To achieve success in business, organize the labor process in a team, establish and maintain authority, the manager must have certain techniques that can encourage a person to work. Persuasion is one such technique.

You will learn:

• How methods of persuasion and coercion are combined.
• What are the rules of communication used as the main methods of persuasion.
• What are the tactics of persuasion methods.
• What are the methods of psychological persuasion.

The method of psychological influence is the method of persuasion in conjunction with the method of coercion. Coercion and persuasion are methods of influencing human consciousness and a way of forming a common opinion. These two methods are inextricably linked: they have a dialectical connection and a single character.

Force method - it is a method of influence, which has two forms: moral-psychological and physical. In fact, the method of persuasion and coercion are very similar. The task of both methods is to ensure that the person being persuaded accepts the point of view of the interlocutor. The method of coercion, like the method of persuasion, is based on proving one's point of view.

Methods of persuasion - leaders in the methods of organizational influence, because they have a reasoned basis, proof of the necessity (unnecessity) of an action or an explanation of its correctness (incorrectness).

The process of persuasion is very complex, since the object of persuasion is a free person. Certain rules of persuasion must be followed. The key point in this process is the argumentation that will help the listener to take the right position, make him reconsider his existing views and, as a result, share the opinion of the interlocutor.

In the methods of persuading the interlocutor, there are many ways of arguing. There are four ways to argue:

• Lead reception - outlines the situation in general, makes it possible to use it as a starting point during the discussion.
• Tension relief technique. During the persuasion process, the atmosphere should be made less tense. The atmosphere should be easy, relaxed, conducive to the discussion of the issue.
• The direct approach technique is a way in which the initiator proceeds to the conversation without unnecessary preamble.
• The stimulation technique is based on the many questions posed at the very beginning of the conversation.

There are also certain rules of persuasion that allow you to achieve the desired result.

1st psychological reception - convince, not argue. An argument with an interlocutor in no way contributes to his disposition towards himself, it tears him away from the subject of discussion, and causes a negative attitude. Tolerance to the opinion of the interlocutor, the ability to listen to his position is the key to success.

2nd method of persuasion - respect for the opinion of another person. You should not categorically state that his position is wrong in relation to yours, this will cause a similar reaction in relation to your position.

3rd method - method of recognition. An opinion, a position may turn out to be wrong, and this must be recognized.

4th way - a polite, calm, friendly tone. Do not raise your voice, "splashing saliva", to prove your position.

5th the method is to achieve an affirmative answer at the beginning of the conversation, since having said “no”, it is psychologically more difficult for a person to reject his own word and accept someone else’s position.

6th the method is to let the interlocutor talk a lot, much more than you.

The method of persuasion influences the interlocutor and contributes to his conviction of the correctness of your point of view and acceptance of the latter.

What Persuasion Techniques Work in Sales

It is important not to frighten off the client with an incorrectly chosen phrase. In order not to lose customers, use the algorithm with scripts for sellers, which is offered by the editors of the Commercial Director magazine.

Tips will be useful for any company if you adapt the script to business tasks.

What are the different types of persuasion methods?

There are two types of persuasion: direct and indirect.

direct way persuasion is the persuasion of an audience that is already ready to accept the information.

Indirect way persuasion is the persuasion of an audience attracted by random factors.

The direct method is relevant in the case when the audience is initially interested in the topic or is endowed with the gift of an analyst. If the topic does not attract the audience, then in this case, you can use an indirect method of persuasion. Persuasion in a direct way is deeper and more likely to positively influence people.

The whole process can be divided into 4 methods of persuasion:

• Informing.
• Explanation.
• Proof.
• Refutation.

Informing - telling a person why he should do something. In order to make a person act, you need a line of stimulating factors. This happens because a person must make sure, before starting to act, of his capabilities and the necessity of this act. Not a single person will start an activity if he is not sure that it is necessary and is not sure that he can perform it.

Explanation - another method of persuasion, which is no less significant than informing. Leaders have a lot to explain. Explanation is divided into 3 types:

• Instructional.
• Narrative.
• Reasoning.

Instructional clarification intelligibly explains to a person the order of actions, without affecting his critical thinking, but using his memory. This type of clarification causes rejection among creative people, and for people with a mathematical mindset who work "like robots" according to the program, instructive clarification causes a positive trend.

Narrative clarification- a method of persuasion, which involves the presentation of the essence of the matter in the form of a story. At the end of the story, the person comes to a certain conclusion. This view is more relevant for most people, as they have been accustomed to it since ancient times. The whole life of a person is built on a story from parents, teachers, friends. But the use of a narrative explanation obliges the leader to possess certain skills: he must know how to build a story, know what the timbre of the voice, facial expressions, and gestures should be.

