Means and goals of psychological influence. Psychological influence on a person - what is it in psychology

Name Definition Application
Information and psychological impact (information and propaganda, ideological) is the impact of the word, information The main purpose of such influence is the formation of certain ideological (social) ideas, views, and beliefs. At the same time, it evokes positive or negative emotions, feelings and even violent mass reactions in people, forms stable images-representations.
Psychogenic impact this is a consequence of: physical or shock effects of environmental conditions or some events on the brain, as a result of which there is a violation of normal neuropsychic activity As a result of a brain injury, a person loses the ability to think rationally, his memory disappears, etc. Or he is exposed to such physical factors (sound, lighting, temperature, etc.), which, through certain physiological reactions, change the state of his psyche. An illustrative case of psychogenic influence is the influence of color on the psychophysiological and emotional state of a person. It has been experimentally established that under the influence of purple, red, orange and yellow colors, the breathing and pulse of a person quickens and deepens, his blood pressure rises, and green, blue, indigo and violet colors have the opposite effect. The first group of colors is exciting, the second is soothing.

End of table 5.1
Psychoanalytic (psycho-correctional) impact this is the impact on the subconscious of a person by therapeutic means, especially in a state of hypnosis or deep sleep In the process of sound control of the psyche of people and their behavior, verbal suggestions (commands) in an encoded form are output to any carrier of sound information (audio cassettes, radio or television programs, sound effects). A person listens to music or the sound of the surf in the rest room, follows the dialogues of the characters in the film and does not suspect that they contain commands that are not perceived by consciousness, but are always recorded by the subconscious, forcing him to subsequently do what is prescribed.
Neurolinguistic Impact(NLP - Neuro Linguistic Programming) introduction into the consciousness of special linguistic programs that change the motivation of people The main means of influence are specially selected verbal (verbal) and non-verbal linguistic programs, the assimilation of the content of which allows you to change the beliefs, views and ideas of a person (both an individual and entire groups of people) in a given direction. Psychoanalytic and neurolinguistic types of influences are useful when they are used for humane purposes. If they are used to conquer and ensure dominance over other people, then they are a means of psychological violence.
Psychotronic (parapsychological, extrasensory) influence this is an impact on other people, carried out by transmitting information through extrasensory (unconscious) perception If during the film one more frame per second is added to twenty-four frames per second - the 25th - with completely different information, then the audience does not notice it, but it significantly affects their emotional state and behavior. This is the “phenomenon of the 25th frame”, which is explained by the fact that a person has not only a sensory (conscious) range of perception, but also a subsensory (unconscious) range, in which information is assimilated by the psyche, bypassing consciousness
Psychotropic effect is the impact on the psyche of people with the help of medicines, chemicals or biological substances Some odorous substances have a strong effect on the psyche. The American psychiatrist A. Hirsch found that certain smells cause specific actions and behavior of a person. He started with a simple but very profitable business. He distributed the essence he had specially developed in various sections of the shops and found that there was a sharp increase in sales of goods compared to the unpollinated sections. Odors also affect productivity. With the help of smells, you can raise or lower blood pressure, slow down or speed up your heartbeat, excite or, conversely, put you to sleep.

There is another approach to identify ways in which partners influence each other. These include: infection, suggestion, persuasion and imitation.

Infection. In its most general form, it can be defined as an unconscious, involuntary susceptibility of a person to certain mental states. It manifests itself through the transmission of a certain emotional state or, in the words of the famous psychologist B.D. Parygin, mental attitude.

Examples are the applause at the performance of a popular actor, which, having played the role of an impulse, "infect" the hall with a general mood, "sickness" in stadiums during sports competitions. Formal and informal leaders of any team, as a rule, represent a model of an amplifier of a certain mental attitude that may arise in a group.

It has been experimentally established that the higher the level of personality development, the more critical its attitude to the impact and, thus, the weaker the action of the “infection” mechanism.

Suggestion. This is a purposeful, unreasoned impact of one person on another. When suggesting ( suggestions) the process of information transfer is carried out, based on its non-critical perception. The phenomenon of resistance to suggestive influence is called countersuggestion. Suggestion is made by direct inoculation of mental states, and does not need proofs and logic. Suggestion is an emotional-volitional influence. The effect of suggestion depends on age and condition: children are more suggestible than adults. Tired, physically weakened people are more suggestible. It has been experimentally proven that the decisive condition for effective suggestion is the authority of the suggester. I distinguish 3 types protection against suggestion :

Avoidance. Avoidance of sources of influence, avoidance of contacts with a partner is implied.

Misunderstanding. It is far from always possible to identify the source of information as dangerous, alien or non-authoritative and thus protect against unwanted influence. Quite often, some potentially dangerous information for a person can also come from people whom we generally and generally trust. In this case, the defense will be a kind of misunderstanding of the message itself. You can learn about what levels of misunderstanding exist and how to overcome them from the material on the communicative side of communication.

Belief. It is built on the fact that with the help of rationale to achieve consent from the person receiving the information. Persuasion is an intellectual impact on the consciousness of the individual through an appeal to her own critical judgment.

Imitation. Its specificity, in contrast to infection and suggestion, lies in the fact that here it is not a simple acceptance of the external features of the behavior of another person, but the reproduction by him of the features and images of the demonstrated behavior. Since we are talking about the assimilation of the proposed patterns of behavior, there are two plans for imitation, either for a specific person, or for the norms of behavior developed by the group.

In addition to the psychological impact, communication also implies interaction , which is always present in the form of two components:

2) style interactions (how a person interacts with others).

You can talk about productive or unproductive interaction style. Each situation dictates its own style of behavior and actions: in each of them, a person “feeds” himself differently, and if this self-feeding is not adequate, interaction is difficult. If a style is formed on the basis of actions in a particular situation, and then mechanically transferred to another situation, then, naturally, success cannot be guaranteed.

To assess the style of interaction, there are the following criteria:

1) the nature of the activity in the position of partners;

2) the nature of the goals put forward;

3) nature of liability;

4) the nature of the relationship that arises between the partners;

5) the nature of the functioning of the identification mechanism.

In addition to species, there are usually several interaction types, The most common is their division in terms of performance: for cooperation and competition.

Cooperation - this is such an interaction in which its subjects reach a mutual agreement on the goals pursued and strive not to violate it as long as their interests coincide.

Competition - this is an interaction characterized by the achievement of individual or group goals and interests in the conditions of confrontation between people.

In both cases, both the type of interaction (cooperation or rivalry) and the degree of expression of this interaction (successful or less successful cooperation) determine the nature of interpersonal relationships.

