The method of persuasion is the main one in education. All other methods are subordinate to it. The leading role of persuasion is explained by the fact that with the help of this method the most important quality man - his consciousness; by persuasion one can solve the majority educational tasks that cannot be achieved by other methods; only in combination with various methods persuasion any other method gives the greatest educational effect. There are two varieties of this method: persuasion by word and persuasion by deed (education by example). . The most common forms of persuasion in a word are a report, a lecture, political information, a conversation, etc. These forms of mass work mainly use such methods of persuasion as clarification, exposition, proof, and refutation. Their effectiveness depends on the content actual material, its objectivity, truthfulness, topicality. For the purpose of persuasion, one should not resort to dubious, unverified material, no matter how impressive it may look, and also avoid a truthful and clear answer to the questions posed (teenagers will stop believing in an insincere mentor). tricks verbal persuasion should not turn into persuasion, edification, moralization, which not only do not neutralize, but, on the contrary, strengthen internal resistance adolescent educational influence. Where can you start a conversation, how to conduct it so that it becomes a way of persuasion, how can you end it? Here is a possible structure of the conversation: an example that contains a problem, a question; search for answers to it, reasoning, resolution of individual aspects of the problem; new examples confirming certain provisions; conclusions, often in the form of advice to adolescents, but without intrusive moralizing. Examples in a conversation can be not only positive, but also negative, it is only necessary that a negative example does not have a kind of attractive force, so that it does not arouse in the children a desire to imitate the bad. The exact formulation of the conclusions from the conversation, the requirements to which it leads is also very important. Success ethical conversation largely depends on the environment in which it is carried out and which may or may not create a certain predisposition in the children to perceive the content of the conversation. Persuasion in words must be combined with conviction in deed, that is, with conviction on the example of educating other people, on personal experience teenagers. In the example as a reception pedagogical impact it is necessary to single out the content (who and what is an example, what is the value of this example, what are the qualities of a person whose example should be followed) to the emotional (for example, the relationship of a person, the motives of such an attitude; the influence of an example on emotions, behavior, etc.) sides. It should be noted that one of the most common mistakes in applying the example in educational work is the inability to foresee what effect this technique will have on the feelings of adolescents. Researchers note that young people most often choose life examples as follows: 1. The choice of an ideal is determined by a fascinating course of events, a vivid story, interesting book, an admirable movie. This path is typical for teenagers younger age(7-9 years). 2. The sample is close to the chooser. He has, according to the teenager, the same character, but stronger, the same life aspirations, often engaged in the same business, lives in the same yard, studies at the same school. This path is typical for adolescents of middle and older age (10-14 years). 3. The ideal is endowed with features opposite to those of the given young man. So, a poor student at school chooses an erudite, a weak-willed one chooses a strong-willed one, a modest one chooses an activist, the soul of society. This is what the majority of boys and girls do (more than 65%). 4. The choice of the hero is based on affection, gratitude, love for the elder. A role model is characterized by a kind soul, warm attitude to people, ease and tact of communication with them. This path is especially typical for some girls and girls. The help of a manager or a businessman in choosing an ideal can hardly be overestimated. You should systematically tell teenagers about outstanding people, recommend literature, offer to collect material about interesting person and talk about it in conversation with comrades. The degree of effectiveness of the example depends on the motivation, encouragement of the leader, the aspirations of the young worker to be like the best and public opinion team that supports his aspirations. That is why it is necessary to create an intolerant attitude of the leader towards negative examples and form a positive attitude towards conscious imitation of the best. When educating by example, it is necessary to take into account following rules: reveal to the young man the motives and meaning of behavior, show the connection between the motives of behavior outstanding person and his actions; learn to separate the important inside imitations from the outside, completely unnecessary, when the gait, hairstyle, costume of the idol are copied; not only talk about the hero, but also teach the teenager how to overcome difficulties like a hero, to actively participate in the life of the team, checking their behavior with possible behavior hero in the same situation; to teach not only to look at the world and your behavior through the eyes of the chosen one, but also to feel it. The leader can use an example in the form of a pedagogical connection - a paradox, an impact on the innermost memories and feelings of a teenager. The importance of the personal example of the educator, his attitude to work is great. Action education is The best way instill respectful attitude to chosen kind activities. Observing the beauty of the mentor's actions, the young worker first admires, then gets carried away and, finally, falls in love with the art that is born as a result of concentration of thought, composure of character and skill. This is how the foundations of labor skill and interest are laid. Usually teenagers do not forget and do not forgive arrogance and unfair pickiness. Therefore, it is very important for a leader to measure his actions with the norms of morality, to avoid any falsehood, especially insincerity in behavior, to always act thoughtfully and fairly. Thus, the educational impact of an example depends on its social and personal significance, novelty, brightness and emotionality, clarity and expressiveness, as well as on how much the leader owns all the other methods of persuasion, how much in his work persuasion by word is combined with persuasion by deed. Important conditions The effectiveness of the method of persuasion is the personal conviction of the mentor, his ability to take into account the mood of individual adolescents, the team and his own, age and individual characteristics teenagers. In the process of persuasion and especially persuasion, the leader needs a lot of support, patience, tact, the ability to listen to the arguments of a teenager, understand them and correctly refute them. It should be remembered that some adolescents specifically seek to challenge the teacher to an argument, to make him lose control of himself. Irritation and, moreover, rudeness are unacceptable - this is evidence not of strength, but of weakness. "Hatred stirs up strife, but love covers all sins"

