Irina Andreeva

When we hear about such a phenomenon as persuasion, we understand that we are talking about the next “psychological tricks”. There is a feeling that thoughts, attitudes or feelings will be imposed on a person against his will. In fact, this is not so. Persuasion and suggestion are not the same thing.

What is the difference between persuasion and suggestion

Persuasion is a term with two psychological interpretations. This is both an element of a person’s worldview that encourages her to act in a certain way (for example, do not have an intimate relationship with a guy on a first date, because she behaves like that), and the process of transferring an element of a worldview to another person (for example, to convince a friend that there is no sex, and it is absolutely correct).

Such a transfer of information or a life attitude to the addressee also occurs in the process of education, when parents or teachers teach children to act honestly, to come to the aid of those who need it and to be useful members of society. In scientific disputes, the truth is also born due to the opponent's conviction of the veracity of the theory put forward. As a rule, the speaker argues his own point of view, and the listener comprehends it and decides whether to agree with what was said or disagree. That is, it is a conscious process of perceiving information and accepting it as one's own attitude. In the process of persuasion, therefore, a new personal conviction is born in a person.

Suggestion is a different process. It's aggressive. Bypassing the consciousness and critical thinking of a person, they impose on him an attitude that he must fulfill. Suggestion occurs through the subconscious, and the suggestible can only “blindly” assimilate information. Suggestion occurs with the help of hypnosis, pressure or emotional-volitional influence. It is believed that it is possible and mentally.

The conclusions from the above are as follows: persuasion is a person's conscious perception of information, implying its comprehension, and suggestion is a bypass of critical thinking and an impact on the subconscious. Persuasion requires a great deal of time and effort from the person wishing to convey thoughts and attitudes, but suggestion is faster and easier. Of course, you need to have the skills and abilities for psychological influence of this kind.

Types of persuasion

So, we decided to influence a person without bypassing his consciousness. How to convince? Start from the types of persuasion. This is the “base”, having studied which, you can apply techniques and methods to achieve the goal as soon as possible.

Informing. The addressee is provided with complete information about the object or phenomenon. If there are benefits, they are talked about first. So the seller in the home appliances store tells the buyer about the possibilities of the vacuum cleaner or hair dryer that interested him.
Explanation. This type of persuasion is used when certain points need to be clarified. The same seller will decipher the technical characteristics of the power of the selected model to the buyer, translate the numbers into advantages that this vacuum cleaner has over other similar ones.
Proof. He is referred to when data is asked to be accompanied by a visual representation or real facts. So the chemistry teacher shows the children the "Iodine Clock", demonstrating reversible reactions. The liquid in the flask turns black, and when it is stirred, a transparent “water” is obtained.
Refutation. If the opinion of the person being convinced differs from that which he should have as a result of the influence, this type of persuasion is used. In other cases, people themselves want to receive a refutation of the information. So Game of Thrones fans are waiting for a rebuttal in their favorite series. But neither the actors nor the creators of the project give it.

This “framework” of persuasive influence is the base upon which situational conditions are built. With an ideal match between the skills of the persuasive and the environment and the readiness of the addressee to perceive information, the impact is doomed to success. Relaxed people and individuals who feel their own similarity and persuasive are easier to process.

Receptions and methods of persuasion

It is necessary to select the method of persuasion in each specific situation according to the circumstances. But knowing the basic techniques of persuasion in psychology will help you figure out when to use them.

