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.

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 expert in the field of social and experimental psychology- Robert Cialdini, discovered and deduced six such rules (actually there are more, and in the book The Psychology of Persuasion: 50 Proven Ways to Be Persuasive by Cialdini introduces readers to a large number of them, but 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.

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.

RARITY

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 impracticality, ticket sales surged the following day. Notice that there were no changes to the flight itself - 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. You also need to emphasize the unique features of 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 are able to convince more patients to perform the recommended sets of 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 an appeal for renting out real estate, the answer was something like this: “ Let me connect you with Sandra, who has been in the rental business for over 15 years.". Clients interested in selling property were attracted by 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 at all for such an innocuous method of persuading a person, which, moreover, requires no expense.

SUBSEQUENCE

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 in medical center decreased 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.

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:

1. We like people like us;
2. We love those who praise us;
3. 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 negotiation involved students from two well-known business schools studying majoring in Master of Business Administration.

One group of students was instructed to: “Time is money, so get straight to the point”. 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.

AGREEMENT

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's common for hotels to put cards in bathrooms encouraging guests to reuse sheets 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 about it in our card: " 75% of hotel guests reuse their towels. Please follow their example". As a result, refusals to change clothes will increase by 26%.

This method psychological persuasion says that instead of relying on one's own powers of persuasion, one 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.

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20 ways to convince people - the ability to convince as the basis of success in business life

Not the stronger one who has great knowledge, but the one who is able to convince is a well-known axiom. Knowing how to choose words, you own the world. The art of persuasion whole science, but all its secrets have long been revealed by psychologists in an understandable way, simple rules which any successful business man knows by heart. How to convince people - advice from experts ...

• Control over the situation is impossible without a sober assessment of the situation. Evaluate the situation itself, the reaction of people, the possibility of the influence of strangers on the opinion of your interlocutor. Remember that the result of the dialogue should be beneficial for both parties.
• Mentally put yourself in the place of the interlocutor. Without trying to "get into the shoes" of the opponent and without empathizing with him, it is impossible to influence a person. Feeling and understanding the opponent (with his desires, motives and dreams), you will find more possibilities for persuasion.

• The first and natural reaction of almost any person to pressure from outside is resistance.. The stronger the “pressure” of persuasion, the stronger the person resists. You can eliminate the "barrier" from the opponent by positioning him towards you. For example, to play a joke on yourself, on the imperfection of your product, thereby "lulling" the vigilance of a person - there is no point in looking for flaws if you have listed them. Another of the tricks is a sharp change in tone. From official to simple, friendly, universal.
• Use “creative” phrases and words in communication - no denial or negativity. Incorrect: “if you buy our shampoo, your hair will stop falling out” or “if you don’t buy our shampoo, you won’t be able to appreciate its fantastic effectiveness.” Correct option: “Restore strength and health to your hair. New shampoo with a fantastic effect! Instead of questionable word“if” use a convincing “when”. Not “if we do…”, but “when we do…”.

• Do not impose your opinion on the opponent - give him the opportunity to think independently, but "highlight" the right path. Wrong option: "Without cooperation with us, you lose a lot of advantages." Correct option: “Cooperation with us is mutually beneficial union". Wrong option: "Buy our shampoo and see how effective it is!". Correct option: "The effectiveness of the shampoo has been proven by thousands of positive responses, multiple studies, the Ministry of Health, the Russian Academy of Medical Sciences, etc."
• Look for arguments to convince your opponent in advance, having thought through all the possible branches of the dialogue. Present your arguments in a calm and confident tone without emotional coloring without haste and in detail.
• When convincing an opponent of something, you must be sure of your point of view. Any of your doubts about the “truth” you put forward is instantly “caught” by a person, and trust in you is lost.