ABILITY TO CONSURE

One Eastern sage believed that the purpose of eloquence is to induce people to what they do not want, to turn away from what they are striving for, and at the same time to create in them the confidence that they are acting of their own free will. Without disputing this somewhat one-sided understanding of the goals of rhetoric, we only note that the ability to persuade has occupied human minds for about as long as mankind has existed. This problem remains open to this day. For example, in one of the works on this topic - "The leader and the ability to convince" - Professor I. D. Ladanov outlined modern ideas on this subject. In his opinion, to be able to convince means to be able to perform four important operations.

Inform. First of all, a person must know why what you offer him is needed. Therefore it is not necessary spare time to sensibly tell what's what. It is useful to take into account the temperament of the listener. The choleric will prefer the deductive path - that is, first present the big picture, and then move on to the details. The question for which the conversation is going on must be put at the end, otherwise the impatient choleric will not be interested in listening to everything else. The phlegmatic, on the contrary, prefers to go from individual facts to generalizations, and therefore it is better to start with the formulation of the problem, then he will be attentive to details. But in any case, regardless of temperament, it is useful to see in the listener an independent and thinking person, and not a thoughtless executor of your ideas.

Explain. This should also be done in different ways, depending on the nature of the interlocutor. Instructing is useful when you just need to remember something - the order of actions, a list of tasks, etc. Those who are used to acting according to instructions will not mind if they put everything on the shelves for them. But this approach is not very suitable for creative people who prefer to talk. To pose a problem, analyze all the pros and cons, and together with the interlocutor, or even find the right answer on their own, is the most suitable form of cooperation for them.

It is difficult to count on success if you have a few read-through thoughts somewhere in your asset - albeit true, but strangers. They can't stand against the beliefs - maybe, and the erroneous ones - of your opponent. So first try to argue with yourself : look for additional arguments, examples, select the most convincing ones! Do not save on arguments: just one is not enough, and you will lose.

3. Prove. For this, first of all, facts are needed. With such arguments as “Yes, you understand, finally, I wish you well”, you will not go far. Therefore, you should not get involved in a discussion without having serious arguments in your favor behind your soul.