In the process of implementing these types of interaction, as a rule, the following leading strategies of behavior in interaction appear (Fig. 5.4):

1. Cooperation is aimed at the full satisfaction of the participants in the interaction of their needs without infringing on the interests of the other (the motives of cooperation or competition are realized).

2. Rivalry(opposition) involves focusing solely on one's own goals without taking into account the goals of communication partners (individualism).

3. Compromise is realized in the private achievement of the goals of partners for the sake of conditional equality.

4. Compliance (adaptation) involves the sacrifice of one's own goals in order to achieve the goals of a partner (altruism).

5. Avoidance represents a withdrawal from contact, the loss of one's own goals to exclude the gain of another.

Fig.5.4. The main strategies of behavior in the process of interaction

One of the most famous attempts to develop a typology of interaction belongs to R. Bailes. He developed a scheme that allows, according to a single plan, to register various types of interaction in a group. R. Bailes fixed with the help of the method of observation those real manifestations of interactions that could be seen in a group of children performing some joint activity. The initial list of such types of interactions turned out to be very extensive (about 82 items) and, therefore, was unsuitable for constructing an experiment. R. Bailes reduced the observed patterns of interactions into categories, suggesting that, in principle, each group activity can be described using four categories in which its manifestations are recorded: the area of ​​positive emotions, the area of ​​negative emotions, the area of ​​problem solving and the area of ​​setting these problems. Then all the recorded types of interactions were divided into four headings (Table 5.2).

Table 5.2

Main areas of interaction

and corresponding behavioral manifestations (according to R. Bales)

The resulting 12 types of interaction were left by R. Bales, on the one hand, as the minimum that is necessary to take into account all possible types of interaction; on the other hand, as the maximum that is allowed in the experiment.

R. Bayles' scheme has become widespread, despite a number of significant criticisms made against it. These remarks boil down to the fact that: there is no logical justification for the existence of precisely twelve possible types of interaction; there is no single basis on which the communicative manifestations of individuals (for example, expressing an opinion) and their direct manifestations in “actions” (for example, repulsing another when performing some action, etc.) were singled out; the description of the content of the general group activity is completely omitted, i.e. only formal moments of interaction are captured.

When studying “dyadic interaction” (it was studied in detail by American social psychologists J. Thibaut and G. Kelly), the “prisoner’s dilemma” proposed on the basis of mathematical game theory (Andreeva, Bogomolova, Petrovskaya, 1978) is used. In the experiment, a certain situation is set: two prisoners are in captivity and are deprived of the opportunity to communicate. A matrix is ​​built, which fixes the possible strategies for their interaction during interrogation, when each will answer, not knowing exactly how the other behaves. If we accept the two extreme possibilities of their behavior: "confess" and "not confess", then, in principle, everyone has exactly this alternative. However, the result will be different, depending on which of the answers each chooses. Four situations can emerge from combinations of different prisoner strategies: both confess; the first is conscious, the second is not; the second confesses, but the first does not; both are unaware. The matrix captures these four possible combinations. In this case, the payoff is calculated, which will be obtained with various combinations of these strategies for each "player". This payoff is the "outcome" in each model of the game situation (Fig. 5.5).

Rice. 5.5. The Prisoner's Dilemma

The application in this case of certain provisions of game theory creates a tempting prospect of not only describing, but also predicting the behavior of each participant in the interaction.

The approach to analyzing the situation depending on the positions taken by partners is developing in line with transactional analysis, a direction that has gained immense popularity throughout the world in recent decades. Suffice it to say that the books of E. Berne “Games that people play. People who play games”, T. Harris “I’m ok – you’re ok”, and M. Jace and D. Jonjewal “Born to Win”, dedicated to the theory and practice of transactional analysis, sold millions of copies. Perhaps the basis for such a huge popularity of this direction was its logicality, apparent obviousness and openness to non-specialists, not to mention the fact that teaching communication through transactional analysis really contributes to the ability of people to interact.

The scheme developed by E. Berne is widely known and most widely used, in which the main concepts are the states of the Self and transactions, i.e. units of communication. E. Bern divided the repertoire of these states into the following categories:

1) states of the Self, similar to the images of parents, I–Parent;

2) states of I, aimed at an objective assessment of reality, I- Adult;

3) states of the ego, still active from the moment of their fixation in early childhood and representing archaic remnants, I–Child (I–Child).

These positions are in no way necessarily connected with the corresponding social role: they are only a purely psychological description of a certain strategy in interaction. The position of the Child can be defined as the position “I want!”, the position of the Parent as “I must!”, the position of the Adult is the association “I want” and "should". On fig. 5.6 presents images of these personal positions, in order to get a more complete picture of our current state and position and the current state and position of our interlocutor, use the data in Table. 5.3.

Rice. 5.6. The main characteristics of I-positions according to E Bern

Interaction is effective when transactions are "additional" in nature, i.e. coincide: for example, if a partner addresses another as an Adult, then he also answers from the same position (Fig.). If one of the participants in the interaction addresses the other from the position of the Adult, and the latter answers him from the position of the Parent, then the interaction is disrupted and may stop altogether. In this case, the transactions are "overlapping" (Figure 5.7).

At equal In relationships, partners are on the same positions and respond exactly from the position from which the partner expects. That is why this subspecies can be called communication with complete mutual understanding.

Unequal communication can be illustrated as follows.

The leader says: “You messed up again - you can’t be entrusted with anything!”, And the subordinate replies: “Well, what can you do, I’m generally incapable.” Here, the actions do not consist in the transfer of information, but most often in the evaluation of communication partners (Fig. 5.7).

Table 5.3

Key Features of Parent, Adult, and Child Positions

Main characteristics Parent Adult Child
Characteristic words and expressions "Everyone knows that you should never .."; "I don't understand how this is allowed..." "How?"; "What?"; "When?"; "Where?"; "Why?"; "Maybe..."; "Probably..." "I'm angry with you"; "That's great!"; "Fine!"; "Disgusting!"
intonation Blaming Condescending Critical Restraining reality bound very emotional
State Haughty Extra-correct Very decent Mindfulness Finding Information Clumsy Playful Depressed Oppressed
Facial expression Frowning Dissatisfied Worried Open eyes Maximum attention Depression Surprise
Poses Hands at the sides Pointing finger Hands folded across the chest Tilt forward to the interlocutor, the head turns after him Spontaneous mobility (clench fists, walk, pull button)

The next type of transaction is intersecting interaction. Elements of this communication are much rarer. Essentially, an intersecting interaction is a "wrong" interaction. Its incorrectness lies in the fact that the partners, on the one hand, demonstrate the inadequacy of understanding the position and actions of the other participant in the interaction, and on the other hand, clearly show their own intentions and actions.

