Verbal forms of persuasion. The main ways of persuasion, or how to influence people

How to convince a person of something? It would be cunning to say that we have never tried to win someone over to our side and convince others. This happens every day in relationships: mother-child, husband-wife, boss-team and other communicative communities.

The psychology of influence and success are closely related. Achieving goals often involves the need to involve other people in the process. But the goals are ours. The psychology of influence and persuasion are practically equivalent concepts. How to convince a person and achieve success will be discussed in this article.

So, 10 basic methods and psychological ways of persuasion

10 methods - sequence of application

Motivate your opponent. In the process of persuasion, it is important to start with the motivation of the person. Do you want him to do what you need? Prove that the person you ask for will receive the direct benefit first. “You are wonderfully beautiful in this stylish hat,” the daughter’s mother says, and she, who was ready to go out into the 20-degree frost without a headdress 5 minutes ago, happily puts on a new thing.
Be friendly, be polite. And smile. Aggressive pressure gives in response only unwillingness to obey. Smiling is a sign good man, such cannot act out of bad motives. Satisfied people have a much greater gift of persuasion than gloomy and not friendly people.
Inspiration! Describe how great and wonderful the goal you are asking for help is. Be convinced of the value of your idea. If your opponent becomes infected with your dreams, he will assume that he made the decision on his own.
Do not confuse the psychology of persuasion with manipulation. You can not hurt the pride of a person, his hidden negative attitudes. Smart people immediately feel when they are being manipulated, and you will not wait for the result. Moreover, the interlocutor can permanently end the relationship with you, no one wants to be a guinea pig.
Build the evidence base for your request. Belief is strong when you yourself believe in what you say. Before starting a conversation, pick up iron arguments and facts. “We have only half of the presentation ready. If we do not go to work on Saturday, then on Monday we will not be able to win a new tender.”
The skill of persuasion requires a certain amount of flattery. There is no need to openly lie about the presence of non-existent advantages, but it is necessary to exaggerate the existing ones in this case. “Only you can do it in such a short term. I have no one else to rely on!"
Skip the awkward moments. Counterarguments can be extremely persuasive and hard to challenge. If you fall into such a trap, take the dialogue to the other side. “We are not talking about this now, we will return to the topic later.”
Cunning. It is not necessary to directly tell a person about his wrong, directly point out gross errors and reservations. If you notice obvious mistakes and inconsistencies during the conversation, politely express your point of view and disagreement on controversial issues. The interlocutor will be grateful for your tact and the chances of his persuasion will increase significantly.
Show your competence in the subject matter. It is easiest to convince you that you are right when you know the essence of the subject well. Boast about your successes and achievements, tell us how you managed to achieve them.
Start a dialogue with questions that the interlocutor can only answer in the affirmative. A relaxed opponent, not expecting a trick, will say "yes" to main topic, for which everything was started.

The listed methods of influence will allow you to form an inner conviction in a person to act in the way you need.

From the heart, not from the mind - 10 psychological tricks

We have considered how to direct a person's thoughts in the right direction. But when applying persuasion techniques, it is much more important to hook on a person’s emotions. We offer psychological techniques that will allow you to set your opponent up for the right wave.

There is no sweeter sound for a person than the sound of his own name - so said the great expert on methods of influencing the psyche, Dale Carnegie. If you call Ivan Petrovich Ivan Vasilyevich during the conversation, then you can forget about the positive course of the conversation. People do not forgive such mistakes, showing their insignificance in the eyes of the opponent. Refer to the interlocutor by name more often, and you will find in his face a grateful listener.
Listen with interest. It is you who are trying to convince the interlocutor of doing something significant for you, so listen to him with reverence. Confirm interest non-verbally - nod, sigh, exclaim to the point. Ask clarifying questions. Show that the person is important and interesting.
Memorize your opponent's key phrases and expressions and use them when further conversation. This will allow you to establish a close connection between you, to indicate a commonality of views and interests. A person will think that you and him are from the same social community, or maybe they grew up somewhere in the same yard. Such things are not conducive to refusing a request.
Notice any movement of the interlocutor. Learn non-verbal cues that show a person's mood. If you see that your opponent leaned forward to your phrase, opening his palms, continue to reinforce the meaning of the topic - he is interested. The case when the counterpart began to pull his nose or tap the pen on the table should be a stop signal! He's not interested, he's annoyed. Either change the subject for a while, or present it from a different angle!
“My light, mirror, tell me ...” The method of mirroring has long been used in the psychology of influence. It consists in unobtrusive repetition of gestures and facial expressions of the interlocutor. Return a smile with a smile, frown when the person expresses concern. This will make it clear that you are of the same blood, react in the same way to situations, and this will help bring you closer to your cherished goal.
"Ask and you will receive; knock and it will be opened to you." Bible truths are relevant at all times. Feel free to ask for help, seem weak. Often, the fear of being intrusive or being rejected prevents us from solving many issues. A person will be pleased that he can help, this will increase his self-esteem. There is another opinion: “Never ask for anything, especially from those who are stronger than you,” but do you remember who said that?
Raise the bar. In psychology, there is one simple but effective technique. Ask to do something knowing that the person will not be able to do it: any stupidity, absurdity. After a while, voice a true request - the interlocutor will be happy to get down to business, experiencing a sense of embarrassment for not being helped the first time.
I influence the subconscious by the method of associations. call positive emotions associated with memories: feelings, smells. “You remember how those fudge buns smelled in the school cafeteria. Why don't we try to sell the same ones. The similarity between objects as a method of psychology has long established itself.
Follow physical condition opponent. In a state of fatigue, it is easier for him to succumb to persuasion, and for you to apply the skill of persuasion. When you notice that a person is losing energy, proceed to the main thing, he will not spend the rest on disputes with you.
"Achilles' heel". Preliminary study the character of the interlocutor. To a person with developed sense debt is easier to appeal to thinking about responsibility. If the counterpart is proud, convince him that by fulfilling your request, he will become known in certain circles.

The art of persuasion is a whole set of tricks and techniques that allow you to achieve advancement in your own life, negotiate with people, defend your own interests and views. The art of persuasion can be innate, and people endowed with this quality become leaders, easily get what they want, and many from the environment try to become their friends. But this does not mean that the art of instant persuasion cannot be developed on purpose. Knowledge of various manipulative techniques, psychological features and the development of specific influence skills can make any individual a master of influencing others.

The mechanisms that influence human decision making were available many centuries ago and were identified by philosophers and politicians intuitively and empirically. It was only later that many of the advice of the ancient texts was confirmed by official scientific psychological discoveries. The increasing popularization of such knowledge leads to the fact that people use it for personal and selfish purposes, even if initially there was a need to solve significant state problems.

On the this moment there are schools teaching influence as well as opposition to another's belief. The old methods cease to work, since almost the entire population is aware of them and has learned to logically resist and immediately notice attempts to influence. The art of reasonable persuasion becomes the main task of developing a communicative component, where the interests of all parties will be included and the free will of the one who is being convinced in making a decision will be respected.

The power of persuasion is an art

The ability to convince others to accept their point of view or necessary solution in many circles it is considered the art of the oratory genre. It is the ability to build monologues and dialogues, correctly placed accents, the ability to choose the appropriate text that allow people to achieve results. Persuasion is directly related to eloquence, because this is the ability to speak facts or unresolved issues in a way that brings positive emotions to the listener.

When thinking about the art of persuasion or how to get what you want, people often forget the importance of emotional state interlocutor, but strive exclusively for their own benefit, which nullifies efforts.

Correct persuasion is always aimed at creating a unique emotional background for the opponent, this is the ability to highlight moments that are significant for a person and act through them. Direct facts and coercion through emotional pressure often do not give such high-quality results as creating right attitude a person has the ability to make him listen to you with admiration. Eloquence and emotional presentation are the main driving forces in persuading other people, as well as a subtle feeling of the emotional background.

