The influence of words on human psychology. Methods of psychological influence on a person. Types of influence. Influence and manipulation

One of the areas of psychology are methods of psychological influence on people... They include various ways of influencing others, which are used by people in their daily life in the process of building family, social and professional relations.

When an interaction occurs between individuals, it does not matter at what level, it includes a certain impact on each other through beliefs, imitation, suggestion or infection. Moreover, the latter method is the most common and has been used since ancient times.

Infection as a hidden influence on others.

What are the main methods of psychological influence on a person by infection? Their actions are aimed primarily at the emotional, unconscious sphere of perception of the individual. Examples of infection are laughter, which others begin to unconsciously support, panic, negative emotions that one person provokes, and the majority subsequently picks up. Thus, there is a transfer of mental and emotional moods from one personality to another. How strong the influence will be depends on the emotional mood of the individual, which is the source of the infection. In order to affect a large number of people, significant superiority in the crowd of susceptible individuals is required. This stimulates the ability of the source to feel oneness with a group of individuals, given their own high level of emotional feelings.

Suggestion as a hidden influence on others.

This technique is also aimed at the emotional, unconscious side of the individual's subconscious. The main instruments of influence here are verbal indicators: words, facial expressions and gestures. In order to inspire a person with this or that information, it is necessary to provide it in the form of a summary, but at the same time as meaningful as possible, using expression.

Himself the person who renders psychological impact on people by using suggestion, should not be at the level of emotional trance. The basis of successful suggestion is the recognition of the authority of the source's opinion, and for this he needs to have common sense, be confident in his point of view and competently work with objections and doubts. The result will not be achieved if the individual who is trying to instill the information is not an authority for the opponent.

Of great importance in achieving the set goal is intonation, with the help of which the inspiring person delivers information, the tone must be confident, authoritative, meaningful, weighty arguments and words must be used in the conversation.

Each individual reacts differently to suggestion, in view of his level of resistance to external influences, lack of critical perception of information coming from the outside and other features of the psyche and subconsciousness. It is much easier to exert psychological influence on people through suggestion if they have erratic mindfulness or their nervous system is shattered and weak.

Suggestion can be carried out in three main forms:

1. A person is instilled in certain information while he is awake;
2. The object of suggestion is in a relaxed state, namely, its muscular and mental abilities;
3. Suggestion using hypnosis.

The first type of suggestion includes the impact on the subconscious of the object when he is in a state of wakefulness, and he, in turn, is divided into subtypes: behavioral elements of suggestion, emotional and intellectual. Let's try to consider each subtype as an example in order to outline a complete picture of one or another suggestion.

Elements of emotional suggestion.

In order to influence a person, to convince him that the information provided is really correct, it is necessary first of all to influence his emotions. For example, in order to show a person the whole essence of the concepts that you are trying to instill in him, it is necessary to use undeniable arguments. Emotional Suggestion Task - to present information so that the opponent does not have doubts about your correctness, arguing this visualization, giving examples or other available means.

Elements of behavioral suggestion.

Impact on the subconscious of a person by using various forms of suggestive behavior. Let's say a person falls into a group of people where there is excitement around one event or fact. After some time, he himself will be carried away by the object of interest of others, supporting agiotage behavior.

Elements of intellectual suggestion.

Sometimes, without even thinking how to influence people and what needs to be done for this, people unconsciously become suggestive. For example, you've probably come across the fact that you suddenly notice the habit of taking the same posture during a conversation as your boss. Or your habits with your best friend suddenly become almost the same, and the manner of communication strongly resembles the way your colleague communicates. These people did not want to inspire you with anything, but it happened unconsciously, without intent.

In order for the suggestion to be effective, the opponent must perceive information with minimal criticality. To do this, use the emotional reorientation of significance from one piece of information to another, or evidence.

Methods of psychological influence, based on the reorientation of the significance of information, include certain ways of presenting information. in order to achieve the goal and inspire a person with a positive attitude towards the subject of suggestion, one can draw an analogy with those moments that cause the object's approval. For example, in order to stimulate the active development of an individual in a certain direction, one can cite as an example the successes and achievements of other people. In the same way, you can act from the opposite, for example, in order to persuade a person to act in one way or another, you can give an example of a situation when someone did a similar act and received only additional problems.

In order to exert a psychological effect on people with the help of suggestion, it is necessary to minimize the critical perception of the information provided. This can be done through the technique of witnessing. To do this, you should resort to quotes from successful people, give examples from the life experience of a professional and celebrities that can stimulate both positive and negative effects. The choice of the direction of emotional perception depends on what the person wants to achieve by instilling information. Some experts advise using techniques of psychological influence based on a person's subconscious desire to be in line with the majority. For this, public opinion is cited as a stimulant for a positive perception of information.