• Learn sign language. This will help you avoid mistakes and better understand your opponent.
• Never give in to provocations. In persuading your opponent, you must be a "robot" who cannot be pissed off. “Balance, honesty and reliability” are three “pillars” of trust even in a stranger.
• Always use facts - the best weapon beliefs. Not “grandmother told” and “read on the Internet”, but “there are official statistics ...”, “I know from personal experience that ...”, etc. Witnesses, dates and figures, videos and photographs, opinions of famous people are the most effective as facts .

• Learn the art of persuasion from your children. The child knows that by offering his parents a choice, he, at least, will not lose anything and even gain: not “Mom, well, buy!”, But “Mom, buy me a radio-controlled robot, or at least a designer”. By offering a choice (and by preparing the conditions of the choice in advance so that the person makes the right choice), you allow the opponent to think that he is the master of the situation. Proven fact: a person in a rare case says "no" if he is offered a choice (even if it is an illusion of choice).

• Convince your opponent of his uniqueness. Not vulgar open flattery, but visibility " recognized fact". For example, "Your company is known to us as a responsible company with a positive reputation and one of the leaders in this field of production." Or "We have heard about you as a man of duty and honor." Or "We would like to work only with you, you are known as a person whose words never diverge from deeds."
• Focus on the "secondary benefit". For example, “Cooperation with us is not only low prices for you, but also great prospects.” Or “Our new teapot is not just a technological super-novelty, but your delicious tea and a pleasant evening with your family.” Or "Our wedding will be so magnificent that even kings will envy." We focus, first of all, on the needs and characteristics of the audience or opponent. Based on them, we put accents.

• Do not allow neglect and arrogance towards the interlocutor. He should feel on the same level with you, even if in ordinary life you go around such people for a kilometer in your expensive car.
• Always start a conversation with moments that can unite you with your opponent, not divide. Immediately tuned to the right “wave”, the interlocutor ceases to be an opponent and turns into an ally. And even in the event of disagreements, it will be difficult for him to answer you “no”.
• Follow the principle of demonstrating shared benefit. Every mother knows that perfect way chatting a child on a trip to the store with her - to inform that sweets are sold at the checkout with toys, or “suddenly remember” that his favorite cars were promised big discounts this month. The same method, only in a more complex execution, underlies business negotiations and agreements between ordinary people. Mutual benefit is the key to success.

• Position the person towards you. Not only in personal relationships, but also in the business environment, people are guided by likes / dislikes. If the interlocutor is unpleasant to you, or even completely disgusting (outwardly, in communication, etc.), then you will have no business with him. Therefore, one of the principles of persuasion is personal charm. It is given to someone from birth, and someone has to learn this art. Learn to highlight your strengths and hide your weaknesses.

AT art of persuasion idea 1:

Video about the art of persuasion 2:

Conviction is a quality of a person, expressed in a subjective attitude to one's beliefs and actions, associated with a firm belief in the truth of the knowledge, principles and ideals by which it is guided.

Two people were arguing along the road. One says, they say, there is no God, and therefore I do not believe in him. Another objected ardently, there is a God, and that's it, because I believe in him. A monk walked past them. The disputants noticed him, stopped him and asked for help, they really wanted to prove their case. The monk stopped. He listened to each of them, thought and said: “One of you believes that there is no God, the other that He exists. There is no point in such a belief. And there is no point in believing like you. Need to know. And when you find out, there will be no point in arguing. Therefore, do not waste your time and energy in vain, go and get down to business. “But how do we know if He really exists?” the disputants asked in surprise. “Stop believing in your beliefs, and the truth will be revealed to you,” the monk replied with a smile and left.