Reasoning clarification- a method of persuasion for an audience willingly participating in a dispute, able to instantly activate mental activity, clarification contributes to a more attentive attitude of the audience to the problem and related conclusions. This technique is relevant for leaders whose audience is people with a creative mindset who are active and sociable.

Proof. This method of persuasion is based on logic, the proof process is based on the fundamental laws of logic: the law of identity, the law of contradiction, the law of the excluded middle and the law of sufficient reason. The essence of the proof is reduced to the selection of a certain idea and its argumentation in the process of proving.

All this action is called a demonstration. The leader must have factual evidence to prove the correctness of this idea. Evidence cannot exist without facts. Factual confirmations set the audience to perceive the information in the right way and create an installation.

Refutation. The essence of this method of persuasion is to point people to their wrong views, undermine belief in inappropriate behavioral norms, destroy old ones and direct them to the formation of new attitudes. While working through refutation, the main "stumbling block" becomes the human ego, which means that only logical arguments will not be enough. In the case of a refutation, the dispute is also ineffective. A person does not admit that he was wrong; it takes time to replace the established, rooted attitudes.

• How to keep a buyer without manipulation and pressure in 4 steps

Rules of communication as the main methods of persuasion

Scientists are working on research in the field of finding and studying the reasons that push a person to agree to someone's request. We rely on the fact that in making a decision we are driven by the knowledge gained in a particular area, in fact, in order to make a decision, we need strict rules and established norms that we obey every day.

Robert Cialdini, professor of psychology and researcher in social and experimental psychology, has identified 6 basic rules that guide a person in making a decision. In his book The Psychology of Persuasion: 50 Proven Ways to Be Persuasive, he gives many more such rules, but he considers reciprocity, rarity, authority, consistency, sympathy and agreement to be the main ones.

The ability to use these rules and knowing their clear definition, it is possible to achieve much greater results in persuading a person to agree to his request. Let's consider each of the examples in more detail and analyze the work of some American scientists in the direction of methods of suggestion and persuasion of people.

• Reciprocity

The psychology of most people has such a function - they believe that they are obliged to "pay back the debt" for the service once rendered to them. That is, an eye for an eye. For example, a person invited you to a birthday party, you should invite him to yours. Or if you were once given a loan, then you, too, must certainly lend money to a person if necessary. In the matter of social obligations, people are more willing to meet those to whom they owe something.

The most striking example of the principle of reciprocity can be considered studies conducted at food points. Suppose, at the end of dinner in a restaurant, the waiter, along with the bill, brought you a small “compliment” from the institution in the form of a cake. And here the question follows - how will this sign of attention affect the tip? The vast majority will say no, but they are wrong, such a small compliment can have a completely unexpected effect.

According to statistics from studies, such a cake increases the size of the tip by three percent. An interesting fact is that if instead of one cake they bring you two, then the tip grows not two, but four times and reaches the mark of 14%. But if the waiter leaves one cake, takes a couple of steps, and then comes back and says that he has another one for the most wonderful guests, then the tip increases to 23%. This is due to the choice of the way in which the compliment was given.

So, the basis for applying the rule of reciprocity is to be the first to provide a service that will be a pleasant surprise.

• Rarity

Another point of human consciousness is that people want what is hard to get. A vivid example of this is the situation with British Airways, when in 2003 the company announced the termination of ticket sales for the London-New York flight due to lack of profit, the next day a "boom" of sales was recorded. At the same time, the company did not make any changes to the flight, nor to the cost of tickets, nor to the improvement of service, nor to the improvement of the aircraft. Simply put, in the language of economics, supply has decreased, which inevitably leads to an increase in demand. Therefore, the use of the "rarity" technique, as a method of persuasion and influence, is clearly defined.

It is not enough to tell people that they benefit by purchasing the offered product or service. You must focus the attention of a potential buyer on the uniqueness of your offer, and talk about possible losses in case of refusal.

• Authority

The bottom line is that people pay more attention to authoritative opinion, that is, the opinion of an expert. For example, a doctor can have a much greater impact on a person, acting by the method of forming consciousness and persuasion through the demonstration of his awards, diplomas, letters of thanks. Or you are more likely to park your car in a different place if it is not an ordinary person who asks for it, but a person in uniform.

Before attempting to persuade people, it is necessary that people are convinced of your competence, a sufficient level of knowledge. It's not always an easy task, you can't promote yourself by saying how great you are, but there's always the possibility that someone else will.