Attempts to instill certain information in a person can take place at a time when he is in a relaxed state. Here, the main emphasis is on the fact that the individual begins to instill in himself any information more, relying on imagination, as a lever for controlling the state of his own psyche and well-being. Experts believe that there is a relationship between the muscular system of a person and his emotional stresses and experiences. During stressful situations, an increase in the tension of almost all muscle groups is felt, but when an individual relaxes, his intensity of emotions also fades away.

Emotions can also be controlled through breathing. A person, being in an agitated emotional state, breathes often and unevenly, while taking shallow breaths. In a relaxed state, respiratory processes are normalized, a person breathes in air deeper, slower and more rhythmically. This is a form of psychological influence called auto-training, aimed at self-control and management of one's own emotions. To achieve the desired result, it is necessary to study a number of exercises that will help manage emotional manifestations and influence your own well-being.

Self-training allows the use of methods of psychological influence on people, which are divided into three main groups.

Group 1. Effects on skeletal muscles and the respiratory process to control the central nervous system.

Group 2. Control of the psychophysical state of an individual with the help of representation, imagination and images formed with the help of feelings and emotions.

Group 3. Management of the psychophysical state using suggestion based on words and reasoned arguments.

It is by reaching a relaxed state that a person is much better able to perceive images formulated in the subconscious on the basis of emotional and sensory sensations. It is on the basis of visualization of these images that an individual manages to control his feelings, psychological state, forming his own mood. To do this, he can directly use images in order to influence the psychological state, or initially influence the well-being of the body, and through it - on mental functions.

In order to provide latent influence on the psychophysiological state, you will need to master a number of specific training actions. It is using them that you will be able to manage your condition much faster, focusing on verbal suggestion of something to yourself. Thus, one should pronounce the attitudes out loud, as if indicating to oneself what to feel, what to do, and so on. For example: I have enough strength, I can handle it, I am not cold and others. The phrase should not be pronounced quickly, in rhythm with your breathing. Inhaling, say the first part of the phrase, exhaling - the second. To achieve the effect, repeat the action two or more times.

In order to inspire an individual with information using hypnosis, you first need to enter it into hypnotic trance... Then the person will be completely under the influence of the one who hypnotizes him, which will make it possible to control his emotions, behavior and sensations. With the help of hypnosis, it is possible to influence the subconscious, motor and mnemonic functions, the personal and sensory zone of the individual. Science has not yet been able to fully substantiate what hypnosis is and how it works, recognizing it as a peculiar way of influencing people.

A person who is in a hypnotic state does not control behavior with the help of his brain, which stimulates a loss of control of his behavior, perception of the situation and a critical understanding of his own actions. By hypnotizing an individual, he can be taught that his senses are sensitive to external factors of influence, or, conversely, the sensitivity is underestimated. For example, an ordinary rustle can seem to a person a roar, and the strongest noise can be felt as a light whisper. Hypnotic state can stimulate paralysis of the voice, legs or arms, but at the same time it allows you to control the processes of memory and thinking of a person, directing them to restore certain moments in memory or to exclude them from memories. Features of the psychological impact with the help of hypnosis are that a person can tell secret information, do something that, not wanting to, or play certain suggested roles in such a state.

This often becomes the reason for the use of hypnosis, to carry out deception, obtain secret information or entice material resources from a person. Hypnosis can make dramatic changes in the psyche, behavioral and emotional characteristics of an individual.

Scientists believe that the psychological impact on people is practically beyond the control of the human cerebral cortex, because it affects the unconscious perception of reality, and consciousness does not take part in it.

Any form of psychological influence through suggestion can have a positive result, but only if carried out with humane intentions. In some situations, suggestion is the only way to address a person, for example, when he is in states of passion, or simply does not perceive this or that information.

How to influence people through beliefs.

When convincing an opponent of something, the expectation is that he will voluntarily accept the facts that are presented to him. Any methods of pressure and coercion are excluded here, the object of persuasion can both agree with its opponent and remain unconvinced. The Key Direction of Belief Influence - this is the mind of a person, which oblige the one who convinces to build logical chains and argue their arguments. The level of human development in the cultural and intellectual fields of both participants in the discussion is of great importance. Whether it will be possible to convince an opponent depends on his personality, mood and mood during the conversation, opinion about the source of beliefs and the environment.

It is easier to convince a person who is intellectually developed, thinks logically, has an agreeable and kind character, and at the moment is in an excellent mood. Attention should be paid to the environment: if there is a tense, hectic and irritable atmosphere around, then the tasks of psychological influence may not be achieved. But a calm, pleasant and comfortable environment will be an excellent ally in the process of convincing an opponent.