Human happiness depends on the environmental friendliness of his beliefs. Our thoughts, actions and behaviors are based on our convictions and beliefs. If we are able to somehow substantiate, explain or prove beliefs, then beliefs are uncritically learned ideas about life. What are our beliefs and beliefs - such is life. Today's standard of living is a reflection of our beliefs. The range of our thoughts and behaviors is limited by the quality of our convictions and beliefs. By changing our beliefs, we change our lives. Human happiness depends on choice which he did at one point or another in his life. Every person has freedom of choice. Between any event and our reaction to it there is always a layer - our right to choose. We ourselves choose how to respond to any stimulus, stimulus or situation. Let the gap between the stimulus and the reaction to it may be a fraction of a second, but at this moment we still make a choice. Any choice in our life is determined by our beliefs and beliefs. For example, a guy returns home in the evening and sees that hooligans are robbing a woman in a dark corner of the yard. He is faced with a choice: pass by or stand up for a woman. The brain calculates everything in a fraction of a second possible consequences his actions. At this moment, perhaps, his whole life is decided: what kind of person he will be, if he is mean, whether he can feel like a full-fledged man. In any case, his choice will depend entirely on the quality of his convictions and beliefs.

Beliefs are a person's personal constitution. In the spirit of our fundamental law, we perceive the world. Breaking through the censorship of our beliefs is extraordinarily difficult. We firmly believe in the truth of our beliefs. They are a form of self-hypnosis, self-hypnosis. We identify with them. All our actions are subject to beliefs. Although there is no logic in them, they are difficult to prove, but, all the same, they are for us, coupled with beliefs, the only guide to action. Comedians joke that beliefs that are not supported by arguments indicate that you have your own position. Our belief system resides in the subconscious. The subconscious mind is faced with the task of systematically confirming our innocence. To demonstrate her will and voice, she uses emotions, behavioral responses and thoughts. The belief system serves as a "lure" to attract into our lives certain people and circumstances. It is not based on personal worldly experience - everything is exactly the opposite. This experience is the fruit of our convictions. In short, beliefs hold the reins of our lives in their firm hands.

So, in the circus, adult elephants are tied to wooden poles only with a thin rope, and small elephants are chained to reliable metal poles buried deep in the ground. This is to prevent them from trying to escape. If the post is firmly enough in the ground, and the chain is strong enough, the baby elephant will not be able to go further than it should be. Sooner or later, the day comes when he stops pulling the chain and stops trying to escape. The metal pole is replaced with a wooden one, because they know that the animal is used to the idea of ​​the impossibility of escape. We do the same with ourselves, limiting ourselves to our own beliefs about our capabilities and abilities. It turns out that we are not limited by reality, but by our limiting beliefs.

To put it metaphorically, in early childhood we were just bought, but already spiritualized computer. We haven't installed any programs yet. We were perfection, our true selves. Later, inputs from our parents, educators, teachers and peers began to enter the virgin consciousness. So, step by step, our system of beliefs and beliefs was formed. Many programs were based on the life experiences of parents. As they understood the world, they passed it on to us. Children's beliefs occupy a dominant place in our belief system. The encroachment on them is perceived by us in the context of the Stalinist order "Not a step back!" We are not interested in whether they are true or not, decent or vicious. We just believe in our beliefs. In this context, one cannot decent person only because he has his own beliefs. It is necessary to check whether the beliefs themselves are decent. In a word, our beliefs are in any case limiting, but we perceive them as the ultimate truth.

Metaphorical, in this sense, is the way the frog's eyes work. The frog sees most objects in its immediate environment, but it only interprets objects that move and have certain form. This is very important for catching flies. However, since only moving black objects are perceived as food, the frog will be doomed to death in a box, full of dead flies. Thus, our limiting beliefs put an insurmountable barrier to our new opportunities.

The baton for the formation of our beliefs is picked up by the parents of the fourth estate. Through TV, the Internet, we are inspired on the basis of the intellectual McDonald's stereotypes of behavior and pattern thinking. The source of our beliefs is also personal experience and relationships with authority figures.

beliefs and expectations

Having installed system software in a computer, we expect it to answer all our questions and perform functions corresponding to these programs. From your system software in the form of beliefs, we also expect it to give the right answers to the questions of the world around us. We expect people to behave in accordance with our beliefs. When they behave contrary to our expectations, we develop resentment and irritation. Why not be offended, because our ideas are beliefs, and the beliefs of others are prejudices? We are full of expectations that different life situations should unfold according to our scenario. However, the world is not predictable. We are confronted at every step with surprises, with incomprehensible and inexplicable situations. By the way, the more surprises that arise on our life path, the more our belief system does not correspond to the demands of reality. When the world turns away from us, we either adjust our belief system, or stubbornly try to bend the world to suit us.

