Abstract on the topic “The problem of communication, methods and techniques of psychological influence on a partner”

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Every person falls under someone’s influence, whether consciously or not: even the universal desire to be like others, not to be different from peers is the influence of stereotypes that are considered a standard. The “herd instinct” is also taken into account in the creation of commercials, thereby forcing people to buy completely unnecessary things. This is the basis of the psychology of influence, which implies methods and techniques that allow one to effectively influence the psychological state of an interlocutor or a group of people in order to achieve a goal.

Psychology of mechanisms

People living nearby constantly influence each other, pursuing personal motives. From birth, the baby masters techniques of psychological influence on parents through screaming, and then others.

When communicating with each other, people often influence the thoughts of the interlocutor without even realizing it. Psychological influence is certain mechanisms that can model the consciousness of an individual. They are divided into 2 groups.

1. Household methods of manipulation.
2. Special: coding, trance, hypnosis.

Influences, both everyday and special, have one common basic element. Its essence lies in studying the nature of the individual, understanding behavioral characteristics, reactions to a stress factor.

Available methods of mind manipulation for beginners

To use psychological techniques to influence a person, it is not necessary to become a professional psychologist. In everyday communication, anyone can use the following methods:

1. Suggestion. An authoritative person can use this method. By choosing the right phrases and constructing his speech, he inspires people with the necessary information. This method will only work if the manipulator is able to speak confidently. Slurred speech is subconsciously rejected by the listener and perceived as unreliable.
2. Infection. A way of transmitting emotional mood to other people based on a chain reaction. In a dangerous situation, a person prone to panic infects other people with it. A provocateur in a crowd specifically increases the aggressiveness of people, increasing the overall level of aggression. Positive emotions can also be transmitted: if someone in a group starts laughing, his laughter will be picked up by others.
3. Imitation. An effective method if the targets are children or poorly educated people. The need for a role model pushes them to copy the behavior and way of thinking of an authority figure.
4. Belief. This technique is suitable for persuading a person with a high level of education. The manipulator must withstand a high level of discussion, present truthful arguments, allowing the interlocutor to come to the necessary conclusions himself.

Manipulative influence is possible only if the level of intelligence of the manipulator is higher than that of the interlocutors. Otherwise, a smarter interlocutor can intercept the conversation and control the manipulator itself.

Basics

The basis of methods of influencing people is the use of personality traits. It is very easy for an observant individual to carry out manipulations. One of the most common techniques is pressure on pity. Every person masters it in infancy.

You can influence people by using the following features of human nature:

• weaknesses;
• hidden motives and desires;
• change of consciousness, effect of surprise;
• intelligent manipulation.

Weaknesses

Everyone has their own weakness. Often, knowing about a particular event in a person’s life, we unconsciously try to influence his choice, motivating him to take an action that is beneficial to us. Everyday psychological influence is based on this. The main technique of influencing a partner is the manipulation of pity. It involves inflicting psychological pain. Almost no one can resist him, so people agree to implement certain guidelines even contrary to their desires and principles.

Desires and motivation

All people have similar desires and motives. Complex forms of activity imply basic things: the desire to be loved, rich, to have power, to satisfy natural instincts, etc. These features of human nature are taken into account when creating advertising, Internet posts, and election campaigns. The personality, under the influence of his desires to get what he wants, does what the manipulator needs. Influence will be more effective if you use images and colors that a person associates with his desires: people who lack emotions will happily respond to commercials using orange shades, and those who need peace and comfort will respond to blue and green ones. Methods of protection against such influence are elementary. You need to analyze yourself and understand what you are missing. It is also important to realize that getting what you want requires hard work and dedication.

Types of influence

In psychology, there are several main types of influence:

1. Functional-role. It consists of appealing to the social role of the interlocutor. For example, “A good son takes care of his parents.” This phrase, said by the father or mother, is aimed at regulating the child’s behavior in accordance with his role.
2. Directional influence . The character of a person’s personality, his values, worldview, and specific personality traits are taken into account.
3. Non-directional influence. Reaches a wide audience united by common goals.
   Personal psychological traits are not taken into account; work is done on a class, a category of people. The method is used in advertising where the target audience is somewhat generalized.