That is why most serious and important business meetings are held in a relaxed, calm atmosphere. But all the same, it will be much more difficult to convince a person who has a complex character, is in a negative mood, or his intellect is at a low stage of development. Before embarking on the conviction of an individual, it is necessary to analyze his personality characteristics and select the most appropriate methods of psychological influence. So, what should be a convincing opponent and his arguments:

It is necessary to take into account the individual characteristics of the opponent in a conversation in order to influence his subconscious;
Speech must be built sequentially, using logical arguments, evidence base, operating with examples and generalizations;
In the process of persuasion, one must rely on the facts that the opponent knows about;
In order for a belief to really work on a person, you yourself should be completely convinced of your own rightness. If the persuader himself will present information, doubting, not speaking or not having a sufficient number of arguments, he will hardly be able to achieve a result.

How is the perception and evaluation of the persuasive by the opponent?

In order to decide for himself how to relate to the source of information and to the information itself, a person first compares the offered data with his own idea of \u200b\u200bthe object of belief. If there are doubts about the veracity, reliability or concealment of facts, then the methods of psychological influence will not have the desired effect, since the level of trust will be at a low level;

It is very important that in the process of persuasion a logical chain of arguments and arguments is used, each of which must be justified and explained. Otherwise, it will not be possible to convince the person how authoritative and status the position of the information source would not be;

The commonality of attitudes and principles of both sides of the discussion is very important, otherwise the effectiveness of beliefs will be much lower. It is necessary to initially point out the existing general views and concepts, and if they are absent, then try to reorient a person using examples, facts and generally accepted dogmas.

Beliefs are always based on logic, confirmed by the authority, status and recognition of the speaker. These methods of psychological influence on people are more effective for a group of listeners than during a conversation with one person. Thus, you should logically substantiate your innocence using other thoughts and opinions. All evidence includes thesis, argument and demonstration part.

Thesis the thematic object of persuasion itself is called, which should be clearly and clearly formulated, confirmed with the help of various facts. For example: Ginger root is very beneficial for the body and health. This is the opinion of leading specialists in the field of medicine, who have repeatedly mentioned this fact in the literature.

Arguments - these are those judgments that have already been recognized by society, which are used in order to indicate the falsity or truth of the thesis.

Demo part Is a set of rationales and evidence base, which are divided into direct, indirect, inductive and deductive. It is customary to call inductive judgments that are based on conclusions made in the course of one or more situations, which are aimed at achieving a general logical conclusion. The deductive evidence base is formed on the basis of general logical conclusions, while dividing them into separate, almost individual situations.

Unfortunately, we cannot assume with a hundred percent guarantee how to influence people so that they listen and support the direction of the belief, and do not perceive the opposite. There are a number of situations where the opposite effect is quite expected, these include:

The author of a belief cannot substantiate the correctness of his attitude to his opponents if they have a radically different view of the object of discussion;
There are too many abstractions in the conversation: a large amount of general information, facts that do not relate to a specific issue, but characterize the general essence of the problem.
In the conversation, the facts and information already said earlier are very often repeated. This stimulates rapid fatigue among the audience, there is a feeling of obsession and, as a result, irritation.

All types of psychological influence are equally used in various areas of human life: these are political, economic, management processes, educational, pedagogical, scientific direction, and many other areas in which people are forced to contact each other.

The use of imitation when influencing a person.

Another very important tool of psychological management is imitation. This process is based on the conscious or unconscious imitation of behavioral features, personality traits, and movements of the opponent. Imitation helps to understand each other at the level of actions, feelings, actions, while there is no need for explanations and reflection on the reasons.

Imitation can act both for the good of a person and to his detriment. After all, focusing on how another person would act in the current situation, we lose the opportunity to fully use our thoughts, feelings and sensations in the decision-making process.

Conscious imitation is:

A positive emotional attitude towards the person whom the object imitates: it evokes admiration, respect, the desire to be similar;
Lack of adequate awareness of a specific issue, as opposed to the object of imitation;
Positive qualities of the one whom the person imitates: charisma, beauty, charm, and so on;
A subconscious urge to have as much resemblance as possible to a person mistaken for an idol or ideal.

Unconscious imitation.

The individual unconsciously imitates the characteristics of his opponent. Moreover, he does not notice this fact immediately, and the object of imitation, in principle, does not seek to exert any psychological influence on people. It is often based on unconscious envy, or an emotional outburst that causes communication with the object of imitation. Almost all children imitate their parents, later idols or peers, and sometimes the craving for imitation is carried through their whole lives. Sometimes it is the effect of imitation that pushes people to certain actions, both positive and negative. For example, a teenager starts smoking because his classmates do so. Or a young man begins to actively engage in sports in order to resemble his idol: a football player or an actor. These methods of psychological influence on people are used involuntarily by the objects of imitation, because it is clear that the celebrity does not have the goal of persuading someone to lose weight or gain mass, but, nevertheless, they have such an effect on their fans.