The question may arise: “What if you “delete” your belief system altogether?” Appearance is created complete freedom, life can be "let go" smoothly go with the flow without presenting claims to it. Again, there is no dependency on beliefs. Therefore, we cannot be controlled and manipulated by our beliefs. However, this is an illusion. The belief that one can live without belief is already a belief. There is no person without conviction. Let any person have some system of values ​​in the most primitive and frail form. It is not possible for us to reach the final station on the “road home”, that is, to return again to the moment of our birth. If we hypothetically remove all the garbage of beliefs, we become perfection. We no longer need to go through the lessons of life, there is no need to strive to be closer to our true essence, we do not need to improve. We are perfection. This, of course, is fantasy. Man is a social animal. It is impossible to live in society and be free from society. Whether we like it or not, we are subject to its influence and suggestion. Circumstances will force us to assimilate certain social prescriptions, laws, conditions and requirements of "hostel". Otherwise, society cannot survive. Social requirements and conditions of relationships with other people will be forced to settle in the subconscious of a person as beliefs.

Work with beliefs. Suppose we set ourselves the goal of becoming a rich, prosperous person. Good purpose. In order for the road to it to be knurled, you need to carefully delve into your subconscious in order to search for limiting beliefs. Maybe we have so much rubbish in our subconscious on the topic “Wealth and money” that it’s not worth even thinking about it? If our beliefs are in conflict with the goal, success will not be seen. The goal is achieved only in unison with beliefs. The main argument in favor of our beliefs is active help on the way to the goal.

Therefore, you should take an inventory of your beliefs on this topic and identify limiting beliefs. Imagine we're giving up a written exam by essay. Theme: Wealth and money. The allotted time is half an hour. Punctuation marks and spelling errors are not taken into account. The main thing for us is to reveal the topic, throw out all our beliefs in this area of ​​life in half an hour. It is not difficult to put new convictions and beliefs into the head, it is difficult to get rid of old ones. However, we must do so. For example, after checking the essay, we found ten harmful beliefs: “Wealth is obscene”, “God loves the poor”, “Wealth makes lonely”, “Who is rich, he no longer has true friends”, “Wealth breeds envy”, “The rich cannot sleep peacefully”, “Big money causes worries and problems”, “Wealth is acquired at the expense of my health”, “Acquiring wealth, I lose dignity”. As you can see, the shake-up of beliefs gave a solid catch. Tell me, is it possible to count on wealth with such negative tails? Of course, and definitely not. Therefore, we take the first conviction and, as an accuser, we prove to ourselves, as if to a jury, its complete inconsistency for us. Our first limiting belief is "Wealth is obscene." To debunk this belief, five arguments are enough: “It is obscene to boast of wealth. It is a shame to be poor”, “Wealth is not only money. The word wealth can be applied to different concepts. Wealth of love, wealth of friendship, wealth family life, wealth of experience, wealth of culture”, “Wealth is financial freedom. What is decent and what is not decent was invented by people, evaluating life from the standpoint of “good or bad”. I am free from human evaluations”, “Wealth is freedom from debt, from constant agony in search of money to pay off debts. It is indecent to live in debt. It is obscene to run around the neighbors to intercept money before payday”, “Wealth is an opportunity personal growth, achieving big goals. It's decent. Society is interested in the development of its citizens.” It seems that with such arguments we have dispelled all our own doubts. You can forget about this belief.

