How to withstand psychological pressure? How to resist psychological pressure. The psychology of personality suppression in a concentration camp as presented by Bruno Bettelheim

Austrian psychiatrist who visited Nazi concentration camps Bruno Bettelheim, highlighted the methods of suppressing consciousness being introduced there (in addition to hard physical labor).

Here is how M. Maximov retells the observations of Bruno Bettelheim:

Instilling in an adult the psychology of a child;
- chronic malnutrition;
- physical humiliation and/or constant threat of physical humiliation;
- deliberately meaningless norms and work;
- destruction of faith in your future;
- preventing individual achievements and the opportunity to somehow influence one’s position, etc.

“A familiar scene from camp life: an SS man forces a group of prisoners to perform meaningless “exercises”: “Get up! Lie down! Get up! Lie down! You look - and the hair begins to move on your head, and you are seized with animal horror. It doesn't seem to be a big deal. We are accustomed to seeing large groups of people executing commands in coordination - formation of soldiers, mass gymnastic exercises. The point, however, is that when a command is given, there is a small gap between receiving it and the start of execution - it takes time to process the command within the person. No matter how small this gap is, the observer easily perceives it. So here it is. The prisoner does not have this gap. The team instantly falls into the executive bodies. There is no processing inside, because there is no “guts”. This creature (this is not a person) has no internal content, no personality, no soul - whatever you want to call it. You understand this with your skin - and fear squeezes you. You understand that the same can be done to you. I will further call such a creature an “ideal prisoner.” […]

The essence of the method is to instill in an adult the psychology of a child. This shows up everywhere in the camp. Chronic malnutrition makes a person think about food all the time. Constant topics of conversation between prisoners: what they gave or will give in the canteen, what they managed to get in the camp store, steal from the warehouse, exchange for something valuable, what the SS men eat, etc. Further, in the camp there is a special, exaggerated attention to cleanliness. Prisoners are constantly checked for the cleanliness of their hands, ears, shoes, and beds. How are they punished? An adult, in front of all the honest people, has his pants taken off and whipped with rods - a typical child's punishment. Further, the camp has a huge number of laws, regulations, instructions, regulations, and so on. Moreover, many of them are unknown to prisoners, often contradict each other and They create an environment in the camp in which every step you take is a violation. You are always in the state of a naughty schoolboy - you always have something to punish for. As a result, an adult begins to behave like a child. In the camp, there are no strong, permanent attachments between prisoners, no real friendship. Prisoners are like children, they will quarrel, then make peace, then quarrel again. Ethical standards are childish. It is considered a merit to steal or steal something from the camp household. The camp is full of voluntary informers, although informing is not rewarded in any way, does not create better conditions, and does not save you from the gas chamber. […]

Collective responsibility. In the camp they do not punish the person who committed the crime. The entire group of prisoners in which the offender was located is subject to punishment. If the violation occurred in a barracks, the entire barracks is punished; if during work, the entire work team is punished. There were cases when the entire camp was responsible for the misdeed of one person. This method is good because it forces the prisoners themselves to ensure that everything in the camp is always in perfect order. You will not be allowed to accomplish a feat, but your comrades in misfortune will not allow you to perform a deed - they will tie you hand and foot in time. A paradoxical situation - the interests of the SS men and prisoners begin to coincide. It is easy to understand that the opportunity to take responsibility for one's own actions is a strong soul strengthener, and it is unacceptable in the camp. […]

In the camp, a “background of terror” is constantly maintained, at approximately the same level: from time to time, in front of the prisoners, someone is whipped with rods, shot, or sent to the gas chamber. There's an SS man standing there. He feels that in order to maintain this background, it is time to punish someone. Who to choose when everyone is so indistinguishable - with the same haircut, wearing the same striped pajamas? Someone who stands out from the crowd in some way, that is, has still retained something of their own, individual. The power of this method is that a person, in his natural desire for security, will begin to carry out internal work to destroy his personality in order to merge with this gray-striped mass, to become indistinguishable. […]

Another scene from camp life. The SS man mocks his victim. A group of prisoners approaches the scene. About ten meters away, they all, as if on command, demonstratively turn their heads in the other direction and start jogging. The SS man stops them: “Look - this will happen to everyone who dares...”. What's going on? Everything is correct - the prisoners show the SS man that they “do not see” what they are not supposed to see, but they see if they are ordered to do so. The essence of the method is the replacement of natural, spontaneous human reactions with reactions ordered: if they order - I see, if they order - I don’t see. Why is it forbidden to wear watches in the camp? Having a watch, you know how much time is left before lunch, you can distribute your forces, plan something yourself, and, at least to some extent, manage the situation yourself. This is a special case of the general rule - the absence of information about anything in the camp. Information is not just a convenience, it is an opportunity to independently assess the situation, it is some kind of right. And in the camp a person is deprived of even the “most personal” right - the right to die. Attempted suicide was punishable by death. […]

The siren started wailing. 45 minutes - to get up, tidy up the bed, do the morning toilet, drink a cup of warm liquid called “coffee”, and line up on the parade ground. Making beds requires special attention. Everything must have an absolutely correct geometric shape: right angles, flat surfaces. The pillow is in the shape of a cube, the blanket, on which a symmetrical rectangular pattern is specially applied, must be folded in a manner corresponding to this pattern. And not just one bed, but a number of them in one aisle must be lined in a straight line - sometimes the SS men check the making of the beds using geodetic instruments. Now imagine a barracks, two- or three-story bunks, and on them - people awakened by a siren after a six-hour nightmare-filled sleep. The one at the top inevitably spoils everything for the one at the bottom. And if even one bed is made incorrectly, everyone will suffer. And you only have 45 minutes. There is charging, charging with enmity and hatred towards one’s own comrade, the prisoner. But now the beds are over, now off to the toilet. Well, toilet is too strong a word. For a barracks of a thousand people - five shocks open to all winds and eyes. A queue is forming. All prisoners have stomach problems due to poor nutrition, hard work and a general nervous environment. The queue moves unbearably slowly. She begins to push the person doing the pushing with insults and ridicule. You have to be in time, because later, during work, if you get caught, you will have to go to the SS man and, turning into a child, beg him for permission to go to the toilet. Having mocked you enough, he may allow it. Or maybe it won’t be allowed. There is a morning exercise with anger and hatred, which should be enough for the whole day. This caustic acid, accumulating inside a person, turns against him and corrodes his being.”

Maksimov M., On the edge - and beyond. Human behavior in extreme conditions, magazine “Knowledge-Power”, 1988, N 3, p. 73-79.

Have you ever thought about how to morally kill a person? I think everyone thought about it. Starting from an early age, when a person encounters the social environment, he begins to experience pressure. Peers test each other's strength, gradually transferring similar behavior into adulthood. Someone is leaving these childhood pranks in the past. But there are people who like to humiliate others. How to repel them and forever discourage them from training on you?

How to morally kill a person while maintaining dignity

Let's say an insolent person publicly speaks out, is insulting, sarcastic, makes inappropriate jokes, and mocks in every possible way. The friendly laughter of his friends and those around him can throw anyone off balance. But... this situation can easily be turned against the offender. What does he expect from you? In Russian speaking, bummer. To show their superiority, such people assert themselves at the expense of others. This is a kind of duel: whose spirit is stronger? Now I will list a number of tips on how to morally kill a person in such a situation:

• Keep your cool. A calm, ironic attitude towards attacks sobers up the offender and intrigues observers.
• To offensive questions like “Well, how is it... so and so?” you can simply say: I don’t know, you know this better..
• All nasty things can be turned against the attacker, calmly ironizing his words without dirt or insults. Don't stoop to your opponent's level.
• Observers will quickly lose interest in the incident or even laugh at clumsy attempts to humiliate you.
• Seeing your spiritual superiority and inner strength, the mocker will quickly retreat in search of a weaker victim.

There are situations when we experience treacherous betrayal. Most immediately think about revenge, mentally savoring the details, imagining what they will do in response. But it is much more possible to kill a person morally while maintaining dignity and spiritual nobility. Believe me, squabbles, plans for revenge, and various nasty things in response humiliate you, making you petty. Later it will be unpleasant for you, maybe even ashamed.

It is much wiser to act wisely and carefully. Refute the slander. Make hidden intrigues public. Turn the offender's baseness against himself. The worst thing is public condemnation. However, think a hundred times when punishing others this way: maybe people deserve a second chance?

The best way to kill a person morally is to show him his baseness so that he clearly understands it. Pangs of conscience, mental humiliation, condemnation of others will force you to seriously think about your own behavior. Maybe even get better. I wish everyone to be worthy, wise, strong people, capable of repelling any insolent person!

One of the first materials by Ron Hubbard, which I came across about 20 years ago, was devoted to the topic of the so-called. "suppressive individuals" He struck me with the clarity and precision of his presentation, I remember, and most importantly, with the absolute absence of any similar analogues in the literature known to me. However, science has come a long way since then. And there are even clearer statements of signs that you are dealing with a typical Suppressive Personality, and this is worth at least being aware of. So, let's go.... -OM

Suppressive people - carriers of malignant narcissism, psychopathy and antisocial traits - often demonstrate inappropriate behavior in relationships, as a result exploiting, humiliating and offending their partners, family and friends.

They use many distracting maneuvers designed to misinform the victim and shift responsibility for what is happening onto him. These techniques are used by narcissistic individuals such as psychopaths and sociopaths to avoid taking responsibility for their actions.

We list two dozen not-so-clean techniques with which inadequate people humiliate others and silence them.

1) Gaslighting

Gaslighting is a manipulative technique that is most easily illustrated by the following typical phrases: “It didn’t happen,” “You imagined it,” and “Are you crazy?”

Gaslighting is perhaps one of the most insidious manipulation techniques because it aims to distort and undermine your sense of reality; it eats away at your ability to trust yourself, and as a result you begin to doubt the validity of your complaints about abuse and mistreatment.

When a narcissist, sociopath, or psychopath uses these tactics against you, you automatically take their side to resolve the resulting cognitive dissonance. Two irreconcilable reactions are fighting in your soul: either he is mistaken, or my own feelings. The manipulator will try to convince you that the first is completely excluded, and the last is the pure truth, indicating your inadequacy.

2) Projection

One sure sign of repression is when a person is chronically unwilling to see his own shortcomings and uses everything in his power to avoid responsibility for them. This is called projection.

Projection is a defense mechanism used to displace responsibility for one's negative character traits and behavior by attributing them to another. Thus, the manipulator avoids admitting his guilt and responsibility for the consequences.

While we all engage in projection to some degree, narcissistic disorder clinical specialist Dr. Martinez-Levy notes that for narcissists, projection often becomes a form of psychological abuse.

Instead of admitting their own shortcomings, flaws and misdeeds, narcissists and sociopaths choose to blame their own vices on their unsuspecting victims in the most unpleasant and cruel way.

Instead of admitting that they could use some self-care, they choose to instill shame in their victims by making them responsible for their behavior. In this way, the narcissist makes others feel the same bitter shame that he feels towards himself.

For example, a pathological liar may accuse his partner of lying; a needy wife may call her husband “clingy” in an attempt to make him appear dependent; a bad employee may call a boss ineffective to avoid having a truthful conversation about his own performance.

Narcissistic sadists love to play the blame game. The goals of the game: they win, you lose, the result is that you or the whole world as a whole are to blame for everything that happened to them. So you have to nurse their fragile ego, and in return you are pushed into a sea of ​​insecurity and self-criticism. Cool idea, right?

Solution? Don't "project" your own feelings of compassion or empathy onto the suppressive person, and don't take on their toxic projections onto yourself. As manipulation expert Dr. George Simon writes in his book In Sheep's Clothing (2010), projecting one's own conscience and value system onto others can encourage further exploitation.

Narcissists on the extreme end of the spectrum tend to be completely uninterested in self-reflection and change. It is important to break off all relationships and ties with suppressive people as soon as possible in order to rely on your own reality and begin to value yourself. You don't have to live in the cesspool of other people's dysfunctions.

3) Hellishly pointless conversations

If you are hoping for thoughtful communication with a suppressive person, you will be disappointed: instead of an attentive interlocutor, you will get an epic brain clog.

Narcissists and sociopaths use stream of consciousness, circle talk, personalization, projection, and gaslighting to confuse and confuse you when you disagree or challenge them.

This is done to discredit, distract and frustrate you, lead you away from the main topic and make you feel guilty for being a living person with real thoughts and feelings that dare to differ from their own. In their eyes, the whole problem is your existence.

Ten minutes of arguing with a narcissist is all it takes and you’ll be wondering how you even got involved in this. You just disagreed with his ridiculous statement that the sky is red, and now your entire childhood, family, friends, career and lifestyle are mixed with dirt. This is because your disagreement contradicts his false belief that he is all-powerful and all-knowing, which leads to what is called narcissistic injury.

Remember: suppressive people are not arguing with you, they are, in fact, arguing with themselves, you are just an accomplice in a long, exhausting monologue. They love drama and live for it. Trying to come up with an argument to refute their ridiculous claims, you are only throwing more wood on the fire.

Don't feed narcissists - rather feed yourself the understanding that the problem is not you, but their abusive behavior. Stop communication as soon as you feel the first signs of narcissism, and spend this time doing something pleasant.

Narcissists cannot always boast of outstanding intelligence; many of them are not used to thinking at all. Instead of taking the time to understand different points of view, they make generalizations based on whatever you say, ignoring the nuances of your argument and your attempts to take into account different opinions.

And it’s even easier to put some kind of label on you - this automatically negates the value of any of your statements.

On a larger scale, generalizations and unfounded statements are often used to devalue phenomena that do not fit into baseless social prejudices, patterns and stereotypes; they are also used to maintain the status quo.

In this way, one aspect of the problem is blown out of proportion so much that serious conversation becomes impossible. For example, when popular figures are accused of rape, many are quick to cry out that such accusations are sometimes false.

And, although false accusations do occur, they are still quite rare, and in this case, the actions of one person are attributed to the majority, while the specific accusation is ignored.

These everyday microaggressions are typical in oppressive relationships. For example, you tell a narcissist that his behavior is unacceptable, and in response he immediately makes an unfounded statement about your oversensitivity or a generalization like: “You are always unhappy with everything” or “Nothing suits you at all,” instead of paying attention to the real problem that has arisen.

Yes, you may be oversensitive sometimes - but it's just as likely that your abuser is insensitive and callous most of the time.

Stick to the truth and try to resist unfounded generalizations, because they are just a form of completely illogical black-and-white thinking. Behind the suppressive people who throw out unfounded generalizations, there is not the entire wealth of human experience - only their own limited experience, coupled with an inflated sense of self-worth.

5) Deliberate distortion of your thoughts and feelings to the point of complete absurdity

In the hands of a narcissist or sociopath, your differences of opinion, justifiable emotions and real experiences turn into character flaws and evidence of your irrationality.

Narcissists make up stories, paraphrasing what you say to make your position seem absurd or unacceptable. Let's say you point out to a suppressive friend that you don't like the tone in which he speaks to you.

In response, he twists your words: “Oh, and with us, then, you are perfection itself?” or “So you think I’m bad?” - although you just expressed your feelings. This gives them the opportunity to invalidate your right to have thoughts and emotions about their inappropriate behavior and instills guilt in you when you try to set boundaries.

This common distraction is a cognitive bias called “mind reading.” Suppressive people believe they know your thoughts and feelings. They regularly jump to conclusions based on their own reactions instead of listening carefully to you.

They act accordingly based on their own illusions and misconceptions and never apologize for the harm they cause as a result. Great masters of putting words into other people's mouths, they present you as bearers of completely wild intentions and opinions.

They accuse you of thinking they are inadequate even before you make a comment about their behavior, and this is also a form of proactive defense.

The best way to draw a clear line with such a person is to simply say, “I didn’t say that,” and end the conversation if he continues to accuse you of things you didn’t do or say. As long as the suppressive person has the ability to shift blame and deflect the conversation away from his own behavior, he will continue to make you feel ashamed for daring to contradict him about something.

6) Nitpicking and changing the rules of the game

The difference between constructive criticism and overwhelming criticism is the absence of personal attacks and unattainable standards. These so-called "critics" have no desire to help you become a better person - they just love to find fault, put you down, and make you a scapegoat.

Narcissistic sadists and sociopaths resort to a sophism called "game changing" to ensure that they have every reason to be constantly dissatisfied with you. This is when, even after you have provided all kinds of evidence to support your argument or accepted all possible measures to satisfy their request, they present you with a new demand or want more evidence.

Do you have a successful career? The narcissist will find fault with you as to why you are not yet a multimillionaire. Have you satisfied his need to be babysat around the clock? Now prove that you can remain “independent”.

The rules of the game will constantly change and may easily even contradict each other; The only goal of this game is to make you seek the narcissist's attention and approval.

By constantly raising the bar of expectations or completely replacing them with new ones, suppressive manipulators can instill in you a pervasive feeling of worthlessness and a constant fear of inadequacy. By highlighting one minor episode or one mistake you made and blowing it out of proportion, the narcissist forces you to forget about your own strengths and instead worry about your weaknesses or shortcomings all the time.

This forces you to think about the new expectations that you will now have to live up to, and as a result, you bend over backwards to satisfy his every demand - only to find out that he still treats you poorly.

Don’t be fooled by nagging and changing the rules of the game - if a person prefers to suck up some insignificant episode over and over again, while not paying attention to all your attempts to confirm that you are right or satisfy his demands, it means that he is not driven by the desire to understand you. He is driven by the desire to instill in you the feeling that you must constantly strive to earn his approval. Appreciate and approve of yourself. Know that you are a whole person and should not constantly feel ungrateful or unworthy.

7) Changing the topic to avoid responsibility

I call this maneuver “what am I doing?” syndrome. This is a literal digression from the topic under discussion in order to shift attention to something completely different. Narcissists do not want to discuss the issue of their personal responsibility, so they steer the conversation in the direction they want. Are you complaining that he doesn't spend time with the kids? It will remind you of the mistake you made seven years ago. This maneuver knows no time or thematic framework and often begins with the words: “And when did you...”