4. Refute. This occupation is not harmless, because in this case the opponent's self-esteem often suffers and, wanting to “save face”, he becomes deaf to logic. “It is useless to argue with him,” they say in such cases. Psychologists believe that there is no point in arguing at all. Having proved the inconsistency of the opponent's position, we are in Best case, let's keep him quiet. But will he become our ally? Hardly, because changing views takes time. Fast victory, of course, impressive, but does not give results. Psychologists recommend remembering three socio-psychological rules:

Appeal to feeling dignity. According to the classic, it is a fraction, in the numerator of which is the opinion of others about a person, and in the denominator is his self-esteem. People with a developed sense of self-esteem prefer to stand firm in their position, while those suffering from conceit either pointlessly persist, or easily agree, just not to seem ridiculous. But both of them feel great when the opponent respects their “I” and makes it clear - a form of appeal, an incentive to independent reflections, initiative; take into account the interests of the person. If you let the interlocutor feel that your proposals not only do not contradict his interests, but also coincide with them in some way, then the chances of attracting him to your side increase. We can talk, for example, about reputation, prestige, belonging to a certain social group, the realization of one's own capabilities, etc.;

pay attention to the interlocutor. This will put him to you and help you better understand each other. But only: no need to pretend, insincerity is immediately felt.

Before laying out your arguments, it is useful to make sure that they are better perceived. The necessary conditions have long been known - sufficient conversation time, favorable environment where you can sit quietly, and, of course, at least relative silence. Without this, it will be difficult for you and your interlocutor to create a “concert mood” in yourself. The essence of this term, proposed by the Bulgarian psychiatrist G. Lozanov, is that a person who is tuned in a relaxed way perceives information more readily.

impact on people." At one time, opponents of any kind of tricks hastened to declare it a manual for beginner hypocrites. Following this logic, you will have to cancel and generally accepted rules etiquette: we cannot always vouch for the sincerity of the one who, upon meeting, wishes us to be well. On the other hand, the rules of persuasion, like the rules of politeness, can hardly prevent someone from remaining sincere, just as they cannot make a hypocrite a model of honesty.

It makes no sense to retell this book, it has already been published in our country, and therefore we will limit ourselves to brief conclusions.

1. The only way to win an argument is to avoid it.

2. Show respect for the opinion of your interlocutor. Never tell a person they are wrong.

3. If you are wrong, admit it quickly and decisively,

4. Keep your tone friendly from the start.

5. Make the interlocutor immediately answer you “yes”, that is, start your reasoning with a question on which there is no disagreement.

6. Let most time your interlocutor says.

7. Let the interlocutor believe that this thought belongs to him.

8. Sincerely try to see things through the eyes of another.

9. Be sympathetic to the thoughts and desires of others.

10. Trust the interlocutor, contact him best qualities, appeal to noble motives.

11. Dramatize your ideas, present them effectively.

12. Challenge, touch a nerve.

Now suppose that you have to convince a person who already has his own opinion, or tell him something not very pleasant about his success or behavior. At the same time, you do not want to offend him at all, or even more so to quarrel. In such a case, Carnegie has 9 more tricks in his arsenal.

1. Begin with praise and sincere recognition of the interlocutor's merits.

2. Don't talk directly about mistakes. Give the person the opportunity to “save face” and at the same time make it clear what you expect from him.

3. Before criticizing others, start with your own mistakes.

4. Instead of commanding, it’s more useful to ask: “Could you do this?”

5. Give people the opportunity to save their prestige.

6. Praise the person for the slightest success- Sincerely and generously.

7. Create a good reputation for people, which they will try to justify.

8. Show that the mistake made can be easily corrected.

9. Find a way to make sure that your request is fulfilled with desire.

These rules, of course, do not exhaust the vast area of ​​human relationships touched upon by the American psychologist. ID Ladanov cites, for example, such methods of persuasion;

“False expectations."

“Explosion". The technique proposed by A. S. Makarenko is to put a person in such conditions when an unexpected and unusual event or information makes him change his point of view. For example, many cases are known when religious people became atheists after learning about the unseemly behavior of the holy fathers. However, the fall of exaggerated authorities can sometimes push the unbeliever to break with dogma.