Now take the new belief “Being rich is natural law each person” and argue it. Our arguments: “You can’t live a truly full and full-blooded life without being rich”, “A person’s right to life means his right to freely own everything that is needed for the mental, spiritual and physical development”, “The poor are a burden for relatives and for society as a whole. A person who wants to vegetate in poverty is not normal”, “It is not reasonable to live only for the soul, denying the body and mind. Wealth makes it possible to satisfy all the needs of the body, mind and soul”, “A person is happy when he gives something to those he loves. The poor man can only sing with an unhappy smile: “I can’t give you expensive gifts on your birthday, but on these spring nights I can talk about love.” The rich can give gifts." I think that these arguments will be enough for the old limiting belief to leave our subconscious forever.

Sometimes the completion of a work depends on final touch. For us, this stroke will be filling a new belief with images. In turn, the images should saturate with feelings and emotions . Our new belief: "To be rich is the natural right of every person." Let's breathe life into it with images, feelings and emotions. What associations do we have with the words “the right to wealth”? For most people, this is wealth, power, money, fortune, spirituality, charity, intelligence, respectability, luxury, abundance, accumulation, prosperity, stability, strength, testament and property. Let's turn on the imagination: here we are traveling on a yacht across all the seas and oceans, stopping where we please and visiting the local sights. Getting to know interesting people, enjoy the food national cuisine, we have fun and with some sadness we see off every day we live. Everyone has their own associations. The main thing is that they make us feel good. The subconscious will be grateful to us for this step, because it is used to operating with images. Using the same algorithm, we work with the following limiting beliefs until they are completely forced out of the subconscious. Our efforts will be richly rewarded.

Now that we have some clarity about beliefs, imagine the situation. You meet a friend, and he says to you: “I have such beliefs about beliefs: Do not flatter yourself with your beliefs - firstly, they are not yours, and secondly, they are not true. Not yours, because a person is a cocktail of other people's beliefs, beliefs, delusions, stereotypes, prejudices and superstitions. This cocktail was made as a child. And not true, because all beliefs are subjective. Time will pass and most of your beliefs will become delusions. Beliefs are delusions not discovered in time. Do you think your friend is right?

Petr Kovalev 2013

Persuasion is a multi-valued concept, and one of its meanings involves influencing people, the ability to form a certain point of view through certain actions. Let's take a look at some persuasion techniques that you can use to do this.

• 1. Socrates method. If you are tired of a person agreeing with you, you need to ask him 2-3 insignificant questions, to which he will definitely answer in the affirmative. Having agreed with you twice or thrice, he will also agree when you say that for which it was all arranged.
• 2. False expectation. If the situation allows, gently create a sense of tense expectation that defines a strict order of action or thought. When the failure of this direction is discovered, the person will be discouraged and most likely will agree with you.
• 3. Explosion. Already for a long time such a technique is known - in the course of strong emotional experiences there is an immediate restructuring of the personality. To realize an explosion, you need to create a situation that would hit a person. Such a situation can radically change the way you look at things. For example, if a family man is informed about the infidelity of a spouse, just such an effect can occur. However, this will not affect those cases where treason is not taken seriously.
• 4. placebo. This technique can be attributed not even to persuasion, but to suggestion. A placebo is a chalk pill that the doctor gives to the patient and says that this is a medicine and it will help. A patient who drinks such pills is really cured. This can be used in different areas life, but if once performed rituals fail, then the method will stop working.

Don't forget that sometimes the most effective persuasion comes from a compliment when you meet.

Psychology of human persuasion - impact on consciousness

The psychology of persuading a person is based on the fact that, by convincing, 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.

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

Second-- be presented as a specialist in the field.

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. Women are more persuasive than men. It may be especially ineffective psychology of persuasion for men with low levels dignity, 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 doctors, 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 - given aloud to ourselves, and the strongest - those that are given by another, even if he does it at our request.

Hello dear readers! Today we are considering the topic “Convictions”, which is extremely important for the development and life of every person. I received many letters on my email with questions about how to properly work with your beliefs. But first, let's look at the basics: what are human beliefs? what is their meaning? what are they? Other questions.