Rice. 5.7. Main types of transactions

For example: the husband asks: "What time is it?", and the wife replies: "Can't you look at your watch?" In this situation, one interlocutor wanted to receive information, while the other did not understand him or did not want to understand. If they do not find mutual understanding and communication does not turn into additional interaction, then such a conversation is potentially conflicting.

The third type of transaction is hidden interactions. These are such interactions that simultaneously include two levels: explicit, verbally expressed, and hidden, implied. Let's imagine that two employees are sitting in the most boring meeting and such a conversation takes place between them.

“Don't forget, customers will come to us by four,” says the first employee.

“Yes, perhaps I’ll have to leave now,” the second answers him. (This is an example of an explicit interaction.)

- Wild boredom. Maybe we can run away? - offers the first employee.

Well done, good idea! - answers him the second. (This is an example of covert interaction.)

In this case, what is said openly is a cover for what is meant. Explicit and implicit interaction occur from different positions. Explicit - from the position of "adult - adult", and hidden - from the position of "child - child".

The use of hidden transactions implies either a deep knowledge of the partner, or greater sensitivity to non-verbal means of communication - tone of voice, intonation, facial expressions and gesture, since they are the ones that most often convey hidden content.

Communication styles. In communication with the outside world, a person accumulates life experience, gets the opportunity for self-realization. Finding ourselves in this or that situation, each of us is looking for a way to “feed” ourselves. What are we guided by when choosing this or that manner of communication?

Communication styles qualitatively reveal a person's behavior in his relationships with others. In this case, the choice of style is determined by a number of factors:

1. What is the purpose of communication we pursue? If in the process of communication it is important for us to know ourselves deeper, then we will make every effort to make our relationship trusting and objective. Sometimes there is a need to influence the minds of others. Even when discussing a read book that excited us, we are not indifferent to the opinion of opponents. Is this movie worth watching? Why should preference be given to your candidacy when applying for a job? The result of communication will depend on the persuasiveness of our arguments.

2. The situation in which it is carried out. In an informal home setting with an old childhood friend, we are unlikely to want to discuss global scientific or political problems. What can not be said about the members of the symposia.

3. The status, personal qualities, worldview and position of the interlocutor affect those who communicate. Using the language of aphorisms, this can be said like this: "A diplomat will think twice before saying nothing."

There are different styles of communication in psychology, but the main ones are: ritualistic, humanistic, manipulative, imperative(Table 5.4).

Table 5.4

Basic Interaction Styles

ritual style Ritual style is usually given by some culture. A person accustomed to a different ritual, having received such a response that goes beyond his cultural notions, will be puzzled how to interact further. This style is usually given by the culture in which the person lives. In it we realize ourselves as a product of society. The main task of this type of communication is to maintain connection with the environment, to maintain the idea of ​​us as members of society. At the same time, we need a partner as an attribute to perform a certain ritual. For example, greeting, saying goodbye, throwing on the go to a friend: “How are you?” - we just adhere to the traditional foundations of society, by and large, we are not obligated to anything

End of table 5.4
imperative style This is an authoritarian, directive form of interaction. It combines authoritarian and liberal communication. The purpose of the imperative style is to achieve control over the behavior of another, over his attitudes or coercion to certain actions and decisions. Orders, instructions and demands are used as means of exerting influence. The spheres where imperative communication is used quite effectively are the relations “chief-subordinate”, military statutory relations, work in extreme conditions.
Manipulative style The manipulative style of action will manifest itself in building such relationships in which the partner is assigned the role of an opponent who needs to be beaten, deceived. If the goal of imperative communication - to gain control over the behavior and thoughts of another person - is not veiled in any way, then when using the manipulative style, the influence on the interlocutor is carried out covertly. In manipulative communication, the interlocutor is perceived not as an integral person, but as a carrier of certain qualities necessary for the manipulator. At the same time, the interlocutor is shown only what will help in achieving the goal. The winner will be the one who turns out to be more resourceful manipulator. Good knowledge of the partner, understanding of the goals, possession of communication techniques can help in this. Most professional tasks can be solved if you successfully use a manipulative style of communication. At the same time, a person who has chosen manipulative communication as the main style of communication eventually begins to perceive himself fragmentarily, switching to stereotypical forms of behavior. At the same time, the use of manipulative skills in one area (for example, in business) usually ends with the transfer of these skills to all other areas of a person’s life.
humanist style The humanistic style of action presupposes communication based on the equality of partners, presupposes a high culture of communication and communicative competence. This is a personal attitude that allows you to satisfy the human need for understanding, empathy, sympathy. The success of communication in this case largely depends on the individual. These are equal interactions that allow mutual understanding to be achieved through a dialogical relationship. This style includes all varieties of dialogic communication: it is an equal interaction, the purpose of which is mutual knowledge, self-knowledge. An example here can be intimate communication, communication between a doctor and a patient, pedagogical communication. The humanistic style of communication is devoid of the imperative and allows you to achieve deep mutual understanding.

The listed styles of communication are just a tendency, an orientation towards certain relationships. But this does not mean at all that only with the help of one of them a person is able to fulfill himself.

It is unlikely that anyone wants to do things and make decisions, obeying the influence of other people. The loss of autonomy and independence is frightening and seems unacceptable to us. And we defend our freedom with all our might, building barriers around ourselves, doing things contrary to extraneous influence, and sometimes common sense. But at the same time, we are not at all averse to learning effective methods by which you can influence other people.

Under the influence in psychology understand the impact on the human psyche in order to change his beliefs, attitudes, mood and behavior. When it comes to the psychology of influence, many represent some kind of secret knowledge and techniques that allow you to control another person without his consent and knowledge.

But this is just one of the many myths that laymen spread about psychology. There are no secret knowledge and forbidden techniques. All mechanisms of psychological influence are familiar to every person from childhood, and each of us is both an object and a subject of influence. We live in a society and hundreds of threads are connected with its other members. V. I. Lenin was right, he somewhat paraphrased the statement of K. Marx: “It is impossible to live in society and be free from society.”

Influence as a socio-psychological necessity

The mutual influence of people on each other is an integral part of social life, that complex system of interactions and interdependencies that we call society. For example, all parents would like their children to grow up to be worthy people, at least as they themselves understand it. Therefore, in the process, they influence children using a variety of ways and methods:

  • persuasion and coercion;
  • reward and punishment;
  • personal examples and outright pressure.