Instruction. If the persuaded person (or their group) is sympathetic to the persuader, if he has, he instructs the listeners, urging them to behave in a certain way. In the form of instruction, the boss gives instructions to the working group: "Do it this way ... We will achieve that ...". So the teacher, moving away from the topic of the lesson, tells students about the moral side of a certain phenomenon. He does this, relying on his experience and authority.
Commands and orders. They are also resorted to, having authority in front of the audience. It is important that orders are carried out, and for this, the person being persuaded should not be critical of them. So, to a request to collect toys coming from dad or grandmother, the baby reacts differently if the father is strict, and the grandmother indulges and shows softness.
Advice. If there is closeness and trust between people, this form of persuasion is used. need to be able to. Do it kindly, benevolently.
Hint. It is classified as a method of indirect persuasion, tk. information is not communicated directly, but in the form of a half-joke, a comparison. The hint refers not to the thinking of a person, but to emotions. Use this persuasion technique when the other person is in a playful mood.
indirect approval. If a person generally acts in the right direction, this technique is used. His mission is not to let him turn off the intended path. Why is the approval only indirect? If expressed directly, it is like flattery, which scares a person. It is not always appropriate with pressure, looking intently into the eyes of the interlocutor, to say: “You are such a good fellow! That's how you get your way!" More convincing is the phrase: "This approach usually gives a good result."

"Placebo". The placebo effect is known in medicine. The doctor gives the patient a harmless remedy like ascorbic acid and says that this is an effective medicine that will relieve the disease. A person believes in a favorable outcome of treatment and is really healed. Using this technique, you can convince the interlocutor that he will achieve what he wants. Give your child a talisman that can be with him on a test or an important sporting event. Say, "As long as this thing is with you, you can achieve what you dream of if you put in the effort." You'll see, your baby will succeed.

These techniques and methods are familiar to everyone, there is nothing "such", intricate in them. But in the art of persuasion there are secrets associated with the names of three famous personalities in history.

Three rules of persuasion

They are named after the sages and scientists who used them many centuries ago. These rules are still used in the art of persuasion.

Homer's rule. Prepare carefully for the upcoming persuasion and select arguments in your favor. Arguments are conditionally divided into strong, medium and weak. Homer's rule implies that persuasion should be started with strong ones, then two or three middle ones should be added, and it is better to finish everything with the strongest argument. Do not use weak ones at all, because they will not help to achieve results. Don't start with what you want from the person, don't say what he should do. This will cause a reaction of rejection. Therefore, give the arguments and in the specified sequence.

The Rule of Socrates, or the Rule of Three Yes. Socrates was a sage who mastered the art of persuasion. His secret was that when asking questions, not to allow the interlocutor to answer any of them negatively. At the same time, the persuaded person is skillfully led to independently accept an alien point of view. This technique is being taught to network consultants today. So if a person comes to you who will offer the products of a little-known company, starting as if from afar, do not give in. You may be asked about health: “Agree, everyone wants to be healthy?”. Give obvious facts: “Did you know that the human body consists mainly of water?”, “Pure water is very important for health, isn’t it?”. And then they will go on the offensive: “You want to drink clean water, don't you? And so that your loved ones and children drink only clean water? If henceforth you answered in the affirmative, you will be offered a “miracle filter” for water for big money.
Pascal's rule. Save the face of the interlocutor, do not drive him into a corner. Do not humiliate the dignity of a person in persuasion, do not encroach on the freedom or authority of his personality. A person does not agree with facts that discredit dignity, and negative conviction does not work. As Pascal himself said: "Nothing disarms like the terms of an honorable surrender." An example is US tax law. In America, it is forbidden to withhold information from the tax authorities. Society condemns it. However, the instruction for taxpayers contains a clause: “You can also declare illegal income by paying deductions from it.” And the citizens of the United States do so, knowing that they will not be called criminals and will not be fined.

The art of persuasion is an interesting and fascinating science. But practice is much more exciting and rewarding. The theoretical base is mastered, so proceed to action!

March 2, 2014

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. Such a technique has been known for a long time - in the course of strong emotional experiences, an instant restructuring of the personality occurs. 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 of life, but if one day the rituals performed turn out to be a failure, 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. A person's conviction as a psychological influence should create in a person a conviction that the other person is right and his own confidence in the correctness of the decision being made.