Karolina Emelyanova

These psychological methods of influencing a partner and on their internal state are known to psychologists and experienced negotiators and they use them in their practice. Now you will know them too.

When a group of people laugh, each of them unconsciously looks at the person for whom he feels great sympathy and would like to be closer to him. Observe.
When you are very nervous before a big event, try chewing gum. You will be able to calm your mind as chewing is associated with food intake and safety.
If your interlocutor yells at you and you want to use it to your advantage, try to be calm and not yell back. After the person you are talking to calms down, they will feel guilty towards you for their behavior.
If you feel that the interlocutor is not telling you something, no need to ask him again. Keep your mouth shut and just look the person in the eye. During a pause in the conversation, he will feel awkward and a desire to somehow fill the silence, so he will be forced to speak further. You can see a very good example of the quality use of pauses in negotiations in the old famous film “Seventeen Moments of Spring”. Remember, whoever spoke first lost.
You know that emotions affect our facial expressions.... But there is also the opposite effect. If you improve your mood and well-being, smile for at least 3 minutes. The effect will be evident.
Do not start your speech with words like "I think" or "I think"... It's understandable that you think so, but it can show your insecurity.
Before starting an important interview or a meeting, imagine that the interlocutor is your old friend. This will make you feel more comfortable and stop worrying.
If you express a little more emotion from meeting with someone, then soon you will be sincerely happy about this person, and people will be more happy about you. By the way, dogs do this trick with us all the time.
People are willing to give in and settle for lessif not long before that they refused you more. Therefore, ask for more than you need to get what you want.
Physiological manifestations of stress are very similar to manifestations of joy and excitement: heartbeat, rapid breathing, and others. Taking stressful situations as a challenge can help you overcome stress much more quickly and easily.
If you work with a lot of people, hang a mirror behind you. Many of your clients will be much more polite because no one wants to see their angry and irritated face.
If at a meeting you know that someone will criticize you, sit next to this person. Then he will be much softer and will not be able to strike you with the same force as if he was sitting at a distance from you.
Often people can't tell the difference between confidence a person in himself from the fact that he is really versed in any issue. If you show your confidence, then people will feel trust. This technique is used by politicians. Perhaps that is why people are so often disappointed in them.
When meeting, try to look in the eyes longer interlocutor. To do this, try to determine the color of his eyes. Eye contact can help you feel mutual sympathy. There is an explanation for this: the senses are considered the tentacles of the mind, and the eyes are its mirror.
Avoid unnecessary apologies (for no good reason) and showing signs of insecurity. Negative examples of this: "Sorry if I interfered." “I'd like to hear it again.” "Please, if you have time to listen to me." Insecure behavior lowers your status and belittles you in the eyes of the other person.

Medicine for people [email protected] Administrator MEDPOST

The social environment in which a person lives from birth implies communication. In the process of communication and perception of information, we are exposed to psychological influences, without knowing it. Psychology studies these manifestations. 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;
conviction;
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 take a closer look at them so as not to get on the street of scammers.

Infection

This psychological effect on human consciousness is the oldest and most studied method. It is founded on the transfer of an emotional state from person to person. Agree that this has 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 people do not even need to tell anything, they are emotionally able to perceive signals coming from people who are near them.

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

Have you heard about the panic on board the aircraft or in the broken elevator? These are the times when one person panicked and the feeling passed on to many.

But it is not only negative emotions that can be "infected". Laughter, fun, and a positive attitude can be contagious.

Suggestion

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

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

But when you see an exhausted individual in dirty clothes and with traces of alcoholic intoxication, his calls for a new life look pitiful and ridiculous. Therefore, wishing 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 its place. Only then can you give something to someone who is looking for support from you.

You can instill your thoughts in people only with a confident voice.

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

There is another factor that determines the result of exposure to a person - it is suggestibility. The power 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 takes place with external information that is familiar and understandable to the suggested. If you are trying to direct a person on 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 impact 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 in the opposite case.

Using "catchwords" or famous examples of positive or negative experience of generations, you will achieve significant results in the art of suggestion

Conviction

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 reasons will not be understood and accepted. If you are trying to convince someone smarter than you, it will look ridiculous.

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

To be truly believed, you must conform to the lifestyle or statements that you are trying to convey to your opponent. Your words should radiate power, and you should create the impression of an authoritative and confident person.