And here it becomes insignificant whether this someone has income from your advertising or not. This method of persuasion was used by a certain legal bureau, which was able not only to increase the number of applications for legal advice, but also significantly increased the number of clients who turned to the firm's specialists for specific assistance. It was all about taking calls. The administrator, answering calls from potential clients, led the dialogue as follows: “Now I will transfer the call to Ernest Petrovich, he has been specializing in this issue for 15 years” and stuff like that. The result of this way of working with a client was an increase in requests for consultations by 20% and an increase by 15% of concluded contracts for the provision of legal services. A pretty good result for an unobtrusive method of persuading people that does not require material investments.

• permanence

People strive for constancy in words and actions. To get people to act consistently, you need to invite people to do some kind of action, simple.

An experiment was carried out, during which a rather interesting result was obtained. A small number of residents have agreed to install a sign in their yard advocating compliance with road safety rules. And in another district, four times more people agreed to install the same sign, because they were prepared in advance, they offered to put a small campaign leaflet on the windowsill. Such a sheet became the starting point for a more difficult task and the achievement of a fourfold increase in effect. Therefore, when planning to use such a technique, the persuaders act in such a way in relation to the person being convinced that they perform actions on a voluntary basis, and with some kind of enthusiasm. The best outcome of events is confirmation of actions in writing.

For example, one experiment resulted in an 18% reduction in failed doctor appointments. This was facilitated by the fact that patients were given the opportunity to issue an appointment ticket themselves, and earlier registrars were engaged in this.

• Location

People with great desire respond in the affirmative to the request if they feel sympathy for the person. Why do people feel sympathy? Experts identify several factors:

• We feel sympathy for people who are similar to us.
• We like those who praise us.
• We are connected with people by a common cause.

In a number of studies on the psychology of persuasion during negotiations, students of business schools of the faculty "Master of Business Administration" took part.

For one part of the students, the task was listed as "Time is money" and therefore negotiations had to be started immediately. The task of the other group was to find common ground between the negotiators. In the first case, 55% of students achieved a positive result, and in the second, 90%. In both cases, the result increased by 18%.

It can be concluded that in order to use the “sympathy” tool in methods of working with beliefs, you need to approach this with particular care, pay attention to finding common ground with people, and achieve their location. It would be nice if, before you start negotiations, you make a couple of light, unobtrusive compliments.

• Business communication: principles, features and practical recommendations

Tactical techniques of persuasion methods

• Application of "I-formulations"

In the process of negotiations, a sufficiently large amount of time is devoted to discussion and criticism of the opposite side. The situation is significantly aggravated by distrust of the interlocutor or criticism of his personal distinctive features.

It is unacceptable to say “You are deceiving us”, “You and your employees are negotiating incorrectly”, “You are acting in an inappropriate way” and similar statements. The style of their construction - "You" -statements, contributes to the emergence of persistent hostility and opposition, shows that you do not trust the side, suspect it of something. And thus achieve the opposite of the desired result.

Such types of "I"-statements are allowed: "I feel that I am being deceived", "We feel that the negotiations are not being conducted properly."

• Acceptance of an unhurried objection

The essence of this method of persuasion lies in the non-categorical rejection of the client's arguments. That is, objections are allowed in a mild form. If categorical objections are put forward against the interlocutor's arguments, if they do not require them, then the latter receive additional weight, which is absolutely not needed in this situation.

• Delayed objection

There are cases when there is not immediately an argument that opposes the arguments of the interlocutor. In this case, you can postpone the answer to the interlocutor, and during the conversation try to find out as much as possible about the person, try to find out more about his position on this issue.

• Pressure

This method of persuasion is based on the principle of reinforcement. That is, the conversation is built in such a way that each argument is more significant in its persuasiveness than the previous one. The goal here is to undermine the position of the interlocutor, you need to make him doubt his own arguments, while not yielding the initiative, that is, the principle of "locomotive" operates. This technique is good when you see that the interlocutor is "floating". In other words, he tries to avoid the answer, or finds it difficult to answer. In this case, pressure, as a method of persuasion, will be ideal.

• The 7 Most Popular Articles on Executive Personal Effectiveness

What methods of psychological persuasion can be used

• Orders

An order is a form that requires precise, unconditional execution. When receiving an order or order, a person has no right to discuss it, but must execute it. Orders are of two types: prohibitive and incentive. Restraining orders (Stop! Silence!) are designed to instantly stop an unwanted action. To do this, you need a certain, developed tone. At the same time, the voice should be calm, slightly colored with shades of emotions. Incentive orders (Do! Do!) push a person to take an action. And such methods of persuasion should not cause negativity in a person, they should be taken for granted.