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 an individual or the audience as a whole trusts the source of 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 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. Those people who defend what goes against their own interests also seem to be truthful. 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 during adolescence and early adolescence can last a lifetime, 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. Good mood often favors persuasion, partly because it promotes positive thinking and partly because it creates a connection between good mood and communication. People who are in a good mood tend to look at the world through rose-colored glasses. In this state, they make more hasty, impulsive decisions, relying, as a rule, on indirect signs of 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 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, a person is more convinced either by logic and evidence (if the person is educated and has an analytical mind), or the 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 the possible and probable negative consequences of a certain behavior, but also offer specific ways to solve the problem (for example, diseases, the picture of which is 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 not taken into account at all that there are easily suggestible people who will start inventing these diseases in themselves, run to the pharmacy and swallow medicines that are not only useless in this case, but also harmful to health.

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.

Today in the blog: How the psychology of persuading a person works, psychological methods of persuasion, how you 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. A person's conviction as a psychological influence should create in a person a conviction that the other person is right and his own confidence in the correctness of the decision being made.

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 an individual or the audience as a whole trusts the source of 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. Those people who defend what goes against their own interests also seem to be truthful. 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 during adolescence and early adolescence can last a lifetime, 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. Good mood often favors persuasion, partly because it promotes positive thinking and partly because it creates a connection between good mood and communication. People who are in a good mood tend to look at the world through rose-colored glasses. In this state, they make more hasty, impulsive decisions, relying, as a rule, on indirect signs of 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, a person is more convinced either by logic and evidence (if the person is educated and has an analytical mind), or the 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 the possible and probable negative consequences of a certain behavior, but also offer specific ways to solve the problem (for example, diseases, the picture of which is 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 not taken into account at all that there are easily suggestible people who will start inventing these diseases in themselves, run to the pharmacy and swallow medicines that are not only useless in this case, but also harmful to health.

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 the arguments given by the interlocutor and corresponding to common interests (“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 an educated person, while a poorly educated person is better amenable to one-sided argumentation);

method "yes, but ...": used in cases where the interlocutor provides convincing evidence of the advantages of his approach to resolving 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 in the opposite direction; 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 it is carried out against the background of a low intensity of the persuading emotions; excitement and agitation are interpreted as uncertainty and reduce the effectiveness of his argumentation; outbursts of anger, abuse cause a negative reaction of the interlocutor;

3. when it comes to secondary issues that do not require a 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 a better effect than repeated repetitions of one's 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 likely you are 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); they don’t 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 for a long time, others are allowed in a matter of 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 (in this case, it is desirable 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 the speaker having doubts; short and simple phrases are built not according to the norms of the literary language, but according to the laws of 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!

The conversation is built in such a way that the patient does not notice the "impact".

The technique of "three Yes" (there are also "seven Yes", "nine Yes", but they are not applicable in the usual conversation) is as follows.

Think to yourself three (or more) indisputable properties (or qualities, or events) of your case and build a coherent sentence out of them. Then add that controversial statement that needs to be "pushed through". When "pronouncing" the following happens: the interlocutor hears your first statement and says "Yes" to himself (therefore, indisputability is needed - real facts are best suited for this: the sky is blue, paper money, a wooden fence, etc.). The same thing happens with the second one (if you want - add the third and fourth and fifth - just so that the interlocutor does not get bored of the monologue). Now, when you say a controversial statement with an interrogative intonation, the answer "Yes" can be heard more often than "No".

A modification of this method is the three "No" method.

"Yes, but..."

The particle "but" carries a negation. Surely, you have had to listen more than once: "Yes, this is a wonderful thing, so useful in business, necessary, but ... come back tomorrow." Translated into "subconscious language", this phrase sounds like this: "This thing is useless, unnecessary and not interesting to me". Thus, you can always disguise your refusal.

And how do you like the phrase: "You are a smart, well-mannered person, but you forgot to say hello"?

Dropdown "not"

Psychologists have established an interesting property of memory in relation to all sorts of prohibitions. It turned out that a person wants to break them and breaks them very successfully, since the time of Adam and Eve.

In the case when some request contains "not", then this "not" is forgotten and the rest of the wish is fulfilled. Most likely, the wish "do not forget to water the flowers every morning" is transformed into the exact opposite (you can check for yourself - remove the "do not").