Recall that the secret of persuasiveness is not at all in protracted monologues. Here, for example, are the figures given by the well-known specialist in the field of management P. Mitsich in the book “How to conduct business conversations”: if we take the intended message as 100%, then the spoken will be 70% of the intended, heard - 80% of the expressed, understood - 70 % of what is heard, and only 60% of what is understood will be remembered.

According to psychologists, about nine out of ten people do not know how to listen. And this applies, unfortunately, not only to your interlocutor, but also to you. The ability to listen consists, according to ID Ladanov, of three terms.

BUT. Attention

1. Respect the speaker, appreciate his desire to communicate something new.

2. Connect with him at the beginning of the conversation, making it clear that you are sincerely ready to listen.

3. Do not hide your eyes, look at the interlocutor,

4. Don't interrupt. Be patient and let the person say what they want.

5. Don't jump to conclusions.

B. Friendliness

2. Don't let your emotions run wild. When you feel that you do not control them, imagine yourself in the place of the interlocutor.

3. Do not rush to object. By interrupting a person who has not said everything, we arouse his annoyance, and she will not allow him to agree with the objections. Discharged, he will listen much more willingly.

4. Do not demonstrate with all your appearance disregard for what the interlocutor has said or will only say. So you can't agree on anything.

5. Take breaks. Cool down your ardor, and at the same time let the other person speak.

B. Activity

1. Do not be silent, from time to time give signals that you understand what it is about, and you have a certain attitude to what was said.

2. Restraint is an excellent quality, but even here a measure is needed. Otherwise, the interlocutor may suspect that you treat him badly.

3. Do not try to pass for a nerd. Ornate sophistication does not contribute to mutual understanding.

4. Be relaxed, but do not relax to such an extent that the speaker loses the desire to communicate.

5. If you are tired, it is better to apologize and postpone the conversation. “Invisible” yawning and stretching can ruin everything.

Pay attention not only to the words of the interlocutor, but also to their subtext. What, for example, is this statement about: “Many of whom I considered friends turned out to be in fact completely different. However, maybe I want too much from them?

Is it about the fact that when you get to know people better, disappointment is inevitable? Or about being kind to people? Or maybe a desire to find other friends is expressed here? To understand all this, we must try to look at the world through the eyes of the interlocutor,

Test your listening skills. Answer the following questions with a score. Always - 4 points, often - 3, sometimes - 2, never - 1 point.

Do you give the other person the opportunity to speak?

Do you pay attention to the subtext of the statement?

3. Do you try to remember what you heard?

4. Do you pay attention to the main thing in the message?

6. Do you draw the attention of the interlocutor to the conclusions from his message?

7. Do you suppress your urge to avoid uncomfortable questions?

8. Do you refrain from becoming annoyed when you hear the opposite point of view?

9. Do you try to keep your attention on the words of the interlocutor?

10. Are they willing to talk to you?

Calculate your points. 32 or more - excellent, 27-31 - good, 22-26 - mediocre. Less than 22 points - you need to practice listening to your interlocutors.

And this test will help you to conclude how your discussions affect relationships with people. Rate each statement on a 4-point scale, recalling specific situations.

1. My interlocutor is not stubborn and looks at things broadly.

2. He respects me.

3. Discussing various points view, we look at the depot in essence. Little things don't bother us.

4. My interlocutor understands that I strive for a good relationship.

5. He always appreciates my statements.

6. During the conversation, he feels when to listen, and when to speak.

7. When discussing conflict situation I am restrained.

8. I feel when my message is interesting.

9. I like to spend time in conversations.

10. When we come to an agreement, we know well what each of us should do.

11. If necessary, my interlocutor is ready to continue the discussion.

12. I try to meet his requests.

13. I believe his promises,

14. We both try to please each other.

15. My interlocutor usually speaks to the point and without unnecessary words.

16. After discussion different points view I feel it is useful to me.

17 In any situation, I avoid too harsh expressions.

18. I sincerely try to understand the interlocutor.

19. I can count on his sincerity.

20. I believe that a good relationship depends on both.

21. After unpleasant conversation we usually try to be attentive to each other and do not hold grudges.

By counting the points, you will get three results. Mutual support - the sum of points for lines No. 2, 5, 9, 12, 14, 18, 20.