So everything matched:

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

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

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

Aggressive... It is based on the contradiction of the facts to be proved. This proves to the person that you are an extraordinary person and are 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 word and belief.
Passive... This strategy only works if you know the other person well. By carefully citing examples from his and his own life, comparing them with cases known to the whole world, you bring your opponent to the idea that you want to convey to him. Avoid inconsistencies and discrepancies in judgments. This will throw the work done a few positions back.

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

Leonardo DiCaprio and Matt Damon, still from the movie "The Departed"

Imitation

Many subconsciously use methods of influencing a person, without even knowing it. Reaching some heights in a career or intellectually, we become an object of respect and admiration. Less experienced people tend to follow the example of someone who has already realized their aspirations. But the object of imitation must always "keep the brand". It should be attractive, bright, memorable, delightful. That is, to satisfy the opponent's desire 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, one can consider advertising, which has become commonplace. More recently, advertising has existed as signage on shops, cafes or catering establishments. These were ordinary 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, presentation or announcement, they force people to make a choice in favor of a particular product, form the formation of values \u200b\u200band direct the thoughts and actions of a person 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 is the engine of trade (a cliché phrase, but this is true), others believe that demand implies the release of new products, the struggle for primacy between which is resolved through advertising. This is one of the most effective tools that affect a lot of people and make them act under dictation.

This applies not only to some product or singer, advertising can sway public opinion in favor of one or another candidate for government elections. This method is also called "manipulation of public opinion" or "the dark art of influencing people." Moreover, the manipulation is carried out not by force, but by methods of correct construction of 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 impact on a person has its goal - the desire to make a person consciously or unconsciously obey certain attitudes, norms, laws or requirements.

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

The psychological presupposes the goal of raising them to be good, educated and law-abiding citizens.

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

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

Not always methods of influencing people imply following a good idea. This can be seen in the example 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 this is contrary to human nature. Consequently, with the help of psychological influence, one can radically change a person's worldview, make him a puppet in the hands of others and force him to act contrary to common sense.

As already mentioned, any psychological impact fully affects people who are insecure about themselves. Literate, educated and self-righteous individuals do not respond well to suggestion, infection, and persuasion.

The concept and types of psychological impact

People not only interact, communicate, build their relationships, but also influence each other. The latter applies as long as the person himself exists. However, in their distant historical past, people knew how to influence each other only through words, intonation, gestures, facial expressions. Today, methods of influencing human consciousness have become much more diverse and effective thanks to the practical experience accumulated over thousands of years, as well as through the creation of special technologies.

Psychological impact -the socio-psychological activity of some people, aimed at other people and their groups in order to change the psychological characteristics of the individual, group norms, public opinion, moods and experiences.

According to domestic and foreign scientists, the psychological impact is divided into the following types: informational-psychological, psychogenic, psychoanalytic, neurolinguistic, psychotronic, psychotropic.

Informational and psychological impact(often called information and propaganda, ideological) is the impact of words, information.

The psychological impact of this type sets as its main goal the formation of certain ideological (social) ideas, views, beliefs. At the same time, it evokes positive or negative emotions, feelings and even violent mass reactions in people, forms stable images-ideas.

Psychogenic effectsis a consequence of:

Physical impact on the brain of an individual, as a result of which there is a violation of normal neuropsychic activity. For example, a person receives a brain injury, as a result of which he 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;

The shock impact of environmental conditions or some events (for example, pictures of mass destruction, numerous victims, etc.) on a person's consciousness, as a result of which he is unable to act rationally, loses orientation in space, experiences affect or depression, falls into panic, stupor, etc. The less prepared a person is for various kinds of dangerous influences of the surrounding reality, the more pronounced are his mental traumas, called psychogenic losses. A particular, but very indicative case of psychogenic influence is, for example, the influence of color on the psychophysiological and emotional state of a person. So, it has been experimentally established that when exposed to purple, red, orange and yellow colors, the respiration and pulse of a person increase and deepen, his blood pressure increases, and green, blue, blue and violet colors have the opposite effect. The first group of colors is exciting, the second is soothing.

Psychoanalytic (psychocorrectional) impact- This is the impact on the subconscious of a person by therapeutic means, especially in a state of hypnosis or deep sleep. There are also methods that exclude the conscious resistance of both an individual individual and groups of people in the waking state. For example, in the 1980s. last century, Professor I.V. Smirnov developed the technology of computer psychoanalysis and computer psychocorrection, which allows:

To carry out a mathematical and statistical analysis of the body's reactions to external influences arising from a very quick visual viewing or sound reading of various "stimuli" - words, images, phrases;

It is absolutely accurate to determine the presence of specific information in the subconscious of a person and to measure its significance for each person, to reveal hidden motivation, true aspirations and inclinations of people;

Based on the identified and analyzed information, obtain a complete picture of neurotic, disturbing person (or whole groups of people) mental states;

If necessary, carry out a purposeful (if desired - acting immediately or with a delay) correction of mental states, the main acting factor of which are words-commands, pictures-images and even smells-motivators of certain behavior.