If you want your requests to be fulfilled, form them without "not" - "water the flowers every morning!". In other cases, you can "substitute" a person with such requests, and then remind him of this for a long time ...

Stop-stop method and reception against it

If you want to knock the interlocutor out of his thoughts, then it is very simple to do this: say "Stop, stop!" and, pretending not to understand, ask him again (you can simply repeat his last sentence with an interrogative situation). It's great confusing, breaks the "program".

If you are talking about something enthusiastically and suddenly hear "Wait, wait!", then know that this technique is being used against you. The counter-reception is accompanied by the statement (with an element of indignation): "Wait!?" (this "breaks the program" of the opponent).

Expression of "sympathy"

If you have become the object of someone’s absolutely groundless, vicious attacks (for example, the conductor in the tram is yelling or they are trying to drag you into a bus squabble, “hanging labels”) and at the same time you know your worth, then generally accepted actions (argument, reciprocal “labeling ") will devalue you in the eyes of others. Such situations are generally considered an indicator of internal self-esteem. High self-esteem is combined with sympathetic, empathetic behavior. Not everything goes well with people in family life, problems at work and so on. So don't say anything, sympathize...

Method of "choosing behavior"

This method is described by Richard Bach in his book The Reluctant Messiah: "...only similarities attract. By acting in the way that is characteristic of you and your personality, constantly asking yourself - is this what I want to do? - and continuing only after an affirmative answer, you notice that those people who perceive these actions as stupid and empty are gradually repulsed and leave, those who see depth, meaning and kinship in them are attracted to you and form your environment...."

Method of "attraction"

This is more of an everyday way to make yourself attractive in the eyes of the interlocutor. The interlocutor always likes when they are interested in his ideas, points of view on some events, plans for the future, etc. In a conversation, try to talk more about the interlocutor, and your status will increase dramatically. Try not to overdo it and not reach the point of flattery - after all, you are also a person with your own point of view. And it's always nice to talk to a person.

The interlocutor likes it if:

Forgive when he is not quite right;

He is respected;

He feels he doesn't have to be at his best;

His opinion is valued;

He is trusted (that he is telling the truth);

He feels that it is pleasant with him;

He should not wear a mask and behave formally;

He is being listened to;

He is consulted on essential matters;

You care what happens to him.

There is such a theory that everything that we learn in our life, in fact, we already know, only we ... forgot about it. Communicate with a new person, as with your old acquaintance - ask: "What's new?", share your news, argue, be relaxed and spontaneous.

The Great Listener Method

An excellent listener differs from just a listener in that he does not remain silent, faithfully looking into his eyes, but stimulates the interlocutor, encourages him. There are many ways to actively listen, such as:

1) repetition and reformulation (paraphrase and repetition) - you clarify in your own words what you heard;

2) reflection - you are trying to identify the main feeling in which the interlocutor is;

3) generalization - the main one is selected from a large amount of information. This can be done either with a paraphrase or with clarifying questions. For example, if the interlocutor makes a large number of claims, you can clarify: "What worries you the most?"

Method "Did I understand you correctly ...?"

Helps in dealing with people who are afraid to take responsibility. For example, someone "runs over" you, tries to intimidate, etc. After waiting for a pause, ask again: "Did I understand correctly that you are trying to run into me?". If the opponent hesitated, then cheers, if he answered in the affirmative, then you can continue your line (sympathetically): "It doesn't work any other way, right?" In general, I believe that a fight and a scuffle are the result of an underdevelopment of the speech apparatus.

"Everything is a choice"

In the case when they try to put pressure on you by the fact that your action or inaction brings pain, disappointment or other troubles, remember that a person independently, in the process of his formation, chooses what he likes and what not, where to experience joy, and where suffer from pain. As they say, we are not offended, but we are offended.

Example: "don't you dare write unflattering comments about this page, it hurts me terribly!"