Coherence in communication - No. 1, 4, 6, 8, 1.1, 15, 19. Conflict resolution - No. 3, 7, 10, 13, 16, 17, 21. 21 points and above are taken as the norm. If there is a shortage of mutual support, then you should be more attentive to the interlocutor. Poor coherence in communication is a symptom that the communication itself took place in an unfavorable environment - haste, lack of reason for discussion, etc. Finally, if the difficulties are with resolving the conflict, then you need to actively look for ways to mutual understanding.

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 when positive attitude 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 that are designed to trigger an already existing skill, instruction forms a holistic 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. Essence this technique is not to say in the forehead "Your success in this matter is undeniable!". It's like flattery. Although flattery is very pleasant to some people, as a rule, it is fatal to human nature. In this regard, if you need to express praise to a person, it is better to do it indirectly: “Such zeal usually brings benefits!” Having uttered 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.

Socratic Method known from 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. Is it burning?
- Yes.
- Probably thirsty?
- Yes.
“Yes” answers to secondary, sometimes meaningless, questions, as it were, pave the way for answering in the affirmative to the main question:
- You're working half-heartedly, aren't you?
- Yes, probably so.

The ancient Greek philosopher Socrates, whose name is named this method, 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 from his opponents, but even the most insignificant negative reactions.

Commands and orders require people to perform quickly and accurately without any critical reactions. When executing commands and orders, they do not reason. meet in life
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.

Deceived expectation. A prerequisite for the successful use of this method of persuasion is the creation of a tense situation of expectation. The 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 instant personality restructuring under the influence of strong emotional experiences. The phenomenon of "explosion" is described in detail in fiction(re-education of Jean Valjean, the hero of V. Hugo's novel Les Misérables). Scientific rationale methods of "explosion" were 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, individuals 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 conditions labor collectives the technique of "explosion" can be used in relation to malicious violators of discipline, drunkards, persons 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. Psychological attitude patient on 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 the allusion is that it is not addressed 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.

Today in the blog: How the psychology of human persuasion works, psychological tricks persuasion, how one can convince another person, or, if you like, the art of persuasion.
(see psychological games)

Greetings, dear readers of the blog, I wish you all mental health.

Psychology of human beliefs - impact on consciousness

The psychology of persuading a person is based on the fact that, by persuading, the speaker affects the consciousness of the person being convinced, referring to her own critical judgment. essence psychology of persuasion serves to explain the meaning of the phenomenon, cause-and-effect relationships and relationships, highlight the social and personal significance of solving a particular issue.

Beliefs appeal to analytical thinking, in which the power of logic, evidence prevails and the persuasiveness of the arguments is achieved. Man's conviction psychological impact should create a person's conviction in the correctness of another and his own confidence in the correctness of the decision.

Psychology of human beliefs and the role of the speaker

The perception of information that convinces a person depends on who reports it, how much individual person or the audience as a whole trust the source of the information. Trust is the perception of a source of information as competent and reliable. There are three ways to create an impression of your competence among the listeners who convinces a person of something.

First- start to express judgments with which the listeners agree. Thus, he will acquire a reputation as an intelligent person.

Second- be presented as a specialist in the field.

The third- speak confidently, without a shadow of a doubt.

Reliability depends on the way the persuasor speaks. People trust the speaker more when they are sure that he has no intention of convincing them of anything. Truthful people also seem to be those who defend what is contrary to their self-interest. Confidence in the speaker and conviction in his sincerity increase if the one who convinces the person speaks quickly. Fast speech, in addition, deprives listeners of the opportunity to find counterarguments.