The ability to convince people is also considered a form of art because the basics of stagecraft, the artistic construction of a text, and scenario placement of accents in the presentation of information are involved in this process. Any contact built in order to convince a person is always a bit like a performance, while the areas of application of the skill are very wide.

The range of skills required to persuade people may seem quite broad, but there are plenty of methods available. But you can use all this, as in solving ordinary household issues or regarding a parking space, and in promoting your own project and in negotiations with inadequate personalities.

Persuasion Methods

The methods of persuading people completely exclude the imposition of their opinions or disputes, it is always interaction and the desire to cause a conscious own wish have a person to support the proposed option. It is worth noting that not only verbal influence refers to persuasive factors, but also human actions. Sometimes actions decide much more than hourly conversations, monologues, disputes and arguments of benefit. It is important to use the entire palette of influences available for maximum effect, i.e. in the case of a conversation, pauses and loudness of speech should not be neglected, and in the context of effective confirmations, it is necessary to maintain compliance with the main chosen line.

How to learn the art of persuasion? The first thing to do is to create a favorable atmosphere devoid of tension. A person who is in a skeptical position or subjecting everything to analysis and evaluation is more inclined to resist than one who is relaxed internally.

Your ability to determine the internal state of a person is not important, since any interaction can begin with a joke, a compliment, a witty remark, which will initially defuse the situation a little. But make sure that the joke is not just thrown into the air, but is contextualized with further speech. Besides the fact that this will help create unique reasons for further conversation and help the person initially associate the conversation with something pleasant, you also eliminate the disconnection of communication.

The smooth flow of the conversation creates a feeling of its naturalness and naturalness, which means that the opponent thinks that the topic under discussion was born by itself, or maybe even was proposed by him, which excludes suspicions of manipulation of consciousness.

In order to advance your options for solving certain problems, the method of initial questions helps a lot, thanks to which the circle of the topic is indicated. Those. at the very beginning of communication, the other person is asked the maximum number of questions regarding the common cause, and then the answers you need are provided. Thanks to the initial direction of attention, we get the maximum hit and memorization of information, and since the number of questions is initially large, the person does not have ready-made answers, but there is a small level of stress dictated by the desire to find them. In such situations, a person tends to quickly accept the proposed point of view in order to remove the feeling of his own incompetence.

Acknowledge the possibility of your mistakes, use language that suggests cooperation, not opposition. When you declare to a person that you are able to prove your position to him, then you put yourself in the position of an enemy, an adversary, if you mention that your opinion may be erroneous, therefore you would like to consult and find general variant decisions, then automatically transfer the interlocutor to the rank of an ally. Feeling like you're on the same side takes away half of the criticism and disagreement, making you want to interact.

Do not be afraid of criticism, on the contrary, accept it quickly, giving out an extended version of exactly where and why you are wrong. This gives the impression of a thinking person, and also disarms the other in listing your weaknesses and negative thoughts. When a person criticizes himself, the other is left with no choice but to find a grain of truth, positive points, or turn around and leave, than violate the banal rules of cultural communication.

Naturally, the entire conversation should be built in a friendly direction, focusing on common views or the same problems. The main task of any persuasion is not so much to put your thoughts into a person, but to become friends, then any of your opinions will be valuable, and even extremely opposite thoughts will not be sharply criticized. Creating an atmosphere of unity allows not only finding the maximum commonality with the interlocutor, but also a few tricks at the beginning of the conversation. So, psychologists are recommended to build interaction in such a way that for the first time in a minute you get as many affirmative answers and agreements as possible, even not necessarily spoken out loud. You can start a conversation by listing obvious facts that are simply impossible to dispute - the weather, the latest news incidents, the length of the line, or the availability of coffee in the machine. It is not necessary to look for global issues where the interlocutor will agree with you, it will be enough common understanding that it's hot outside.

It is necessary to use the technique of preliminary agreements with caution, since almost everyone already knows about it and it is easy to calculate such moments. A person will internally strain, realizing that you are manipulating his opinion, and in a rather rude and overt form. Opportunity to refuse gives confidence in one's own choice and gives a sense of freedom, which is why it is so important to give the opponent the opportunity to challenge and refuse - this gives him a sense of control over the process. The only thing that can be corrected is to deliberately create situations of refusal where it is not significant for you, then in right place by pushing the arguments a bit, you can get agreement.

Avoid starting a conversation from a point where you have disagreements, because this way you immediately add emotional stress and set each other up for conflict. Give the other the opportunity to say more than you, and choose the role of the one who asks questions. This technique can achieve much more than a monologue of persuasion. Everyone likes to express their opinion, and also to assume that decision is his own, therefore, the most jewelry work will direct the interlocutor's logic with questions in the necessary direction, as if pushing him to make the necessary decision.

When it comes to argumentation own position, here it is better to use open tactics. Instead of veiled information and using agreements for even minor reasons, it is worth starting with the most compelling arguments. If the right preparation has been made, then a couple of really worthwhile beliefs will be enough for a person to agree, if mistakes were made, then you can always strengthen your position with minor pluses. Going in circles starting with the little things can lead to failure when the person gets tired of listening to you and considers it unworthy to waste their time on such little things.

It is recommended to study the features of non-verbal signals in order to better understand how to build your further arguments. For example, if the interlocutor was sitting quietly, and after some information he began to actively move or fiddle with the edge of his clothes, then this argument is significant for him, causes excitement. At such moments, it is worth continuing to develop the topic, and not moving on to others. In the same way, it is worth noticing negative reactions, such as closed postures, turning the head in opposite side- these are signs that a person internally resists your speeches and this can soon turn into an open argument.

Try to create a sense of rapport that comes from truly understanding the other person and demonstrating it. Such things are easy to do by retelling the interlocutor's thought in order to find out if you understood him correctly. When a person gives confirmation that you understand him, he gives it not so much to you as to himself. Thus, you become the one who understands him, thoughts and aspirations, which means that automatically, when you begin to express your wishes and views, the person will try to do everything to understand you.

Do not expect that after completing all the proposed recommendations, you will receive instant consent or cooperation, because some issues require more time to resolve. Build tactics, gradually building relationships with necessary people, showing the importance of what you require in action. It is much easier to make corporate parking if you first make friends with the manager, prove your necessity and usefulness to the company, and then demonstrate by personal example what the lack of parking leads to. Anyone who enters the office with a developed plan and performance graphs is unlikely to be heard. And it happens in everything - some things require patience.

The word is a great tool human communication and limitless impact on people. Managers often care about the content of the verbal impact, and at the same time carelessly about its form, which is no less important. What does it mean, for example, when we are talking about the technique of verbal persuasion? This is diction (clear pronunciation of sounds), expressive pronunciation (in particular, the correct operation logical accents), loudness (depending on the audience), the ability to control their gestures and facial expressions, a clear logical structure speech, the presence of pauses, short breaks.

It should be noted that it is not only the word that convinces, but also the deed, therefore, count on the persuasive impact only on words, even correctly and intelligibly spoken, but not confirmed. specific cases, not worth it.

Methods of persuasion are leading among the methods of organizational influence. Persuasion is primarily an explanation and proof of the correctness or necessity of a certain behavior; or inadmissibility of some act.

The process of persuasion is perhaps the most difficult among the other methods of organizational influence. The leading place in this process is occupied by the argumentation of one's position and the desire to make it become a position, a conviction for each participant in collective activity. Therefore, we will take a closer look at the argument as essential foundation beliefs. Let us dwell on the parameters of persuasive influence.