Techniques and methods of psychological influence on people are the main part of practical psychology. Thanks to this, every day science discovers, studies, tests, generalizes and offers to use the psychological methods of influencing people on each other in their lives. It can be a family, industrial, labor and public sphere. All people, when they communicate with each other, influence each other, on purpose or not, and use certain mechanisms in practice.

What are the techniques and methods of influencing a person?

Among the main ones, we highlight the following:

• infection;
• suggestion;
• belief;
• compulsion;
• imitation;
• promotion.

The most ancient of them is the mechanism of infection. It is a transfer of emotional and mental mood from one to another (laughter, panic). The effect of infection to a large extent depends on the intensity of the emotional state of the affected person.

Suggestion: a characteristic of the method

Suggestion underlies the appeal to the emotional-unconscious sphere of a person. It has a verbal character, which means it is carried out with the help of words.

That information, which is intended for suggestion, should be very short, but having the maximum meaning and richness. And also use the moment of expression so that a person instantly believes in what they are told. In addition, the influencing person should not be in an emotional trance, but must be of sound mind, feel confident, since the authority of the source of information is the basis of suggestion. If the influencer (inspirer) does not have authority for the perceiver (suggested), then the session will not end successfully.

It is important to remember that the effectiveness of suggestion may depend on the intonation of the person's voice. It should show the confidence, authority and importance of the words.

Methods of persuasion: the influence of external factors on a person

Every day we are confronted with persuasion. For example, food manufacturers want us to buy their butter and cheese, and film studios want us to attend the premiere of their films in theaters.

Since the methods of persuasion are the main component of our life, we often cannot always notice how we were influenced by them and the influence of external factors. This science has been studied since ancient times, its ultimate goal was to make the other person calmly assimilate a certain argument and accept a new judgment of the elements of his worldview system.

What are the main methods of persuasion and how effective are they?

Here are some highly effective persuasion techniques. In addition to them, they are also used: rewards, punishments, positive or negative experiences, an appeal to the moral qualities of a person.

Persuasion methods include:

1. Instruction. When the person being convinced is positively disposed towards the person who convinces (if he has authority), he instructs the listeners, convinces them to behave in a specific way he needs. In the form of instruction, the director gives direct recommendations to his subordinates: "Do it in the following way, and we will achieve such and such results."
2. Commands and orders. These methods are used very often if there is authority in front of the audience. The main thing is that orders are carried out. But for success, the convinced should not criticize the tasks set. For example, at the request of parents or grandmother to collect toys, the baby will react differently if the mother is strict with him, and the grandmother is gentle.
3. Advice. When there is trust, closeness, understanding between people. Of course, you need to give advice correctly, and do it in such a way as not to offend a loved one.
4. Hint. This type of influence is indirect, since the information is not communicated directly, but in the form of a half-joke or comparison. For the most part, the hint is not aimed at the person’s thinking, but is addressed to his emotional state. It is best used when the person is in a playful, upbeat mood.
5. indirect approval. This technique can be used when a person as a whole is acting correctly. The main goal is not to let you turn off the right path. But why is the approval indirect? If a person is told everything directly and openly, it will look like flattery and can scare away. It is absolutely inappropriate to look a person straight in the eye and say: “You are great! That way you will get what you want." It would be better to use a persuasive phrase. For example: "This approach usually produces excellent results."
6. placebo. This effect has long been known to medicine. As a rule, the doctor gives the patient ordinary ascorbic acid instead of a serious medicine and says that this is a new generation drug, and it will help from all troubles. The patient believes in a good outcome of the treatment and is thus healed. You can also use this technique to convince the interlocutor that everything will work out for him. For example, give a child a talisman and say that as long as he keeps it, he will be able to achieve everything he dreams of. Sure, if you put in the effort. And you will see, the child will certainly succeed.

All these techniques are known to everyone, there is nothing amazing in them, the main thing is to use them correctly, and then success is guaranteed. There are psychological methods of persuasion, the main purpose of which is to influence the human mind and accept your point of view.