At the public level, these techniques are used to derail discussions that challenge the status quo. A conversation about gay rights, for example, can be derailed if one of the participants raises the issue of another pressing issue, diverting everyone's attention from the original dispute.

As Tara Moss, author of Speaking Out: A 21st Century Handbook for Women and Girls, points out, issues need to be specific to be addressed and addressed properly—that doesn't mean the topics raised along the way aren't important, it just means that for every topic there's its time and its context.

Do not be distructed; if someone is trying to substitute concepts, use the “broken record” method, as I call it: continue to persistently repeat the facts without going away from the topic. Turn the arrows back, say: “That’s not what I’m talking about now. Let's not get distracted." If it doesn't help, stop the conversation and direct your energy in a more useful direction - for example, find someone to talk to who is not stuck at the mental development level of a three-year-old toddler.

8) Hidden and obvious threats

Narcissists and other suppressive personalities feel very uncomfortable when their belief that the whole world owes them, a false sense of superiority or colossal self-esteem is questioned by someone. They tend to make unreasonable demands on others - and at the same time punish you for not meeting their unattainable expectations.

Instead of dealing with differences maturely and seeking compromise, they try to deny you the right to your own opinion, trying to teach you to fear the consequences of any disagreement with them or non-compliance with their demands. They respond to any disagreement with an ultimatum; their standard reaction is “do this, otherwise I will do that.”

If, in response to your attempts to mark the line or express a different opinion, you hear a commanding tone and threats, be it veiled hints or detailed promises of punishment, this is a sure sign: before you is a person who is sure that everyone owes him, and he will never agree to compromise. Take threats seriously and show the narcissist that you mean business by documenting them if possible and reporting them to the proper authorities.

9) Insults

Narcissists proactively make mountains out of molehills whenever they sense the slightest threat to their sense of superiority. In their minds, only they are always right, and anyone who dares to say otherwise inflicts narcissistic injury on them, leading to narcissistic rage.

According to Dr. Mark Goulston, narcissistic rage is not the result of low self-esteem, but rather a belief in one's own infallibility and a false sense of superiority.

In the lowest types, narcissistic rage takes the form of insults when they fail to otherwise influence your opinions or emotions. Insults are a quick and easy way to offend, humiliate, and ridicule your intelligence, appearance, or behavior, while simultaneously depriving you of your right to be human. with your own opinion.

Insults can also be used to criticize your beliefs, opinions, and ideas. A valid point or convincing rebuttal suddenly becomes “ridiculous” or “idiotic” in the hands of a narcissist or sociopath who feels hurt but has nothing meaningful to say back.

Unable to find the strength to attack your argument, the narcissist attacks you yourself, trying in every possible way to undermine your authority and cast doubt on your mental abilities. As soon as insults are used, it is necessary to interrupt further communication and clearly state that you do not intend to tolerate this.

Don't take it personally: understand that they only use insults because they don't know any other way to get their point across.

10) "Training"

Suppressive people teach you to associate your strengths, talents, and happy memories with abuse, disappointment, and disrespect. To this end, they casually make derogatory statements about your qualities and properties that they themselves once admired, and also sabotage your goals, ruin your holidays, vacations and weekends.

They can even isolate you from friends and family and make you financially dependent on them. You, like Pavlov’s dogs, are essentially “trained,” making you afraid to do everything that once made your life rich.

Narcissists, sociopaths, psychopaths and other suppressive individuals do this to divert all attention to yourself and how you can meet their needs. If some external factor can prevent them from completely and completely controlling your life, they seek to destroy it. They need to be in the spotlight all the time. During the idealization stage, you were the center of the narcissist's world—and now the narcissist must be the center of your world.

In addition, narcissists are pathologically jealous by nature and cannot stand the thought of anything that could even slightly protect you from their influence. To them, your happiness represents everything that is not available to them in their emotionally barren existence.

After all, if you find that you can get respect, love and support from someone non-suppressive, then what will stop you from breaking up with them? In the hands of a suppressive person, “training” is an effective way to make you tiptoe around and always stop halfway towards your dreams.

11) Slander and Harassment

When suppressive personalities cannot control how you perceive yourself, they begin to control how others perceive you; they take on the role of a martyr, making you seem overwhelming.

Slander and gossip are a preemptive strike designed to destroy your reputation and tarnish your name so that you have no support if you do decide to end the relationship and leave your suppressive partner. They may even stalk and harass you or someone you know, supposedly to “expose” you; such “exposure” is just a way to hide their own suppressive behavior by projecting it onto you.

Sometimes gossip turns two or even entire groups of people against each other. The victim in a suppressive relationship with a narcissist often does not know what is being said about him while the relationship lasts, but usually the whole truth comes out when it breaks down.

Suppressive people will gossip behind your back (and to your face too), tell nasty things about you to you or their loved ones, spread rumors that make you out to be the aggressor and them the victim, and attribute to you exactly the kind of actions that you accuse them of most feared.

In addition, they will methodically, secretly and deliberately offend you, so that they can then cite your reactions as evidence that they are the “victim” in your relationship.

The best way to counter slander is to always control yourself and stick to the facts. This is especially true for high-conflict divorces with narcissists, who may deliberately provoke you so that they can then use your reactions against you.

If possible, document any forms of harassment, intimidation and abuse (including online), and try to communicate with the narcissist only through your lawyer. If we are talking about harassment and intimidation, you should contact law enforcement; It is advisable to find a lawyer who is knowledgeable about narcissistic personality disorder. Your honesty and sincerity will speak for itself when the narcissist's mask begins to slip.

12) Love bombing and devaluation

Suppressive people lead you through an idealization phase until you take the bait and begin a friendship or romantic relationship with them. Then they begin to devalue you, expressing contempt for everything that attracted them to you in the first place.

Another common occurrence is when a suppressive person puts you on a pedestal and begins to aggressively devalue and humiliate someone else who threatens their sense of superiority.

Narcissists do this all the time: they scold their exes in front of new partners, and over time they begin to treat new ones with the same disdain. Ultimately, any partner of a narcissist will experience the same things as the previous ones.

In such a relationship, you will inevitably become another ex, whom he will vilify in the same way with his next girlfriend. You just don't know it yet. So don't forget about the love bombing method if your partner's behavior with others is in stark contrast to the sugary sweetness he exhibits in his relationship with you.

As life coach Wendy Powell advises, a good way to counteract love bombing from someone you find potentially overwhelming is to take things slow.

Keep in mind that the way a person speaks about others can foreshadow how they will one day treat you.

13) Preventive defense

When someone strongly emphasizes that he/she is a “nice guy” or a “nice girl”, they immediately begin to tell you that you should “trust him/her”, or out of the blue they assure you of their honesty - be careful.

Suppressive and violent individuals exaggerate their ability to be kind and compassionate. They often tell you that you should “trust” them without first establishing a solid foundation for that trust.

They can skillfully “disguise” by portraying a high level of sympathy and empathy at the beginning of your relationship, only to later reveal their true identity. When the cycle of abuse reaches the stage of devaluation, the mask begins to slip and you see their true nature: terribly cold, callous and dismissive.

Truly good people rarely need to constantly boast about their positive qualities - they exude warmth rather than talk about it, and know that actions are much more important than words. They know that trust and respect are a two-way street that requires reciprocity rather than constant indoctrination.

To combat preventive defense, think about why a person emphasizes his good qualities. Because he thinks you don't trust him - or because he knows he's not trustworthy? Judge not by empty words, but by actions; it is actions that will tell you whether the person in front of you is who he says he is.

14) Triangulation

Referring to an opinion, point of view, or the threat of bringing an outsider into a communication dynamic is called “triangulation.” A common technique for proving the suppressor right and invalidating the victim's reactions, triangulation often results in love triangles in which you feel vulnerable and unstable.

Narcissists love to triangulate their partner with strangers, colleagues, ex-spouses, friends and even family members in order to create jealousy and insecurity in them. They also use the opinions of others to prove their point of view.

This maneuver is intended to divert your attention from psychological abuse and present the narcissist in a positive image of a popular, desirable person. Plus, you begin to doubt yourself: since Mary agrees with Tom, it turns out that I’m still wrong? In fact, narcissists are happy to “tell” you nasty things that others allegedly said about you, even though they themselves say nasty things behind your back.

To counter triangulation, remember that whoever the narcissist triangulates you with, that person is also triangulated by your relationship with the narcissist. Essentially, the narcissist is in charge of all roles. Answer him with your own “triangulation” - find the support of a third party beyond his control, and do not forget that your position also has value.

15) Lure and pretend to be innocent

Suppressive individuals create a false sense of security to make it easier for them to demonstrate their cruelty. If such a person drags you into a meaningless, random quarrel, it will quickly escalate into a showdown, because he does not know the feeling of respect.

Minor disagreement can be a bait, and even if at first you restrain yourself within the bounds of politeness, you will quickly realize that it is driven by a malicious desire to humiliate you.

Having “lured” you with a seemingly innocent comment disguised as a rational argument, they begin to play with you. Remember: narcissists know your weaknesses, the nasty phrases that undermine your self-confidence, and the painful topics that open old wounds - and they use this knowledge in their schemes to provoke you.

After you swallow the bait whole, the narcissist will calm down and innocently ask if you are “okay”, assuring that he “didn’t mean to” upset your soul. This feigned innocence takes you by surprise and forces you to believe that he didn't really mean to hurt you, until it starts happening so often that you can no longer deny his obvious malevolence.

It is advisable to immediately understand when they are trying to lure you in order to stop communication as soon as possible. Common luring techniques include provocative statements, insults, offensive accusations, or unfounded generalizations.

Trust your intuition: if a certain phrase seemed somehow “not right” to you, and this feeling did not go away even after the interlocutor interpreted it, perhaps this is a signal that you should take your time to comprehend the situation before reacting.

16) Boundary testing and vacuum cleaner tactics

Narcissists, sociopaths, and other suppressive individuals constantly test your boundaries to see which ones can be violated. The more violations they can commit with impunity, the further they will go.

This is why survivors of emotional and physical abuse often face even more abuse whenever they decide to return to their abusers.

Abusers often resort to “vacuum cleaner tactics,” sucking their victims back in with sweet promises, fake repentances, and empty words about how they will change, only to subject them to more abuse.

In the sick mind of the abuser, this testing of boundaries serves as punishment for trying to resist the abuse, as well as for returning to it. When a narcissist tries to start over, reinforce your boundaries rather than retreat from them.

Remember: manipulators do not respond to empathy and compassion. They only react to consequences.

17) Aggressive injections under the guise of jokes

Covert narcissists love to say mean things to you. They pass them off as “just jokes,” as if reserving the right to make disgusting comments while maintaining an innocent calm. But as soon as you get angry with rude, unpleasant remarks, they accuse you of lacking a sense of humor. This is a common technique for verbal abuse.

The manipulator is betrayed by a contemptuous grin and a sadistic gleam in his eyes: like a predator playing with prey, he takes pleasure in the fact that he can offend you with impunity. It's just a joke, right?

Not this way. This is a way to convince you that his insults are just a joke, a way to shift the conversation from his cruelty to your supposed hypersensitivity. In such cases, it is important to stand your ground and make it clear that you will not tolerate such treatment.

When you bring these hidden insults to the manipulator's attention, he can easily resort to gaslighting, but continue to defend your position that his behavior is unacceptable, and if this does not help, stop communicating with him.

18) Condescending sarcasm and patronizing tone

Belittling and putting others down is a suppressive person's forte, and tone of voice is just one of many tools in their arsenal. Making sarcastic remarks at each other can be fun when it is mutual, but the narcissist resorts to sarcasm solely as a way of manipulation and humiliation. And if this offends you, it means you are “overly sensitive.”

It doesn’t matter that he himself throws tantrums every time someone dares to criticize his inflated ego - no, it’s the victim who is “oversensitive.” When you are constantly treated like a child and challenged on your every statement, you develop a natural fear of expressing your feelings without fear of reprimand.

This kind of self-censorship saves the abuser from having to shut you up because you are doing it yourself.

When confronted with a condescending demeanor or patronizing tone, state it clearly and clearly. You don’t deserve to be spoken to like a child, and certainly you don’t have to remain silent to please someone’s delusions of grandeur.

19) Shaming

"Aren `t you ashamed!" - a favorite saying of suppressive people. Although it can be heard from completely normal people, in the mouths of narcissists and psychopaths, shaming is an effective method of combating any views and actions that threaten their undivided power.

It is also used to destroy and negate the victim's sense of self-worth: if the victim dares to be proud of something, then instilling shame in her for that particular attribute, quality or achievement can lower her self-esteem and strangle all pride at the root.

Narcissists, sociopaths and psychopaths love to use your wounds against you; they may even make you feel ashamed of the hurt or violence you have suffered, causing you further psychological trauma.

Did you experience violence as a child? A narcissist or sociopath will make you feel like you somehow deserve it, or brag about your own happy childhood to make you feel inadequate and worthless.

What better way to offend you than to pick at old wounds? Like a doctor in reverse, the suppressive person seeks to deepen your wound rather than heal it.

If you suspect that you are dealing with a suppressive person, try to hide your vulnerabilities or long-standing psychological traumas from him. Until he proves that he can be trusted, you should not give him information that could later be used against you.

20) Control

Most importantly, suppressive people seek to control you in any way they can. They isolate you, manage your finances and social circles, and control every aspect of your life. But the most powerful tool in their arsenal is playing on your feelings.

This is why narcissists and sociopaths create conflict situations out of the blue, just to make you feel insecure and unstable. That is why they constantly argue over trifles and get angry at the slightest reason.

This is why they become emotionally withdrawn, and then rush to idealize you again as soon as they feel that they are losing control. This is why they fluctuate between their true and false selves, and you never feel psychologically safe because you cannot understand what your partner really is.

The more power they have over your emotions, the more difficult it will be for you to trust your feelings and recognize that you are a victim of psychological abuse. By learning about manipulative techniques and how they undermine your self-confidence, you can understand what you're up against and at least try to regain control of your life and stay away from suppressive people.

Before examining the methods of influence, let us examine the question of what influence is and what influence is.

These are completely different things. How are they different from each other?

Imagine two men talking on the street. And then a usable female walks past them, smoothly swaying her lower back. They instantly forget what they were talking about, all their smart conversations remain somewhere on the side, and they follow her with their eyes. Did she have any effect on them? No, she was just walking by. Did she influence them? Of course it did. The question is: what is influence, and how does it differ from influence?

In the yard where I grew up, there lived a local policeman. Like Pushkin, his name was Alexander Sergeevich. He was about two meters tall and had the build of a doorway. He always wore civilian clothes and a police cap on his head. He spent most of his time in the basement rocking chair. So, when he appeared in the yard, he immediately created a certain climate. Immediately everyone began to speak more quietly, all kinds of parties stopped, all the punks in the yard ran away and hid, all the hooligans tried to behave as inconspicuously as possible, and everyone stood up and greeted him. Did he influence anyone? He was simply walking from the rocking chair to the Stronghold. But by his mere appearance he had a certain influence on people.

Influence begins with appearance. With caste identification. We can make an impact simply by our appearance. When we choose a caste identity, we choose an instrument of influence.

What do people immediately pay attention to? In appearance, posture. For the chosen clothing style. On an appropriately chosen role-playing game - who you play in this life. Even when we see a person for the first time, we immediately determine for ourselves who is in front of us: “A sad smart guy” or “A charming scoundrel” or vice versa – “Intellectual Superman”.

But if we choose a certain model of behavior, it means that we are already acting purposefully, but this action is not aimed at a specific person. This is influence. We haven’t done or said anything yet, but with our clothes, movements, and facial expressions, we have exerted a certain influence, aroused a certain attitude towards ourselves.

One of the first factors that people pay attention to is the color of clothing.

The color we choose not only reflects our psycho-emotional state, but it, in turn, begins to influence us. That is, if we accustom ourselves to a certain color, we change our behavior according to this color.

The first color that affects people's psyche is black! If a person accustoms himself to the color black in clothes, he develops certain traits - authoritarianism, complete rejection of other people's opinions and the widespread imposition of his own opinion on everyone.

The opposite color to black is white. This is the color of adaptation. It means the desire to make contact, to establish a common language. Mix any color with black, it will be black. Mix any color with white, it will be the same color, but a little thinner.

Between black and white is the color gray. The so-called “civilian uniform” is a gray suit. This is emotional passivity, that is, not involvement, neither here nor there. “Citizen, let’s pass,” and the citizen can rejoice, can shout, can be indignant, but this should not in any way affect the state of the one who said: “Citizen, let’s pass.”

Next are warm colors. The hottest color is red. What is red in nature? Blood! Fire! Red symbolizes aggression. Therefore, when GDP appears at negotiations at the Council of Europe in a red tie, everything falls into place. If I were him, I would even write a “badge” like this: “everyone in the stall!” – this concerns everyone in the Council of Europe. Here is the behavior pattern: aggression - adjustment - aggression and - black suit - suppression. Suppression of interlocutors.

Yellow is the color of positive activity, the color of the sun. The halos of advanced people were always painted golden, that is, yellow. And orange, respectively - aggression and positive activity - in half.

Now brown. What is brown in nature? Right! This color is by no means associated with chocolate, or even coffee. Therefore, avoid brown color at all costs. Also stay away from those who like brown.

Cool colors remain. Blue! In nature, the color blue is the sky and the sea. Those who often look at the sky and the sea are dreamers and romantics. Anyone who chooses blue cultivates romanticism and sentimentality.

Lilac, violet, lilac are also cool colors. Introversion, self-absorption, the desire to play your own movie in your head.

Green – focusing attention on yourself.

All kinds of cells, drawings, polka dots - this is neuroticism, nervous exhaustion. If you accustom yourself to such “speckles”, you develop neuroticism in yourself. Therefore, I always try to dissuade my followers from any “polka dots”, “speckles” and so on and so forth.