There are many ways to argue, but, as in chess, practice has developed a number of “correct openings”. They can be summarized in the following four steps:

The technique of relieving tension requires establishing emotional contact with the interlocutor. A few words are enough for this. A joke, timely and appropriately told, also contributes greatly to defusing tension and creating a positive psychological environment for discussion.
The “hook” technique allows you to briefly state the situation and, linking it with the content of the conversation, use it as starting point to discuss the problem. For these purposes, you can successfully use some events, comparisons, personal impressions, an anecdotal incident or an unusual question.
The reception of stimulating the imagination involves posing at the beginning of the conversation many questions on the content of those problems that should be considered. This method gives good results when the performer has a sober view of the problem being solved.
The direct approach involves going straight to the point without any introduction or preamble. Schematically, it looks like this: briefly report the reasons why the meeting is convened, and proceed to discuss them.

How can you encourage people to accept your point of view? These recommendations can be useful in psycho-corrective work.

Rule one: to convince a person of something does not mean to argue with him. Misunderstandings cannot be resolved by argument, they can only be resolved with tact, a desire for reconciliation, and a sincere desire to understand the other's point of view.

Rule two: respect the opinions of other people, never tell a person sharply that he is wrong, especially in front of strangers, as in this case it will be difficult for him to agree with you.

Never start with the statement: "I'm ready to prove it to you." This is the same as if you said: "I'm smarter than you." It's kind of a challenge. Such an appeal sets the interlocutor against you even before you begin to convince him.

If a person expresses some thought and you consider it wrong or even absolutely sure that it is wrong, nevertheless, it is better to address your interlocutor with something like this: “I can be wrong. Let's get into the facts." You will never find yourself in a difficult position if you admit that you can be wrong. This will stop any argument and force your interlocutor to be as fair and frank as you, force him to admit that he, too, can be wrong.

Rule three: if you are wrong, then admit it quickly and decisively. It is much easier to admit your mistakes or shortcomings yourself than to listen to condemnation from another person. If you suspect that someone wants to speak negatively about you, say it yourself first. You will disarm him. In some cases, it is much more pleasant to admit that you are wrong than to try to defend yourself. Recognition of a mistake, as a rule, causes indulgence to the one who committed it.

Rule Four: When you want to convince a person of the correctness of your point of view, keep the conversation in a friendly tone. Do not start with issues on which you disagree. Talk about what you agree on.

Rule five: try to get an affirmative answer from the interlocutor at the very beginning of the conversation. If a man says, "No," his pride requires him to remain consistent to the end.

Rule six: give the other person the right to talk more, and try to be laconic yourself. The truth is that even our friends would rather talk about their successes than hear us brag. Most of people, trying to get a person to understand their point of view, they themselves talk a lot - this is a clear mistake. Give the other person a chance to speak, so it’s better to learn how to ask questions to the interlocutors yourself.

Rule Seven: Make the person feel like the idea you gave them is theirs, not yours.

Rule Eight: If you want to convince people of something, try to see things through their eyes. Every person has a reason to do it this way and not otherwise. Find this hidden reason, and you will have a "key", you will understand his actions and maybe even personal qualities. Try to put yourself in his place. You will save a lot of time and save your nerves.

Rule nine: be sympathetic to the other person's ideas and desires. Sympathy is what everyone longs for. Most of the people around you need sympathy.

Rule Ten: To change someone's mind or point of view, appeal to noble motives. A person is usually guided by two motives in his actions: one that sounds noble, and the other is true. The person himself will think about the true reason. But all of us, being idealists at heart, like to talk about noble motives.

Rule Eleven: Use the principle of visibility to prove your case. To express the truth with words alone is sometimes not enough. The truth must be shown vividly, interestingly, clearly.

Learn all the practical methods of persuasion in the Practical Logic and Argumentation course:

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Effective methods of persuasion

So, 10 basic methods and psychological ways of persuasion

10 methods - sequence of application

Motivate your opponent. In the process of persuasion, it is important to start with the motivation of the person. Do you want him to do what you need? Prove that the person you ask for will receive the direct benefit first. “You are wonderfully beautiful in this stylish hat,” the mother of her daughter says, and she, who was ready to go out into a 20-degree frost without a headdress 5 minutes ago, happily puts on a new thing.
Be friendly, be polite. And smile. Aggressive pressure gives in response only unwillingness to obey. A smile is a sign of a kind person, such a person cannot act out of bad motives. Satisfied people have a much greater gift of persuasion than gloomy and not friendly people.
Inspiration! Describe how great and wonderful the goal you are asking for help is. Be convinced of the value of your idea. If your opponent becomes infected with your dreams, he will assume that he made the decision on his own.
Do not confuse the psychology of persuasion with manipulation. You can not hurt the pride of a person, his hidden negative attitudes. Smart people immediately feel when they are being manipulated, and you will not wait for the result. Moreover, the interlocutor can permanently end the relationship with you, no one wants to be a guinea pig.
Build the evidence base for your request. Belief is strong when you yourself believe in what you say. Before starting a conversation, pick up iron arguments and facts. “We have only half of the presentation ready. If we do not go to work on Saturday, then on Monday we will not be able to win a new tender.”
The skill of persuasion requires a certain amount of flattery. There is no need to openly lie about the presence of non-existent advantages, but it is necessary to exaggerate the existing ones in this case. “Only you can do it in such a short time. I have no one else to rely on!"
Skip the awkward moments. Counterarguments can be extremely persuasive and hard to challenge. If you fall into such a trap, take the dialogue to the other side. “We are not talking about this now, we will return to the topic later.”
Cunning. It is not necessary to directly tell a person about his wrong, directly point out gross errors and reservations. If you notice obvious mistakes and inconsistencies during the conversation, politely express your point of view and disagreement on controversial issues. The interlocutor will be grateful for your tact and the chances of his persuasion will increase significantly.
Show your competence in the subject matter. It is easiest to convince you that you are right when you know the essence of the subject well. Boast about your successes and achievements, tell us how you managed to achieve them.
Start a dialogue with questions that the interlocutor can only answer in the affirmative. A relaxed opponent, not expecting a catch, will say “yes” to the main topic, for which everything was started.

The listed methods of influence will allow you to form an inner conviction in a person to act in the way you need.

From the heart, not from the mind - 10 psychological tricks

There is no sweeter sound for a person than the sound of his own name - so said the great expert on methods of influencing the psyche, Dale Carnegie. If you call Ivan Petrovich Ivan Vasilyevich during the conversation, then you can forget about the positive course of the conversation. People do not forgive such mistakes, showing their insignificance in the eyes of the opponent. Refer to the interlocutor by name more often, and you will find in his face a grateful listener.
Listen with interest. It is you who are trying to convince the interlocutor of doing something significant for you, so listen to him with reverence. Confirm interest non-verbally - nod, sigh, exclaim to the point. Ask clarifying questions. Show that the person is important and interesting.
Remember the key phrases and expressions of the opponent and use them in further conversation. This will allow you to establish a close connection between you, to indicate a commonality of views and interests. A person will think that you and him are from the same social community, or maybe they grew up somewhere in the same yard. Such things are not conducive to refusing a request.
Notice any movement of the interlocutor. Learn non-verbal cues that show a person's mood. If you see that your opponent leaned forward to your phrase, opening his palms, continue to reinforce the meaning of the topic - he is interested. The case when the counterpart began to pull his nose or tap the pen on the table should be a stop signal! He's not interested, he's annoyed. Either change the subject for a while, or present it from a different angle!
“My light, mirror, tell me ...” The method of mirroring has long been used in the psychology of influence. It consists in unobtrusive repetition of gestures and facial expressions of the interlocutor. Return a smile with a smile, frown when the person expresses concern. This will make it clear that you are of the same blood, react in the same way to situations, and this will help bring you closer to your cherished goal.
"Ask and you will receive; knock and it will be opened to you." Bible truths are relevant at all times. Feel free to ask for help, seem weak. Often, the fear of being intrusive or being rejected prevents us from solving many issues. A person will be pleased that he can help, this will increase his self-esteem. There is another opinion: “Never ask for anything, especially from those who are stronger than you,” but do you remember who said that?
Raise the bar. In psychology, there is one simple but effective technique. Ask to do something knowing that the person will not be able to do it: any stupidity, absurdity. After a while, voice a true request - the interlocutor will be happy to get down to business, experiencing a sense of embarrassment for not being helped the first time.
I influence the subconscious by the method of associations. Cause positive emotions associated with memories: feelings, smells. “You remember how those fudge buns smelled in the school cafeteria. Why don't we try to sell the same ones. The similarity between objects as a method of psychology has long established itself.
Keep an eye on your opponent's physical condition. In a state of fatigue, it is easier for him to succumb to persuasion, and for you to apply the skill of persuasion. When you notice that a person is losing energy, proceed to the main thing, he will not spend the rest on disputes with you.
"Achilles' heel". Preliminary study the character of the interlocutor. It is easier to appeal to a person with a developed sense of duty by thinking about responsibility. If the counterpart is proud, convince him that by fulfilling your request, he will become known in certain circles.