Do children influence their parents in any way? They do, of course. Even very small crumbs sometimes show real talent. Simple: “Mommy, you are my best. I love you so much,” will make any mother’s heart melt. But children say this quite sincerely, and parents, influencing their children, sincerely wish them well.

We influence our friends, sometimes quite strongly changing them, on our subordinates and superiors, and just on casual acquaintances with whom we had a chance to talk. No wonder there is such a saying: "Whoever you behave with, that's what you'll get."

A person is a part of society, and always experiences its influence. Even if he finds himself on a desert island or hiding in a remote taiga, he will not get rid of this influence. Because he will continue to live and perceive the world around him, guided by attitudes and beliefs formed under the influence of other people.

Moreover, being by the will of an evil fate outside of human influence, the child will never grow up as a full-fledged person. This is proved by the examples of the so-called Mowgli children brought up in animal communities. Even an adult, social environment, gradually loses its human appearance.

Spheres of influence

The influence affects three areas of the human psyche:

  • installations,
  • cognition,
  • behavior.

Installation is a perspective of perception of some event, phenomenon, person. As a rule, the installation includes an emotional and evaluative part. So, talking about how interesting it is to study at school, parents form a positive attitude towards school life in the future first-grader. Or, for example, while watching a movie, we may form the mindset that the actor playing the villain is a bad person.

Cognitions are knowledge, beliefs, ideas about the world and oneself. They are also largely the result of the psychological influence of other people, more precisely, the information they transmit. If we respect the source of information (a person, the media, a social institution) and trust him, then the knowledge he spreads becomes part of our ideas about the world around us, and we will not even treat them critically, taking them on faith.

It is more difficult to change a person's behavior, since the influence affects mental processes, and not directly. But it is possible to form this change, to create a system of incentives that encourage a person to take certain actions. In any case, it is the “tuning” of behavior that is the main goal of influence.

Why are we so afraid of becoming an object of influence

If mutual influences are a natural part of human relationships, then why are we so afraid of becoming an object of influence?

The reason lies in the peculiarities of self-identification, that is, in the subject as a separate and independent from other people. Awareness of one's own "I", the isolation of oneself from society occurs in a child at the age of 3 years and is one of the main reasons. It manifests itself in demonstrative independence and disobedience to adults. So, a three-year-old kid, having heard from his mother a ban on walking through puddles, can specifically start spanking them, or even sit in the mud. The child deliberately resists influence, trying to prove his independence.

The crisis of 3 years is successfully overcome, but to lose the sense of one's own "I", to dissolve in a faceless mass, remains for life. Therefore, we react so negatively to attempts to impose someone else's opinion on us, to influence our decisions and actions. And by the way, for the same reason we do not notice our own influence on other people. After all, nothing threatens our self-identity here, rather, on the contrary, we affirm our own independence by influencing others.

Types of influence. Influence and manipulation

A person is constantly in a single field of social interaction, where he acts both as an object and as a subject of influence. We are affected not only by individuals, social groups and public opinion, but also by natural phenomena, things, events that happen to us and to other people. The rain that began before a walk can spoil our mood and force us to change plans, and the armed one, which happened hundreds of kilometers from us, can change our worldview.

But here we are looking at influences in the sphere of interpersonal relationships. In social psychology, there are several types of them.

Conscious and unconscious influence

They speak of conscious and purposeful influence when the subject of influence knows exactly what he wants to achieve and how he intends to change the behavior of the object. Conscious influence can be directed both to the views of a person and to his emotional sphere, but the ultimate goal is still certain actions and actions.

The reasons why one person consciously influences another may be different. If the main one is to obtain personal gain, then such influence is called manipulation. But influence can also serve other purposes. For example, pedagogical influence is aimed at the formation of the child. In fact, it does not always benefit the object of influence, but this is what is considered as the main task of education.

In the social environment, in the process of human interaction, many acts of unconscious influence constantly occur. A person not only infects other people with his behavior, but he himself, without realizing this, adopts their habits, manners, and beliefs. First of all, we unconsciously imitate those whom we sympathize with and whom we respect: our friends, parents, teachers, colleagues, movie heroes. The more interesting and the person is, the more people around him fall under his influence, whether he wants it or not.

Overt and covert influence

Open influence is such a type of influence when the object, or as it is also called, the addressee, understands that it is being influenced by inducing, pushing or forcing to some actions. This is an unpleasant sensation, but in this case a person has a choice - to submit to the influence or to evade it, to resist. Avoiding is not easy when people in power are influencing. Nevertheless, the addressee can at least try to defend his independence and the right to make an independent decision.

But hidden influence is, on the one hand, a less ethical type of influence, and on the other hand, the most effective. Not knowing that it is being influenced, the object does not even resist and cannot oppose anything to the subject. Conscious, purposeful and hidden influence is manipulation, the most dangerous type of influence.

Destructive and creative influence

We are accustomed to believing that any influence is always bad, as it involves pressure on a person. Therefore, realizing the impact on us, we begin to actively resist, often doing "on the contrary", out of spite, we commit rash acts, mistakes, and often outright stupidity.

But not every influence is destructive, not every one leads to the infringement of the rights and freedoms of the individual. It is not uncommon for an influencer to be interested precisely in preserving the identity of his addressee, in preventing mistakes that he may make, in helping him choose the right path. Parents who raise a child, teachers who form a correct picture of the world in a student, relatives and friends who want to save a person they love from - all these are examples of creative influence.

Methods of psychological influence

Various strategies for influencing people are the product of the long development of society. Most of them were not purposefully designed as manipulation tools, and people also often use them intuitively.

  • Psychic infection is the most ancient method of influence, based largely on reflex reactions. This impact is not realized by either the subject or the object of influence. Mental contagion occurs on an emotional level. The most striking example is the panic that seizes people like wildfire.
  • Coercion is a type of influence in which a clear or hidden threat is used. The threat is not necessarily associated with physical violence, it may be related to material well-being, restriction of freedom, deprivation of the opportunity to do what you love, etc.
  • Request. Unlike coercion, there is no threat in this technique. The instrument of influence here is a call to a certain action, which is desirable for the subject of influence. Flattery, persuasion, fawning, etc. can be used as additional leverage.
  • Persuasion is a conscious and purposeful influence, the main tool of which is rational arguments.
  • Suggestion differs from persuasion in the absence of arguments and appeal to reason. Suggestion is based on an irrational, uncritical perception of information that comes from an authoritative source. The factor of faith plays an important role in suggestion.
  • Awakening the need to imitate. The very imitation of someone is often unconscious, but the subject of influence, for example, a teacher or parent, can purposefully create an attractive image in children and students that they want to imitate.
  • destructive criticism. This method is aimed at causing the object to feel dissatisfied with himself and make the person change his behavior.