• Instruction Method

This method of persuasion works only in the case of a loyal attitude, with a certain degree of sympathy for the leader. The peculiarity of this method of persuasion is that built in the form of an imperative mood, it activates “performing” behavior in a person. Instruction can manifest itself in the form of instructions, orders, prohibitions. The difference between an order and instruction is that an order activates existing skills, while instruction, in addition to motivation, has a teaching function.

The content of instruction, as with other forms of persuasion, is very important. A carefully thought-out text, the essence of the instruction, is the basis for the success of the reception. In addition, the tone of presentation, voice, intonation, pronunciation, facial expressions, gestures are very significant, since the imperative form of instruction itself requires certain behavioral norms from the leader.

• Approval indirectly

This method of persuasion involves evaluating the speech of the one who is trying to convince. Here it is unacceptable to use such direct expressions as: "You are undoubtedly right and your method is the most correct." This undisguised flattery, which, although loved by some people, is unpleasant for most, because a person knows that he can be deceived. In this case, if you want to somehow praise the interlocutor, you need to use something like this: “Such ways of working are very effective.” Thus, the leader activates a person's self-esteem. Naturally, tone and emotional accompaniment are the determining factor. This method of persuasion contributes to the continuation of activities in the same format.

It should be noted here that such a method of persuasion will not work with an egocentric with a heightened sense of self-worth. He does not perceive such methods, and for him such a presentation is a belittling of his capabilities.

• Unjustified expectation

For this method of persuasion to work, advance preparation is required. It is required to create in advance such a situation that will limit the interlocutor, that is, he will have to act only by the specified method. And subsequently this method should prove to be not justifying expectations, it should not work. Such a staging confuses the interlocutor, and of course, he accepts the position that is offered to him. This situation is typical for many aspects of life.

• Explosion method

Methods of persuasion in psychology differ in the effect of action. And one of these psychological techniques is the explosion method. It is based on the fact that, under the influence of some powerful emotional excitement, it rebuilds the personality. A. S. Makarenko substantiated this theory in a scientific way.

To apply the "explosion" method, you need to create a situation that will shock a person with surprise and unusualness. This undermines the nervous system of the interlocutor and causes panic, which leads to a radical change in views not only on ordinary things, but also on the worldview as a whole. Cases have been recorded when allegedly proven facts of infidelity of one of the spouses in the right families put the other in a catastrophic emotional situation. In families in which treason is perceived as a kind of pampering, this does not happen.

In a work team, the “explosion” method of persuasion can be used in relation to unreliable employees who violate discipline, bring confusion to the team, and often abuse alcohol. There are certain varieties of the method, the application of which depends on the situation. This may be a censure, help from the leadership, forgiveness of past "exploits". The main thing in this method of persuasion is sincerity, participation, you must provide the interlocutor with the opportunity to embark on the path of correction. Formal interest in the problem will not work here.

• Placebo or suggestion

This method of persuasion began to be used in medicine. Its meaning is that the doctor prescribes some remedy that has no effect, but convinces the patient that it is very effective for the treatment of his disease. This method of persuasion most often leads to positive dynamics in the process of treatment due to the psychological mood of the patient. This technique began to be used by both educators and coaches, who, in this way, stimulated athletes to achieve heights. In pedagogy, this method of persuasion is very effective, but one must be careful with its application. Using it, you must be sure in advance that the result will be what you expect, otherwise, realizing that he was deceived, the person will lose faith, and the placebo will lose the effect.

• Firm requirement

The essence of this method of persuasion is an order. But it can be applied in the case when the leader enjoys unquestioning authority among subordinates. And the correctness of his judgments is not questioned. In other cases, this method of persuasion is meaningless and can even be harmful. A firm requirement can be synonymous with a prohibition with some degree of coercion.

• Recommendation

To work with this method of persuasion, you need the interlocutor to trust you. The delivery methodology for the perception of advice is especially important here. The voice of the leader must be warm and sympathetic, sincerity must be felt, otherwise the method is not only ineffective, but may also turn against the adviser.

• Criticism

The method of persuasion "criticism" works in such a setting, when the person being convinced is identified with the person who convinces. That is, they let him know that they are in a “single team”. In other cases, criticism will be perceived simply as ordinary edification, which should not be paid special attention to. A person who is sensitive to his "ego" will perceive such a method of persuasion as an attempt to accuse him of lack of independence.

