for “help” who benefit from this.

If on the most authoritative resource of the country, during the period when presidential elections are planned in this state, they publish voluminous and substantiated information that candidate N is, to put it mildly, unworthy, then there is a high probability that people who trust this media will not support him will vote. When a beautiful advertisement for a certain product appears on a well-known channel, its sales begin to increase. And there are quite a lot of such examples. Not to mention notes, news and articles in which their authors use all the previously mentioned techniques - influencing emotions, rhetorical questions, appealing to the conscience and personal perception of the reader, style of presentation and much more.