The craving for wearing shiny objects, all kinds of bracelets, rings, watches with metal bracelets, belt buckles, silver and gold badges on clothes are all signs of psychopathy. Those who prefer such things tend to be slightly psychopathic. This is neither good nor bad. This is a feature!

By the way, about psychotypes. There are many nuances here related to professionalism.

I can tell you for sure that, for example, not a single good analyst can help but be schizoid. Because only a schizoid can look at a problem from different angles, and this is a mandatory quality for an analyst. And any good artist is also certainly a schizoid. This is a person who sees everything a little differently. He cannot help but have an altered reality.

On the other hand, no good coach can help but be a psychopath. A psychopath is, firstly, a slightly paranoid person fixated on one idea, and secondly, he is usually prone to not always adequate words and not always adequate actions. This is not a hysterical person - a hysterical person who kicks everything, screams and fights in hysterics and in tears. In a psychopath, the reaction may be acute or painful, or, on the contrary, it may be dull. A good coach simply must be a psychopath, otherwise he will not be able to inspire and influence. This is a pattern, and it doesn’t matter what field he trains in – martial arts, hockey or psychology.

An accountant must be an epileptoid. Otherwise, he simply will not be able to thoughtfully and painstakingly do the same thing. Only an epileptoid can walk around a store and repeatedly ask prices for goods that he does not need. Or, for example, cutting down trees with a jigsaw. Cyclothymics are individuals who have seven Fridays a week, which change all the time. Either he is a schizoid, or he is paranoid.

Managers - sales or purchasing - are all necessarily paranoid individuals. They definitely need to sell or buy, which means they have to get stuck. There is even a separate mental illness - manager's syndrome. I'm not saying it's a disease, it's an accentuation. A disease is already a diagnosis. And accentuation is the general direction.

What begins to influence people immediately after you appear, before you speak, before you look? First of all, the smell affects others. Why is smell so important? In the animal world, everyone perceives each other by smell. The same thing happens among people. Because people began to smoke, sniff various substances and chew gum, the human sense of smell, of course, worsened, but did not disappear completely. Something in the smell is still retained for perception.

The scent of a dominant male is the most attractive. It suppresses the will of other males and causes a positive reaction in females. The smell of a dominant female should emanate from the female, which, in turn, suppresses the will of other females and attracts males.

One advertisement touches me - they show a girl riding on a tram, and she has a pig drawn under her arm. And then she uses some kind of deodorant, and everyone becomes crazy about her. This ad is complete idiocy. Remember: if you have a normal metabolism, the smell of sweat may not be unpleasant. In persons of the same sex, this odor is neutral, that is, neither pleasant nor unpleasant. It is attractive to people of the opposite sex. But this only applies to the smell of fresh sweat. The smell becomes unpleasant after 12 hours, when the sweat begins to decompose.

Therefore, I still recommend washing regularly. But I don’t recommend using deodorants and other perfumes. For one simple reason: in our time, all sorts of sodomite couturiers and gay individuals are involved in the invention of perfumes. Of course, they cannot choose the right scents - neither for men nor for women.

What scents should you use?

My friends, there is no need to invent bicycles. Everything was invented long before you. Read and remember! Residents of the Arabian Peninsula, the Maghreb and North Africa, and residents of the Middle East have been using these systems for thousands of years.

For men, the dominant scent is musk or musk. These are the glands of the musk deer gazelle. This gazelle is found in North Africa, Saudi Arabia, and the Middle East. She has musk glands, from which musk is secreted. A huge amount of specific “perfume” is made from one gram of musk. The strongest musk – the hardest and most dominant – is black. White is inferior to black in strength and intensity, it is softer. There is also a middle one - not white and not black - red.

For women, the dominant scent is ambergris. This substance is secreted by female sperm whales, and the male sperm whale smells this smell tens of kilometers away through the water. And he rushes in the appropriate direction, without making a mistake. Real perfumers can also make a lot of useful things out of ambergris. How do musk and amber work? Bypassing human consciousness. You may like these smells, you may not like them - it makes absolutely no difference. Because they have other methods of influence. In fact, this is to some extent a deception of nature. You add certain enzymes to yourself, which, by and large, suppress the will of other people, and the more concentrated they are, the stronger the suppression.

So, the smells of musk and amber give the dominant individual a feeling of even greater dominance. As already mentioned, they suppress, subjugate individuals of the same sex and cause attraction among individuals of the opposite sex.

There is nothing complicated at all in everything that I offer; in fact, everything is insanely and fabulously simple.

In principle, all psychology is a very simple thing. Remember, only what is simple always works. Complex things won't work. Anyone who has practiced martial arts knows: you can learn a lot of beautiful coordination and complex techniques, but will they be useful in practice? In real combat conditions, two kicks, two punches, and two throws work. Well, or three hits and two throws. All. Also in psychology, the simplest techniques work best.

So, first of all, we perceive the smell of a person. What are we celebrating next? Posture and plasticity of movements, body position.

Few people can boast of good posture - after all, since childhood we have been taught to slouch. We were taught to walk straight, like a string. If we stood up straight, we were told that we were proud, arrogant, and uplifted. Girls were supposed to be embarrassed by the fact that their bust was beginning to form, and not to put it forward, but to hide it, pushing out their shoulders and bending over.

Moreover, from time to time we wanted to look as harmless as possible in front of the teachers, and for this we had to cross our upper limbs over our genitals and our lower ones over each other. And at the same time, of course, I had to slouch and push my shoulders forward, press my head into my shoulders, and wear a very smart expression on my face.

If a person is beaten or constantly intimidated, he will begin to hold his hands, as if covering himself, and begin to slouch. How will he feel about this?

Check it out for yourself. Try bending your back and slouching. Lower your head and arms and look around from under your brows. How do you feel? Proud, free, independent? Probably not! Now straighten up! Pull your shoulders back, put your leg a little forward, put your hand on your belt, straighten your head. Have your feelings, your facial expressions changed? So, does our internal state depend on body position and posture? Certainly!

Exercise 1

Raise your right arm, raise your head, look up and stretch strongly towards the ceiling. Pull your shoulder as far as possible until your back cracks. Don't be afraid, it won't come off! Slowly, through the side, lower your hand.

Do the same with the other hand. Pull until it hurts, until you crunch, so that your shoulder and back are stretched as much as possible.

Now both hands are up, until it hurts, until they crunch.

Now slowly lower your shoulders and pull your crown up.

Shoulders forward, up, towards the ears, and down, back. Remember your posture, it should be exactly like this.

Exercise 2

Spread your arms to the sides and reach with your hands where you cannot reach. First with the right hand, then with the left. Slowly lower your arms.

And again: shoulders forward, towards the ears, and down, back.

Sit on a chair while keeping your back straight. Hands rest on the upper thigh, mid-thigh. Your back is straight, bend your back muscles. Pull your shoulders back. Buttocks also back, straighten your back so that the s-shaped curve of the spine decreases.

You can stay in this position for as long as you like. Have you ever tried to walk somewhere with a heavy weight on your back? If you bend your back, you will get tired after a hundred steps. You can walk easily only if your back is straight. It's the same here. You can work on a computer, you can sit for hours with your back straight. Remember - the back of the chair is for disabled people! Forget about her. Just sit as far as possible with your buttocks, bend at the waist, pull your shoulders back - and that's it.

If, under the weight of your brain, your head tilts first to one shoulder, then to the other, you need to fight it. How?

Exercise 3

Take your head with your hand, support your ear with your shoulder, pull your head slightly, tilting your ear towards your shoulder. Now in the other direction.

After this, the head will remain straight for some time. Then again, under the weight of the brain, it will begin to lean either to the right or to the left. Then repeat the exercise again.

Exercise 4

Sit on your left buttock, lift your right leg, pull your toe as far as possible. Sit on your right buttock. Pull your left leg as far as possible. Sit up straight and, while sitting, stretch your head up.

These exercises need to be done constantly. Indirect consequences - gain a little height, a couple of centimeters. Checked! The legs and arms will probably lengthen slightly. In fact, of course, the bones will not become longer; this happens due to the fact that the joints straighten and cease to be compressed.

Plastic movements are also very important.

The softer and more flexible your movements, the greater the feeling of strength emanating from you. You should always move a little with reserve. As if you are showing that you have a little more strength than you need for this movement.

There was such a weightlifter - David Riegert. Having lifted the barbell, he always threw it up a little. He threw it over and laid it on the ground. This did not require any effort, because the barbell is thrown up with your feet - just a little upward. But how it impressed the audience! Even if he lifted the barbell with all his strength, with circles in front of his eyes, it seemed to the audience that he did it playfully.

For women there is a slightly different plastic scheme. Dear ladies, you must constantly, every moment, move as if a huge number of men are looking at you with admiration, at the same time licking their lips as you go. And a huge number of women look at you with hatred and envy. All the time, even when alone with yourself, you should imagine that they are looking at you.

Can you look straight and smile?

From childhood we were taught to hide our eyes. For example, you are walking down the street, your mother is holding your hand. A man passes by in a wheelchair. You are interested, you want to look at him, but you hear: “Don’t stare at your uncle, it’s not good!” A drunken aunt is picking her nose, you also stare at her, but they tell you again: “Don’t look at your aunt, it’s indecent!”

We have heard too often: “Why are you looking at me like that?” – and learned to lower their eyes.

We were also weaned off smiling and laughing. For example, a teacher at school sits on a chair where one of the students carefully placed a button - and jumps up. This is very funny, you burst out laughing, and you are punished for it. Dad hammers a nail into the wall, hits his finger instead of the nail, and bursts into a tirade about the imperfections of the universe. And now you laugh - and get a slap on the head. We were taught not to smile, not to laugh, to wear a serious, sad expression on our faces.

You should practice the skill of smiling and talking to people with a smile on your face. By smile I don’t mean the stupid Hollywood “cheese”, but something else.

Exercise 5

Relax your facial muscles, look straight ahead into the eyes of your imaginary interlocutor (you can stand in front of a mirror) and slightly lift the corners of your lips. Now, without lowering the corners of your lips and looking straight ahead, say a phrase. Practice this skill: speaking with a slight smile, looking into your eyes.

This technique is called soft suppression. On a subconscious level, a smile is a grin, a direct look into the eyes is aggression. Consciousness perceives a smile as a manifestation of goodwill, and a look into the eyes as openness and sincerity. Therefore, when communicating with you, people will have a strong contradiction. Consciously, they will perceive you as a friendly and open person, and subconsciously, as a source of overwhelming aggression. And this is where a remarkable psychological phenomenon appears: the transformation of fear into respect. Subconsciously fearing you, people will begin to look for positive traits in you, find them and be filled with respect for your person.

If a person does not smile and the corners of his lips are constantly downturned, this means that in front of you is a pessimist, a loser. And failure is contagious, like the flu. Stay away from such people. If you notice that the corners of your lips are starting to droop, do this exercise:

Exercise 6

Place your thumbs on your upper lip and turn your fingers inward to raise the corners of your lips. And you say something, for example: “Winter! The peasant, triumphant, drives his Hummer out of the gate.” Slowly you let go of your hands and leave this smile.

Do the exercise for a minute, two to three times a day, until the corners of your lips begin to rise on their own.

Everything that was instilled in us in childhood was reflected in our psyche - we could no longer withstand direct gaze, we weakened.

A strong person should have a straight gaze and always have a slight smile on his face.

The managers of the Sony Corporation, in general, are not the last sheep in the world, spent 150 hours in 2003 practicing a constant smile and direct gaze - and this in a country where smiling and looking into the eyes is a national tradition. This training was necessary in order to learn how to subordinate other people to your will even more effectively.

Here is an interesting episode that shows how important it is to use facial expressions correctly. This is the story of how a French doctor from the International Red Cross died in Chechnya. Several... how to call it more delicately... employees of an illegal armed formation were dragging a stretcher with a wounded comrade. And the Frenchman, like all Europeans, saw them and smiled at them. People have left the battle and are carrying a wounded comrade, and in front of them some kind of monkey is standing and grinning. What is their reaction? The doctor was shot dead on the spot. Then they only found out that he, it turns out, was not gloating, but simply smiling.

Therefore, you shouldn’t have this American “keep smiling” either. If a person meets you halfway with a smile from ear to ear, does it mean that he is open, friendly, and well disposed towards you? In English-speaking countries in the 80s, maybe. But in the Slavic world, such a wide smile would most likely mean doubt in the mental competence of the interlocutor. Your smile should be light, just an even, relaxed position, slightly raised corners of the lips.

There are various techniques for influencing your interlocutor. Body position, gestures, facial expressions, gaze - all of these can be tools for your influence on people.

Facial expressions are one of the tools of influence.

Let's say your goal is to suppress a person.

The technique is simple: you look past the person, with a slight half-smile on your face - slightly raised corners of your lips. You look at the person and your smile disappears. Look away again and a smile appears.

And so on several times.

This is almost imperceptible, but it bypasses consciousness. After five or six repetitions, your actions - the appearance and disappearance of a smile - begin to influence the psyche of the interlocutor, his internal state. A person begins to suspect that something is wrong with him, looks at his clothes, and so on. However, he does not understand why he feels uncomfortable.

If, on the contrary, you want to lift a person’s mood, win him over, and draw him into positive communication, you must act in the opposite way.

You maintain a neutral expression when you look away from the person, and smile slightly when you look back at them. And you repeat this several times in the same way. You need to smile just slightly; a wide smile can lead a person to think that you are laughing at him.

Your interlocutor receives a positive emotional background attached to your person. This is an effect aimed at bypassing consciousness to induce positive emotions.

As a basic technique of influence, I recommend keeping your gaze just below the eyes of your interlocutor.

A person always subconsciously tries to catch the eye of the person he is talking to. And in order to catch your gaze, he will have to slouch, that is, take a subordinate position in which it is very difficult to maintain pride and dignity. This technique also bypasses consciousness.

Grandfather Freud was a very smart guy. He wrote that we always conduct two dialogues: one takes place at the level of consciousness (the words we pronounce), the other at the level of gestures, facial expressions and glances.

There is a conference of psychologists and trainers. A man and a woman are talking about conducting corporate trainings and investing in personnel. The lady periodically lowers her eyes and glances at the male. The male periodically glances at the lady's neckline and reluctantly turns his gaze back to her eyes. At the level of consciousness, they conduct a dialogue about training and investment. On an animal, subconscious level, this is an erotic self-presentation, an erotic worldview. There are two dialogues going on at the same time - and this always happens.

Two men are negotiating a corporate merger. One man leans back in his chair and, rocking on it, says to the other: “Sorry, I forgot your name and patronymic.” The second one puts his hands behind his head, crosses his legs, with the soles facing the interlocutor and asks: “Pavel Pavlovich, excuse me, but are you really the first person in your company?” On a conscious level, they clarified each other's positions. On a subconscious level, everything is not so simple. The first man, pretending to have forgotten the name of his interlocutor, demonstrated his position as the owner. The second, taking the appropriate pose (hands behind his head, crossing his legs, swaying his toes) demonstrated his superiority, the extreme degree of superiority. At the subconscious level, their dialogue sounded something like this:

– I am a dominant. Low-ranking, take a humiliated pose.

- No, it’s me who’s dominant, it’s you who’s low-ranking, take a humiliating pose.

One can guess that they were unlikely to come to an agreement.

Let's consider how you can influence people with gestures. The position of the body relative to the interlocutor is also of great importance. You stand opposite the interlocutor - he feels the confrontation (Fig. 1). The corresponding hand gesture increases the confrontation; the interlocutor perceives your posture as aggressive (Fig. 2). The closer you get, the more aggression you feel (Figure 3).

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If you stand next to the person, the opposition disappears, even if you are standing close enough (Fig. 4). This pose means that you seem to be resisting something together, and does not cause a feeling of aggression in the interlocutor, but, on the contrary, unites you.

You sit in front of your interlocutor, leaning slightly towards him - he perceives you as a character interested in communication (Fig. 5). But if you increase the tilt, creating the appearance of being ready to jump (legs are brought under the center of gravity, hands rest on the upper third of the thigh), the interlocutor feels quite strong aggression - as if you could jump up and rush at him at any moment (Fig. 6). He feels it on a subconscious level.

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You sit straight, without deviating anywhere (Fig. 7). This position expresses complete neutrality. If you lean back and take a relaxed position (Fig. 8),

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you are showing a lack of interest in the conversation. But if at the same time you sit next to him, the feelings of the interlocutor change - this position shows that, on the one hand, the person is relaxed, on the other hand, he is friendly towards the interlocutor (Fig. 9).

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When you lean back, cross your legs and turn your sole towards the interlocutor, you are expressing disdain (Fig. 10). You can further intensify this feeling by throwing your hands behind your head - an extreme degree of neglect (Fig. 11).

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At the same time, if you throw your leg in the other direction and turn away from your interlocutor, you are already demonstrating your own uncertainty and fear (Fig. 12). It will be especially expressive if you hold an object in front of you - a folder or a book.

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Most poses take on a completely different meaning when you're talking to a woman. Here the tactics may be slightly different. The “ready to jump” pose, when the legs are under the center of gravity, will be perceived by a man as aggression, and the lady, on the contrary, will perceive it positively, as a manifestation of interest - she has other associations (Fig. 13). If you sit next to her, with a slight tilt towards the interlocutor, you will also evoke positive feelings with some erotic admixture (Fig. 14).

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When you sit back in your chair, the lady you are talking to feels superior and relaxed (Fig. 15). A closed posture, when you seem to turn away to the side, will cause a feeling of mistrust and tension (Fig. 16).

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When you, standing opposite, make a movement towards the interlocutor, your movement suppresses the man, and, on the contrary, attracts the woman and causes a response movement towards you (Fig. 17). But if you stand next to a lady, turning in the same direction as her, you show her neutrality and detachment (Fig. 18).