By applying the right methods and technology, the gift of persuasion can be developed. Learning influence techniques will help you achieve your goals. Be sincere in your desires and in relation to people, and they will reciprocate.

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Methods of psychological influence on a person

The social environment in which a person lives from birth implies communication. In the process of communication and perception of information, we are subjected to psychological influence, without suspecting it. These manifestations are studied by psychology. The same science explores the methods of influence in the communication of people 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 which of these methods have been tested on you. Infection, suggestion, persuasion and imitation are ways of influencing the psychological state of people. Let's analyze them in detail so as not to fall into the street of scammers.

Infection

This psychological impact on human consciousness is the most ancient and most studied method. It is based on the transfer of emotional state from person to person. Agree that this has happened to everyone when you are in good mood, and suddenly a man appears with tears in his eyes and all signs of hysteria.

As you listen to his sentimental story, your mood deteriorates, and your state of mind begins to resemble the experiences of the interlocutor. Especially impressionable natures do not even need to be told anything, they are able to perceive signals coming from people who are close to them on an emotional level.

Another example that characterizes the method of infection and which is used by the psychology of influencing people is panic. He usually works in a crowd. If many people are in the same critical conditions, and one of them starts to panic, this feeling is transmitted to the majority of those present.

Have you heard about panic on board planes or in a broken elevator? These are the cases where one person panicked and the feeling spread to many

But "infection" can not only negative emotions. Laughter, fun, a positive attitude towards life are contagious.

Suggestion

The second class of psychological influence on personality is suggestion. In this case, the psychology of influence on a person turns out to be emotional background, forcing them to act as the opponent does. But if infection is a transmission of a psychological state, as a result of which a person acts one way or another, then suggestion is a persuasion of a person to act as he is told with the help of verbal tools (words, visual contact, and others).

In order for suggestion to become an effective tool, you need to match your words. If a person is trying to "teach you how to live" and dictates the rules of behavior in society or the laws of success, then his reputation, appearance and manner of speaking should command respect and a desire to imitate.

But when in front of you is an exhausted individual in dirty clothes and with traces alcohol intoxication, his calls for a new life look pitiful and ridiculous. Therefore, wanting to help a person with advice, try to understand the situation in which the unfortunate person finds himself. Embrace the problem and put yourself in his place. Only after that you can suggest something to someone who is looking for support from you.

You can only inspire people with your thoughts confident voice

Another important nuance- the psychology of influencing a person says that you can inspire your thoughts to people only with a confident voice, in which there is not even a shadow of a doubt. Sometimes the success or failure of an idea depends on the tone in which a phrase is uttered.

There is another factor that determines the result of the impact on a person - it is suggestibility. The strength of suggestion depends on how suggestible a person is, and this is an individual indicator. high level This indicator is distinguished by children under the age of 13 and insecure, indecisive people.

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 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 effect 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 a negative result that awaits him otherwise.

Using "winged sayings" or well-known examples of positive or negative experience generations, you will achieve significant results in the art of suggestion

Belief

Persuasion 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 building a logical chain of thought. Using various methods influence on people, the level of intellectual development opponent. To prove 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, it will look ridiculous.

When the first portion of new information reaches the consciousness of a person, his brain is looking for explanations. And now it depends on the art of the one who convinces whether they believe him or not. It’s good if you manage to make a person trust you, but the rest depends on the method of psychological influence, the alternation of new data. The most important thing that the methods of psychological influence on a person require is not to deceive the opponent. As soon as a person feels falseness in words, the level of trust will drop significantly. If this happens again, you can completely lose the trust and attention of this person.

To be truly believed, you must match the lifestyle or statements that you are trying to convey to your opponent. Your words should radiate power, and you should give the impression of an authoritative and self-confident person.

So everything matched:

Opponent development level:
The veracity of your statements;
Correspondence of the image and statements.

Your words should radiate power, and you should give the impression of an authoritative and self-confident person.

Now you need to choose a behavior strategy that will help to influence a person psychologically. There are several strategies.

Aggressive. It is built 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 carefully listens to every word. But such a strategy of psychological impact on a person is typical for professionals of the word and persuasion.
Passive. This strategy only works if you know the person well. Cautiously citing examples from his and his own life, comparing them with those known to everyone white light cases, you bring the opponent to the idea that you want to convey to him. Do not allow inconsistencies and discrepancies in judgments. This will throw the work done a few positions back.

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 in The Departed

Imitation

Many subconsciously use methods of influencing a person, without even knowing it. Reaching some heights in a career or intellectual plan, we become an object of respect and admiration. Less experienced people tend to take an example from someone who has already realized their aspirations. But the object of imitation must always "keep the mark". It should be attractive, bright, memorable, delightful. That is, to satisfy the desire of the opponent to follow the ideal.

Means of psychological influence on a person

On 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 businesses. Catering. These were the usual posters recommending movie screenings or concerts of pop stars.

Today, advertising has turned into large-scale high-quality videos that not only inform people about a product, performance or announcement, they make them choose one or another 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 are watching, as there are influences that have a devastating effect on the personality.

Many believe that the psychological impact of advertising 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 superiority between which is decided through advertising. This is one of the most effective means that have an impact on the mass of people and force them to act according to dictation.

This applies not only to some product or singer, public opinion can be swayed by advertising in favor of one or another candidate for government elections. This method is also called "manipulation of public opinion" or "dark art of influencing people." Moreover, the manipulation is carried out not by force, but by methods correct construction candidate's advertising program. It turns out what the electorate needs at this stage of the formation and development of society, and general phrases and promises are adjusted. Each person "sees" in these promises a benefit for himself and votes for this chosen one.

The goals of psychological impact on a person

Mental influence on a person has its own goal - the desire to make a person consciously or unconsciously obey certain attitudes, norms, laws or requirements.

Director in a team of subordinates using psychological tricks influence on the interlocutor, has its purpose - to rally people or give them food for thought and action for the benefit of the company in which they work.

The psychological influence of parents on their children suggests 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 that has been spent a lot of money and must be returned as soon as possible.

Not always methods of influencing people imply following a good idea. This can be seen in the case 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 die themselves. And this contradicts human nature. Consequently, with the help of psychological influence, it is possible to radically change the worldview of a person, make him a puppet in the hands of others and force him to act contrary to common sense.