These are the main methods of influence that are most often used in interpersonal relationships. Often they are used in combination, supported by the authority of the subject of influence, links to other even more authoritative sources, such as the media, books, the Internet, etc.

What determines the success of influence

If influence is such a widespread process, then why do some people manage to influence others, while others are not able to? The fact is that everyone has the ability to influence other members of society, but the degree of its severity is different. There are several categories of people whose influence has special power:

  • Those who have the makings of a leader and have the gift of persuasion and suggestion.
  • Strong personalities with pronounced charisma, that is, exceptional in terms of and, which is complemented by personal charm.
  • Good psychologists, and not necessarily professional ones. There are people who very subtly feel all the nuances of the mood and mental state of their partners. They know what strings they can pull and, if they wish, they can find the most effective channels of influence on a person.
  • Those who own important, meaningful information for people or who know how to present themselves as such informed individuals.

The effectiveness of influence depends not only on the subject, but also on the object of influence. The less self-confident a person is, the lower his self-esteem, the easier he can become dependent on a manipulator. Therefore, in order to learn how to resist the influence of others, you need to start with self-development.

A brief summary of the main methods and theories on influence, types of psychological influence, counteracting destructive criticism, destructive statements and methods of resisting influence, as well as the author's own developments.

This publication is a compilation of a number of methodologies and theories on influence, as well as our own developments. Psychological influence is carried out to achieve the following goals:

  • to satisfy their needs with the help of others or through them;
  • to confirm the fact of its existence and the significance of this fact;
  • to overcome the space-time limitations of their own existence.

In the first case, influence is used in order to achieve the satisfaction of other needs (material, spiritual), and not the actual need for influence.

In the second case, influence serves as a sign, indication, proof of the existence of the influencer and the significance of his existence (the need for recognition).

In the third case, influence itself is a need and acts as one of the forms of the main aspiration of all living things - overcoming the spatio-temporal constraints of the context, behavior, identification, etc.

Criteria for evaluating the impact - whether it contributes to conservation:

2. Business relationship.

3. Personal integrity.

Types of psychological influence and opposition

Manipulation is primarily hidden ways to control others. However, very often any psychological impact is declared manipulation. That this is not the case can be seen by considering the list of different types of psychological influence:

1. Persuasion. Conscious reasoned influence on another person or group of people, with the aim of forming or changing a judgment, attitude, intention or decision.

2. Self-promotion. Announcing your goals and presenting evidence of your competence and qualifications in order to be appreciated and thereby gain advantages in a situation of choice by others, appointment to a position, etc.

3. Suggestion. Conscious unreasoned impact on a person or a group of people, aimed at changing their state, attitude towards something and predisposition to certain actions.

4. Infection. The transfer of one's state or attitude to another person or group of people who somehow (not yet found an explanation) adopt this state or attitude. This state can be transmitted both involuntarily and arbitrarily; to be assimilated - also involuntarily or voluntarily.

5. Awakening the impulse to imitate. The ability to arouse the desire to be like oneself. This ability can be both involuntary manifested and arbitrarily used. The desire to imitate and imitation (copying someone else's behavior and way of thinking) can also be arbitrary or involuntary.

6. Formation of favor. Attracting the involuntary attention of the addressee to oneself by the initiator showing his own originality and attractiveness, expressing favorable judgments about the addressee, imitating him or rendering him a service.

7. Please. Appeal to the addressee with an appeal to satisfy the needs or desires of the initiator of the impact.

8. Coercion. The threat of the initiator using its control capabilities in order to achieve the desired behavior from the addressee. Controlling capabilities are the powers to deprive the addressee of any benefits or to change the conditions of his life and work. In the most rude forms of coercion, threats of physical violence, restrictions on freedom can be used. Subjectively, coercion is experienced as pressure: by the initiator - as their own pressure, by the addressee - as pressure from the initiator or "circumstances".

9. Attack. A sudden attack on someone else's psyche, conscious or impulsive, and is a form of emotional stress relief. Making disparaging or offensive judgments about a person's personality and / or rude aggressive condemnation, defamation or ridicule of his deeds and actions. The main forms of attack are destructive criticism, destructive statements, destructive advice.

10. Manipulation. The hidden motivation of the addressee to experience certain states, make decisions and / or perform actions necessary for the initiator to achieve his own goals.

Destructive criticism

  • Disparaging or offensive judgments about a person's personality.
  • Rough, aggressive condemnation, defamation or ridicule of his deeds and deeds, significant people for him, social communities, ideas, values, works, material / cultural objects, etc.
  • Rhetorical questions aimed at discovering and “correcting” shortcomings.

The destructiveness of such criticism is that it does not allow a person to "save face", diverts his strength to fight the negative emotions that have arisen, and takes away his faith in himself.

The difference between destructive criticism and suggestion lies in the fact that when suggesting, the conscious goal is to "improve" the behavior of another (unconscious - liberation from annoyance and anger, a manifestation of strength or revenge). But at the same time, the behavior patterns that are described in the suggestion formulas are not fixed (!) “You are a frivolous person! It's time for you to take life seriously!"

Destructive criticism reinforces a negative pattern of behavior.

Destructive statements

  • Mentions and reminders of objective facts of a biography that a person is not able to change and which he most often could not influence (national, social, racial origin; urban or rural origin; occupation of parents; illegal behavior of someone close, their alcoholism or drug addiction in the family; hereditary and chronic diseases; natural constitution: height, facial features, myopia, impaired vision, hearing, speech, etc.
  • "Friendly", "harmless" references and allusions to mistakes, blunders and violations made by others in the past; playful reference to "old sins" or personal secrets of another.

The effect of such statements is that the addressee of the impact causes a state of confusion, helplessness, confusion, etc.

Destructive advice:

  • Unsolicited recommendations and proposals for changing position, behavior, etc.
  • Peremptory directions, commands and instructions that are not implied by social or working relationships with a partner.

Ways resistance to influence

1. Counterargumentation. Conscious reasoned response to an attempt to persuade, refuting or challenging the arguments of the initiator of the impact.

2. Psychological self-defense. The use of speech formulas and intonation means that allow you to maintain your presence of mind and gain time to think about next steps in a situation of destructive criticism, coercion or manipulation.

3. Information dialogue. Clarification of the partner's position and one's own position through the exchange of questions and answers, messages and proposals.