The attractiveness of the communicator (persuader) also affects the effectiveness of the psychology of persuading a person. The term "attractiveness" refers to several qualities. This is both the beauty of a person and the similarity with us: if the speaker has either one or the other, the information seems to the listeners more convincing.

Psychology of human beliefs and the role of the listener

People with an average level of self-esteem are most easily persuaded. Older people are more conservative in their views than younger people. At the same time, attitudes formed in adolescence and early adolescence, can remain for life, because the impressions acquired at this age are deep and unforgettable.

In a state of strong excitement, agitation, anxiety of a person, his psychology of persuasion (susceptibility to persuasion) increases. A good mood often favors persuasion, partly because it promotes positive thinking, and partly because there is a connection between a good mood and a message. People who are in good mood tend to look at the world through rose-colored glasses. In this state, they make more hasty, impulsive decisions, usually relying on indirect signs information. It is no coincidence, obviously, that many business issues, such as closing deals, are decided in a restaurant.

Conformal (easily accepting someone else's opinion) are more easily persuaded (test: Personality Theory). Women are more persuasive than men. It may be especially ineffective psychology of persuasion in relation to men with a low level of self-esteem, acutely experiencing, as it seems to them, their uselessness, alienation, who are prone to loneliness, aggressive or suspicious, not stress-resistant.

In addition, the higher the intelligence of a person, the more critical their attitude to the proposed content, the more often they absorb information, but do not agree with it.

Psychology of human belief: logic or emotions

Depending on the listener, the person is more convinced either by logic and evidence (if the person is educated and has analytical mind), or influence addressed to emotions (in other cases).

The psychology of persuasion can be effective, influencing a person, causing fear. Such a psychology of persuasion is more effective when they not only frighten with possible and probable negative consequences certain behavior, but also offer specific ways solutions to a problem (for example, diseases that are not difficult to imagine are more frightening than diseases about which people have a very vague idea).

However, using fear to convince and influence a person, one cannot cross a certain line when this method turns into information terror, which is often observed when advertising various drugs on radio and television. For example, we are enthusiastically told how many millions of people around the world suffer from this or that disease, how many people, according to the calculation of physicians, should get sick with the flu this winter, etc. And this is repeated not just every day, but almost every hour, moreover it is completely ignored that there are easily suggestible people who will begin to invent these diseases in themselves, run to the pharmacy and swallow not only useless ones in this case but also unhealthy drugs.

Unfortunately, intimidation in the absence of an accurate diagnosis is often used by doctors, which goes against the first medical commandment "do no harm." This does not take into account the fact that the source of information that deprives a person of spiritual, psychological peace can be denied trust.

More convincing person is the information that comes first (primacy effect). However, if some time passes between the first and second messages, then the second message has a stronger persuasive effect, since the first has already been forgotten (the effect of novelty).

The psychology of a person's beliefs and the way information is received

It has been established that the arguments (arguments) given by another person convince us more strongly than similar arguments given to oneself. The weakest are the arguments given mentally, somewhat stronger are those given aloud to ourselves, and the strongest are those brought by another, even if he does it at our request.

The psychology of persuasion. Methods:

fundamental: is a direct appeal to the interlocutor, who is immediately and openly introduced to all the information that makes up
the basis for proving the correctness of the proposed;

contradiction method: based on the identification of contradictions in the arguments of the persuaded and on a thorough check of their own arguments for consistency in order to prevent a counteroffensive;

method of "drawing conclusions": arguments are not presented all at once, but gradually, step by step, seeking agreement at each stage;