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By coming very close to your interlocutor, you will cause the same rejection in her as in a man, because this pose expresses too high a degree of aggressiveness, and she will not make any response movement towards you (Fig. 19).

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Now the situation is when you communicate while sitting at a table. If you sit opposite your interlocutor, you demonstrate your superiority and suppress him (Fig. 20). Leaning back, you show an extreme degree of disdain, telling your interlocutor that he is nothing (Fig. 21).

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But if you sit on the side, you demonstrate a subordinate position (Fig. 22).

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The interlocutor develops a positive attitude. An even more expressive demonstration of your harmlessness is when you turn slightly in the same direction as your interlocutor (Fig. 23). You can talk about anything, but in this position you will never cause negative emotions. Therefore, if you are communicating with some important person, try to sit on the side. Sitting in this way, you can explain, tell, show something, and they will listen to you. And if you sit opposite, you will cause rejection and opposition.

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An important person can be a lady, that doesn’t change anything. Remember that in human society the criteria for “male” and “female” are shifted. A lady can perceive you as an erotic object only on a deep subconscious level. And on the conscious level, she perceives you as a factor. Not as a person, but as a factor, for example, that interferes with or contributes to her personal enrichment.

Try not to place your hands or elbow on the other person's table. It’s better to put some paper down and show it with a pen. Only the edge, fingertips touching the table (Fig. 24). If you encroach on the territory of your interlocutor (Fig. 25), you cause negative emotions. It's better not to do this.

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Thus, you see that changing the position of the body relative to the interlocutor affects his mental and emotional state.

The next tool of influence is gestures.

There are gestures aimed at suppressing the will of the interlocutor.

In any monkey community, a dominant male suppresses low-ranking males when he begins to behave towards a low-ranking male as towards a female. He is obliged to take a humiliating pose, to show that he is not a male, but only a female - to cover the phallus with his paws and slouch. And the dominant pats himself on the genital area, points his finger at the genital area of ​​the low-ranking one and shouts at him.

So, the first gesture model: you direct gestures from the outer circle to the inner one. And orient the gesture towards the genital area (Fig. 26).

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The interlocutor does not understand what you are doing, but your gestures suppress his will. It’s as if you are giving a command: “Low-ranking, take a humiliated pose! You are not a male, but only a female!” Considering that in human society the concepts of “male” and “female” are shifted, women can also use this technology of influence.

So there is a whole group of suppressive gestures.

Have you noticed the precise gestures of our former president, now prime minister? Of course, psychologists work with him - professionals of the highest class. But, we must give him his due, he listens to them very carefully, which is rare among political figures - they prefer to think on their own.

It is for this reason that such a large number of negotiators left their jobs in the 90s - after all, in the Slavic world, as in France of the 17th century, “any Gascon is an academician from childhood.”

Imagine three specialists negotiating with armed separatists. One of them is an orientalist, Doctor of Science, familiar with Eastern mentality, culture, and traditions. The second is a conflict specialist. The third is a psychologist-trainer, Ph.D. Three negotiators are having a conversation, and suddenly some mandate holder appears who knows better than these three specialists what to do. He snatches the microphone from them and begins to talk with the separatists himself. Or some owner of large heavy stars appears on his shoulder straps, who has a nursery and a military school behind him, but he also knows everything better than conflict experts and orientalists. As a result, negotiations become meaningless. Well, where is a conflict specialist and orientalist compared to an official or a general?

Let's consider another model of behavior - the Putin-Schroeder interaction.

In 2002, there was a summit meeting that became the first stunning psychological success of the GDP.

Here are the heads of state meeting each other halfway. This is diplomatic protocol. VVP walks, raising his hand, and when he is within a handshake distance, he lowers his hand and looks in bewilderment at Schroeder’s outstretched hand. Schroeder feels extremely uncomfortable at this moment. After this, finally, VVP shakes Schroeder’s hand, giving it from below, and then turning it upward. This gesture automatically sounds like a command: “Even if I started like this, we will end like this,” and “Take a humiliated pose, Schroeder.”

Then VVP turns to journalists so that they can see that the heads of state are shaking hands. Schroeder feels uncomfortable and tries to pull his hand away. Judo training has given our president a strong hand, so he doesn’t let Schroeder pull his hand out. After some time, Schroeder finally pulls his hand away, and VVP goes and says something to him. Schröder can only run after him and participate in the conversation, otherwise there will be a violation of diplomatic protocol, which the German Chancellor, as a European man, cannot allow. And the GDP continues to go. He is shorter, so Schroeder is forced to lean towards him, which does not prevent our president from periodically looking down at the chancellor. As a result, Schroeder is completely suppressed from the very first minutes of the dialogue, and VVP wins the negotiations.

These behavior patterns are very simple. So, the first gesture is “to the leg” (Fig. 27). It means: “Take a humiliating pose.” The continuation of this gesture is a movement towards the genital area. On the conscious level, this is simply an accentuation of attention, but on the subconscious, it is the same thing that a monkey leader does in relation to a male of a lower rank: “You are not a male, but just a female, cover the phallus with your front paws and take a humiliating pose.”

Rice. 27

Another gesture is a wide movement of the hand, without moving the fingers (Fig. 28). It means: “This is your pasture. I'll highlight it for you. Walk and graze." It is very effective to use this gesture in conjunction with the previous one (Fig. 29). This combination seems to say: “Here is your pasture. If you take humiliated poses, graze on him as much as you want.” For example, out loud: “We will create all conditions for the effective operation of small businesses.”

Rice. 28

Rice. 29

And two gestures almost simultaneously: “Of course, those who want to graze will also have to make some effort, that is, everyone will have to take humiliated poses.” These hand movements are invisible, but they bypass consciousness.

A gesture that says: “Stop, be quiet” (Fig. 30). With your words you say, “Please continue, I am listening,” but your gesture says, “Stop, stop, stop.”

Rice. thirty

Another stopping gesture (Fig. 31). You make this gesture and say: “Please come in,” but your interlocutor will hesitate at the door. He received two mutually exclusive commands - in words he was told: “Please come in,” but a gesture showed him: “Get out,” and as a result, he could neither enter nor exit.

In words: “Sorry for what you said, repeat,” and with a gesture: “Stop, stop, stop.” And the interlocutor is silent or mumbles something incomprehensible.

Rice. 31

A gesture that sums it up (Fig. 32). In words it may be: “Let’s talk about this some more,” but the gesture says: “To summarize, that’s it. We’ve finished the debate, let’s move on to general issues.”

Rice. 32

Gesture of self-presentation: “I”, “I”, “I”, “Here I am”, “Look at me!”, this gesture says. It can be done with one hand or two (Fig. 33, 34).

Rice. 33

Rice. 34

There are a number of combinations using the self-presentation gesture. For example, a connective meaning “Attention to me” (Fig. 35). Yushchenko really likes to do it. These two gestures say: “Attention!”, “Attention to me,” “What they say, it doesn’t matter, attention to me!” Another combination, using the “to the leg” gesture is “Obey me” (Fig. 36). The same Yushchenko likes to use a bunch of gestures that actively attract attention.

Rice. 35

Rice. 36

Rice. 37

As a rule, he makes three gestures in a row - “to the leg”, “here I am”, “attention to me”. This is not good or bad, it’s just his style of communication. He says: “Take a humiliating pose towards me” and “Listen to me carefully.” And this technique allows him to seek attention even where they don’t want to listen to him. Good psychologists probably work with him too.

Another combination using the gesture of self-presentation means “Only me” (Fig. 37). You say out loud: “Few can cope with this task,” and the gesture clarifies: “In fact, only me!”

The impact of gestures largely depends on the country in which they are used. For example, a gesture recommended by Alan Pease and Dale Carnegie (Fig. 38). For them, this means openness.

Rice. 38

And with us – “Nothing worked out”, that is, recognition of one’s insignificance. Forget this gesture.

You can say a lot with gestures, almost anything. For example, at seminars, to focus the attention of the audience, I like to use a bunch of gestures: “stop”, “here I am”, “attention to me”, “take a humiliated pose”, “here is your pasture”. This can be translated as follows: “Stop talking, I am the one who knows the answers to your questions, so we respectfully hang on my every word, and you will be happy.”

In order to use gestures correctly and influence your interlocutor with them, you need to repeat them several times during the conversation. These gestures are few, you just need to remember them and be able to launch them in time. This is quite enough for any constructive dialogue.

There is another super exercise for suppressing willpower that I really like. Moreover, as a rule, no one understands what the essence of this action is.

After all, many actions bypass consciousness. For example, one competitor managed to disrupt the performance of a great flautist. He sat down in the first row, took out a lemon, began to cut off lemon slices and chew them. The flutist saw this and his mouth filled with saliva. The concert was canceled, but it is unlikely that the musician realized what was the reason for this.

So, we model the behavior of a dominant male who suppresses a low-ranking one. I recommend using a thick marker or twelve-color pen for this activity. They are most suitable in volume as a phallic symbol. A thin student's pen is not suitable - it will not give the necessary association. Smokers can use a cigar case.

When talking to a person, I point a pen (phallic symbol) at him at an angle of approximately 45 degrees and perform certain manipulations with it. This gesture means - low-ranking male, take a humiliating pose, you are not a male, but just a female. These actions cause discomfort for the interlocutor. He doesn’t understand what exactly I’m doing, so he can’t object, but his internal protest will increase until it is completely suppressed.

For women, this exercise has the opposite effect - positively, causing them a lot of positive emotions. You talk with a lady about different things - about flowers, about nature, about the weather - and perform certain manipulations with a pen or marker. After some time, you will notice the appearance of a number of interesting phenomena in the lady - accentuated chest breathing, an uneven blush on the cheeks, a sparkle in the eyes, a swallowing reflex. We have already said that in human society the concepts of “male” and “female” are shifted. Therefore, ladies can safely use this exercise, and the man will feel uncomfortable. Yes, he is talking with a lady, but at the moment this lady is holding a phallic symbol and playing the role of a dominant male who gives the command: “Low-ranking, take a humiliating pose!”

When I spoke about this technique of influence at a corporate training in one of the companies, an interesting picture emerged. At meetings, the first person began periodically shouting at his subordinates: “Come on, put your pen down!”, “Okay, everyone put their pens on the table!” Because at first my lectures were listened to by the middle management of the company, and the first person considered himself too important and big to attend my training. And all the subordinates sat with their hands pointed at the leader and manipulated them. He felt very bad, and he asked me to study with him separately. Naturally, after class, the first thing he did was demand that everyone stop pointing their fingers at him and manipulating his consciousness.

Feminine charm lies in the alternating presentation of two things:

a) full sexual availability;

b) complete sexual inaccessibility.

– Sit up straight, take a deep breath, exhale. Slowly cross your legs, no need to cross your arms. Take another deep breath, straighten your hair, take another breath, widen your eyes and narrow them. Look at the man with admiration, as if you had opened a catalog of new jewelry and admired him. Take another pronounced inhale and exhale through your chest. Swallow. Slowly cross one leg over the other. Straighten your hair with a beautiful gesture.

This is a presentation of your sexual availability.

– After two minutes, look at the man with a look as if he had just blown his nose on the floor, urinated in the corner in front of your eyes, or uttered a long obscene tirade - that is, with a mixture of disgust and horror. And even move away from him a little.

This is a presentation of sexual unavailability.

– Now cross your legs again, take a deep breath, widen and narrow your eyes, straighten your hair, swallow and slowly cross one leg over the other.

By alternately repeating these two tactics of behavior, you will very soon ensure that the man’s fuses begin to melt.

Male charm lies in the simultaneous presentation of two things:

a) full sexual readiness;

b) lack of sexual initiative.

You must show the female that you are completely fascinated by her. But at the same time, you should not try to grab her by the protruding parts of her body, make an appointment with her, and the like.

– Take your hands out of your pockets. Take a deep breath into your chest, straighten your shoulders. Look at a woman with an intelligent, masculine expression. Widen your eyes, then narrow them and slowly lower your gaze to the level of your interlocutor’s bust. Then slowly and reluctantly lift your eyes up. Ask again: “Excuse me, what were we talking about?”, pretending that you listened or lost the thread of the conversation.

– Now inhale again, straighten your shoulders, stretch slightly and lower your gaze to the level of the lady’s lower limbs, again reluctantly raise your eyes up, simultaneously wiping saliva from your chin. And continue talking about whatever you want - about nature, about the weather, about politics, about growth...

The technique of this exercise is very simple. This is a model of charm. You don’t seem to be performing any actions, but you are influencing, and very strongly. You just look at the woman and at the same time periodically get confused in communication. Remember - women forgive men for their stupidity, but not for their lack of attention.

Gestures can be used to perform programming, including erotic psychoprogramming of the interlocutor. This technique is based on associative thinking.

First option: stroking any surface. This should be done quietly, with soft caressing movements.

Second option: soft rounded gestures imitating basic caressing movements. You talk about anything, but during the conversation you perform a series of similar soft caressing movements.

With her peripheral vision, a woman will certainly notice your movements - stroking a surface or rounded gestures - and unconsciously begin to transfer them to her body. After some time, the woman will begin to fall into an excited state, not understanding why this is happening. You only need to perform a similar technique once or twice, and when you appear for the third time, no technique will be needed.

Remember the great and wise Ivan Petrovich Pavlov. The bell rings - the monkey was given a banana. The second bell - she received the second banana. The third bell rang - nothing was given, but the monkey was drooling because he was waiting for a banana. People react exactly like Pavlov's monkeys. And you, appearing for the third time, immediately evoke the reaction you need from the woman.

The story of crime boss Sergei Mansurov, to whom the investigator brought a revolver to his cell for interrogation, is very indicative. She could not help but know that she would be imprisoned for this. She just became a victim of this simplest erotic zombie.

The funny thing is that the female does not understand what you are doing! She begins to wind herself up based on the books she read, the films she watched, the stories she heard - and finds in you traits that you never had, endows you with qualities that you have never had.

A woman can also influence members of her own sex because ninety-eight percent of all women are bisexual, and only two percent lack this component, and two percent can be neglected. But only thirty percent are aware of their bisexuality, and sixty-eight live their entire lives without realizing it.

If the woman being manipulated is aware of her bisexual nature, she will admire the manipulative woman and say: “Oh, what a woman she is!” If she is not aware of her nature, she will admire the intelligence, intelligence or some other qualities of her interlocutor. But the main thing is that she will still admire you.

The male worldview is an order of magnitude more primitive than the female. And it’s even easier to influence men than women. This is done in four simple facial movements. Please note that the technique described below is performed exclusively by women and exclusively for men!

First phase– move your lower lip two to three millimeters forward. Return to starting position.

Second phase– move your upper lip two to three millimeters forward. Return to starting position.

Third phase– move both lips two to three millimeters forward. Return to starting position.

Fourth phase– run your tongue along the inner surface of your lips without opening them.

These four movements are quite enough. At the same time, when talking with a man, you need to periodically lower your gaze to the lower abdomen, and then slowly and reluctantly lift it up. In males, the plugs begin to burn out after about three minutes.

This is erotic psychoprogramming aimed at males. It is invisible, but it triggers associative thinking in men. The male begins to fall into an excited state, not understanding why this is happening. Since his attention is anchored on you, he begins to look for some properties in you, to endow you with some characteristics that you never had.

At first glance, the technique may seem primitive, but it works very effectively. Any woman can experiment and will certainly achieve success. However, after this she may be faced with another, more difficult task - how to get rid of this man.

Let's consider psychological techniques for manipulating the mental consciousness of a person and the masses. For convenience, we will divide the proposed methods into eight blocks, each effective individually and together.

The life of any person is multifaceted in the life experience that this person has, in the level of education, in the level of upbringing, in the genetic component, in many other factors that must be taken into account when influencing a person psychologically. Mental manipulation specialists (psychotherapists, hypnologists, criminal hypnotists, scammers, government officials, etc.) use many different technologies that allow them to control people. It is necessary to know such methods, incl. and in order to counter this kind of manipulation. Knowledge is power. It is knowledge about the mechanisms of manipulating the human psyche that allows one to resist illegal intrusions into the psyche (into the human subconscious), and therefore protect oneself in this way.

It should be noted that there are a very large number of methods of psychological influence (manipulation). Some of them are available for mastery only after long practice (for example, NLP), some of them are freely used by most people in life, sometimes without even noticing it; It is enough to have an idea about some methods of manipulative influence in order to protect yourself from them; To counteract others, you yourself need to have a good command of such techniques (for example, gypsy psychological hypnosis), etc. To the extent that such a step is permissible, we will reveal the secrets of methods for controlling the mental consciousness of a person and the masses (team, meeting, audience, crowd, etc.).

It is worth noting that only recently has it become possible to openly talk about previously secret techniques. At the same time, in our opinion, such tacit permission from the supervisory authorities is completely justified, since we are convinced that only at a certain stage in life is some part of the truth revealed to a person. By collecting such material bit by bit, a person is formed into a personality. If for some reason a person is still ready to comprehend the truth, fate itself will lead him astray. And even if such a person learns about some secret techniques, he will not be able to understand their significance, i.e. this kind of information will not find the necessary response in his soul, and a certain stupor will turn on in the psyche, due to which such information simply will not be perceived by the brain, i.e. will not be remembered as such a person.

We will consider the manipulation techniques outlined below to be blocks of equal effectiveness. Despite the fact that each block is preceded by its inherent name, it should nevertheless be noted that the specific techniques of influencing the subconscious are very effective on everyone without exception, regardless of the specific target audience or the typical personality traits of a particular person. This is explained by the fact that the human psyche, in general, has common components, and differs only in insignificant details, and hence the increased effectiveness of the developed manipulation techniques that exist in the world.

The first block of manipulation techniques.

Methods of manipulating human mental consciousness (S.A. Zelinsky, 2008).

1. False questioning, or deceptive clarifications.

In this case, the manipulative effect is achieved due to the fact that the manipulator pretends that he wants to better understand something for himself, asks you again, but repeats your words only at the beginning and then only partially, introducing a different meaning into the meaning of what you previously said, thereby changing the general meaning of what was said to please oneself.