As already mentioned, any psychological impact fully affects people who are insecure. Competent, educated and self-righteous individuals are difficult to suggest, infect and persuade.

sunmag.me

persuasion techniques

Such types of persuasion as - informing, explaining, proving, refuting - represent a kind of frame of persuasive influence on people, but giving only general idea about a specific procedure. AT real practice we are faced with the need to take into account the background situational state in which persuasion is carried out.

So, persuasive influence tends to be better assimilated against a well-defined psychological background. We highlight relaxation here, emotional tension, identification and "concert mood". Each specific background predetermines the choice of appropriate methods of influence. These techniques are revealed in the process of observing participants in business conversations.

Reception of instruction. It is carried out only with a positive attitude of the interlocutor to the leader. The specificity of the instruction is that the word, expressed in an imperative form, determines the "performing" behavior of a person. Instructions, orders, prohibitions can act as verbal forms of instruction. Unlike commands and orders designed to trigger an already existing skill, instruction forms a complete set of activities: “Do this ...”, “After completing the procedure, go there ...”, etc.

The content of instruction, like any verbal influence, is very important. Therefore, when preparing a manual, one should think very carefully about the material that is included in it. It should be emphasized that efficiency here is connected not only with meaning. When giving instructions verbally, an appropriate style of speech and form of pronunciation is also necessary. This refers to emotionality, intonation, facial expressions, gestures. Everything should be subordinated to the laconic and imperative construction of the statement.

Acceptance of indirect approval. Designed for the emotional perception of the speaker's speech. The essence of this technique is not to say directly “Your success in this matter is undeniable!”. It's like flattery. Although flattery is very pleasant to some people, as a rule, it is destructive to the human character. In this regard, if you need to express praise to a person, it is better to do it indirectly: “Such zeal usually brings benefits!” By uttering such phrases with sufficient emotional coloring, the leader will evoke a sense of self-esteem in the interlocutor. In the psyche, the focus will be on activities of the same kind.

It is quite obvious, of course, that for a person with egoistic inclinations, such a form of approval would be completely unconvincing. And such a person perceives it in his own way.

Socrates' method has been known since antiquity. The essence of the method is to prevent the interlocutor from saying “No” at the beginning of the conversation. Let it be a conversation about something extraneous, even about the weather: - Isn't it clear today? - Yes. - The sun is scorching. After all, it burns? - Yes. - Probably thirsty? - Yes. Answers "Yes" to secondary, sometimes meaningless, questions, as it were, pave the way for answering in the affirmative to the main question: - Do you work at half strength? - Yes, probably so.

The ancient Greek philosopher Socrates, after whom this method is named, always tried to protect his interlocutor from saying “No!” As soon as the interlocutor says “No!”, it is very difficult to turn him into reverse side. In this regard, Socrates tried to conduct a conversation in such a way that it would be easier for the interlocutor to say “Yes” than “No”. As we know, Socrates certainly proved his point of view, without causing not only obvious indignation on the part of his opponents, but even the most insignificant ones. negative reactions.

Commands and orders require people to quickly and accurately execute without any critical reactions. When executing commands and orders, they do not reason. In life, there are two types of commands and orders: a) prohibitive; b) incentives. The first: “Stop!..”, “Stop being nervous!”, “Shut up!” etc. are aimed at immediate inhibition of undesirable acts of behavior. They are served solid. calm voice or a voice with an emotional tone. Second: "Go!", "Bring!", "Perform!" etc. aimed at turning on the behavioral mechanisms of people. Such commands and orders should be taken without a critical attitude towards them.

False expectation. A prerequisite for the successful use of this method of persuasion is the creation of a tense situation of expectation. Previous events should form a strictly directed train of thought in the interlocutor. If the inconsistency of this orientation is suddenly discovered, then the interlocutor is at a loss, perceives the idea proposed to him without objection. This state of affairs is typical for many situations in life.

"Explosion". In psychology, this technique is known as an instant personality restructuring under the influence of strong emotional experiences. The phenomenon of "explosion" is described in detail in fiction (the re-education of Jean Valjean, the hero of V. Hugo's novel "Les Misérables"). The scientific substantiation of the "explosion" technique was given by A.S. Makarenko.

The use of an "explosion" requires the creation of a special environment in which feelings would arise that could amaze a person with their unexpectedness and unusualness. In such an environment, a person has a collision nervous processes. An unexpected stimulus (spectacle, information, etc.) causes confusion in him. This leads to a radical change in views on things, events, individual people and even the world as a whole. There are cases when "reliable" information about the infidelity of one of the spouses in "prosperous" families brought the other to the brink of disaster. In families where infidelity is regarded as a prank, this does not happen.

In the conditions of labor collectives, the “explosion” technique can be applied to malicious violators of discipline, drunkards, people with immoral and criminal behavior. Here, under certain circumstances, certain varieties may be appropriate: an angry condemnation of the behavior of the offender by the whole team, sincere assistance from the administration in situations of grief and stress, “writing off” past sins, etc. exposure to real opportunities for remediation. Insincerity and formalism are absolutely inappropriate here.

categorical requirement. It contains the power of the order. In this regard, it can be effective only when the leader has great power or enjoys unquestioned authority. In other cases, this technique may be useless or even harmful. In many respects, the categorical requirement is identical with the prohibition, acting as mild form coercion.

Advice. Reception is most effective when the interlocutor is imbued with confidence in the leader. For a person to follow advice, the form of giving advice is of particular importance. You need to know that advice should be given in a voice in which warmth and compassion are heard. Asking for advice is only sincere. Insincerity immediately turns against the petitioner.

"Placebo". It has long been used in medicine as a method of suggestion. Its essence lies in the fact that the doctor, prescribing to the patient some indifferent remedy, claims that it will give the desired effect. The psychological attitude of the patient to the beneficial effects of the prescribed medication often leads to a positive result. This technique was adopted by educators, in particular, coaches various types sports, which sometimes quite effectively encouraged athletes to conquer records. It must be said that pedagogical "placebos" are very effective if used with caution. It should be remembered that the placebo effect lasts only until the first failure. If people realize that the ritual actions that they so meticulously performed have no real basis, then you can no longer let them down under the “placebo”.

Censure. It has persuasive power only under conditions when the interlocutor identifies himself with another person: "he is one of us." In other cases, censure is perceived as a mentoring edification that can be listened to, but which does not need to be followed. Due to the fact that a person quite actively defends his "I", he honestly considers this technique as an attack on his independence.

Hint. This is a method of indirect persuasion through jokes, irony and analogy. In some ways, advice can also be a form of hint. The essence of a hint is that it is addressed not to consciousness, not to logical reasoning, but to emotions. Since the hint is fraught with the potential for insulting the personality of the interlocutor, it is best to use it in a situation of "concert mood". The criterion of measure here can be the prediction of self-experience: “How would I feel myself if I were given such hints!”

Compliment. Often a compliment is mixed with flattery. Tell the person: “How fluently you speak!” is to flatter him. Flattery is not pleasant for everyone, although often people do not dismiss flattery. However, many are still offended by flattery. A compliment does not offend anyone, it elevates everyone.

psyera.ru

Basic psychological techniques for persuading people

We would like to think that when making decisions, we are guided by all available information. But in reality, things usually happen differently. Our life has become saturated to the limit, and now more than ever we need templates and everyday rules to make a decision.

Professor of psychology and an expert in the field of social and experimental psychology - Robert Cialdini, discovered and derived six such rules (in fact, there are more, and in the book "Psychology of Persuasion: 50 Proven Ways to Be Persuasive", Cialdini introduces readers to more of them, however the main ones, according to Robert - only six), which control human behavior. Here they are: reciprocity, rarity, authority, consistency, sympathy and agreement.