In particular, in the process of sound control of the psyche of people and their behavior, verbal suggestions (commands) in encoded form are displayed on any medium of sound information (audio cassettes, radio or television broadcasts, noise 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 imperceptible to consciousness, but always fixed by the subconscious, forcing him to subsequently do what is prescribed.

Neuro-linguistic impact(NLP - neurolinguistic programming) is a type of psychological influence that changes people's motivation by introducing special linguistic programs into their minds.

In this case, the main object of influence is the neurophysiological activity of the brain and the emotional-volitional states arising from it. 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 in a given direction the beliefs, views and ideas of a person (both an individual individual and entire groups of people).

The subject of neurolinguistic exposure is a specialist (instructor). He first identifies contradictory (conflicting) views and beliefs in the psyche, as well as negative emotional states (experiences, moods, feelings) arising from this and disturbing people. At the next stage, the instructor, through special techniques, helps them to realize the discomfort of their real state (socio-economic, cultural, physical and, as a result, psychological) and makes changes in consciousness that make people perceive life situations in a different way and build relationships with other people.

It is interesting that after, under the influence of the instructor, a person “understood” what he “needed”, he independently (but under the influence of the stereotype of perception embedded in his consciousness) begins to collect information about his daily activities, about his states and experiences. Comparing his real, present at the moment state with the desired (possible), he determines what own resources he needs to mobilize and what exactly needs to be done in order to achieve the comfort of feelings and moods.

Psychoanalytic and neurolinguistic interventions are useful when used for humane purposes. If they are used to conquer and ensure dominance over other people, then they represent a means of psychological violence.

Psychotronic (parapsychological, extrasensory) influence -it is the impact on other people, carried out by transmitting information through extrasensory (unconscious) perception.

In this regard, it should be noted that television and other mass sessions of supposedly extrasensory influence (for example, Kashpirovsky, Chumak and other "wizards") are striking examples of the most common deception. Partly mass hypnosis takes place here, but to a much greater extent - mass hysteria and mass mental infection.

As for the psychotronic effect, the facts of work on the creation of generators of high-frequency and low-frequency coding of the brain, dowsing devices, on the use of chemical and biological agents in order to stimulate certain psychological reactions are known.

Psychotronics focuses mainly on methods associated with the use of technical means of influencing consciousness. For example, they use the effect caused by color spots embedded in a computer virus designated by the apocalyptic "number of the beast" - 666 (V666). This virus is capable of negatively affecting the psychophysiological state of a personal computer operator (up to and including death). Its principle of operation is based on the phenomenon of the so-called 25th frame, which is a very powerful means of suggestion.

The “phenomenon of the 25th frame” is associated with the fact that a person has not only a sensory (conscious) range of perception, but also a sub-sensory (unconscious) range, in which information is assimilated by the psyche, bypassing consciousness. For example, if in the course of the film, to twenty-four frames per second, add another one - the 25th - with completely different information, then the audience does not notice it, but it affects their emotional state and behavior. Numerous experiments have shown that within one second the centers of the brain manage to receive and process the 25th signal. Moreover, the information presented in the sub-sensory mode of perception is assimilated by a person with an efficiency exceeding the usual rate. Scientists attribute this to the fact that approximately 97% of the mental activity of an "average" person takes place at the subconscious level and only 3% - in a conscious mode.

So, V666 displays a specially selected color combination on the monitor screen as the 25th frame, immersing a person into a kind of hypnotic trance. At certain intervals, the picture changes. According to the calculations of the creators of the virus, the subconscious perception of the new image should cause a change in cardiac activity: its rhythm and strength of contractions. As a result, there are sharp drops in blood pressure in the pulmonary circulation, which lead to an overload of the vessels of the human brain. According to a special study, over the past few years, only in the CIS countries 46 cases of death of operators working in computer networks from a similar virus have been recorded.

A similar example of psychotronic influence was the massive "television epidemic" that broke out in Japan on December 1, 1997 after the demonstration of the next series of the popular cartoon "Pokemon" (Pocket monsters - "Pocket monsters").

More than 700 children were admitted to the hospital with symptoms of epilepsy. According to psychiatrists, episodes, accompanied by numerous dazzling multicolored flashes, caused the massive illness. Doctors have proven that red flickering with a frequency of 10 to 3030 flashes per second caused first irritation of the optic nerves and partial spasm of the cerebral vessels, and then loss of consciousness, convulsions and even spasmodic cessation of breathing (suffocation).