4. Constructive criticism. Fact-supported discussion of the goals, means or actions of the initiator of the impact and justification of their inconsistency with the goals, conditions and requirements of the addressee.

5. Energy mobilization. The resistance of the addressee to attempts to instill or convey to him a certain state, attitude, intention or course of action.

6. Creativity. The creation of a new one that ignores or overcomes the influence of a pattern, example, or fashion.

7. Evasion. The desire to avoid any form of interaction with the initiator of the impact, including random personal meetings and clashes.

8. Ignoring. Actions indicating that the addressee deliberately does not notice or does not take into account the words, actions or feelings expressed by the addressee.

9. Confrontation. Open and consistent opposition by the addressee of his position and his requirements to the initiator of the impact.

10. Refusal. Expression by the addressee of his disagreement to fulfill the request of the initiator of the impact.

This topic is fully studied in the course "Psychology of Motivation and Influence". It is part of the program of higher education in the specialty of management, the program "Professional skills of a manager", as well as an individual training program in the Elitarium.

Let's look at some basic concepts.

Psychological influence - This is an impact on the mental state, feelings, thoughts and actions of people with the help of exclusively psychological means: verbal, paralinguistic or non-verbal. References to the possibility of applying social sanctions or physical means of influence


E. V. Sidorenko, Personal influence and opposition ...151

Actions should also be considered psychological means, at least until these threats are put into action. The threat of dismissal or beatings are psychological means, the fact of dismissal or beatings is no longer there, these are already social and physical influences. They undoubtedly have a psychological effect, but they are not psychological means themselves.

A characteristic of psychological influence is that the partner who is influenced has the opportunity to respond to it with psychological means. In other words, he is given the right to answer and the time for this answer.

In real life, it is difficult to estimate how likely it is that a threat can be activated, and how quickly this can happen. Therefore, many types of people's influence on each other are mixed, combining psychological, social, and sometimes physical means. However, such methods of influence and opposition to them should be considered already in the context of social confrontation, social struggle or physical self-defense.

Psychological influence is the prerogative of more civilized human relations. Here the interaction takes on the character of psychological contact between two spiritual worlds. All external means are too coarse for his thin fabric.

So, psychological influence is an impact on the state, thoughts, feelings and actions of another person using exclusively psychological means, with the provision of the right and time to respond to this impact.

Resisting other people's influence it is resistance to the influence of another person through psychological means.

Influencer - one of the partners who first attempts to influence in any of the known (or unknown) ways.

Addressee of influence - one of the partners to whom the first attempt to influence is addressed. In further interaction


152

Table 3.2 Types of psychological influence

Type of influence Definition

Belief Conscious reasoned impact on others

a person or group of people with the aim of changing their judgment, attitude, intention or decision

2. Self-promotion - Announcing your goals and presenting evidence
development of their competence and qualifications in order to

to be appreciated and, due to this, to gain advantages in elections, when appointed to a position, etc.

Suggestion A conscious, unreasoned impact on a person

a love or a group of people, with the goal of changing their state, attitude to something and predisposition to certain actions

Contagion The transfer of one's state or attitude to another person

a person or a group of people who somehow (as yet unexplained) accept this state or attitude. The state can be transmitted both involuntarily and arbitrarily, assimilated - also involuntarily or arbitrarily

5. Awakening The ability to arouse the desire to be like
impulse to yourself. This ability can both involuntarily manifest
to imitate, and to be used arbitrarily. Pursuit

imitate and imitation (copying someone else's behavior and way of thinking) can also be both arbitrary and involuntary

the initiative can pass from one partner to another in attempts to influence each other, but each time the one who first started a series of interactions will be called the initiator, and the one who first experienced his influence will be called the addressee.

Types of influence and opposition to influence

In table. 3.2 gives definitions of various types of influence, in table. 3.3 - different types of resistance to influence. When compiling the tables, the works of domestic and foreign authors were used 1 .

1 DotsenkoE. L. The psychology of manipulation. - M., 1996; ^ope^; HER. Y^gaNuop: A socta! Pzusso10g1ca1 Apanaya - M.U., 1964; RangerS. M. Zsprsk reor!e \\Th.- TogopGo, 1974.


E. V. Sidorenko. Personal influence and opposition... 153

The end of the table. 3.2

6. Forming - Attracting involuntary attention to the address -
goodness through the manifestation by the initiator of his own
inclinations of rowing and attractiveness, saying favorably
clear judgments about the addressee, imitation of him or the eye
giving him services _________________________ -

Request Appeal to the addressee with an appeal to satisfy the

Needs or desires of the initiator of the impact

Coercion

opportunities to achieve the desired behavior from the addressee. Controlling capabilities are the powers to deprive the addressee of any benefits or to change the conditions of his life and work. In the most brutal forms of coercion, threats of physical violence may be used. Subjectively, coercion is experienced as pressure: by the initiator - as their own pressure, by the addressee - as pressure on him from the initiator or "circumstances"

9. Destructive
criticism of judgments about a person's personality and / or rude aggressive
condemnation, reproach or ridicule of his deeds and
mortars. The destructiveness of such criticism is that
it does not allow a person to "save face", distracts
his strength to fight the emerging negative emo
tions, takes away his faith in himself

Manipulation The hidden motivation of the addressee to experience a certain

Led states, making decisions and/or performing actions necessary to achieve the initiator's own goals

The above classification meets not so much the requirements of logical correspondence as phenomenology. experiences influence on both sides. The experience of destructive criticism is qualitatively different from the experience that arises in the process of persuasion. Any person can easily remember this difference in quality. The subject of destructive criticism is the addressee of the impact, the subject of persuasion is something more abstract, detached from him, and therefore not so painfully perceived. Even if a person is convinced that he made a mistake, the subject of discussion is this mistake, and not the person who made it. The distinction between persuasion and destructive criticism is thus at the point of discussion. ;


154 Section III. Interpersonal interaction

Table 3.3 Types of psychological resistance to influence

View [

Opposition Definition

Influence

1. Counterargument - A conscious reasoned response to an attempt
persuasion mentation that refutes or contests an argument

Impact initiator

2. Constructive - Evidence-based discussion of goals, means
criticism or actions of the initiator of the impact and justification for them

non-compliance with the goals, conditions and requirements of the addressee

3. Energetic resistance of the addressee to attempts to inspire or re-
sky mobile - to give him a certain state, attitude, intentions
position or course of action

Creativity Creation of the new, neglecting the influences of the model,

example or fashion or overcoming it

Avoidance Striving to avoid all forms of interaction

with the initiator of the impact, including random personal meetings and collisions

6. Psychological- Application of speech formulas and intonational means,
some self-entitlement to keep the presence of mind and win
rona time to think about the next steps in the situation de
constructive criticism, manipulation or coercion

7. Ignoring - Actions indicating that the addressee intentionally
nie leniently does not notice or does not take into account the words,

Psychological influence is a process that changes the behavior and type of thinking of another person. There are different types of influence (persuasion, infection, suggestion, imitation, etc.) and opposition to influence (ignoring, criticism, refusal, etc.).