Let's start with definitions and understanding the meaning of beliefs.

What is Persuasion

belief system - a person's worldview, knowledge recorded in his consciousness and subconscious in the form of life attitudes (programs) and ideas (images). Beliefs (representations about the world, about oneself, etc.) are information that is implemented and presented in a person in the form of mental structures (living and working installations).

In other words, beliefs- this is knowledge turned into representations (attitudes, images and sensations), which are the main for a person to make all his life decisions.

In fact, person's beliefs - this is its core, what a person believes in relation to himself, in relation to the world around him and to his fate, what he relies on in life, which determines all his decisions, actions and results in fate.

Strong positive beliefs give a person a strong core, making him successful, efficient, etc. Weak, inadequate beliefs make the core rotten, and the person, accordingly, weak and infirm.

The fundamental directions in which you need to form your positive beliefs! What beliefs make up your Core:

More plain language beliefs are responses to basic life questions which constitute the human mindset.

1. Attitude towards the environment: what world is it? bad, terrible, dangerous? or, the world is different and it has everything, but it is beautiful, and it gives a person thousands of opportunities for knowledge, happiness and success? and everyone, sooner or later, gets what he deserves, or Good and Evil - no, and any evil can get away with it?
2. Perception of oneself, attitude towards oneself: answers to the questions - who am I and why do I live? Am I an animal, just a body controlled by instincts? or am I a divine, bright and strong Soul with a huge potential?
3. Attitude towards life and destiny: I was born to suffer, to be a scapegoat and nothing depends on me? or I was born for great goals and accomplishments, and everything depends on my choice and I can achieve everything that my soul desires?
4. Attitude towards other people: they are all bastards, they wish me harm, and my task is to strike first? or are all people different, there are worthy ones, there are scoundrels, and I myself choose with whom to communicate and bind my fate, and who should not be allowed near me at all?
5. Attitude towards society: society is filth, decay, and there is nothing good in it, therefore, “I hate”? or, in society at all times there was both a lot of good and bad, and my goal is to increase, Good, making society more worthy and perfect?
6. Other.

From such answers and appropriate justifications, not only the worldview of a person is built. Such beliefs are the basis of all personal qualities of a person and his principles: which determines - he is deceitful or honest, responsible or irresponsible, brave or cowardly, strong-willed and will or spineless and weak, etc. AT all qualities and life principles of a person are built on fundamental beliefs (representations and attitudes).

In the mind, these beliefs are recorded in the form of direct programs, answers to questions:

• “I am worthy, strong, I can do anything” or “I am a nonentity, spineless schmuck and incapable of anything.”
• “I am a mortal and diseased body, a chewing organism” or “I am immortal soul in physical body and I have limitless potential.”
• “The world is terrible, cruel and unfair” or “the world is beautiful and amazing, and it has everything for growth, happiness and success.”
• “Life is a continuous punishment, it is pain and suffering” or “life is a gift of Fate, unique opportunity for development, creation and struggle”.

Such beliefs can be called fundamental or pivotal.

You can check for yourself what attitudes on these issues are recorded in your subconscious, positive or negative, strong or weak:

To do this, simply say to yourself or aloud the beginning of the installation, for example: “the world is ...” and listen to yourself, your subconscious, what thoughts will follow the beginning of the phrase. What definition of the world will give your subconscious? Write down all the answers that will be born inside you. And, if you were sincere to yourself, you will see the front of the work ahead - how much is good and how much is negative, and what will need to be worked on.

Conscious and subconscious beliefs

Conscious Beliefs - those that live (recorded) in the human head (in the intellect). subconscious beliefs - those that are implemented in a person's life, and work at the level of his qualities, emotions, reactions and habits. It is much more difficult to change subconscious beliefs. But it is they who determine almost everything, 90% of what happens in a person’s life and his destiny.