• hint method

This method of persuasion in human psychology works as follows: the interlocutor is given an idea in the form of irony, a joke, or drawing parallels. That is, it affects not the consciousness of a person, but his emotional environment. It is better to use this method of persuasion in an informal setting. And most importantly - do not offend the interlocutor. To do this, first apply this technique on yourself, what would you feel if you were presented with an idea in this way.

• Praise or compliment

A compliment is an unobtrusive method of persuasion that does not cause rejection in the interlocutor. A compliment should not look like flattery, unpleasant to many people. A compliment does not have such properties as flattery, so it can be quite effective.

• Aggressive Negotiations: Feel free to cheat and "run over"

What forms of the method of persuasion should be used, based on the psychotype

Achieving the desired outcome of the negotiations does not always depend on the proposal. No matter how productive it is. The initial definition of the psychotype of the interlocutor makes communication with him more effective.

The psychotype consists of genetically incorporated features of the nervous system. Instant determination of the psychotype of the interlocutor allows you to build negotiations in such a way that success will be achieved. The psychotype can be identified by three parameters: emotions reflected on the face, speech, gestures. Below we consider six psychotypes of people most often found in business:

• Hyperthymes

This type seeks to acquire new knowledge through active communication. This type is the only one that is able to adapt to the other, adopting his traits, perhaps up to his absolute copying, which is very important.

How to reveal. The emotions reflected on the face are joy and surprise: wide-open eyes and a parted mouth, horizontal lines lie on the forehead. Emotional speech, a person speaks a lot and quickly. Gesticulation is active with a wide range of arms.

Communication tactics. Give such a person an opportunity to try something, but not to explore, but to see something new. Here the phrase will be effective: "You will see this for the first time." At the same time, if you sell the simplest product, affordable and popular, this does not negate the effectiveness of the latter. In special cases, with a product that is difficult to sell, seminars and various familiarization events work well.

• Paranoid

These people pursue a global goal, often found in management and politics.

How to identify. Emotions on the face - disgust, determined by two nasolabial folds. The speech is built on a specific goal, without "water", perhaps add a few facts for greater effect. The gestures are open, facing the public.

Communication tactics. It's important to show the paranoid how much you can be of service to them. In order to realize something for them, it is necessary to present everything clearly and to the point, to tell about the product/service and its necessity for them. You can dilute the monologue with some facts for specifics.

• Schizoids

They believe that they are called to make the world a better place. Constantly improving and creating something. In Russia, a very common psychotype.

How to reveal. In the upper part of the face, emotions are visible in the form of wide-open eyes and stripes lying on the forehead. In the lower part of the face "petrified". In the construction of speech, secondary signs are priority, and then the main idea. There is no gesture or it differs from words.

Communication tactics. The psychotype of schizoids is characterized by research, in contrast to paranoiacs. It is necessary to present the idea, paying special attention to details. Everything new for him is the basis of the foundations, he is interested first of all in the process, and then the profit from the product / service.

• epileptoids

Such people strive for continuous control and the achievement of stability in all areas of life. Businessmen of this type are former military men, or people who are accustomed to life according to the charter.

How to reveal. The basic emotions are anger, frowns, pursed lips, visible vertical wrinkles on the bridge of the nose. The speech is dominated by specifics, the pace is low, often colored negatively. Use restrictive expressions. The range of gestures is not wide with the use of clear, measured movements. You can watch how they grab the air with their hand.

Communication tactics. You will need absolutely all documentation related to the case. You must be 100% ready, you must know the answer to every question, you must not promise what you cannot fulfill. For them, the main thing is stability. You cannot manipulate eleptoids and ask questions that do not carry a semantic load.

• Hysteroids

People with high egocentrism. Often found in areas where self-promotion is required: "salespeople", advertisers.

How to reveal. It can be noted that the basic emotion is "one-sided contempt" (a smile on the right or left side of the lips, directed downwards). Speech, not burdened with clear arguments, but persuasive, have charisma that helps them achieve their goals. In gestures, plastic hand movements are used.

Communication tactics. An excellent method of persuading a hysteroid would be flattery, play on his egocentrism. In their case, the product is important, which not everyone can afford, but the elite, the price does not matter.

• Emotives

In the character there is empathy with the interlocutor, they are especially sensitive to others. They mainly dominate in the field of procurement, they are very responsible and do not know how to steal.

How to identify. On the face at the same time sadness and joy . Pierrot's Face. Mimic wrinkles around the eyes and raised eyebrows. Speech is quiet and calm. Very slowly get to the main idea of ​​the conversation, carefully choose expressions. Lovers of tactile contact, stroking movements can be observed among gestures.