In this case, you should be extremely attentive, always listen carefully to what they are telling you, and if you notice a catch, clarify what you said earlier; Moreover, clarify even if the manipulator, pretending not to notice your desire for clarification, tries to move on to another topic.

2. Deliberate haste, or skipping topics.

In this case, the manipulator, after voicing any information, strives to quickly move on to another topic, realizing that your attention will immediately be reoriented to new information, which means that the likelihood increases that the previous information, which has not been “protested,” will reach the subconscious listener; if information reaches the subconscious, then it is known that after any information ends up in the unconscious (subconscious), after a while it is realized by a person, i.e. passes into consciousness. Moreover, if the manipulator has additionally strengthened his information with an emotional load, or even introduced it into the subconscious using the coding method, then such information will appear at the moment the manipulator needs, which he himself will provoke (for example, using the principle of “anchoring” from NLP, or, in other words, by activating the code).

In addition, as a result of haste and skipping topics, it becomes possible to “voice” a large number of topics in a relatively short period of time; which means that the censorship of the psyche will not have time to let everything through, and the likelihood increases that a certain part of the information will penetrate into the subconscious, and from there it will influence the consciousness of the object of manipulation in a manner beneficial to the manipulator.

3. The desire to show one’s indifference, or pseudo-inattention.

In this case, the manipulator tries to perceive both the interlocutor and the information received as indifferently as possible, thereby unconsciously forcing the person to try at all costs to convince the manipulator of his importance to him. Thus, the manipulator can only manage the information emanating from the object of his manipulation, obtaining those facts that the object had not previously intended to post. A similar circumstance on the part of the person at whom the manipulation is directed is embedded in the laws of the psyche, forcing any person to strive at all costs to prove that he is right by convincing the manipulator (without suspecting that he is a manipulator), and using for this the available arsenal of logical controllability of thoughts - that is, the presentation of new circumstances of the case, facts that, in his opinion, can help him with this. Which turns out to be in the hands of the manipulator, who finds out the information he needs.

As a counteraction in this case, it is recommended to strengthen your own volitional control and not succumb to provocations.

4. False inferiority, or imaginary weakness.

This principle of manipulation is aimed at the desire on the part of the manipulator to show the object of manipulation his weakness, and thereby achieve the desired, because if someone is weaker, the effect of condescension is activated, which means the censorship of the human psyche begins to function in a relaxed mode, as if not perceiving what is coming from manipulator information seriously. Thus, the information emanating from the manipulator passes directly into the subconscious, is deposited there in the form of attitudes and patterns of behavior, which means the manipulator achieves his goal, because the object of manipulation, without knowing it, over time will begin to carry out the attitudes laid down in the subconscious, or, in other words, fulfill the secret will of the manipulator.

The main way of confrontation is complete control of information emanating from any person, i.e. Every person is an opponent and must be taken seriously.

5. False love, or letting down vigilance.

Due to the fact that one individual (the manipulator) acts out love, excessive respect, veneration, etc. in front of another (the object of manipulation). (i.e. expresses his feelings in a similar way), he achieves incomparably more than if he openly asked for something.

In order not to succumb to such provocations, you must have, as F.E. Dzerzhinsky once said, a “cold mind.”

6. Violent pressure, or excessive anger.

Manipulation in this case becomes possible as a result of unmotivated rage on the part of the manipulator. The person at whom this kind of manipulation is directed will have a desire to calm down the one who is angry with him. Why is he subconsciously ready to make concessions to the manipulator?

Methods of counteraction may be different, depending on the skills of the object of manipulation. For example, as a result of “adjustment” (the so-called calibration in NLP), you can first stage in yourself a state of mind similar to that of the manipulator, and after calming down, calm the manipulator. Or, for example, you can show your calmness and absolute indifference to the manipulator’s anger, thereby confusing him and therefore depriving him of his manipulative advantage. You can sharply increase the pace of your own aggressiveness using speech techniques simultaneously with a light touch of the manipulator (his hand, shoulder, arm...), and additional visual influence, i.e. in this case, we seize the initiative, and by simultaneously influencing the manipulator with the help of a visual, auditory and kinesthetic stimulus, we introduce him into a state of trance, and therefore dependence on you, because in this state the manipulator himself becomes the object of our influence, and we We can introduce certain attitudes into his subconscious, because It is known that in a state of anger, any person is susceptible to coding (psychoprogramming). You can use other countermeasures. It should be remembered that in a state of anger it is easier to make a person laugh. You should know about this feature of the psyche and use it in time.

7. Fast pace, or unjustified haste.

In this case, we must talk about the desire of the manipulator, due to the imposed excessively fast pace of speech, to push through some of his ideas, achieving their approval by the object of manipulation. This also becomes possible when the manipulator, hiding behind an alleged lack of time, achieves incomparably more from the object of manipulation than if this happened over a long period of time, during which the object of manipulation would have time to think about his answer, and therefore not become a victim of deception ( manipulations).

In this case, you should take a time out (for example, refer to an urgent phone call, etc.) in order to knock the manipulator off the pace he set. To do this, you can pretend to misunderstand some question and “stupidly” ask again, etc.

8. Excessive suspicion, or causing forced excuses.

This type of manipulation occurs when the manipulator feigns suspicion in some matter. As a response to suspicion, the object of manipulation has a desire to justify himself. Thus, the protective barrier of his psyche weakens, which means that the manipulator achieves his goal by “pushing” the necessary psychological attitudes into his subconscious.

An option for defense is to become aware of yourself as an individual and willfully resist the attempt of any manipulative influence on your psyche (i.e. you must demonstrate your own self-confidence and show that if the manipulator suddenly gets offended, then let him be offended, and if he wants to leave, you don’t run after him; this should be adopted by “lovers”: do not let yourself be manipulated.)

The manipulator with his entire appearance shows fatigue and the inability to prove anything and listen to any objections. Thus, the object of manipulation tries to quickly agree with the words given by the manipulator, so as not to tire him with his objections. Well, by agreeing, he thereby follows the lead of the manipulator, who only needs this.

There is only one way to counteract: do not succumb to provocations.

This type of manipulation comes from such specific features of the individual’s psyche as worship of authorities in any field. Most often, it turns out that the very area in which such an “authority” achieved results lies in a completely different area than his imaginary “request” now, but nevertheless, the object of manipulation cannot help himself, since in his soul the majority people believe that there is always someone who has achieved more than them.

A variant of opposition is belief in one’s own exclusivity, super-personality; developing in yourself the conviction of your own chosenness, that you are a super-man.

11. Courtesy provided, or payment for assistance.

The manipulator conspiratorially informs the object of manipulation about something, as if advising in a friendly manner to make this or that decision. At the same time, clearly hiding behind an imaginary friendship (in fact, they may be meeting for the first time), as advice, he inclines the object of manipulation towards the solution option that is primarily necessary for the manipulator.

You need to believe in yourself, and remember that you have to pay for everything. And it’s better to pay immediately, i.e. before you are asked to pay as a thank you for the service provided.

12. Resistance, or acted out protest.

The manipulator, using some words, awakens feelings in the soul of the object of manipulation aimed at overcoming the barrier that has arisen (censorship of the psyche), in an effort to achieve his goal. It is known that the psyche is structured in such a way that a person mostly wants what is either forbidden to him or what requires effort to achieve.

Whereas what may be better and more important, but lies on the surface, in fact is often not noticed.

The way to counteract is self-confidence and will, i.e. You should always rely only on yourself and not give in to weaknesses.

13. Factor of particularity, or from details to error.

The manipulator forces the object of manipulation to pay attention to only one specific detail, without allowing him to notice the main thing, and on the basis of this to draw appropriate conclusions, which are accepted by the consciousness of that person as the non-alternative basis for the meaning of what was said. It should be noted that this is very common in life, when most people allow themselves to make their own opinion about any subject, without actually having either facts or more detailed information, and often without having their own opinion about what they judge using the opinions of others. Therefore, it is possible to impose such an opinion on them, which means the manipulator can achieve his goal.

To counteract, you should constantly work on yourself, on increasing your own knowledge and level of education.

14. Irony, or manipulation with a grin.

Manipulation is achieved due to the fact that the manipulator chooses an initially ironic tone, as if unconsciously questioning any words of the object of manipulation. In this case, the object of manipulation “loses his temper” much faster; and since critical thinking is difficult when angry, a person enters ASC (altered states of consciousness), in which consciousness easily passes through previously forbidden information.

For effective protection, you should show your complete indifference to the manipulator. Feeling like a super-human, “chosen one” will help you to tolerate attempts to manipulate you as child’s play. The manipulator will intuitively immediately feel such a state, because manipulators usually have well-developed senses, which, we note, allows them to sense the moment to carry out their manipulative techniques.

15. Interruption, or escape of thought.

The manipulator achieves his goal by constantly interrupting the thoughts of the object of manipulation, directing the topic of conversation in the direction desired by the manipulator.

As a counteraction, you can ignore the interruptions of the manipulator, or use special speech psychotechnics to make him ridiculed among the listeners, because if they laugh at a person, all his subsequent words are no longer taken seriously.

16. Provoking imaginary or false accusations.

This kind of manipulation becomes possible as a result of communicating to the object of manipulation information that can cause him anger, and therefore a decrease in criticality in assessing the supposed information. After which such a person turns out to be broken for a certain period of time, during which the manipulator achieves the imposition of his will on him.

Protection is to believe in yourself and not pay attention to others.

17. Trapping, or imaginary recognition of the opponent’s benefit.

In this case, the manipulator, carrying out the act of manipulation, hints at more favorable conditions in which the opponent (the object of manipulation) supposedly finds himself, thereby forcing the latter to justify himself in every possible way and become open to manipulation, which usually follows this from the manipulator.

Protection is the awareness of oneself as a super-personality, which means a completely reasonable “elevation” over the manipulator, especially if he also considers himself a “nonentity.” Those. in this case, you should not make excuses that say, no, I am not now higher than you in status, but admit, grinning, that yes, I am you, you are in my dependence, and you must accept this or... Thus, faith in yourself, belief in your own exclusivity will help you overcome any traps on the way to your consciousness from manipulators.

18. Deception in the palm of your hand, or imitation of bias.

The manipulator intentionally places the object of manipulation in certain specified conditions, when the person chosen as the object of manipulation, trying to ward off suspicion of excessive bias towards the manipulator, allows manipulation to take place over himself due to the unconscious belief in the good intentions of the manipulator. That is, he seems to give himself an instruction not to react critically to the words of the manipulator, thereby unconsciously giving the opportunity for the words of the manipulator to pass into his consciousness.

19. Intentional misconception, or specific terminology.

In this case, manipulation is carried out through the use by the manipulator of specific terms that are not clear to the object of manipulation, and the latter, due to the danger of appearing illiterate, does not have the courage to clarify what these terms mean.

The way to counteract is to ask again and clarify what is unclear to you.

20. Imposing false stupidity, or through humiliation to victory.

The manipulator strives in every possible way to reduce the role of the object of manipulation, hinting at his stupidity and illiteracy, in order to thus destabilize the positive mood of the psyche of the object of manipulation, plunge his psyche into a state of chaos and temporary confusion, and thus achieve the fulfillment of his will over him through verbal manipulation and ( or) coding of the psyche.

Defense - don't pay attention. It is generally recommended to pay less attention to the meaning of the manipulator’s words, and more to the details around him, gestures and facial expressions, or generally pretend that you are listening, and think “about your own things,” especially if in front of you is an experienced fraudster or criminal hypnotist.

21. Repetition of phrases, or imposition of thoughts.

With this type of manipulation, through repeated phrases, the manipulator accustoms the object of manipulation to any information that he is going to convey to him.

A defensive attitude is not to fixate your attention on the words of the manipulator, listen to him “with half an ear,” or use special speech techniques to transfer the conversation to another topic, or seize the initiative and introduce the attitudes you need into the subconscious of your interlocutor-manipulator, or many other options.

22. Erroneous speculation, or involuntary reticence.

In this case, manipulations achieve their effect due to:

1) deliberate omission by the manipulator;

2) erroneous speculation by the object of manipulation.

Moreover, even if deception is detected, the object of manipulation gets the impression of his own guilt due to the fact that he misunderstood or did not hear something.

Protection - exceptional self-confidence, education of super-will, formation of “chosenness” and super-personality.

In this situation, the object of manipulation falls into the trap of the manipulator, who plays on his own supposed inattention, so that later, having achieved his goal, he refers to the fact that he allegedly did not notice (listen to) the protest from the opponent. Moreover, as a result of this, the manipulator actually confronts the object of manipulation with the fact of what has been accomplished.

Defense - clearly clarify the meaning of the “agreements reached.”

24. Say “yes”, or the path to agreement.

Manipulations of this kind are carried out due to the fact that the manipulator strives to build a dialogue with the object of manipulation so that he always agrees with his words. Thus, the manipulator skillfully leads the object of manipulation to push his idea, and therefore to carry out manipulation over him.

Defense - to disrupt the direction of the conversation.

25. Unexpected quotation, or words of an opponent as evidence.

In this case, the manipulative effect is achieved through the manipulator unexpectedly quoting the opponent’s previously spoken words. This technique has a discouraging effect on the selected object of manipulation, helping the manipulator achieve results. Moreover, in most cases the words themselves may be partially made up, i.e. have a different meaning than the object of manipulation previously said on this issue. If he spoke. Because the words of the object of manipulation may simply be completely made up, or have only a slight similarity.

Defense is also to use the technique of false quotation, choosing in this case the allegedly spoken words of the manipulator.

26. Observation effect, or search for common features.

As a result of preliminary observation of the object of manipulation (including in the process of dialogue), the manipulator finds or invents any similarity between himself and the object, unobtrusively draws the object’s attention to this similarity, and thereby partially weakens the protective functions of the psyche of the object of manipulation, after which pushes his idea.

Defense is to sharply highlight in words your dissimilarity from your manipulative interlocutor.

27. Imposition of choice, or the initially correct decision.

In this case, the manipulator asks the question in such a way that it does not leave the object of manipulation the opportunity to make a choice other than the one voiced by the manipulator. (For example, do you want to do this or that? In this case, the key word is “do”, whereas initially the object of manipulation may not have intended to do anything. But he was not given the right to choose other than the choice between the first and the second.)

Defense - not paying attention plus strong-willed control of any situation.

28. Unexpected revelation, or sudden honesty.

This type of manipulation consists in the fact that after a short conversation, the manipulator suddenly confidentially informs the object he has chosen for manipulation that he intends to tell something secret and important, which is intended only for him, because he really liked this person and he feels that she can trust him with the truth. At the same time, the object of manipulation unconsciously develops trust in this kind of revelation, which means we can already talk about the weakening of the protective mechanisms of the psyche, which, by weakening censorship (the barrier of criticality), allows lies from the manipulator into the conscious-subconscious.

Defense - do not give in to provocations, and remember that you can always rely only on yourself. Another person can always let you down (consciously, unconsciously, under duress, under the influence of hypnosis, etc.)

29. Sudden counterargument, or insidious lie.

The manipulator, unexpectedly for the object of manipulation, refers to words allegedly said earlier, according to which the manipulator simply develops the topic further, starting from them. After such “revelations,” the object of manipulation begins to feel guilty; in his psyche, the barriers put forward in the way of those words of the manipulator, which he previously perceived with a certain degree of criticality, must finally break down. This is also possible because the majority of those targeted by manipulation are internally unstable, have increased criticality towards themselves, and therefore, such a lie on the part of the manipulator turns in their minds into one or another fraction of the truth, which as a result and helps the manipulator get his way.

Protection is the development of willpower and exceptional confidence and self-respect.

30. Accusation of theory, or alleged lack of practice.

The manipulator, as an unexpected counterargument, puts forward a demand according to which the words of the object of manipulation he has chosen are good only in theory, while in practice the situation will supposedly be different. Thus, unconsciously making it clear to the object of manipulation that all the words just heard by the manipulator represent nothing and are good only on paper, but in a real situation everything will turn out differently, which means, in fact, it is impossible to rely on such words.

Defense - do not pay attention to the conjectures and assumptions of other people and believe only in the power of your mind.

The second block of manipulation techniques.

Ways to influence mass media audiences through manipulation.

1. The principle of first priority.

The essence of this method is based on the specifics of the psyche, which is structured in such a way that it accepts on faith the information that is the first to be processed by consciousness. The fact that we can obtain more reliable information later often does not matter.

In this case, the effect of perceiving primary information as truth is triggered, especially since it is impossible to immediately understand its contradictory nature. And after that it is already quite difficult to change the formed opinion.

A similar principle is quite successfully used in political technologies, when some incriminating material (compromising material) is sent to a competitor (via the media), thereby:

a) forming a negative opinion about him among voters;

b) forcing you to make excuses.

(In this case, the masses are influenced by widespread stereotypes that if someone makes excuses, it means they are guilty).

2. “Eyewitnesses” of events.

There are supposedly eyewitnesses of the events who, with the necessary sincerity, report information conveyed to them in advance by manipulators, passing it off as their own. The name of such “eyewitnesses” is often hidden, allegedly for the purpose of conspiracy, or a false name is given, which, along with falsified information, nevertheless achieves an effect on the audience, since it affects the unconscious of the human psyche, causing in him an intensity of feelings and emotions, in as a result of which the censorship of the psyche is weakened and is able to pass information from the manipulator without identifying its false essence.

3. Image of the enemy.

By artificially creating a threat and, as a result, intense passions, the masses are immersed in states similar to ASCs (altered states of consciousness). As a result, such masses are easier to manage.

4. Shift of emphasis.

In this case, there is a conscious shift in emphasis in the presented material, and something not entirely desirable for the manipulators is presented in the background, but is highlighted on the contrary - something they need.

5. Use of “opinion leaders”.

In this case, manipulation of mass consciousness occurs on the basis that when performing any actions, individuals are guided by opinion leaders. Opinion leaders can be various figures who have become authoritative for a certain category of the population.