The concept of influence

Psychological influence is a concept that is often used in psychology and sociology. It means a process that results in a change in the behavior, attitudes, intentions, desires and ideas of an outsider.

The mechanisms of psychological influence help in realizing the potential of intra-group or mass interaction. The concept implies the use of methods of disintegration or group differentiation.

Features of psychological influence:

  • is spontaneous, unconscious;
  • not subject to social control;
  • used for specific purposes (positive or negative);
  • is an intermediate state of man.

The topic of psychological influence is of particular interest to entrepreneurs, advertisers, marketers and businessmen. With the help of mechanisms of influence, they can sell their goods. The results of the activities of representatives of these professions depend on the ability to use the tools of psychological influence.

The concept of psychologically constructive influence implies that the influence should not negatively affect the individual. Mandatory requirements - psychological literacy and correctness.

The impact on a person is often used by people in everyday life. Usually with selfish intentions or for the purpose of obtaining benefits. Knowing the characteristics of your interlocutor, it is not difficult to achieve the desired result.

Main types

In psychology and sociology, directed and undirected psychological influence is distinguished. Directed methods include such methods of psychological influence as persuasion and suggestion. To the undirected - infection and imitation.

You need to know the difference between criticism and suggestion. Criticism directly indicates how not to do, and suggestion - how to do it. Criticism and suggestion also differ in subject matter.

Designed to relieve certain fears. It is necessary to remove obstacles on the way of information to human consciousness.

Persuasion is a type of influence, the purpose of which is the impact of an individual on the human psyche through appeal to his personal judgment, satisfaction of his needs with the help of other people.

It is implemented through communication with the desired object. The main purpose is to change a person's views on certain things. The first to attempt to talk is the initiator of the conversation.

The basis of persuasion is the individual's conscious attitude to certain information, its introspection, criticism, and evaluation. Persuasion is built on a system of arguments. They are formed according to the laws of logic and must be substantiated by those who induce conviction.

This type of influence is best implemented during discussions, group discussions, and disputes. Basic requirements for persuasion:

  • logic;
  • subsequence;
  • reasoning;
  • validity based on scientifically evidence-based materials.

The success of this type of influence directly depends on the skills of the person who conducts it. If the belief was successfully introduced, then the individual will accept and will continue to be guided in choosing something by new information. In the process, the worldview is transformed.

Persuasion is most commonly used in child-rearing and scientific controversy. It requires great effort and the use of various oratory techniques.

Infection

The oldest method of influence. Most often used in relation to large groups of people - at stadiums, concerts. Especially effective during rallies, protests, strikes. It develops most rapidly in a poorly cohesive team, where the level of organization is poor or completely absent. The main sign of infection is spontaneity.

In the process of such influence, the communicator conveys to the person his mood, mood, emotions, motives. This is realized not through communication, but through the emotional environment. The process of transition of the mood of one person to another is unconscious.

In psychology, the phenomenon of infection is explained as a way of transmitting the emotional state of one individual to another at the psychological level. It happens that both people want to infect at the same time. The one whose emotional charge is stronger will be successful.

The degree of infection of the crowd depends on:

  • level of development;
  • the strength of the energy charge of the communicator;
  • psychological state;
  • age;
  • beliefs;
  • degree of suggestibility;
  • self-awareness;
  • emotional mood, etc.

Infection is like a chain reaction. Initially, one person can become infected, which transfers an emotional charge to another, etc.

This type of influence is easiest to implement in a crowd, because in such a situation a person becomes more vulnerable. Criticality to the assessment and perception of information narrows.

Sometimes speakers use infection in their trainings. Their goal is to motivate listeners, literally infect them with their vital energy.

Suggestion

Suggestion is considered the most dangerous kind of influence. This is the main instrument of influence in various types of hypnotherapy. With its help, you can force a person to perform certain functions, change the type of behavior, thinking or opinion about an object.

Suggestion consists in reducing the criticality of the individual to the information received. Because there is no desire to check it for authenticity.

Suggestion is very effective if a trusting relationship between the interlocutor and the doctor is established. Therefore, the hypnologist, before introducing suggestions, tries to build contact with the patient and only then proceeds to introduce into a trance and impose certain patterns of behavior or thoughts.

An important feature of suggestion is that it is not aimed at the ability to think, but at the willingness to accept a proposal, new thoughts, contradictory statements and implement them. There are 2 forms of this type of influence - autosuggestion (self-suggestion) and heterosuggestion (influence from outside). The hallmark of self-hypnosis is that it is conscious self-regulation.

The results of using suggestion are influenced by the following indicators (in relation to the speaker):

  • authority;
  • status;
  • volitional qualities;
  • self-confidence;
  • categorical tone;
  • expressive intonation;
  • faith in one's strength;
  • the ability to convince, etc.

Suggestion is actively used when presenting information to the media. Another popular source of the introduction of this tool of influence is advertising. It is implemented with the help of bright, short and memorable slogans. This is necessary to achieve your own benefits.

Imitation

One of the most popular forms of behavior in interpersonal contacts. It develops due to the complexes of one of the interlocutors. Wanting to become better, he begins to copy the behavior, manner of communication, walking, intonation, pronunciation and other unique characteristics of another person.

Imitation affects the process of socialization of the individual, its upbringing and development. Young children and adolescents who do not yet have an accurate vision of themselves or a formed character are very vulnerable to this type of influence. They imitate those around them and those they consider authoritative. These are manifestations of conscious imitation.

Unconscious imitation is the result of active influence on the psyche. Counting on a certain reaction, the initiators stimulate it in various ways. This impact is twofold. Depending on the person who uses imitation as a tool of influence, the result may be positive or negative for the other individual.

The most famous manifestation of imitation is fashion. It is a form of standardized mass human behavior. It arises due to the imposition of certain taste preferences.

Minor types of psychological influence

One of the commonly used methods of influence is rumors. These are messages that come from a specific person. They are usually false and are used to humiliate another individual. Often they are not supported by any facts. People perceive rumors because of the desire to quickly get the information they need.

Favor formation

This technique is often used by merchants and sellers to sell their goods. They express favorable judgments about a person, especially about his appearance. They can additionally use imitation, copying a person’s behavior, his gestures, facial expressions, and manner of communication.