Understanding these rules and being able to apply them without going beyond moral restrictions, you can significantly increase the chances of obtaining consent to your request. Let's talk in more detail about each of them in turn, and consider the experience using examples. American researchers in the field of psychology of persuasion.

So the first universal rule of persuasion is reciprocity.

The third rule of persuasion is based on AUTHORITY

The point is that people are more willing to listen to the opinions of trustworthy experts. For example, physiotherapists can convince more patients to perform the recommended exercises if they hang their medical diplomas and certificates on the walls of the office. Also in the parking lot, you are more likely to move your car at the request of a stranger if he is wearing a uniform and not ordinary clothes.

We like people like us;
We love those who praise us;
We sympathize with people with whom we do one thing in common.

A series of studies on the psychology of persuading people in the process of negotiating involved students from two well-known business schools studying for a master's degree in business administration».

lichnorastu.ru

04/11/2012 Anna Sokolova

An integral characteristic of a successful person is the ability, ability, and perhaps magical talent to influence other people.

A person who knows how to convince and direct the thoughts of the people around him in the direction he needs has incredible opportunities in the modern world.

Consider the main ways to influence people during a conversation, that is, psychological methods of persuasion.

It is very undesirable to use your own powers, connections, money or blackmail, you can influence both by the power of the word and the power of the look. So, the group of basic psychological methods includes persuasion, suggestion and psychological infection.

Persuasion is a way of influencing when one turns to the consciousness of another person, his feelings and experience in order to form new views and attitudes in him.

Persuasion will not work if it is replaced by moralizing. Avoid words such as "should", "should" or "shame on you". To convince with a word is a great art that requires knowledge of human psychology, the laws of ethics and logic.

To begin with, it is necessary that your interlocutor agrees to listen carefully and meaningfully to your arguments, find something in common that unites you and establish psychological contact.

Then it will be advisable to analyze all the arguments together and come to a conclusion. general conclusion. Thus, the influence on a person will not be intrusive, but, on the contrary, will correspond to his thoughts, feelings and views.

If you manage to tune in to the wave of a person at the time of the conversation, you will see that half the work is already done, and it is much easier to influence people who think the way you do than people with opposing views.

Even if you do not fully share the person's beliefs, try to feel his thoughts, and simply understand him. Understanding gives birth to the beginning of all partnerships. Understanding the interlocutor is sometimes much easier than it might seem at first glance.

A little practice on your loved ones and friends will help develop the skill of understanding to perfection.

Suggestion is psychological way influence that does not critical perception expressed thoughts and will. During suggestion, agreement is not achieved, but the acceptance of information that already contains a ready conclusion is ensured.

Using this information, the person being influenced must come to the correct conclusion you need. The goal is achieved due to the fact that a person causes strong emotional reactions. The main forms of suggestion are a hint, approval, condemnation.

Psychological contagion is the process of transferring an emotional state from one person to another at an unconscious level. Often, this method is used in groups of people or collectives.

For example, correctly presented information about the success of one person infects others with enthusiasm, causing interest and enthusiasm, not envy.

In addition to the above basic methods, do not forget about more simple truths, which must be remembered if you want to influence a person during communication.

Often call the interlocutor by name, because for his ears there is nothing sweeter. Know how to listen and be sincerely interested in what you are being told, this always leads to a successful outcome of the dialogue.

And of course, smile more often, be an optimist! You will be surprised by the response of the world around you, which will submit to your sincere influence.

These blog articles should be of interest to you:

berichnow.ru

For more than sixty years, researchers have been studying the reasons that motivate us to agree to someone's request. There is no doubt that the techniques and methods of persuading people are based on science. And in many ways this science is surprising.

The first universal rule of persuasion is reciprocity.

People feel obligated to reciprocate the attention or favor they have received in the past. If a friend invited you to a party, you will need to invite him over to your place. If a colleague has done you a favor, you must, on occasion, repay him in kind. Also in the case of social obligations, people are more likely to say "Yes" to those to whom they owe something.

One of the best demonstrations of the principle of reciprocity comes from a series of studies done in restaurants. For example, when you last time dined in a restaurant, it is very likely that the waitress brought you a small treat, most likely at the same time as the bill. It could be a surprise cookie or just a mint. Here the question arises - does this treat somehow affect the size of your tip? Most people say no, but mint candy can do wonders.

In a study, a treat at the end of a meal with candy increased the size of the tip by 3%. It is curious that if the treat is doubled, you are offered two sweets, then the increase in the tip increases not two, but four times - up to 14%. But the result becomes even more interesting when the waiter gives you one candy, steps away from the table, then stops and says that he has another candy for such nice customers. Tips increase by as much as 23%, reacting only to how the treat was presented.

Thus, the key to applying the rule of reciprocity is to be the first to do the favor and make it pleasant and unexpected.

Second universal principle belief is based on RARE

That is, people are more eager to acquire those things that are difficult to get. When British Airways announced in 2003 that Concorde's second London-New York flight of the day had been canceled due to economic inefficiency, ticket sales surged the following day. Note that the flight itself has not changed - the plane did not fly faster, the quality of service did not improve, the cost of tickets did not decrease. It's just that the opportunity to use the service has drastically decreased. And as a result, demand has increased. So the technique for applying the rarity principle to persuasion is quite clear.

It is not enough to simply tell people about the benefits they will receive by choosing your product or service. It also needs to be emphasized unique opportunities your offer. Tell people what they have to lose if they don't use it.

The point is that people are more willing to listen to the opinions of trustworthy experts.

For example, physiotherapists can convince more patients to perform the recommended exercises if they hang their medical diplomas and certificates on the walls of the office. Also in the parking lot, you are more likely to move your car at the request of a stranger if he is wearing a uniform and not ordinary clothes.

The important thing here is to make it clear to people that your knowledge and experience are trustworthy before attempting persuasion. Of course, this is not always easy to do. You won't walk around potential buyers and praise yourself. However, you can certainly arrange for someone else to do this for you.

And here science makes an unexpected conclusion. If you are advertised, it turns out that it does not matter whether your agent receives a profit from this or not. So one real estate firm was able to increase both the number of real estate appraisal bookings and the number of contracts subsequently awarded by advising consultants responding to client requests to start the conversation by mentioning the experience and merits of the firm's agents. For example, to a rental request, the response was something like this: “Let me put you in touch with Sandra, who has been leasing clients for over 15 years.” Clients interested in selling property were brought in with the advice: "You'd better talk to Peter, he's the head of our real estate department and has over 20 years of experience in the field." The result of these recommendations was a 20% increase in consultations and a 15% increase in contracting, not bad for such a harmless method of persuading a person, which, moreover, does not require any expenses.

The next principle of persuasion is SEQUENCE

People like to be consistent, both in their words and in their deeds. To achieve consistency in behavior, you need to come up with the first small thing and invite people to do it.

In one famous experiment an unexpected result was obtained. Very few residents of one of the residential areas agreed to place a nondescript wooden sign on the lawn in front of their house to support the company for road safety. And in another such neighborhood, almost four times as many homeowners agreed to put up the same sign. Why? Because ten days ago they put a small postcard on the windowsill as a sign of support for the same company. This card was that small first step that led to a quadruple effect on the second, more difficult, sequential action. Therefore, intending to play on consistency in behavior, masters of persuasion try to lead people to voluntary, active public action. In the ideal case, seeking to fix it on paper.

For example, in a recent experiment, the number of missed appointments at a medical center was reduced by 18%. Due to the fact that patients were asked to fill out a doctor's appointment slip on their own. Whereas before it was done by medical workers.

The fifth method of persuasion is based on sympathy.

People are more willing to say "Yes" to those they like. But why does one person like another? Persuasion theory says that there are three main factors here:

We like people who are like us; We love those who praise us; We sympathize with people with whom we do one thing in common. Students from two well-known business schools studying in the specialty " Master of Business Administration".