6. Reorientation of attention.

In this case, it becomes possible to present almost any material without fear of its undesirable (negative) component. This becomes possible based on the rule of attention reorientation, when the information necessary for concealment seems to fade into the shadow of seemingly randomly highlighted events that serve to distract attention.

7. Emotional charge.

This manipulation technology is based on such a property of the human psyche as emotional contagion. It is known that in the course of life a person builds certain protective barriers to receiving information that is undesirable for him. To bypass such a barrier (censorship of the psyche), it is necessary that the manipulative influence be aimed at feelings. Thus, by “charging” the necessary information with the necessary emotions, it becomes possible to overcome the barrier of the mind and cause an explosion of passions in a person, forcing him to worry about some point of the information he heard. Next, the effect of emotional charging comes into play, which is most widespread in the crowd, where, as we know, the threshold of criticality is lower.

(Example: A similar manipulation effect is used during a number of reality shows, when participants speak in a raised voice and sometimes demonstrate significant emotional arousal, which makes them watch the ups and downs of the events they demonstrate, empathizing with the main characters. Or, for example, when performing on television in a series especially ambitious politicians who impulsively shout out their ways out of crisis situations, due to which the information affects the feelings of individuals, and the audience is emotionally contagious, which means that such manipulators can force people to pay attention to the material being presented.)

8. Showy issues.

Depending on the presentation of the same materials, you can achieve different, sometimes opposing, opinions from the audience. That is, some event can be artificially “not noticed,” but something else, on the contrary, can be given increased attention, and even on different television channels. At the same time, the truth itself seems to fade into the background. And it depends on the desire (or not desire) of manipulators to highlight it. (For example, it is known that many events take place every day in the country. Naturally, covering all of them is physically impossible. However, it often happens that some events are shown quite often, many times, and on various channels; while something else , which probably also deserves attention - no matter how deliberately noticed.)

It is worth noting that presenting information through such manipulative techniques leads to artificially inflating non-existent problems, behind which something important is not noticed that can cause the anger of the people.

9. Inaccessibility of information.

This principle of manipulative technologies is called information blockade. This becomes possible when a certain piece of information, undesirable for manipulators, is deliberately not allowed on the air.

10. Strike ahead.

A type of manipulation based on the advance release of information negative for the main category of people. At the same time, this information causes maximum resonance. And by the time the information subsequently arrives and the need to make an unpopular decision, the audience will already be tired of the protest, and will not react too negatively. Using a similar method in political technologies - first they sacrifice insignificant incriminating evidence, after which, when new incriminating evidence appears on the political figure they are promoting, the masses no longer react that way. (They get tired of reacting.)

11. False passion.

A method of manipulating the mass media audience, when a false intensity of passions is used by presenting supposedly sensational material, as a result of which the human psyche does not have time to react properly, unnecessary excitement is created, and the information presented later no longer has such an impact, because criticality decreases , put forward by the censorship of the psyche. (In other words, a false time limit is created within which the information received must be evaluated, which often leads to the fact that it enters the individual’s unconscious, practically uncut by consciousness; after which it influences consciousness, distorting the very meaning of the information received, and also taking place to receive and appropriately evaluate information that is more truthful (Moreover, in most cases we are talking about influence in a crowd, in which the principle of criticality is difficult in itself).

12. Credibility effect.

In this case, the basis for possible manipulation consists of such a component of the psyche when a person is inclined to believe information that does not contradict previously existing information or ideas on the issue under consideration.

(In other words, if through the media we encounter information with which we internally disagree, then we deliberately block such a channel for obtaining information. And if we come across information that does not contradict our understanding of such a question, we continue to absorb such information, which reinforces the earlier formed patterns of behavior and attitudes in the subconscious, which means acceleration for manipulation becomes possible, since manipulators will consciously wedge into information that is plausible for us false, which we seem to automatically perceive as real. Also, in accordance with a similar principle of manipulation, it is possible to initially present information that is obviously unfavorable for the manipulator (allegedly criticism of oneself), due to which the audience’s faith increases that this mass media source is quite honest and truthful. Well, later the information needed for manipulators is included in the information provided.)

13. The effect of “information storm”.

In this case, we should say that a person is bombarded with a barrage of useless information, in which the truth is lost.

(People who have been subjected to this form of manipulation simply get tired of the flow of information, which means that analyzing such information becomes difficult and manipulators have the opportunity to hide information that they need, but do not want to be shown to the general public.)

14. Reverse effect.

In the case of such a fact of manipulation, such an amount of negative information is released towards a person that this information achieves the exact opposite effect, and instead of the expected condemnation, such a person begins to evoke pity. (An example of the Perestroika years with B.N. Yeltsin, who fell into the river from a bridge.)

15. An everyday story, or evil with a human face.

Information that may cause an undesirable effect is pronounced in a normal tone, as if nothing terrible is happening. As a result of this form of presentation of information, some critical information, when penetrating into the consciousness of listeners, loses its relevance. Thus, the criticality of the human psyche’s perception of negative information disappears and addiction to it occurs.

16. One-sided coverage of events.

This method of manipulation is aimed at one-sided coverage of events, when only one side of the process is given the opportunity to speak, as a result of which a false semantic effect of the information received is achieved.

17. The principle of contrast.

This type of manipulation becomes possible when the necessary information is presented against the background of another, initially negative, and negatively perceived by the majority of the audience. (In other words, against the background of black, white will always be noticeable. And against the background of bad people, you can always show a good person by talking about his good deeds. A similar principle is widespread in political technologies, when a possible crisis in the camp of competitors is first analyzed in detail, and then demonstrated the correct nature of the actions of the candidate desired by the manipulators, who does not and cannot have such a crisis.)

18. Approval of an imaginary majority.

The use of this technique of manipulating the masses is based on such a specific component of the human psyche - as the admissibility of performing any actions after their initial approval by other people. As a result of this method of manipulation, the barrier of criticality in the human psyche is erased after such information has received approval from other people. Let us remember Le Bon, Freud, Bekhterev and other classics of mass psychology - the principles of imitation and contagion are actively operating in the masses. Therefore, what one does is picked up by the rest.

19. Expressive strike.

When implemented, this principle should produce the effect of psychological shock, when manipulators achieve the desired effect by deliberately broadcasting the horrors of modern life, which causes the first reaction of protest (due to a sharp increase in the emotional component of the psyche), and the desire to punish the guilty at all costs. At the same time, it is not noticed that the emphasis when presenting material can be deliberately shifted towards competitors that are unnecessary for the manipulators or against information that seems undesirable to them.

20. False analogies, or sabotages against logic.

This manipulation eliminates the true reason in any matter, replacing it with a false analogy. (For example, there is an incorrect comparison of different and mutually exclusive consequences, which in this case are passed off as one. For example, many young athletes were elected to the State Duma of the last convocation. In this case, merits in sports in the minds of the masses replaced the opinion about whether 20-year-olds are really athletes can govern the country. It should be remembered that every State Duma deputy has the rank of federal minister).

21. Artificial “calculation” of the situation.

A lot of different information is deliberately released onto the market, thereby monitoring public interest in this information, and information that is not relevant is subsequently excluded.

22. Manipulative commenting.

This or that event is highlighted through the emphasis required by the manipulators. Moreover, any event undesirable for manipulators when using such technology can take on the opposite color. It all depends on how the manipulators present this or that material and with what comments.

24. Admission (approximation) to power.

This type of manipulation is based on such a property of the psyche of most individuals as a radical change in their views if such a person is endowed with the necessary power. (A fairly striking example is D.O. Rogozin, who was in opposition to power - let’s remember Rogozin’s statement in connection with the Central Election Commission’s ban on registering V. Gerashchenko as a presidential candidate, let’s remember the hunger strike in the State Duma demanding the resignation of the ministers of the socio-economic block of the government, let’s remember other statements by Rogozin, including about the party in power and about the president of the country - and let us remember Rogozin’s speeches after his appointment as Russia’s permanent representative to the North Atlantic Treaty Organization (NATO) in Brussels, i.e. a major official representing Russia in an enemy organization. )

25. Repetition.

This method of manipulation is quite simple. It is only necessary to repeat any information multiple times in order for such information to be deposited in the memory of the mass media audience and be used in the future. At the same time, manipulators should simplify the text as much as possible and make it receptive to a low-brow audience. Oddly enough, practically only in this case can you be sure that the necessary information will not only be conveyed to the mass viewer, reader or listener, but will also be correctly perceived by them. And this effect can be achieved by repeated repetition of simple phrases. In this case, the information is first firmly fixed in the subconscious of the listeners, and then will influence their consciousness, and therefore the commission of actions, the semantic connotation of which is secretly embedded in the information for the mass media audience.

26. The truth is half.

This method of manipulation consists in the fact that only part of the reliable information is presented to the public, while the other part, explaining the possibility of the existence of the first part, is hidden by the manipulators. (An example from the times of Perestroika, when rumors were first spread that the Union Republics supposedly supported the RSFSR. At the same time, they seemed to have forgotten about Russian subsidies. As a result of deceiving the population of republics friendly to us, these republics first seceded from the USSR, and then part of their population began to come to earnings to Russia.)

The third block of manipulation techniques.

Speech psychotechnics (V.M. Kandyba, 2002).

In the case of such influence, it is prohibited to use methods of direct information influence, spoken by order, replacing the latter with a request or proposal, and at the same time using the following verbal tricks:

1) Truisms.

In this case, the manipulator says what it really is, but in fact, a deceptive strategy is hidden in his words. For example, a manipulator wants to sell a product in a beautiful package in a deserted place. He doesn't say "buy"! And he says: “What a cold! Great, very cheap sweaters! Everyone is buying them, you won’t find such cheap sweaters anywhere!” and twirls bags of sweaters in his hands.

As noted by Academician V.M. Kandyba, such an unobtrusive offer to purchase, is more addressed to the subconscious, works better, since it corresponds to the truth and passes the critical barrier of consciousness. It’s really “cold” (this is already one unconscious “yes”), the package and the pattern of the sweater are really beautiful (the second “yes”), and really very cheap (the third “yes”). Therefore, without any words “Buy!” the object of manipulation appears, as it seems to him, to be an independent decision, made by himself, to buy an excellent thing cheaply and for the occasion, often without even opening the package, but only asking for the size.

2) The illusion of choice.

In this case, as if in the usual phrase of the manipulator about the presence of some product or phenomenon, some hidden statement is interspersed, which reliably acts on the subconscious, forcing the will of the manipulator to be carried out. For example, they don’t ask you whether you will buy or not, but they say: “How pretty you are! And it suits you, and this thing looks great! Which one will you take, this one or that one?”, and the manipulator looks at you with sympathy, as if the question of you buying this thing has already been resolved. After all, the last phrase of the manipulator contains a trap for consciousness that imitates your right to choose. But in fact, you are being deceived, since the choice “buy or not buy” has been replaced by the choice “buy this or buy that.”

3) Commands hidden in questions.

In such a case, the manipulator hides his installation command under the guise of a request. For example, you need to close the door. You can tell someone: “Go and close the door!”, but this will be worse than if your order is formalized with a request in the question: “I beg you, could you close the door?” The second option works better, and the person does not feel deceived.

4) Moral impasse.

This case represents a deception of consciousness; a manipulator, asking for an opinion about a product, after receiving an answer, asks the next question, which contains an instruction to perform the action required by the manipulator. For example, a manipulative salesperson persuades you not to buy, but to “just try” your product. In this case, we have a trap for consciousness, since nothing dangerous or bad seems to be offered to it and complete freedom of any decision seems to be preserved, but in fact, it’s enough to try, and the seller immediately asks another tricky question: “Well, did you like it? Did you like it?”, and although we are talking about the sensations of taste, in reality the question is: “Are you going to buy it or not?” And since the thing is objectively tasty, you cannot answer the seller’s question and say that you didn’t like it, and answer that you “liked it,” thereby, as it were, giving involuntary consent to the purchase. Moreover, as soon as you answer the seller that you liked it, he, without waiting for your other words, already weighs the goods and it’s as if it’s already inconvenient for you to refuse the purchase, especially since the seller selects and puts on the best that he has (from that , which is visible). Conclusion - you need to think a hundred times before accepting a seemingly harmless offer.

5) Speech technique: “then... - the...”.

The essence of this speech psychotechnics is that the manipulator connects what is happening with what he needs. For example, a seller of hats, seeing that the buyer is turning the hat in his hands for a long time, wondering whether to buy or not to buy, says that the client is lucky, since he found exactly the hat that suits him best. Like, the more I look at you, the more convinced I am that this is so.

6) Coding.

After the manipulation has worked, manipulators code their victim for amnesia (forgetting) of everything that happened. For example, if a gypsy (as an extra-class specialist in waking hypnosis and street manipulation) took a ring or chain from the victim, then she will definitely say the phrase before parting: “You don’t know me and have never seen me!” These things - the ring and the chain - are strangers! You've never seen them! In this case, if the hypnosis was shallow, the charm (“charm” - as an obligatory component of suggestion in reality) wears off after a few minutes. With deep hypnosis, coding can last for years.

7) Stirlitz method.

Since a person in any conversation better remembers the beginning and end, it is necessary not only to enter the conversation correctly, but also to put the necessary words that the object of manipulation must remember at the end of the conversation.

8) Speech trick “three stories”.

In the case of such a technique, the following technique of programming the human psyche is carried out. They tell you three stories. But in an unusual way. First, they start telling you story No. 1. In the middle, they interrupt it and start telling story No. 2. In the middle, they interrupt it, and they start telling story No. 3, which is told in full. Then the manipulator finishes story No. 2, and then completes story No. 1. As a result of this method of programming the psyche, story No. 1 and No. 2 are realized and remembered. And story No. 3 is quickly forgotten and unconscious, which means that, having been repressed from consciousness, it is placed in the subconscious. But the point is that just in story No. 3, the manipulators laid down instructions and commands for the subconscious of the object of manipulation, which means you can be sure that after a while this person (object) will begin to carry out the psychological instructions introduced into his subconscious, and at the same time will consider that they come from him. Introducing information into the subconscious is a reliable way of programming a person to carry out the settings required by manipulators.

9) Allegory.

As a result of such influence of consciousness processing, the information the manipulator needs is hidden among the story, which the manipulator presents allegorically and metaphorically. The point is that the hidden meaning is the thought that the manipulator decided to plant in your consciousness. Moreover, the brighter and more picturesque the story is told, the easier it is for such information to bypass the barrier of criticality and introduce information into the subconscious. Later, such information “will begin to work” often precisely at the moment the occurrence of which was or was originally intended; or a code was laid, activating which the manipulator each time achieves the desired effect.

10) The “as soon as... then...” method.

A very interesting method. This is how V.M. describes it. Kandyba: “The technique “as soon as... then...” This speech trick consists in the fact that a fortuneteller, for example a gypsy, foreseeing some certain upcoming action of the client, says, for example: “As soon as you see your line life, you will immediately understand me!” Here, with the subconscious logic of the client’s gaze at her palm (at the “life line”), the gypsy logically adds building confidence in herself and everything she does. At the same time, the gypsy deftly inserts a trap for consciousness with the end of the phrase “you will immediately understand me,” the intonation of which denotes another real meaning hidden from consciousness - “you will immediately agree with everything that I do.”

11) Scattering.

The method is quite interesting and effective. It consists in the fact that the manipulator, telling you a story, highlights his attitudes in some way that breaks the monotony of speech, including placing so-called “anchors” (the “anchoring” technique refers to the techniques of neurolinguistic programming). It is possible to highlight speech by intonation, volume, touch, gestures, etc. Thus, such attitudes seem to dissipate among other words that make up the information flow of this story. And subsequently, the subconscious of the object of manipulation will react only to these words, intonations, gestures, etc. In addition, as academician V.M. Kandyba notes, hidden commands that are dispersed throughout the conversation turn out to be very effective and work much better than those expressed in a different way. To do this, you need to be able to speak with expression, and emphasize - when required - the necessary words, skillfully highlight pauses, and so on.

The following methods of manipulative influence on the subconscious are distinguished in order to program human behavior (object of manipulation):

Kinesthetic methods (the most effective): touching the hand, touching the head, any stroking, patting the shoulder, shaking hands, touching the fingers, placing brushes on top of the client’s hands, taking the client’s hand in both hands, etc.

Emotional ways: increasing emotion at the right moment, decreasing emotion, emotional exclamations or gestures.

Speech methods: changing the volume of speech (louder, quieter); changing the pace of speech (faster, slower, pauses); change in intonation (increase-decrease); accompanying sounds (tapping, snapping fingers); changing the localization of the sound source (right, left, top, bottom, front, back); change in voice timbre (imperative, commanding, hard, soft, insinuating, drawn-out).

Visual methods: facial expressions, widening of the eyes, gesticulation of the hands, movements of the fingers, changes in body position (tilts, turns), changes in the position of the head (turns, tilts, lifts), a characteristic sequence of gestures (pantomimes), rubbing one’s own chin.

Written methods. Hidden information can be inserted into any written text using the scattering technique, while the necessary words are highlighted: font size, different font, different color, paragraph indentation, new line, etc.

12) The “old reaction” method.

According to this method, it is necessary to remember that if in some situation a person reacts strongly to any stimulus, then after some time you can again expose this person to the action of such a stimulus, and the old reaction will automatically work in him, although the conditions and situation may differ significantly from the one in which the reaction first appeared. A classic example of the “old reaction” is when a child walking in the park is suddenly attacked by a dog. The child became very frightened and subsequently in any, even the safest and most harmless, situation, when he saw a dog, he automatically, i.e. unconsciously, the “old reaction” arises: fear.

Similar reactions can be pain, temperature, kinesthetic (touch), gustatory, auditory, olfactory, etc., therefore, according to the “old reaction” mechanism, a number of basic conditions must be met:

a) The reflective reaction should be reinforced several times if possible.

b) The stimulus used must match its characteristics as closely as possible with the stimulus used for the first time.

c) A better and more reliable stimulus is a complex one that uses the reactions of several senses simultaneously.