Psychotropic effects -it is the impact on the psyche of people with the help of medicines, chemical or biological substances.

Strongly affect the psyche, for example, some odorous substances. American psychiatrist A. Hirsch established long ago that certain smells cause specific actions and behavior of a person. He started out with a simple but very profitable business. He distributed a specially developed essence in various sections of stores and found that there was a sharp increase in the sale of goods compared to the non-pollinated sections. Then he recruited 3193 overweight volunteers and made them lose an average of 12.7 kg in six months. Everything was very simple - as soon as people felt hungry, Hirsch would allow them to eat, but at the same time offered to smell a special flavoring agent. The more often the subjects smelled it, the more weight they lost. Some lost weight so intensely that they had to be taken out of the experiment. Finally, the researcher found that odors affect productivity.

In his opinion, the smell is something like a control panel that directs human emotions and through them the actions of people. With the help of smells, you can raise or lower blood pressure, slow or speed up your heartbeat, excite or, conversely, put you to sleep. It has been established that some odors relieve depression in patients, improve their mood. Clinical experiments have shown that the scent of lavender, chamomile, lemon and sandalwood reduces brain activity faster than any depressant. And jasmine, rose, mint and carnation are exciting.

A person lives in society, constantly being in communication and interaction with other people. The social position of a person, his success is determined by the ability to communicate with other people, find an approach to them and negotiate. In the course of life, a person not only influences other people, but is also exposed to them, often against his own interests.

Examples of negative psychological tricks

Knowing about human psychology and psychological methods of influencing a person is useful not so much in order to manipulate others in their own interests, but in order to avoid such manipulations. Below are the main examples of "dirty" psychological techniques that should be avoided, as well as some psychological techniques in communication that you can safely use, as they do not harm someone else's reputation and dignity.

The methods of psychological influence listed in this section are called negative for the reason that they adversely affect the mental state of the person who is being influenced. Sometimes the negative effect concerns not only the state of mind of the target, but also his social well-being. Examples of such a psychological effect on a person's consciousness will be given below in order to know about the typical tricks of manipulators and not to fall for them.

Such methods of manipulation are destructive, and information about them is given in order to avoid such influence, and not to use it on other people. It should be understood that the manipulator does not always use it consciously. Sometimes this happens on a whim, and not always even in order to harm. Often the manipulator is so focused on gaining his own benefit that he does not think about what is harming someone.

However, there is another category of people - those who know exactly how to psychologically influence a person during a conversation. Usually these are not just ill-wishers, but employees of large corporations, marketers and other media workers specially trained in psychological techniques of influencing people, who pursue certain goals in their manipulations.

Such selfishness, of course, cannot serve as an excuse for traumatic actions. A person who has fallen under such a "harmful" effect often needs the help of a professional psychologist in order to restore mental balance and continue to live a full life. One such specialist is a psychologist-hypnologist. Nikita Valerievich Baturin.

Criticism

Criticism as a psychological influence is most often used in two ways:

In the first case, the manipulator artificially creates an image of his own authority in front of the victim. In this case, the victim is imposed on the belief that the opponent is a great specialist in the field of the dispute, and his opinion is immutable. In fact, it often turns out that the manipulator is an expert in a completely different field, or is not a great expert at all. Such manipulation is used when the manipulator does not feel a great deal of strength in his arguments: they sound insufficiently convincing in themselves, and the interlocutor begins to “pressure by authority”.
In the second case, the manipulator, on the contrary, plays on the authority of the interlocutor. First, his competence is emphasized in every possible way, and then the manipulator “catches” the victim on factual errors, flaws in the wording and other imperfections in the argumentation.

In addition, there are frequent cases of using “benevolent rudeness”. This technique consists in the fact that the victim of manipulation is first told how wonderful she is and what successes she is making, and then, under the sauce of “adequate” criticism, in the most correct terms, a portion of unreasoned criticism is given out as “wishes”. After reading this, the victim's psychological impact on a person remains mixed feelings: on the one hand, they wished him well with this message, and on the other hand, his soul is now disgusting.

In its various variations? First of all, remember that criticism has adequacy and weight only in those cases when it is in demand (when you yourself are open to criticism, ask for it and let the public know that you are ready to listen to it) and when it is adequate, i.e. That is, when a specific argumentation is given for the shortcomings, and not a general emotional assessment. There is nothing wrong with adequate criticism if it is presented correctly. However, if the manipulator tries to humiliate you through criticism, the best way would be to point out to him his own shortcomings in the argumentation, or politely say that his opinion was not in demand.