How it works? You have probably met people who consciously everyone knows and understands how to live correctly, what is right to believe in, what needs to be done in order to be happy, successful, joyful, strong, rich, kind, courageous, etc. And they are excellent and fluent about everything, if you ask them. But in their lives they cannot actually realize anything, remaining outwardly poor, inside unhappy and weak.

Why is this happening? Because, in the head of such people, some beliefs are recorded, and completely different, often opposite, are realized in the subconscious. For example, a person perfectly understands that it is good to be brave, knows what courage is and says “yes, I want it that way”, but convictions and fears live in his subconscious, and these fears make him weak, unreliable and cowardly in life. So a lot of contradictions are born in a person between him and. And until a person changes his subconscious beliefs, until he removes negative attitudes and will not form positive ones, nothing will qualitatively change in his life and in himself, he will continue to praise courage and courage, while remaining a coward and a weakling.

Or, a person knows and understands that it is not good to deceive, that lies do not lead to anything good, but he himself lies all the time in life and has been branded as a liar. It often happens that people with such an addiction simply cannot help themselves, because the beliefs underlying their deceit are realized in the subconscious at the level of habits and reactions: as they say, “first I lied, and only then I realized what I had said ".

The same applies to all other qualities, beliefs, habits. For example, qualities such as . A responsibility- this is the ability of a person to keep his word to other people and to himself, the principle of "it is said - it is done." And in his head he knows what responsibility is, and really wants to be responsible, he wants to keep his word, but in his subconscious there are many settings that fuel him: “today I’m reluctant, I’ll do it tomorrow”, “that’s okay if I’m late for a day” , “I will say that force majeure happened”, and other excuses why it is not necessary to keep your word.

It's the same with emotions. Emotions are also based on nothing more than the subconscious beliefs of a person. positive beliefs they also give rise to sensations (warmth, good nature, joy, etc.), negative beliefs - (irritation, anger, resentment, etc.).

So, at the heart of emotion "resentment" there are subconscious beliefs that feed it, justify it, justify it. For example explaining - why the other person is such a scoundrel, how he was wrong in relation to you, and why you are so innocent and unjustly suffering. To remove a negative emotion and replace it with a positive one, you need to determine the attitudes that underlie it (based on resentment), and replace them with positive attitudes, which are the main forgiveness and kindness. This is called reprogramming your subconscious.

Positive and negative beliefs

Positive or adequate beliefs - representations (knowledge) and attitudes corresponding to Spiritual Laws (Ideals). Such representations give a person the maximum joy(state of happiness) force(confidence, energy) success(effectiveness, positive results) and positive consequences by fate(gratitude and love of other people, spiritual and material rewards, the growth of bright feelings, favorable opportunities for fate, etc.).

positive beliefs – strong, complete and adequate answers to the most important questions of life. Answers that give the Soul joy and rush positive forces, remove restrictions, suffering, pain, maximize the potential inherent in it.

Negative Beliefs – delusions, inadequate ideas and attitudes that do not correspond to the Spiritual Laws. Inadequate ideas - lead to loss of joy in the heart (to pain and suffering), to loss of strength (to weakness, to loss of energy), to failure, to negative emotions and sensations, and as a result, to the destruction of fate (collapse of goals, suffering, illness, death).

Negative beliefs, inadequate representations always lead to the same inadequate decisions and erroneous actions, which in turn lead to negative results and consequences: stole - went to jail, lied - lost trust and relationships, etc.

• If a person lives in the negative - in his life beliefs a lot of mistakes.
• If he does, tries, but there are no results, there are errors in his beliefs.
• If there is a lot of suffering, it is the result of errors in subconscious beliefs.
• Constantly ill, in pain - errors in beliefs, and in large volumes.
• If he cannot get out of poverty - errors in beliefs in the field of money.
• If you are alone and there are no relationships - errors of belief in relationships.
• Etc.

What to do with it? Work on yourself! How? Read more in the following articles:

In order to learn how to work with your beliefs, you can turn to Spiritual Guide. For this - .

Good luck to you and the constant growth of the Positive!