If it is necessary to establish the dependence of another person (object of manipulation) on you, you must:

1) in the process of questioning, evoke a reaction of joy from the object;

2) consolidate such a reaction using any of the signaling methods (the so-called “anchors” in NLP);

3) if it is necessary to encode the object’s psyche, “activate” the “anchor” at the required moment. In this case, in response to your information, which in your opinion should be deposited in the memory of the object, the person chosen for the role of the object will have a positive associative series, which means the barrier of criticality of the psyche will be broken, and such a person (object) will be “programmed” to implement what you intended after the encoding you entered. In this case, it is recommended to first check yourself several times before securing the “anchor”, so that you can check your facial expressions, gestures, changed intonation, etc. remember the object’s reflexive reaction to words that are positive for its psyche (for example, pleasant memories of the object), and select a reliable key (by tilting the head, voice, touch, etc.)

Fourth block of manipulations.

Manipulation through television. (S.K. Kara-Murza, 2007).

1) Fabrication of facts.

In this case, the manipulation effect occurs as a result of small deviations used in the supply of material, but always acting in the same direction. Manipulators tell the truth only when the truth can be easily verified. In other cases, they try to present the material in the way they need. Moreover, lying becomes most effective when it is based on a stereotype embedded in the subconscious.

2) Selection of reality events for material.

In this case, an effective condition for programming thinking is control of the media in order to present uniform information, but in different words. At the same time, the activities of opposition media are allowed. But their activities must be controlled and not go beyond the scope of broadcasting permitted by them. In addition, the media use the so-called. the principle of democracy of noise, when a message unnecessary by the manipulator simply must die under a powerful release of diverse information.

3) Gray and black information.

In the second half of the twentieth century, the media began to use psychological warfare technologies. The 1948 American Military Dictionary defines psychological warfare as: “It is a systematic propaganda effort to influence the views, emotions, attitudes, and behavior of enemy, neutral, or friendly foreign groups in support of national policy.” The manual (1964) states that the purpose of such a war is “to undermine the political and social structure of the country ... to such a degree of degradation of national consciousness that the state becomes incapable of resistance.”

4) Major psychoses.

The secret tasks of the media are to transform the citizens of our country into a single mass (crowd), with the aim of generally regulating the spread of the flow of information that processes the consciousness and subconscious of people. As a result, such a crowd is easier to control, and the average person unquestioningly believes the most ridiculous statements.

5) Affirmation and repetition.

In this case, information is presented in the form of ready-made templates that actively use stereotypes existing in the subconscious. Assertion in any speech means a refusal to discuss, since the power of an idea that can be discussed loses all credibility. In human thinking, Kara-Murza notes, the so-called mosaic type of culture. The media is a factor in strengthening this type of thinking, teaching a person to think in stereotypes and not to use the intellect when analyzing media materials. G. Lebon noted that with the help of repetition, information is introduced into the depths of the subconscious, where the motives for subsequent human actions arise. Excessive repetition dulls consciousness, causing any information to be deposited practically unchanged in the subconscious. And from the subconscious, after a certain period of time, such information passes into consciousness.

6) Fragmentation and urgency.

In this method of manipulating the media used, integral information is divided into fragments so that a person cannot connect them into a single whole and comprehend the problem. (For example, articles in a newspaper are divided into parts and placed on different pages; a text or television program is broken up by advertising.) Professor G. Schiller explains the effectiveness of this technique: “When the holistic nature of a social problem is deliberately avoided, and fragmentary information about it is offered as reliable “information”, then the results of this approach are always the same: misunderstanding... apathy and, as a rule, indifference.” By tearing information about an important event into pieces, it is possible to sharply reduce the impact of the message or completely deprive it of its meaning.

7) Simplification, stereotyping.

This type of manipulation is based on the fact that man is a product of a mosaic culture. His consciousness is created by the media. The media, unlike high culture, are intended specifically for the masses. Therefore, they set strict limits on the complexity and originality of messages. The justification for this is the rule that a representative of the masses is able to adequately assimilate only simple information, therefore any new information is adjusted to a stereotype so that a person perceives information without effort and internal analysis.

8) Sensationalism.

In this case, the principle of such presentation of information is preserved, when it is impossible or very difficult to form a single whole from individual parts. At the same time, some kind of pseudo-sensation stands out. And under the guise of it, truly important news is hushed up (if this news for some reason is dangerous for the circles that control the media).

The continuous bombardment of consciousness, especially with “bad news,” performs an important function of maintaining the necessary level of “nervousness” in society, draws the attention of Prof. S.G. Kara-Murza. Such nervousness, a feeling of continuous crisis, sharply increases the suggestibility of people and reduces the ability to critically perceive.

9) Changing the meaning of words and concepts.

In this case, media manipulators freely interpret the words of any person. At the same time, the context changes, often taking the exact opposite or at least distorted form. A striking example is given by Prof. S.G. Kara-Murza, saying that when the Pope, during a visit to one of the countries, was asked how he felt about brothels, he was surprised that, supposedly, they really exist. After this, an emergency message appeared in the newspapers: “The first thing dad asked when he set foot on our land was, do we have brothels?”

Fifth block of manipulations.

Manipulation of consciousness (S.A. Zelinsky, 2003).

1. Provoking suspicion.

The manipulator initially puts the subject in critical conditions when he confidently puts forward a statement like: “Do you think I will persuade you?..”, which implies the so-called. the opposite effect, when the one being manipulated begins to convince the manipulator of the opposite, and thereby, by repeating the installation several times, unconsciously leans toward the opinion that the person who convinced him is honest about something. Whereas by all conditions this honesty is false. But if, under certain conditions, he understood this, that in this situation the line between lying and the receptivity of truth is erased. This means the manipulator achieves his goal.

Protection is not to pay attention and believe in yourself.

2. False benefit of the enemy.

The manipulator, with his specific words, initially casts doubt on his own arguments, referring to the supposedly more favorable conditions in which his opponent finds himself. Which, in turn, forces this opponent to justify his desire to convince his partner and remove suspicion from himself. Thus, the one over whom the manipulation took place unconsciously removes from himself any attitude towards censorship of the psyche, towards defense, allowing attacks from the manipulator to penetrate into his now defenseless psyche. The words of the manipulator, possible in such a situation: “You say that because your position now requires it...”

Defense - words like: “yes, I say this because I have such a position, I am right, and you must listen to me and obey me.”

3. Aggressive manner of conversation.

When using this technique, the manipulator takes on an initially high and aggressive tempo of speech, thereby unconsciously breaking the will of the opponent. In addition, the opponent in this case cannot properly process all the information received. Which forces him to agree with the information from the manipulator, unconsciously also wanting all this to stop as soon as possible.

Defense - make an artificial pause, interrupt the fast pace, reduce the aggressive intensity of the conversation, transfer the dialogue to a calm direction. If necessary, you can leave for a while, i.e. interrupt the conversation and then - when the manipulator calms down - continue the conversation.

4. Imaginary misunderstanding.

In this case, a certain trick is achieved as follows. The manipulator, referring to finding out for himself the correctness of what he just heard, repeats the words you said, but adding your own meaning to them. The spoken words may be something like: “Sorry, did I understand you correctly, you are saying that...”, and then he repeats 60-70% of what he heard from you, but distorts the final meaning by entering other information, information he needs .

Defense - a clear clarification, going back and re-explaining to the manipulator what you meant when you said such and such.

5. False agreement.

In this case, the manipulator seems to agree with the information received from you, but immediately makes his own adjustments. According to the principle: “Yes, yes, everything is correct, but...”.

Protection is to believe in yourself and not pay attention to manipulative techniques in a conversation with you.

6. Provocation to scandal.

By saying offensive words in a timely manner, the manipulator tries to provoke anger, rage, misunderstanding, resentment, etc. in you with his ridicule in order to piss you off and achieve the intended result.

Protection - strong character, strong will, cold mind.

7. Specific terminology.

In this way, the manipulator seeks from you an unconscious belittlement of your status, as well as the development of a feeling of inconvenience, as a result of which, out of false modesty or self-doubt, you are embarrassed to ask again the meaning of a particular term, which gives the manipulator the opportunity to turn the situation in the direction he wants by referring to the need for your supposed approval of the words he said earlier. Well, belittling the status of the interlocutor in a conversation allows you to find yourself in an initially advantageous position and ultimately achieve what you need.

Defense - ask again, clarify, pause and go back if necessary, citing the desire to better understand what is required of you.

8. Using the effect of false suspicion in your words.

By using such a position of psycho-influence, the manipulator initially puts the interlocutor in the position of being on the defensive. An example of the monologue used: “You think I will persuade you of something, convince you...”, which already seems to make the object want to convince the manipulator that this is not so, that you are initially well disposed towards him (the manipulator), etc. p. Thus, the object, as it were, reveals itself for unconscious agreement with the words of the manipulator that will follow after this.

Defense - words like: “Yes. I think that you should try to convince me of this, otherwise I won’t believe you and further continuation of the conversation will not work.”

The manipulator uses quotes from the speeches of famous and significant people, the specifics of the foundations and principles accepted in society, etc. Thus, the manipulator unconsciously lowers your status, saying, look, all respected and famous people say this, but you think completely differently, and who are you, and who are they, etc. - approximately a similar associative chain should unconsciously appear in the object of manipulation , after which the object, in fact, becomes such an object.

Protection is the belief in one’s exclusivity and “chosenness.”

10. Formation of false stupidity and failure.

A statement like - this is banal, this is complete bad taste, etc. - should form in the object of manipulation an initial unconscious belittlement of his role, and form an artificial dependence on the opinions of others, which prepares the dependence of this person on the manipulator. This means that the manipulator can almost fearlessly promote his ideas through the object of manipulation, pushing the object to solve the problems necessary for the manipulator. That is, in other words, the ground for manipulation has already been prepared by the manipulations themselves.

Defense - do not succumb to provocations and believe in your own mind, knowledge, experience, education, etc.

11. Imposition of thoughts.

In this case, through constantly or periodically repeated phrases, the manipulator accustoms the object to any information that it is going to convey to it.

The principle of advertising is built on such manipulation. When at first some information repeatedly appears in front of you (and regardless of your conscious approval or denial of it), and then, when a person is faced with the need to choose a product, unconsciously, from several types of goods of unknown brands, he chooses the one that he already knows about. I heard it somewhere. Moreover, based on the fact that through advertising an exclusively positive opinion about a product is conveyed, there is a much higher probability that an exclusively positive opinion about this product has been formed in the person’s unconscious.

Defense is the initial critical analysis of any incoming information.

12. Lack of evidence, with hints of some special circumstances.

This is a method of manipulation through a special kind of omissions that form in the object of manipulation false confidence in what was said, through his unconscious conjecture of certain situations. Moreover, when in the end it turns out that he “understood it wrong,” such a person practically does not have any component of protest, because unconsciously he remains confident that he himself is to blame, because he misunderstood. Thus, the object of manipulation is forced (unconsciously - consciously) to accept the rules of the game imposed on him.

In the context of such a circumstance, it most likely makes sense to divide into manipulation, taking into account both unexpected for the object and forced, when the object ultimately understands that he has become a victim of manipulation, but is forced to accept it due to the impossibility of a conflict with his own conscience and some inherent into his psyche with attitudes in the form of norms of behavior based on certain foundations of society, which do not allow such a person (object) to make a reverse move. Moreover, the agreement on his part can be dictated both by a false sense of guilt evoked in him, and by a kind of moral masochism, forcing him to unconsciously punish himself.

In this situation, the object of manipulation falls into the trap of the manipulator, who plays on his own supposed inattention, so that later, having achieved his goal, he refers to the fact that he allegedly did not notice (listen to) the protest from the opponent. At the same time, he actually confronts the object with the fact of the perfect.

Defense is to clarify and ask again what you misunderstood.

14. Downplaying irony.

As a result of thoughts expressed at the right moment about the insignificance of his own status, the manipulator seems to force the object to assert the opposite and elevate the manipulator in every possible way. Thus, subsequent manipulative actions of the manipulator become invisible to the object of manipulation.

Protection - if the manipulator believes that he is “insignificant” - it is necessary to continue to submit his will, strengthening such a feeling in him, so that he no longer has the thought of manipulating you, and when he sees you, the manipulator has a desire to obey you or avoid you .

15. Focus on the positives.

In this case, the manipulator concentrates the conversation only on the positives, thereby promoting his idea and ultimately achieving manipulation over the psyche of another person.

Defense - make a number of contradictory statements, be able to say “no,” etc.

Sixth block of manipulations.

Personality manipulation (G. Grachev, I. Melnik, 1999).

1. “Labeling”.

This technique consists of choosing offensive epithets, metaphors, names, etc. (“labels”) to designate a person, organization, idea, or any social phenomenon. Such “labels” evoke an emotionally negative attitude from others, are associated with low (dishonorable and socially disapproved) actions (behavior) and, thus, are used to discredit a person, expressed ideas and proposals, an organization, a social group or a subject of discussion in the eyes of the audience.

2. "Shining Generalizations".

This technique consists of replacing the name or designation of a certain social phenomenon, idea, organization, social group or specific person with a more general name that has a positive emotional connotation and evokes a friendly attitude from others. This technique is based on the exploitation of people’s positive feelings and emotions towards certain concepts and words, for example, such as “freedom”, “patriotism”, “peace”, “happiness”, “love”, “success”, “victory”, etc. etc. These kinds of words, which carry a positive psycho-emotional impact, are used to push through decisions that are beneficial for a specific person, group or organization.

3. “Transfer” or “transfer”.

The essence of this technique is a skillful, unobtrusive and imperceptible for most people extension of the authority and prestige of what they value and respect to what the source of communication presents to them. Using “transfer”, associative connections of the presented object with someone or something that has value and significance among others are formed. In addition, a negative “transfer” is also used to create associations with negative and socially disapproved events, actions, facts, people, etc., which is necessary to discredit specific individuals, ideas, situations, social groups or organizations.

The content of this technique consists in citing statements of individuals with high authority or, conversely, those that cause a negative reaction in the category of people on whom the manipulative influence is directed. The statements used usually contain value judgments regarding people, ideas, events, etc., and express their condemnation or approval. Thus, a person, as an object of manipulative influence, initiates the formation of an appropriate attitude - positive or negative.

5. “Game of common people”.

The purpose of this technique is to try to establish a trusting relationship with the audience, as with like-minded people, on the basis that both the manipulator himself and the ideas are correct, since they are aimed at the common person. This technique is actively used in advertising and information promotion and various kinds of propaganda to form the chosen image - “a man of the people” - to build trust in him on the part of the people.

6. "Shuffling" or "playing the cards".

7. "Shared Car".

When using this technique, a selection of judgments, statements, phrases is made that require uniformity in behavior, creating the impression that everyone does this. A message, for example, may begin with the words: “All normal people understand that...” or “not a single sane person would object that...”, etc. Through a “common platform” a person is given a feeling of confidence that the majority of members of a certain social community with which he identifies himself or whose opinion is significant to him, accept similar values, ideas, programs, etc.

8. Fragmentation of information delivery, redundancy, high pace.

Such techniques are used especially often on television. As a result of such a massive bombardment of people’s consciousness (for example, violence on TV), they cease to critically perceive what is happening and perceive incidents as meaningless. In addition, the viewer, following the rapid speech of the announcer or presenter, misses references to the source of information and in his imagination already connects everything and coordinates the inconsistent parts of the perceived programs.

9. "Mockery".

When using this technique, both specific individuals and views, ideas, programs, organizations and their activities, various associations of people against whom the struggle is being carried out can be ridiculed. The choice of the object of ridicule is carried out depending on the goals and the specific information and communication situation. The effect of this technique is based on the fact that when individual statements and elements of a person’s behavior are ridiculed, a playful and frivolous attitude is initiated towards him, which automatically extends to his other statements and views. With the skillful use of this technique, it is possible to form behind a specific person the image of a “frivolous” person whose statements are not trustworthy.

10. “Method of negative assignment groups”.

In this case, it is argued that any set of views is the only correct one. Everyone who shares these views is better than those who do not share (but share others, often opposite ones). For example, pioneers or Komsomol members are better than informal youth. Pioneers and Komsomol members are honest and responsive; if Komsomol members are called up to serve in the army, they are excellent in combat and political training. And informal youth - punks, hippies, etc. - not good youth. In this way, one group is pitted against another. Accordingly, different accents of perception are highlighted.

11. “Repetition of slogans” or “repetition of cliched phrases.”

The main condition for the effectiveness of using this technique is the correct slogan. A slogan is a short statement formulated in such a way as to attract attention and influence the imagination and feelings of the reader or listener. The slogan must be adapted to the mental characteristics of the target audience (i.e., the group of people who need to be influenced). Using the technique of “repetition of slogans” assumes that the listener or reader will not think about the meaning of individual words used in the slogan, nor about the correctness of the entire formulation as a whole. To the definition of G. Grachev and I. Melnik, we can add on our own that the brevity of the slogan allows information to freely penetrate the subconscious, thus programming the psyche, and giving rise to psychological attitudes and patterns of behavior, which subsequently serve as an algorithm of actions for a person (mass, crowd) received such installations.

12. “Emotional adjustment.”

This technique can be defined as a way of creating a mood while simultaneously conveying certain information. Mood is induced among a group of people through various means (external environment, certain time of day, lighting, mild stimulants, music, songs, etc.). Against this background, relevant information is transmitted, but they strive to ensure that there is not too much of it. This technique is most often used in theatrical performances, game and show programs, religious (cult) events, etc.

13. “Promotion through mediators”.