The communicator does this to form a positive impression of himself. In the process of forming favor, the following techniques are used:

  • Attention;
  • compliments;
  • seeking advice;
  • playing along with identified complexes, etc.

The success of this type of influence depends on the first impression. The second important key to success is self-presentation.

In order for the formation of favor to have the desired effect, you need to have excellent communication skills. You need to be able to find an approach to a person, see his weaknesses and put pressure on them morally.

Request

A situation where a communicator makes a request to someone. He can do it calmly or obsessively. The result of influence depends on the relationship between individuals.

Often this is an appeal with a wish to satisfy the needs of the communicator. The secret weapons are a gentle voice, a calm tone, a smile and maximum sincerity and openness.

It is important to be able to say “no”. The presence of such an ability will help to avoid conflict situations and save a person from arguing his choice. There will also be no shouting at each other.

self-promotion

This is an open type of influence. Designed to show their best qualities, professional skills and abilities. This method is used by people with a sense of self-worth. In the process of exposure, there is an open demonstration of professionalism and qualifications.

A frequent goal of self-promotion is to gain the competitive advantage needed to achieve one's own goals. It can occur voluntarily and involuntarily.

Self-promotion is often implemented on:

  • conferences;
  • meetings;
  • negotiations;
  • interviews;
  • public speaking.

This technique of influence is often used by politicians when running for office. Their goal is to gain recognition from citizens.

Compulsion

This kind of influence is needed to force people to work or perform certain actions. In the forms of coercion, threats, blackmail, imprisonment can be used. The most rude forms are physical violence, violence, restriction of freedom of action.

In addition to physical means of influence, moral ones can be used. These are humiliations, insults, subjective criticism in a rude form.

The victim perceives coercion as a strong psychological pressure and taking away the necessary benefits for a normal life. The threat can be lethal or warning. The possibility of applying social sanctions or physical beatings is implied.

Attack

One of the forms of discharge of emotional stress. A sudden, deliberate attack on the human psyche is carried out to make him irritable, nervous and aggressive.

This type of influence is often used by athletes, especially when the sport involves physical contact between 2 or more people. Speaking of attack, it should be said that opposition to someone else's influence is resistance to the influence of suggestion.

The main tools of influence in an attack:

  • negative statements;
  • rude, offensive judgments;
  • ridicule of life or certain qualities;
  • a reminder of defeats or shameful cases from the biography.

The person using the attack can impose his opinion on the communicator or give him advice. Often such an individual enjoys because he has hurt another.

Argumentation

Usually used to convince a person of the wrongness of his thoughts. The speaker, with the help of specific arguments, tries to convince a person to change his mind.

The main requirements for argumentation:

  • accuracy;
  • correctness;
  • reinforcement with reported and recognized facts;
  • brevity.

This type of influence is often used by teachers in educational institutions. Trying to bring the pupil or student to his mistake, they begin to suggest a lot of arguments. The right to answer is usually given when the person has already thought everything over and is ready to announce a counterargument.

Another option for applying argumentation is the field of advertising. Done with persuasion. Initially, advertisers describe a product or service, and the need to purchase it is proved with the help of arguments. They are a detailed description of the benefits of the advertised object.

Manipulation

One of the most commonly used methods of influence in everyday life. Manipulations are hidden urges to experience certain states.

With the help of certain phrases, the communicator tries to influence the choice, the decision-making of another person. He does this out of selfish motives to achieve his own goals.

Types of psychological resistance to influence

The first type is ignorance. This is deliberate inattention, absent-mindedness in relation to the interlocutor. Distinguished by the lack of reaction to any actions of another person.

It is perceived as a sign of disrespect on the part of the interlocutor. In certain cases, it is the only correct behavior in an awkward situation. Used to forgive tactlessness on the part.

Other types of psychological resistance to influence:

  1. Constructive criticism. It is used in a controversial situation to prove one's own innocence. With the help of criticism, they justify the incorrectness of actions, thoughts or goals. Must be backed up by facts. Otherwise, it will not be constructive criticism, but an obsessive subjective opinion.
  2. Counterargumentation. This is an attempt to convince someone with the reinforcement of certain facts. Used to challenge someone else's opinion, which is completely contrary to the thoughts of the interlocutor. A prerequisite is to be supported by scientific or internationally recognized facts.
  3. Confrontation. This is a direct opposition of thoughts. It is carried out in a direct (hard and verbal) form or in a hidden form with the introduction of non-verbal techniques. Often used by psychologists in cognitive behavioral therapy.
  4. Refusal. Specific designation by the interlocutor of his dissatisfaction or disagreement. Usually taken for the purpose of refusing to fulfill another person's request. Can be voiced in a soft and calm tone. In another case, in an authoritative, menacing voice. Helps to avoid the fact of dismissal or beatings.
  5. Psychological self-defense. Concrete designation of their boundaries without listening to others. Helps prevent behavior that controls all human actions. In the process, verbal and non-verbal techniques are introduced in the form of verbal formulas and intonations. The purpose for which psychological self-defense is used is the need to eliminate oneself from participating in conflicts, to remain calm. So a person gets extra time to think about the criticism he heard, manipulations.
  6. Creation. The creation of a mindset can also be arbitrary. It involves the implementation of previously unused decisions, unpredictable actions. Manifested as a desire to be unique rather than conform to others. Used against imitation. Formed under the influence of craving for self-expression.
  7. Evasion. This desire to avoid any form of interaction with the initiator. The reasons may be personal hostility or a negative attitude against such an interlocutor. Any meeting is avoided. There is a reduction in the rules of time, the conditions for the conversation. A similar attitude of a partner towards another in an attempt to evade meetings is necessary for personal peace of mind.

Another frequently used method of confrontation is energy mobilization. It manifests itself as resistance to attempts to suggest, transfer, impose certain actions, patterns of behavior, type of thinking and other factors.

This is the transformation of any negative emotions into anger, rage and aggression. Sometimes this is due to the fact that a person does not know how to react to a certain situation to the extent of his lack of information. This helps to bring your emotional state into tone.

Entrepreneurs often use such a technique of resisting influence as creativity. This gives them a competitive advantage over others and allows them to create unique products. Imitation is the first thing a young entrepreneur needs to get rid of.

Conclusion

In psychology and sociology, there are different methods of influencing a person. Chief among these are persuasion, contagion, imitation, and suggestion. Techniques such as creativity, counter-argumentation, constructive criticism, confrontation, refusal, evasion, etc., help to resist them.

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