Threat and intimidation

Threats and intimidation are the most direct and simple manipulation that exists. Threats can be anything from deprivation of privileges to physical violence. There are even highly spiritual manipulators who intimidate the victim with curses or heavenly punishment.

The strategy for dealing with such manipulations should be based on the constructiveness of the message. If a person has real power over the victim of manipulation, that is, it is his immediate leader or patron, then the best way to cope with such pressure is to get out of his control by finding another source of resources. Many victims of manipulation end up under the control of their bosses, who threaten to be fired or deprived of their bonuses. In such cases, you need to start looking for a place of work, and, if possible, fix the threats in order to transfer them to the authorized bodies.

If the manipulator does not have real power over the victim, he threatens with physical violence or various spiritual forms of violence - damage, witchcraft, etc. In the second case, it is easiest to ignore such babble, since any forms of witchcraft work only for those people who truly believe in them. In the first, everything is a little more complicated - you need to be careful, fix threats to any carrier, find witnesses, and contact law enforcement agencies. Remember that the threat to life and health is no longer a field of psychology, but an article in the Criminal Code.

Self-praise

Self-glorification is a form of assumed authority. At the same time, the manipulator ascribes or exaggerates the attributes of his person: he says that he has a special education, status, abilities, connections that he does not have. If there is no way to check the information that the interlocutor flaunts, it is necessary to remember that all these feigned attributes are just a way to show off in order to divert the opponent from the main thing - from the weakness of his own position in the dispute.

If your interlocutor is struggling to show what an important person he is, ask yourself the question - "So what?" Rely on the arguments and facts that he gives. Lead the discussion to the point - don't let fake superiority lead you off the thread. Lead - after all, the status of the opponent does not matter at all in the discussion, only the information being discussed is important.

Rumors and gossip

Another common form of manipulation is referring to rumors and gossip. Simply put, the manipulator addresses the victim with the message “I heard out of my ear that ...” and cites rumors of varying degrees of improbability. It should immediately be noted that no one will be pleased when his persona is discussed behind his back in a negative light. Therefore, such a message immediately provokes a violent emotional reaction in the victim, which is easy to lead into the direction needed by the manipulator.

The psychology of influence on people allows you to use gossip and rumors in different ways - to set the victim against the alleged source of information, force him to give out some information under the "sauce" of excuses, etc. The main thing to remember in such situations is if you become a victim of rumors do not extend them further. You do not know where the information came from to the manipulator. You do not know in what form he received it and for what he uses it. Remember that a well-mannered person does not allow himself to take information from gossip. Do not make excuses to the gossip - answer with dignity, giving out as much information as you think is necessary.

Acceptable methods of psychological influence on a person

Knowledge about a person can be used not only to the detriment of others. Here are some psychological tricks in communication, the use of which will not harm anyone, but will help make the interaction more effective:

Don't discuss the other person's failures and failures if you can't come up with a viable alternative. This recommendation fits into the short advice "If you criticize - suggest." If you understand that in the current situation nothing can be changed, or if you just don’t like something in a person’s actions, but you cannot offer a decent replacement option, refrain from negative comments in his direction, because they will not make your communication more pleasant and efficient.
End the conversation on a positive note. So the person will have a pleasant impression, and the next time he will be more willing to start contacting you than you would end up in the negative.
If you need to criticize someone, do not forget to emphasize the merits. This point is an addition to the first one: if you need to explain "how not to do", always back it up with a positive example and listing of "how to do it."
In the discussion, refer only to the arguments. Do not demean the personality of the interlocutor - this is the lowest and most tactless method when conducting a dispute. Do not go to the "authorities" unless their opinion is supported by factual evidence. To argue with reason, follow the hard facts and rely only on the constructive elements of the dialogue.
Remember the rule of three yes. If you have to conduct a discussion, prepare your arguments in such a way that the interlocutor must agree with them at least three times in a row. After the psychological threshold of three "agreements" is passed, it will be much easier for a person to continue to accept your position.
Pay attention to your body language and facial expressions. Involuntary movements of the muscles of the face and body during the conversation will help you identify the “trigger” arguments. These are the most painful points for the opponent, on which you can continue to push and get a response. Also pay attention to yes and no gestures - nods, waves, head shakes. This will help you understand how a person really feels, whether it fits with the words.

You can manipulate for various purposes, with varying degrees of skill. One should not forget about only one thing: in order to keep calm and a clear conscience, one should not use those methods that leave the opponent in a situation of fear, hopelessness, helplessness. And if such methods have unbalanced you, you should contact a psychologist to help restore your peace of mind and learn how to continue to bypass such "traps". It is also useful to study special literature on how to influence a person psychologically - not only to benefit from manipulation, but also to protect against such "dirty" techniques.