   For example, in an advertisement for men's cologne, the group of people addressed by the marketer are adult men. In the context of non-directional influence, their personal beliefs, goals, and temperament are not taken into account, since it is necessary to reach as many customers as possible.

4. Direct influence. Open, undisguised influence on the subject. Most often it is implemented through the method of persuasion.
5. Indirect influence. It is connected not with the interlocutor, but with the conditions of his activity. To make an employee’s work more productive, you can motivate him directly. Or you can improve working conditions and change the environment. For example, provide comfortable furniture, a comfortable workplace, and provide the office with air conditioning.
6. Encouragement . Stimulating a person to take action through the promise of a reward for successful implementation. For example, “When you do your homework, you can walk in the yard with the guys.”
7. Coercion . It only works when the person depends on you. Or he is forced to fulfill the request due to the official format of the relationship (superior-subordinate, major general, parent-child, teacher-student). The interlocutor understands that sanctions or punishment will follow for failure to comply with the requirements.

The usefulness of each type directly depends on the personality of the interlocutor and his willingness to listen to the opposing point of view.

The effect of surprise

Psychological influence on a person’s subconscious can be carried out in different ways. A change in consciousness makes a person completely defenseless against the influence of others. Such methods include hypnosis and trance. During the first, the personality is completely under the influence of the influencing person, his consciousness is closed and not controlled by himself. Trance is different in that the individual thinks he is in control of his actions, but follows the instructions of the manipulator.

A person can be put into a state of light trance by asking her a strange, unexpected question. The confusion that arises is a specific state that makes it easy to instill the necessary information. It is very easy to put an individual into a light trance state who is immersed in his thoughts and a little confused. This is how various kinds of manipulators who are looking for easy money choose their victims. The main role in this impact is played by the effect of surprise.

Intelligent manipulation

Influence on a person’s subconscious is not only hidden forms of influence for the purpose of profit. This area of ​​science also studies methods for increasing the performance of employees in enterprises, improving their skills and reducing aggression in the team towards each other.

The method of reasonable manipulation involves the voluntary agreement of the individual to perform certain functions. Impact occurs through the use of higher aspirations. This is a bit like the method of applying desires and motivations: every employee wants to receive a decent salary and feel normal in the team. To achieve these goals, coordinated work, concentration and mutual assistance are required.

Partner management techniques

The main component of a conversation between people is emotional contact. The influence of this part in psychology is considered as a possible tool for manipulating a partner. When talking with a person, our brain receives a huge number of signals that, through the subconscious, begin to control us, causing certain emotions when we see a certain person. If you send a certain hidden positive signal to your partner during communication, he will develop a strong reflex. He will feel joy when he sees you. Such techniques will not help you impose your desires on another person, but they will be able to persuade the querent to communicate.

When addressing your partner, always call him by name. This is an important component of proper communication. Each person is an individual and unique. Addressing without using a name depersonalizes the interlocutor. He remains dissatisfied in his desire to be himself, and experiences negative emotions that are associated with your image. Proper treatment shows the individual's importance to you.

Use the phrase “Good morning” in the morning. It is more pleasant to the ear than a dry “Hello.” Smile at your partner. It works like a mirror: when you smile at yourself at the reflective surface, you always get a smile in return. People can be used in the same way. Every individual subconsciously associates a smile with a friend, happiness, a feeling of security, so your partner will unconsciously follow your instructions.

In business communication, try to use compliments. They help to create a feeling of satisfaction in a partner, but they must be used wisely, otherwise all efforts will be in vain, and the compliment will turn into banality, rude flattery, or sound like ridicule. Each must be backed up by fact.