Communication tactics. Do not mention the disadvantages and risks. Environmental friendliness, safety and quality of goods - these are the foundations that will attract him. The manipulative method of persuasion works with emotives and responds to requests for help. It is very important to follow etiquette and “play by his rules”, if he doubts your abilities, he will simply disappear from sight.

• How to convince to buy your product: 7 fail-safe tricks

Expert opinion

Harsh methods and means of persuasion are extreme but effective measures

Mikhail Urzhumtsev,

General Director of OAO "Melon Fashion Group", St. Petersburg

I do not adhere to hard methods of persuasion and bypass difficult partners. The most important thing is not to leave the impression on the partner that he was “rolled over”. Otherwise, you will be associated with unsatisfying emotions, and he will no longer want to work with you. The most comfortable business stop and a bit of humor during negotiations are required.

There were situations when it was necessary to firmly defend their line of conduct. Recently, I had the opportunity to use a non-standard method of persuasion, which is more like talking like a man. In addition, we have attracted people with higher positions for negotiations. The first stage of negotiations can be entrusted to managers who know how to find a way out of non-standard situations and make decisions. The final part is a dialogue between directors and owners.

Argument as a method of persuasion

Using an argument as a method of persuasion is effective if you follow the rules:

• Tact

Do not maneuver on the pride of man. In no case should you offend him, try to humiliate him, so you are racking up an absolutely opposite result and you will never be able to convince him again.

• Start with strong arguments

Start a dialogue by giving all the most significant, powerful arguments. No need to beat around the bush. And then you can supplement the position with less significant facts.

• An indication of authority

Try to tell as much as possible about yourself, how competent you are in the matter, that you have been doing this for a certain amount of time, that you are familiar with all the details in detail, and most importantly, that you have managed to make good money on it.

• Correct wording

The word is a powerful tool in the methods of persuasion, and therefore the use of such speech turns as "Here you are right, everything is exactly like that, but here I do not support you." The person will see that you are paying attention to his thoughts, and will give it to yours.

• An unexpected compliment

In order to weaken the control of the interlocutor, to make him relax, you need to tell him a couple of unexpected compliments. So praise, but don't flatter.

• Tune in to the same wavelength with the interlocutor due to his consent

Follow the sequence rule: first give arguments with which the person initially agrees, and then indicate your position. This increases the chances of success.

• Avoid controversial points

Avoid moments that can aggravate the conflict, as well as your "weak points", otherwise you will not find arguments to prove the case. If such a moment suddenly “looks up”, urgently transfer the conversation to another topic.

• Watch out for the little things

Watch for gestures and facial expressions - they can tell a lot about a person. If you notice that when arguing an argument, a person began to get nervous, then continue to focus on this argument, it is the strongest.

• Positioning your words as useful

Make a person believe that your position will bring him some benefit and benefit, and his position is absolutely useless.

• Showing Interest

During a dispute, try to listen carefully to the interlocutor, even if he is unpleasant to you. He will notice that you are listening to him, even having the opposite position on this issue, and this fact will be deposited in his head. When choosing a partner, he will take this into account.

How persuasion works: an example for each option.

• Response Method

Perfume sellers leave you a sample of perfume, and after a while they return to make an order and find out your opinion about the properties of the product. The perfume is really persistent, and the woman and all her entourage like the fragrance, and of course she will purchase at least one bottle from the seller.

• contrast method

Salespeople in a clothing store will first offer you a dress or suit, and then additional accessories such as a handbag or tie. Accessories are much cheaper than the dress itself, so you need to sell the more expensive item first.

• friendship method

Persuasion techniques work best when the person is outwardly attractive. Studies have shown that physically attractive people are much more likely to have successful negotiations. A pleasant external appearance suggests that a person is more successful, talented, smart and honest. Therefore, to achieve success, try to follow the appearance.

• Wait method

In 1991, the people of Israel were warned of a possible chemical attack from Iraq. Issued special protective equipment. Later, ballistic missiles were fired at Israel, but chemical weapons were not used. Residents of Israel began to turn to medical institutions with a request for help, allegedly feeling the effects of chemical weapons. This case shows how convincing the law of expectation can be.

• Association Method

Candidates for the presidency often turn to this technique during the election campaign. Candidates use the words of former presidents in the opposite party in their campaign speeches. For example, Republicans cite Democrats, thus endearing them to the latter. This method of persuasion, if properly handled, can significantly increase the number of votes.

• sequence method

President Clinton has lost the confidence of many citizens due to the fact that his course, which he adhered to after the election, did not coincide with the pre-election one. That is, people, seeing the inconsistency of actions, begin to look for another option.

• conformism method

For the most part, people are led and subject to public opinion. But usually public opinion is very easily swayed, and this can play into the hands of masters of persuasion.