One group of students was instructed, "Time is money, so get down to business." In this group, about 55% of the participants managed to come to an agreement. The second group was given different instructions: "Before you start negotiations, try to get to know each other better and find something in common that you all have." After that, already 90% of the negotiations were successful and gave a satisfactory result. That is 18% more for each side.

Thus, in order to use the effective tool of sympathy as a method of persuading people, one must make an effort to find areas of convergence in views. Try to express sincere praise to the interlocutor before moving on to discussing business matters.

The last principle of persuasion is CONSENT

A person is more likely to focus on the actions and behavior of other people when he himself is in indecision. You may have noticed that it is common for hotels to put cards in bathrooms encouraging guests to reuse bed linen and towels. Most often, the attention of guests is paid to the fact that this contributes to the protection environment. This method of persuasion turns out to be very effective - its effectiveness is 35%. But maybe there are more efficient ways?

As it turns out, about 75% of guests staying at a hotel for at least four days reuse their towels at one time or another. What if we use the consent rule and just write it on our card: “75% of hotel guests reuse their towels. Please follow their lead." As a result, refusals to change clothes will increase by 26%.

This method of psychological persuasion says that instead of relying on your own persuasion abilities, you can focus on how the majority behaves. In particular, such a majority, to which everyone can easily identify themselves.

So here they are, six scientifically proven methods of persuasion that are simple and often cost-effective. practical techniques that can greatly increase your ability to convince people and influence their behavior, and in a completely honest way. These are the secrets of the science of persuasion applied in various areas life, starting from simple interpersonal communication and ending with their use in advertising and marketing.

*************************

Robert Cialdini (Robert B. Cialdini born April 24, 1945) is best known for his book The Psychology of Influence.

Studied at the Universities of Wisconsin and North Carolina. Postgraduate student at Columbia University. Throughout his research career he worked at Arizona State University. He was a visiting professor and researcher at Ohio State University, University of California at San Diego, UC Santa Cruz, University of Southern California, Stanford University. In 1996, Cialdini was President of the Society for Personality and Social Psychology. Winner of various awards in the field of social psychology, consumer psychology, teaching psychology. Stopped in 2009 scientific activity.

Experimental social psychologist. He studies the psychology of compliance. Clarifies the operation of the mechanisms of requests and demands, which he called "instruments of influence."

Engaged in the study of the influence of interpersonal relationships of people. Considers various cases own practice and proposes methods for reasonable control. He bases his research on personal experience and finding out the reasons for his own behavior. One example, which he narrates in his book “Social Psychology. Understand others to understand yourself,” is the case of the Boy Scout.

One day on the street, a Boy Scout boy offered to buy tickets for a certain performance at a price of $ 5 apiece to Robert. To a categorical refusal, the boy replied: "Well, then buy two chocolate bars for a dollar apiece." Cialdini happily agreed, and then thought: “I don't like chocolate and I like dollars. Why did I buy chocolate? This is explained by the principle of excessive demand, then retreat. He gives various “everyday” names to these phenomena, for example, “the principle of repaying debts”: an experimenter in the cinema leaves the hall during a screening and returns with two bottles of cola, for himself and for a neighbor who did not ask him about it (moreover, the cola goes to the neighbor absolutely free). After the session, he offers his neighbor to buy lottery tickets, and the neighbor, as a sign of gratitude, buys tickets from him for an amount several times higher than the cost of a cola.

On the similar examples he considers the mechanisms of mutual influence of people, their causes and consequences. Considers the problem of a large flow of information and the property human psyche respond to some key phrases.

The "click" principle can be demonstrated by experiment. There was a queue in the library for the copier. A man comes up and asks him to let him in because he is late for the meeting. The result is 97%. Further, the experimenter does not substantiate his desire in any way. fifty%. The third time, the experimenter says, "Let me skip the Xerox line because I need to make a few copies." The result is 97%. Man heard key phrase- “because ...”, and he no longer controls the “click”. Very often, such methods are used for unworthy purposes.

source of information http://clubs.ya.ru/4611686018427470182

An integral characteristic is the ability, ability, and perhaps magical talent to influence other people.

A person who knows how to convince and direct the thoughts of the people around him in the direction he needs has incredible opportunities in the modern world.

Let's take a look at the main ways influence people during a conversation, that is, psychological methods of persuasion.

Persuasion is a way of influencing when one turns to the consciousness of another person, his feelings and experience in order to form new views and attitudes in him.

To begin with, it is necessary that your interlocutor agrees to listen carefully and meaningfully to your arguments, find something in common that unites you and establish psychological contact.

Then it will be advisable to analyze all the arguments together and come to a common conclusion. Thus, the influence on a person will not be intrusive, but, on the contrary, will correspond to his thoughts, feelings and views.

If you manage to tune in to the wave of a person at the time of the conversation, you will see that half of the work is already done, and influence people who think the way you do is much easier than people with opposite views.

A little practice on your loved ones and friends will help develop the skill of understanding to perfection.

Suggestion is a psychological method of influence, which provides for a non-critical perception of the expressed thoughts and will. During suggestion, agreement is not achieved, but the acceptance of information that already contains a ready conclusion is ensured.

Psychological contagion- the process of transferring an emotional state from one person to another at an unconscious level. Often, this method is used in groups of people or collectives.

For example, correctly presented information about the success of one person infects others with enthusiasm, causing interest and enthusiasm, not envy.

In addition to the above basic methods, do not forget about simpler truths that must be remembered if desired. influence a person during communication.

And of course, smile more often, be an optimist! You will be surprised by the response of the world around you, which will submit to your sincere influence.

The concept of persuasion in social psychology is given the following definitions:

1. Persuasion is a system of worldview knowledge of a person that has passed through his mind, feeling and will.

2. Persuasion is a set of diverse influences on a person with the aim of educating her socially necessary qualities.

3. Persuasion is the motivation of a person to a certain activity. Persuasion means to encourage people by word, deed, by example and purposeful organization. social sphere.

4. Belief - a personal formation, representing a person's attitude to reality and characterized by the unity of cognitive and need-personal components. The qualities of persuasion depend on the method of assimilation of certain knowledge, opinions, assessments.

5. Persuasion is an impact on the consciousness, feelings, will of people through communication, clarification and proof of the importance of a particular position, view, act or their inadmissibility in order to force the listener to change existing views, attitudes, positions, attitudes and assessments, or to share thoughts or speaker's representations.

Persuasion is the main, most universal method of leadership and education. The persuasion mechanism is based on activation mental activity man, on the appeal to the rational side of consciousness. It is assumed that the persuaded must carry out conscious choice ways and means to achieve the goal, i.e. to convince, it is necessary to attract the attention of the object of influence, to state and explain new information to make impressive arguments.

To convince someone of something means to achieve such a state when the person being convinced, due to logical reasoning and inference, will agree with a certain point of view and be ready to defend it or act in accordance with it.

The main means of persuasion are the graphic sign, the image, the timbre of speech, gesture, facial expressions, emotional-volitional states, the rhythm of speech and actions, the light and color of visual aids, the results of labor, the status and authority of the persuasive. It should be added that not all people are equally willing to accept the point of view of the influencing person. Most often, only that information is perceived that is consistent with the existing settings.

In this case, the concept that we will consider in this paper is most fully reflected in the fifth definition, it is supplemented by the third and fourth definitions. At the same time, we understand, of course, the dialectical interconnection and unity of all these aspects of persuasion.

Types of persuasion

According to Myers, there are two ways of persuasion, direct and indirect.

The direct mode of persuasion is the persuasion that takes place when an interested audience focuses all their attention on favorable arguments.