Psychological tricks

The method of persuasion, examples of which are presented in the article, is widely used by psychologists. Let's take a look at their basics:

1. Fundamental. Direct speech to the interlocutor, who is openly introduced to the necessary information, which serves as the basis for proving the truth.
2. Contradictions. Identification of inconsistencies in the arguments of the persuaded and a thorough check of personal arguments for consistency in order to prevent a counterattack.
3. Extracting conclusions. Arguments are not revealed immediately, but gradually. Seeking agreement at every step.
4. Pieces. The arguments of the persuaded are divided into strong, medium, weak. The former are mostly not concerned, the main goal is the latter.
5. Accent. Emphasizing certain points in the arguments given by the interlocutor (“you yourself are talking”).
6. Ignoring. It is used if the fact cited by the interlocutor cannot be refuted.
7. Bilateral argument. For persuasiveness, they first talk about the advantages, and then about the disadvantages of the proposed method for solving this issue.
8. boomerang method. The interlocutor is returned his own arguments, but directed in the other direction. Arguments "for" turn into arguments "against".

About coercion

Methods of persuasion and coercion require their correct use on the interlocutor. These two methods absolutely cannot be separated from each other, there is a dialectical connection between them, a single objectivity of character, and their use is determined by the level of development of relations in society.

The technique of coercion is a method of influence that has two factors: moral - psychological and physical. It is essentially similar to persuasion. Indeed, in both, the main task of the presenter is for the interlocutor to begin to think like him. As when using the method of persuasion, in coercion, a person first substantiates his immediate point of view, resorting to various evidence. Therefore, they are considered to be the main ways of psychological influence on your interlocutor.

The act of persuasion is almost one of the most difficult and requires certain rules. The main place in this process is the argumentation of the position and the desire to make it so that other people accept it. Methods of coercion and persuasion are designed to force the interlocutor to do what you need.

About promotion

It becomes definitely clear what the methods of persuasion are aimed at. Reward methods - are they a psychological impact on a person? The technique of this method is aimed at stimulating and consolidating the positive behavior of the student. But it is important to remember that encouragement should not turn into praise, as this will slow down the desire for activity. This is especially necessary for children of preschool, school and adolescence.

Psychologist O. Zaporozhets, having studied this method, came to the conclusion that encouragement and praise from teachers and relatives has a good effect on the activities of children. This influence includes two stages. On the first one, praise will act as a direct positive reinforcement of activity. At the second stage, direct reinforcement will acquire an internal, subconscious motivation for further actions. To apply this method, it is necessary to take into account objectivity and fairness. Also, do not forget about the age and individual characteristics of the pupil. The practice of rewarding a person with material means in the family often leads to big problems.

Incentive Requirements

You should pay attention to the following points:

1. It is necessary to encourage the actions of the child, which are an example for others.
2. With this method, age and personal characteristics must be taken into account.
3. Encouragement is effective only from authoritative persons or micro-society.
4. You can not apply the method in relation to the same children.

In this principle, the main thing is that children or employees feel a sense of pride and satisfaction for good results in work or study.

The relationship between persuasion and suggestion

Methods of suggestion and persuasion - what is the relationship between them? Sometimes it seems that in both cases there is an imposition of other people's thoughts or feelings on a person. Is there a difference between the two methods and what is it?

Persuasion is an element of a person's worldview that encourages them to act in a particular way (for example, not agreeing to intimacy on a first date because good girls behave like that). To influence a person in this case means to transfer the worldview to another person (to convince a friend that there is no sex on a date, because it is so right). Suggestion does not affect the person's belief system. Let's consider this in more detail.

Subtleties of the method of suggestion

Suggestion is another process, it is primarily an aggressive psychological impact. Bypassing the consciousness and critical thinking of a person, he is confidently imposed with an attitude that must be accepted. This process goes through the subconscious. Suggested blindly absorbs information. This can happen with the help of hypnosis, pressure or emotional-volitional manifestation. Many believe that it is possible to inspire a person with something even mentally.