• Consumer behavior: types, management and motivation

Expert opinion

When the Best Persuasion Techniques Don't Work

Igor Loginov,

General Director and Founder of Veneta Systems, St. Petersburg

In 2007, the company had such an incident. Mass layoffs began in the logistics department, people did not want to work, they went on sick leave. The reason for this was the unhealthy atmosphere in the team. I tried absolutely every method of persuasion, which did not lead to anything.

What convinced the staff of the logistics department to work efficiently. I came up with this method of persuasion - the idea of ​​​​buying new cars for employees. Having bought new cars, I set a condition for people that they should redeem the property within five years. For many of them, a new car is a pipe dream that got a chance to come true. Using this method of persuasion, I achieved a stable work of the team for the next five years.

Even taking into account the fact that the loan was paid by the company, this method of persuasion turned out to be not too costly. The loan amounted to 9 thousand rubles, and the driver's salary decreased by only 3 thousand, but the percentage of the bank was paid by the drivers themselves. In addition, we paid compensation for the use of personal vehicles. Therefore, this option was very beneficial for employees.

Results. This method of persuasion worked very well. . The company's costs per employee, of course, increased slightly, but its efficiency increased by 1.5 times. Credit prevented people from taking sick leave, quitting, or not going to work. Improved team discipline. New employees, seeing how others work, could not afford to work worse. Significantly reduced turnover. The situation in the department has stabilized. I was very pleased with the result.

Information about experts

Mikhail Urzhumtsev, General Director of OAO Melon Fashion Group, St. Petersburg. The St. Petersburg clothing company Melon Fashion Group owns the Zarina, befree and Love Republic chains.

Igor Loginov, CEO and founder of Veneta Systems, St. Petersburg. Field of activity: restoration of the printing properties of cartridges for printers, faxes and photocopiers. Number of personnel: 130. Annual turnover: 200 million rubles. (in 2013).

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 right).

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 lot of time and effort from the one who wants to convey thoughts and attitudes, while suggestion happens 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 applied. 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

The word is a great instrument of human communication and boundless influence on people. Managers often care about the content of the verbal impact, and at the same time carelessly about its form, which is no less important. What, for example, is meant when we talk about the technique of verbal persuasion? These are diction (clear pronunciation of sounds), expressive pronunciation (in particular, the correct use of logical stresses), loudness (depending on the audience), the ability to control one's gestures and facial expressions, a clear logical structure of speech, the presence of pauses, short breaks.

It should be noted that it is not only the word that convinces, but also the deed, therefore, it is not worth counting on persuasive influence only on words, even correctly and intelligibly spoken, but not confirmed by concrete deeds.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

www.elitarium.ru

Effective methods of persuasion

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

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

So, 10 basic methods and psychological ways of persuasion

10 methods - sequence of application

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

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

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

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

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

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

trenermozga.ru

Methods of psychological influence on a person

The social environment in which a person lives from birth implies communication. In the process of communication and perception of information, we are subjected to psychological influence, without suspecting it. These manifestations are studied by psychology. The same science explores the methods of influence in the communication of people with each other at work, at home and in any other place.

Methods of psychological influence and their differences

Methods of psychological influence on a person's personality in psychology are:

• infection;
• suggestion;
• belief;
• imitation.

Some of these methods you have already used unconsciously, and which of these methods have been tested on you. Infection, suggestion, persuasion and imitation are ways of influencing the psychological state of people. Let's analyze them in detail so as not to fall into the street of scammers.

Infection

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

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

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

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

But it is possible to “infect” not only with negative emotions. Laughter, fun, a positive attitude towards life are contagious.

Suggestion

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

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

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

You can inspire people with your thoughts only with a confident voice.

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

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

Suggestion works especially well if you combine the meaning of the words with the help of which the suggestion occurs with external information that is familiar and understandable to the suggested. If you try to direct a person to the "true path" and at the same time draw a parallel with those facts that are close to him, this will have a strong psychological effect on him. If you want to prove to a person that as a result of the actions suggested to him, he will be satisfied, give an example of a negative result that awaits him otherwise.

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

Belief

Persuasion is one of the most harmless and effective methods of psychological influence on a person. It is based on facts that become clear as a result of building a logical chain of thought. Using various methods of influencing people, one should take into account the level of intellectual development of the opponent. To prove something to a person who is below you in mental development is ridiculous. Your arguments will not be understood and accepted. If you are trying to convince someone who is smarter than you, it will look ridiculous.