This technique is based on the fact that the process of perceiving significant information, certain values, views, ideas, and assessments has a two-stage nature. This means that effective information influence on a person is often carried out not through the media, but through people who are authoritative for him. This phenomenon is reflected in the two-stage communication flow model developed in the mid-50s in the USA by Paul Lazarsfeld. In the model he proposed, the highlighted two-stage nature of the mass communication process is taken into account, firstly, as the interaction between the communicator and “opinion leaders,” and secondly, as the interaction of opinion leaders with members of microsocial groups. Informal leaders, politicians, representatives of religious denominations, cultural figures, scientists, artists, athletes, military personnel, etc. can act as “opinion leaders.” In the practice of information and psychological influence of the media, this has led to the fact that information, propaganda and advertising messages have become more focused on individuals whose opinions are important to others. (i.e., product evaluations and promotions are carried out by “movie stars” and other popular individuals). The manipulative effect is enhanced by inclusion in entertainment programs, interviews, etc. direct or indirect assessments of such leaders of any ongoing events, which helps to exert the desired influence on the subconscious level of the human psyche.

14. “Imaginary choice”.

The essence of this technique is that listeners or readers are told several different points of view on a certain issue, but in such a way as to quietly present in the most favorable light the one that they want the audience to accept. To achieve this, several additional techniques are usually used: a) include so-called “two-sided messages” in propaganda materials, which contain arguments for and against a certain position. This “two-way message” is preempted by the opponent’s arguments; b) positive and negative elements are dosed. Those. in order for a positive assessment to look more believable, a little criticism must be added to the characteristics of the described point of view, and the effectiveness of a condemning position increases in the presence of elements of praise; c) selection of facts of strengthening or weakening of statements is carried out. The conclusions are not included in the text of the above messages. They must be done by those for whom the information is intended; d) comparative materials are used to enhance the importance, demonstrate trends and scale of events and phenomena. All factual data used are selected in such a way that the necessary conclusion is sufficiently obvious.

15. “Initiation of an information wave”.

An effective technique of information influence on large groups of people is the initiation of a secondary information wave. Those. an event is proposed that will clearly be picked up and replicated by the media. At the same time, the initial coverage in one media outlet can be picked up by other media outlets, which will increase the power of informational and psychological impact. This creates the so-called “primary” information wave. The main purpose of using this technique is to create a secondary information wave at the level of interpersonal communication by initiating relevant discussions, assessments, and rumors. All this allows us to enhance the effect of information and psychological influence on target audiences.

Seventh block of manipulations.

Manipulative techniques used during discussions and debates. (G.Grachev, I.Melnik, 2003)

1. Dosing of the initial information base.

Materials necessary for discussion are not provided to participants on time, or are provided selectively. Some participants in the discussions, “as if by accident,” are given an incomplete set of materials, and along the way it turns out that someone, unfortunately, was not aware of all the available information. Working documents, letters, appeals, notes and everything else that can affect the process and results of the discussion in an unfavorable direction are “lost.” Thus, some participants are not fully informed, which makes it difficult for them to discuss, and for others it creates additional opportunities for the use of psychological manipulation.

2. " Over-information."

Reverse option. The point is that too many projects, proposals, decisions, etc. are being prepared, the comparison of which during the discussion turns out to be impossible. Especially when a large volume of materials is offered for discussion in a short time, and therefore their qualitative analysis is difficult.

3. Formation of opinions through targeted selection of speakers.

The floor is first given to those whose opinion is known and suits the organizer of the manipulative influence. In this way, the desired attitude is formed among the participants in the discussion, because changing the primary attitude requires more effort than its formation. In order to formulate the attitudes that manipulators need, the discussion can also end or be interrupted after the speech of a person whose position corresponds to the views of the manipulators.

4. Double standard in the standards for assessing the behavior of discussion participants.

Some speakers are strictly limited in observing the regulations and rules of relationships during the discussion, while others are allowed to deviate from them and violate the established rules. The same thing happens with regard to the nature of permitted statements: some people do not notice harsh statements about their opponents, others are reprimanded, etc. It is possible that the regulations are not specifically established, so that a more convenient line of behavior can be chosen along the way. In this case, either the opponents’ positions are smoothed out and “pulled” to the desired point of view, or, conversely, the differences in their positions are strengthened to the point of incompatible and mutually exclusive points of view, as well as the discussion is brought to the point of absurdity.

5. “Maneuvering” the discussion agenda.

In order to make the “necessary” question easier to pass, first they “let off steam” (initiate a surge of emotions among those gathered) on minor and insignificant issues, and then, when everyone is tired or under the impression of the previous skirmish, an issue is brought up that they want to discuss without increased criticism.

5. Managing the discussion process.

In public discussions, the floor is alternately given to the most aggressive representatives of opposition groups, who allow mutual insults, which are either not stopped at all, or are stopped only for appearances. As a result of such a manipulative move, the atmosphere of the discussion becomes critical. In this way, discussion of a current topic can be stopped. Another way is to unexpectedly interrupt an unwanted speaker, or deliberately move on to another topic. This technique is often used during commercial negotiations, when, at a pre-agreed signal from the manager, the secretary brings in coffee, an “important” call is organized, etc.

6. Limitations in the discussion procedure.

When using this technique, proposals regarding the discussion procedure are ignored; unwanted facts, questions, arguments are avoided; The floor is not given to participants whose statements could lead to undesirable changes in the course of the discussion. Decisions made are strictly recorded; returning to them is not allowed, even when new data important for making final decisions arrives.

7. Abstracting.

A brief reformulation of questions, proposals, arguments, during which the emphasis shifts in the desired direction. At the same time, arbitrary summarization can be carried out, in which, in the process of summing up, the emphasis in the conclusions, presentation of the opponents’ positions, their views, and the results of the discussion changes in the desired direction. In addition, during interpersonal communication, you can increase your status with the help of a certain arrangement of furniture and resorting to a number of techniques. For example, place the visitor on a lower chair, have a lot of diplomas from the owner on the walls of the office, and demonstratively use the attributes of power and authority during discussions and negotiations.

8. Psychological tricks.

This group includes techniques based on irritating the opponent, using a sense of shame, inattention, humiliation of personal qualities, flattery, playing on pride and other individual psychological characteristics of a person.

9. Irritating your opponent.

Unbalancing him with ridicule, unfair accusations and other means until he “boils”. In this case, it is important that the opponent not only gets into a state of irritation, but also makes a statement that is erroneous or unfavorable for his position in the discussion. This technique is actively used in an explicit form as belittling an opponent or in a more veiled form, in combination with irony, indirect hints, and implicit but recognizable subtext. Acting in this way, the manipulator can emphasize, for example, such negative personality traits of the object of manipulative influence as lack of education, ignorance in a certain area, etc.

10. Self-praise.

This trick is an indirect method of belittling an opponent. It just doesn’t say directly “who you are,” but based on “who I am” and “who you are arguing with,” a corresponding conclusion follows. Expressions such as: “...I am the head of a large enterprise, region, industry, institution, etc.”, “...I had to solve major problems...”, “...before applying for this... you need to be a leader at least...", "...before discussing and criticizing... you need to gain experience in solving problems at least on a scale...", etc.

11. Using words, theories and terms unfamiliar to the opponent.

The trick succeeds if the opponent is embarrassed to ask again and pretends that he accepted these arguments and understood the meaning of terms that are unclear to him. Behind such words or phrases is the desire to discredit the personal qualities of the object of manipulation. Particular effectiveness from the use of slang that is unfamiliar to most occurs in situations where the subject does not have the opportunity to object or clarify what was meant, and can also be aggravated by the use of a fast pace of speech and many thoughts that change one another during the discussion. Moreover, it is important to note that the use of scientific terms is considered manipulation only in cases where such a statement is made consciously for a psychological impact on the object of manipulation.

12. " Buttering” arguments.

In this case, manipulators play on flattery, vanity, arrogance, and increased self-esteem of the object of manipulation. For example, he is bribed with the words that he “... as a perceptive and erudite person, intellectually developed and competent, sees the internal logic of the development of this phenomenon...” Thus, an ambitious person is faced with a dilemma - either accept this point of view, or reject a flattering public assessment and enter into a dispute whose outcome is not sufficiently predictable.

13. Failure or avoidance of discussion.

Such a manipulative action is carried out with the demonstrative use of resentment. For example, “... it is impossible to constructively discuss serious issues with you...” or “... your behavior makes it impossible to continue our meeting...”, or “I am ready to continue this discussion, but only after you put your nerves...", etc. Disruption of a discussion using provoking conflict is carried out by using a variety of techniques to infuriate the opponent, when the discussion turns into an ordinary squabble completely unrelated to the original topic. In addition, such tricks can be used as: interrupting, interrupting, raising the voice, demonstrative acts of behavior that show reluctance to listen and disrespect for the opponent. After their use, statements are made like: “... it is impossible to talk with you, because you do not give a single intelligible answer to a single question”; “...it is impossible to talk with you, because you do not give the opportunity to express a point of view that does not coincide with yours...”, etc.

14. The “stick arguments” technique.

It is used in two main varieties, differing in purpose. If the goal is to interrupt the discussion by psychologically suppressing the opponent, a reference is made to the so-called. higher interests without deciphering these higher interests and without arguing the reasons why they are appealed to. In this case, statements like: “Do you understand what you are trying to do?!...”, etc. are used. If it is necessary to force the object of manipulation to at least outwardly agree with the proposed point of view, then such arguments are used that the object can accept out of fear of something unpleasant, dangerous, or to which he cannot answer in accordance with his views for the same reasons . Such arguments may include judgments such as: “... this is a denial of the constitutionally enshrined institution of the presidency, the system of supreme bodies of legislative power, and an undermining of the constitutional foundations of the life of society...”. It can simultaneously be combined with an indirect form of labeling, for example, “...it is precisely such statements that contribute to provoking social conflicts...”, or “... such arguments were used by the Nazi leaders in their vocabulary...”, or “... You deliberately use facts that contribute to inciting nationalism, anti-Semitism...”, etc.

15. “Reading in the hearts.”

It is used in two main versions (the so-called positive and negative forms). The essence of using this technique is that the audience’s attention moves from the content of the opponent’s arguments to his supposed reasons and hidden motives for why he speaks and defends a certain point of view, rather than agreeing with the arguments of the opposite side. It can be intensified by the simultaneous use of “stick arguments” and “labeling”. For example: “...You say this while defending corporate interests...”, or “... the reason for your aggressive criticism and irreconcilable position is obvious - this is the desire to discredit progressive forces, the constructive opposition, to disrupt the democratization process... but the people do not will allow such pseudo-defenders of the law to interfere with the satisfaction of his legitimate interests...”, etc. Sometimes “reading in hearts” takes the form of finding a motive that does not allow speaking in favor of the opposite side. This technique can be combined not only with “stick arguments”, but also with “greasing the argument.” For example: “...your decency, excessive modesty and false shame do not allow you to admit this obvious fact and thereby support this progressive initiative, on which depends the solution to the issue, eagerly and hopefully awaited by our voters...”, etc. .

16. Logical-psychological tricks.

Their name is due to the fact that, on the one hand, they can be built on violating the laws of logic, and on the other, on the contrary, use formal logic to manipulate an object. Even in ancient times, a sophism was known that required a “yes” or “no” answer to the question “have you stopped beating your father?” Any answer is difficult, because if the answer is “yes,” it means he beat him before, and if the answer is “no,” then it means the object beats his father. There are many variants of such sophistry: “...Are you all writing denunciations?..”, “...Have you stopped drinking yet?..”, etc. Public accusations are especially effective, where the main thing is to get a short answer and not give the person the opportunity to explain himself. The most common logical-psychological tricks include the conscious uncertainty of the thesis put forward, or the answer to the question posed, when the thought is formulated vaguely, vaguely, which allows it to be interpreted in different ways. In politics, this technique allows you to get out of difficult situations.

17. Failure to comply with the law of sufficient cause.

Compliance with the formally logical law of sufficient reason in discussions and debates is very subjective due to the fact that the conclusion about the sufficient basis of the thesis being defended is made by the participants in the discussion. According to this law, valid and relevant arguments may be insufficient if they are of a private nature and do not provide grounds for final conclusions. In addition to formal logic, in the practice of information exchange there is the so-called. “psycho-logic” (theory of argumentation), the essence of which is that argumentation does not exist on its own, it is put forward by certain people in certain conditions and is also perceived by specific people who have (or do not have) certain knowledge, social status, personal qualities, etc. Therefore, a special case, elevated to the rank of a pattern, often passes if the manipulator, with the help of side effects, manages to influence the object of influence.

18. Changing emphasis in statements.

In these cases, what the opponent said regarding a particular case is refuted as a general pattern. The reverse trick is that general reasoning is contrasted with one or two facts, which in fact may be exceptions or atypical examples. Often during a discussion, conclusions about the problem under discussion are made on the basis of what “lies on the surface,” for example, side effects of the development of a phenomenon.

19. Incomplete refutation.

In this case, the combination of a logical violation with a psychological factor is used in cases where, from the positions and arguments put forward by the opponent in his defense, they choose the most vulnerable one, break it down in a harsh manner and pretend that the remaining arguments do not even deserve attention. The trick fails if the opponent does not return to the topic.

20. Requirement for an unambiguous answer.

Using phrases like: “don’t evade..”, “tell me clearly, in front of everyone...”, “tell me straight...”, etc. - the object of manipulation is asked to give an unambiguous answer “yes” or “no” to a question that requires a detailed answer or when an unambiguous answer can lead to a misunderstanding of the essence of the problem. In an audience with a low educational level, such a ploy may be perceived as a manifestation of integrity, determination and directness.

21. Artificial displacement of the dispute.

In this case, having begun to discuss any position, the manipulator tries not to give arguments from which this position follows, but suggests immediately moving on to refuting it. In this way, the opportunity to criticize one’s own position is limited, and the dispute itself is shifted to the argumentation of the opposite side. If the opponent succumbs to this and begins to criticize the position put forward, citing various arguments, they try to argue around these arguments, looking for shortcomings in them, but without presenting their system of evidence for discussion.

22. “Multiple questions.”

In the case of this manipulative technique, the object is asked several different questions on one topic at once. In the future, they act depending on his answer: either they accuse him of not understanding the essence of the problem, or of not answering the question completely, or of trying to mislead.

Eighth block of manipulations.

Manipulative influences depending on the type of behavior and emotions of a person. (V.M.Kandyba, 2004).

1. First type. A person spends most of his time between the usual state of consciousness and the state of normal night sleep.

This type is governed by his upbringing, character, habits, as well as a sense of pleasure, the desire for security and peace, i.e. everything that is formed by verbal and emotional-figurative memory. For most men of the first type, the abstract mind, words and logic prevail, while for the majority of women of the first type, common sense, feelings and fantasies prevail. Manipulative influence should be aimed at the needs of such people.

2. Second type. Dominance of trance states.

These are super-suggestible and super-hypnotizable people, whose behavior and reactions are controlled by the psychophysiology of the right hemisphere of the brain: imagination, illusions, dreams, dreamy desires, feelings and sensations, belief in the unusual, belief in someone’s authority, stereotypes, selfish or selfless interests (conscious or unconscious ), scenarios of events, facts and circumstances occurring to them. In case of manipulative influence, it is recommended to influence the feelings and imagination of such people.

3. Third type. Dominance of the left hemisphere of the brain.

Such people are controlled by verbal information, as well as principles, beliefs and attitudes developed during a conscious analysis of reality. The external reactions of people of the third type are determined by their education and upbringing, as well as by a critical and logical analysis of any information coming from the outside world. In order to effectively influence them, it is necessary to reduce their analysis of the information presented to them by their left, critical, hemisphere of the brain. To do this, it is recommended to present information against the backdrop of trust in you, and information must be presented strictly and balancedly, using strictly logical conclusions, supporting facts exclusively with authoritative sources, appealing not to feelings and pleasures (instincts), but to reason, conscience, duty, morality, justice, etc.

4. Fourth type. Primitive people with a predominance of right-brain instinctive-animal states.

For the most part, these are ill-mannered and uneducated people with an undeveloped left brain, often raised with mental retardation in socially disadvantaged families (alcoholics, prostitutes, drug addicts, etc.). The reactions and behavior of such people are controlled by animal instincts and needs: sexual instinct, the desire to eat well, sleep, drink, and experience more pleasant pleasures. When manipulating such people, it is necessary to influence the psychophysiology of the right brain: the experiences and feelings they have previously experienced, hereditary character traits, behavioral stereotypes, the currently prevailing feelings, mood, fantasies and instincts. It is necessary to take into account that this category of people thinks mainly primitively: if you satisfy their instincts and feelings, they react positively, if you do not satisfy them, they react negatively.

5. Fifth type. People with an “expanded state of consciousness.”

These are those who managed to develop a highly spiritual person. In Japan, such people are called “enlightened”, in India - “Mahatmas”, in China - “perfectly wise Tao-people”, in Russia - “holy prophets and miracle workers”. The Arabs call such people “saint Sufis.” Manipulators cannot influence such people, as V.M. Kandyba notes, since “they are inferior to them in professional knowledge of man and nature.”

6. Sixth type. People with a predominance of pathological conditions in their psychophysiology.

Mainly mentally ill people. Their behavior and reactions are unpredictable because they are abnormal. These people may perform some actions as a result of a morbid motive or while in captivity of some kind of hallucination. Many of this type of people become victims of totalitarian sects. Manipulations against such people must be carried out quickly and harshly, inducing fear in them, a feeling of unbearable pain, isolation and, if necessary, complete immobility and a special injection that deprives them of consciousness and activity.

7. Seventh type. People whose reactions and behavior are dominated by a strong emotion, one or more of the main basic emotions, for example, fear, pleasure, anger, etc.

Fear is one of the most powerful hypnogenic (hypnosis-generating) emotions that always arises in every person when there is a threat to his physical, social or other well-being. When experiencing fear, a person immediately falls into a narrowed, altered state of consciousness. The left brain with its ability for a reasonable, critical-analytical, verbal-logical perception of what is happening is inhibited, and the right brain with its emotions, imagination and instincts is activated.

© Sergey Zelinsky, 2009
© Published with the kind permission of the author