"chunks" method: the arguments of the persuaded are divided into strong (accurate), medium (controversial) and weak (erroneous); they try not to touch the first, and the main blow is applied to the latter;

ignore method: if the fact stated by the interlocutor cannot be refuted;

accent method: accents are placed on those given by the interlocutor and the corresponding common interests arguments ("you yourself say ...");

two-way argumentation method: for greater persuasiveness, first state the advantages, and then the disadvantages of the proposed solution method
question; it is better if the interlocutor learns about the shortcomings from the persuader than from others, which will give him the impression of the impartiality of the persuader (this method is especially effective when persuading educated person, the poorly educated are better amenable to one-sided argumentation);

method "yes, but ...": used when the interlocutor compelling evidence advantages of its approach to solving the issue; first they agree with the interlocutor, then after a pause they provide evidence of the shortcomings of his approach;

apparent support method: this is a development of the previous method: the arguments of the interlocutor are not refuted, but, on the contrary, new arguments are given
in their support. Then, when he gets the impression that the persuader is well informed, counterarguments are given;

boomerang method: the interlocutor is returned his own arguments, but directed to opposite side; arguments "for" turn into arguments
"against".

The psychology of persuasion is effective when:

1. when it concerns one need of the subject or several, but of the same strength;

2. when carried out in the background low intensity persuasive emotions; excitement and agitation are interpreted as uncertainty and reduce the effectiveness of his argumentation; outbursts of anger, swearing backlash interlocutor;

3. when we are talking about secondary matters that do not require reorientation of needs;

4. when the persuading person himself is sure of the correctness of the proposed solution; in this case, a certain dose of inspiration, an appeal not only to the mind, but also to the emotions of the interlocutor (by “infection”) will enhance the effect of persuasion;

5. when not only one's own is offered, but also the argumentation of the persuaded is considered; this gives best effect than multiple repetitions of own arguments;

6. when the argument begins with a discussion of those arguments on which it is easier to reach agreement; it is necessary to ensure that the persuaded more often agrees with the arguments: the more assent you can get, the more chances to succeed;

7. when a plan of argumentation is developed that takes into account the possible counterarguments of the opponent; this will help build the logic of the conversation, make it easier for the opponent to understand the position of the persuasive.

The psychology of persuading a person is appropriate then:

1. When they show the importance of the proposal, the possibility and ease of its implementation;

2. When they present different points of view and make an analysis of forecasts (in case of persuasion, including negative ones);

3. When the importance of the advantages of the proposal is increased and the magnitude of its disadvantages is reduced;

4. When they take into account the individual characteristics of the subject, his educational and cultural level and select the closest and most understandable arguments to him;

5. When a person is not directly told that he is wrong, in this way one can only hurt his pride - and he will do everything to defend himself, his position (it is better to say: “Perhaps I am wrong, but let's see ...”);

6. When, in order to overcome the negativism of the interlocutor, they create the illusion that the proposed idea belongs to him (for this, it is enough just to lead him to the appropriate thought and provide an opportunity to draw a conclusion); do not parry the interlocutor's argument immediately and with apparent ease, he will perceive this as disrespect for himself or as an underestimation of his problems (what torments him long time, others are allowed in seconds);

7. When it is not the personality of the interlocutor that is criticized in the dispute, but the arguments cited by him, which are controversial or incorrect from the point of view of the persuader (it is advisable to precede the criticism with the recognition of the correctness of the person being convinced of something, this will help to avoid his offense);

8. When they argue as clearly as possible, periodically checking whether the subject understands you correctly; arguments do not stretch, as this is usually associated with having speaking doubt; short and simple phrases are not built according to the norms literary language, but according to the laws oral speech; pauses are used between arguments, since the flow of arguments in monologue mode dulls the attention and interest of the interlocutor;

9. When the subject is included in the discussion and decision making, as people better adopt the views in the discussion of which they take part;

10. When they oppose their point of view calmly, tactfully, without mentoring.

This concludes the review of the psychology of human persuasion, I hope that the post was useful.
I wish you all good luck!

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 modern world.

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

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 of the work is already done, and influence people who think the way you do is much easier than people with opposite 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- transfer process emotional state from one person to another on 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 to be remembered if desired. 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.