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

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

So everything matched:

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

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

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

• Aggressive. It is built on the contradiction of proven facts. This proves to the person that you are an extraordinary person and very different from him. He has a desire to listen to you and unravel the logical chain that you have confused. Therefore, he carefully listens to every word. But such a strategy of psychological impact on a person is typical for professionals of the word and persuasion.
• Passive. This strategy only works if you know the person well. Carefully citing examples from his and your own life, comparing them with cases known to the whole wide world, you bring your opponent to the idea that you want to convey to him. Do not allow inconsistencies and discrepancies in judgments. This will throw the work done a few positions back.

Now you know how to psychologically influence a person during a conversation. Use the Persuasion method, applying the laws of logic and building logical chains.

Leonardo DiCaprio and Matt Damon in The Departed

Imitation

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

Means of psychological influence on a person

On the example of one of the means of psychological influence on the masses, we can consider advertising, which has become commonplace. Relatively recently, advertising existed as signs in stores, cafes or catering establishments. These were the usual posters recommending movie screenings or concerts of pop stars.

Today, advertising has turned into large-scale high-quality videos that not only inform people about a product, performance or announcement, they make them choose one or another product, shape the formation of values ​​and direct people’s thoughts and actions in the right direction. It is important to pay attention to what your children are watching, as there are influences that have a devastating effect on the personality.

Many believe that the psychological impact of advertising is the engine of trade (a hackneyed phrase, but it's true), others believe that demand implies the release of new products, the struggle for superiority between which is decided through advertising. This is one of the most effective means that have an impact on the mass of people and force them to act according to dictation.

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

The goals of psychological impact on a person

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

The director in a team of subordinates, using psychological methods of influencing the interlocutor, has his own goal - to rally people or give them food for thought and action for the benefit of the company in which they work.

The psychological influence of parents on their children suggests the goal of raising them to be good, well-mannered and law-abiding citizens.

Parents know how to psychologically influence their child, for example, to make him laugh

The psychological impact of advertising is aimed at making people buy this or that advertised product, vote for the right candidate, or watch a movie that has been spent a lot of money and must be returned as soon as possible.

Not always methods of influencing people imply following a good idea. This can be seen in the case of suicide bombers. After all, these people were subjected to suggestion, processing and hypnosis in order to destroy their own kind. Together with the mass of people they kill, they die themselves. And that goes against human nature. Consequently, with the help of psychological influence, one can radically change the worldview of a person, make him a puppet in the wrong hands and force him to act contrary to common sense.

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

sunmag.me

persuasion techniques

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

psyera.ru

Basic psychological techniques for persuading people

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

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

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

So the first universal rule of persuasion is reciprocity.

The third rule of persuasion is based on AUTHORITY

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

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 negotiating involved students from two well-known business schools studying for a master's degree in business administration.

lichnorastu.ru

04/11/2012 Anna Sokolova

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

These blog articles should be of interest to you:

berichnow.ru

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

The first universal rule of persuasion is reciprocity.

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

One of the best demonstrations of the principle of reciprocity comes from a series of studies done in restaurants. For example, when you last dined at a restaurant, it is highly 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.

The second universal principle of persuasion is based on RARE

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

It is not enough to simply tell people about the benefits they will receive by choosing your product or service. 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 can convince more patients to perform the recommended exercises if they hang their medical diplomas and certificates on the walls of the office. Also in the parking lot, you are more likely to move your car at the request of a stranger if he is wearing a uniform and not ordinary clothes.

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

And here science makes an unexpected conclusion. If you are advertised, it turns out that it does not matter whether your agent receives a profit from this or not. So one real estate firm was able to increase both the number of real estate appraisal bookings and the number of contracts subsequently awarded by advising consultants responding to client requests to start the conversation by mentioning the experience and merits of the firm's agents. For example, to a rental request, the response was something like this: “Let me put you in touch with Sandra, who has been leasing clients for over 15 years.” Clients interested in selling property were brought in with the advice: "You'd better talk to Peter, he's the head of our real estate department and has over 20 years of experience in the field." The result of these recommendations was a 20% increase in consultations and a 15% increase in contracting—not bad at all for such an innocuous method of persuading a person, which, moreover, requires no expense.

The next principle of persuasion is SEQUENCE

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

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

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

The fifth method of persuasion is based on sympathy.

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

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

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

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

The last principle of persuasion is CONSENT

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

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

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

So here they are, six science-backed persuasion techniques that are based on simple and often cost-effective practical techniques that can multiply your ability to persuade people and influence their behavior in a completely honest way. These are the secrets of the science of persuasion, applied in various areas of life, ranging from simple interpersonal communication to their use in advertising and marketing.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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