An indirect method of persuasion is a persuasion that occurs when people are influenced by random factors, for example: the attractiveness of the author.

The direct method of persuasion takes place when people are naturally inclined to analyze what is happening or are interested in the proposed topic. If the topic does not attract sustained attention of the audience, persuasion can be carried out by means of indirect way when people use random signs or heuristics to jump to conclusions. Direct persuasion is more analytic and less superficial, more stable, and more likely to influence behavior.

The whole procedure of persuasion fits into four types of influence. These are information, clarification, proof and refutation.

Informing is a message in the name of which a person must act. In order to induce a person to activity, a whole range of incentive influences is required. This is due to the fact that the subject of influence, before acting, wants to make sure what needs to be done and whether he will be able to do it. No one will take action if he thinks that action is either not worth it or impossible. Psychologist T. Tomashevsky derived the above dependence and expressed it with the following formula:

according to which the decision leading to the action is a function (f) of the value of poly (Y) and the probability of its realization (p) ". Between the assessment of the value of the goal and the assessment of the probability of its implementation there is a pseudo-product relation (if one element approaches zero, then all product" approaches zero, despite the magnitude of the other element).

The Tomashevsky formula reflects a very important idea for the manager: in order to encourage an employee to the necessary activity, one should first of all inform him about the value of the goal and the likelihood of its achievement, that is, convince him of the expediency of actions.

A striking example in this regard is working with people to encourage them to implement new technology and new technology. It should be emphasized that all innovations known to us according to the degree of acceptance by people can be divided into two groups:

a) innovations related exclusively to the technical (technological) side of production;

b) innovations related to social aspects production.

The first group of innovations is, for example, the improvement of any technical device that facilitates the work of an employee.

Recently, many enterprises have faced the problem of computerization. It lies in the fact that this technical device will greatly facilitate the work of the employee, provided that the employee has the skills to work with this machine. Often, specialists in their field and with extensive work experience are faced with the fact that they are helpless in front of a computer. Employees usually expect such an innovation with negativism, this is due to the fear of the new, rigidity. It is important to inform the staff about the benefits of any innovation, to send employees to courses to master the necessary skills. It is necessary to work with information for the manager, how and through what channels it comes to subordinates.

The second group of innovations is also usually not implemented smoothly. The point here is that such an innovation breaks the established stereotypes of staff behavior.

Informing about the results of work - familiarization with the results of activities has a stimulating effect on employees. A number of researchers prove that informing the performer can increase the results of work by 12 - 15%.

It's about information about both successes and failures. At the same time, the lack of any information leads to a decrease in results, tension, conflict. In addition, information contributes to the establishment of favorable business relationships "vertically", improves mutual understanding, and facilitates the process of influence in general. A well-organized discussion of the results of work contributes to the motivation of subordinates, and is also necessary for them to feel their own importance and make certain changes in their behavior. The power of numbers is sometimes more effective than persuasion and punishment.

Reporting on the results of activities will be effective provided that an objective assessment of the work of employees on the basis of identified and agreed criteria has been made before. It is desirable that there are few of them for a young employee (two or three). In the future, other criteria can be included in the set of assessments of the results of work, for example, sociability, commitment, discipline, interaction, etc. Discussion of the results of the work should be held regularly: once a quarter and after a year. In the context of a shortage of quantitative indicators of the activities of subordinates, the greatest difficulty for the leader will be to overcome the "halo effect", i.e. positive evaluative partiality with a favorable attitude towards the employee and hypertrophied attention to shortcomings with antipathy.

next view persuasive impact, which takes at least important place than informing is clarification. The position itself obliges the head of production to clarify many pressing issues. We can single out the most typical types of clarification: a) instructive; b) narrating; c) reasoning.

Instructive clarification is a schematic layout of the activities of subordinates prompted to assimilate instructions. With such an explanation, the subordinate's thinking is not loaded, but memory is involved. It should be noted that this technique is not very popular with creative people or people with artistic inclinations. For those who are accustomed to strict, one might say algorithmic, rules and instructions, instruction does not give rise to opposition.

Narrative explanation is a kind of story aimed at presenting facts in the form of a living narrative, which consistently leads to well-defined conclusions. In many cases, this type of explanation is more familiar (still familiar with school bench) and is therefore preferable. But its use obliges production managers to train in the layout of the message material, in the formulation of voice, facial expressions and gestures.

A reasoning explanation is an explanation with controversy, it activates mental activity, encourages you to pay more attention to the proposed specific conclusions. Reasoning clarification techniques are important for managers who communicate with creative, enterprising people who are eager to active participation communication .

The reasoning explanation is constructed in such a way that the leader puts questions "for" and "against" before the interlocutor, forcing him to think for himself. With a reasoning explanation, you can, by posing a question, answer it yourself, or you can encourage the listener to answer. It is precisely to induce, by the whole course of reasoning, to arouse in the interlocutor a desire to give an answer. You can't ask for an answer here. As soon as the leader begins to encourage a response, reasoning explanation loses its meaning. With a reasoning explanation, the listener, together with the leader, is looking for ways to resolve the situation (of course, under the guiding influence of the leader). At the same time, the listener (subordinate) feels his significance. When answers are pulled out of him, he, losing such a feeling, goes into a state of psychological protection. And then the reasoning explanation turns into an instructive one.

Naturally reasoning clarification is also very useful in the oral presentation of the leader to the audience. In this case, a transition from reasoning to problem statement is desirable. Thus, in a reasoning explanation, the answer to the question posed is expressed mainly by the leader, and in the problematic one it is formed by the listeners themselves. Problem clarification is practiced primarily in front of an audience in a special presentation.

Proof - logical operation, built on the foundations of the laws of logic: the law of identity, the law of contradiction, the law of the excluded middle and the law of sufficient reason. The essence of the proof is that some kind of thesis is put forward and arguments or arguments are sought to prove the thesis.

The procedure itself is usually called a demo. To convince employees or to prove to them the truth of any position, facts are needed. Without facts, there is no evidence. Facts create an appropriate mindset for the perception of reality among employees, form an attitude.

The assessment of the work of subordinates has a very strong effect on the motivation of their labor activity, if this assessment is perceived by them as real, true, then it fulfills its motivating function, but if it is perceived as underestimated, far-fetched, not real, then there is no motivation. Subordinates need facts that prove the truth of the assessment. Not less than important role in proof belongs to the personal qualities of the leader. The success of the proof depends on his sense of tact, on his ability to get along with people. Proving something, we thereby refute the idea of our interlocutor, which means that for refutation the word, deed and personality of the leader are also characteristic, as well as for proof.

Refutation - criticism of established views and stereotypes of people's behavior, with the destruction and formation of its attitudes. During the rebuttal, we meet with the self-esteem of the opponent. In this regard, one logic is not enough. There is no point in getting into an argument to refute something. Our opponent does not admit that he was wrong, it takes more than one day to replace one installation with another.

There are specific socio-psychological rules:

1. When refuting the arguments of the opponent, one should refer to his self-esteem. Sense of self-worth (NSD) is equal to the ratio of the value of the success of a given person (U) to his claims (P).

The higher the success and the lower the claims, the higher the NRR. Success here is understood as a non-material, socio-psychological value, acting in the form value judgments from those around you. In all cases, they succeed in those cases if they make a person feel his own "I": they call him by his first name and patronymic, emphasize real merits, give him the opportunity to take the initiative, encourage him to independent action, try not to impose someone else's way of thinking, but stimulate reflection.

The effectiveness of persuasion depends on personality traits those who are convinced. According to the research of American scientists, they are not persuasive: people with limited imagination, internally oriented personalities, socially non-contact people, people with pronounced aggressiveness, individuals with paranoid tendencies.

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