Rules for constructing compliments:

• a compliment reflects positive qualities that cannot be perceived as negative at the same time;
• hyperbolization should not be used, the exaggeration should be small;
• your words should not reflect a positive quality lower than the person himself believes;
• the compliment should reflect a statement of the presence of a positive quality, and not instructions for improvement;
• When giving a compliment, do not immediately try to draw special attention to the person’s shortcomings.

The compliment should be brief, contain one or two thoughts, and should not contain teachings.

Ambiguous phrases must be avoided. Compliments should be given as often as possible. It is through practice that ease and ease in a compliment are achieved, which makes it natural and irresistible. A compliment begins with the desire to give it. Find what you personally like about your interlocutor, what you would like to borrow from him.

People accept compliments favorably, since everyone is pleased just by the fact that they want to say something good to him. That is why they easily forgive possible mistakes. Since men are not spoiled by compliments, they are less demanding of their quality. That is why it is better to learn how to compliment men.

When you like the compliment, the person’s face lights up with a smile. A good mood, along with a smile, is transmitted to the interlocutor. This is why compliments benefit everyone involved*.

Ways to influence your interlocutor

The basis of psychological techniques for influencing an interlocutor is observation of the individual and knowledge of some behavioral nuances.

Let's look at some of the simplest techniques that can be useful in everyday life.

1. To emerge victorious from an argument, no matter how much you want, never raise your voice. After the interlocutor lets off steam, he will feel empty and guilty before you, which you can quickly take advantage of and convince him that you are right.
2. Knowing that there is a liar in front of you, you can easily expose him to clean water using pauses in the conversation. Be silent, and then the interlocutor will have no choice but to fill the silence with his “confession.”
3. Phrases cannot be started with negative words: instead of “Would you like to walk with me to the cafe” - “Come with me to the cafe.” With a negative pretext, you program the querent in advance to refuse.
4. Avoid phrases that radiate uncertainty: apologies for no reason, words of doubt like “It seems to me,” etc. They humiliate you in the eyes of your interlocutor.

How to make a compliment a compliment?

There are several rules.

1. “One meaning.” A compliment should reflect only the positive qualities of a person. In a compliment, double meaning should be avoided when, for example, a given quality in a person can be considered both positive and negative.

For example: “Listening to your conversations with people, I am each time surprised by your ability to avoid answering so subtly and wittily!” This rule, which we conventionally called “one meaning,” is clearly violated here.

2. “No hyperbole.” The positive quality reflected in the compliment should be slightly exaggerated.

For example: “I am always amazed at your accuracy and punctuality,” said the manager, accepting a report from a subordinate. These words not only surprised him, but amazed him. Firstly, he has a reputation of the exact opposite nature, and secondly, now there was not even a reason for these words, let alone a reason.

3. "High opinion." An important factor in the effectiveness of this technique is the person’s own opinion about the level of qualities reflected in the compliment. Suppose a person knows for sure that his level of this quality is much higher than what is said in the compliment.

For example, a person who has a truly phenomenal memory (and this opinion is firmly entrenched in his mind) suddenly hears the following words addressed to him: “I am amazed at how you immediately remembered the phone number! You have a brilliant memory!” Or the doctor hears: “One can only be amazed at your skill! How quickly you diagnosed him with appendicitis!” In both the first and second cases, these are not compliments, but platitudes. The consequences can be negative, since the rule that we conventionally call “high opinion” has been violated.

4. “No didactics.” This rule is that a compliment should state the presence of a given characteristic, and not contain recommendations for improving it.

Here are some examples of such “compliments”: “You should be more active!”; “Firmness of conviction adorns a man! Know how to defend your positions!” Here the rule that we conventionally called “no didactics” is clearly violated.

5. “No complaints.” The employee does not at all strive to improve this quality. Moreover, he believes that it would be bad if this positive quality were expressed more strongly in him than it is now.

For example, one of your subordinates, who is also a manager, believes that the ability to give compliments is not at all a virtue of a real production organizer. And if you, being convinced of the opposite, try to give him a compliment like: “I heard that you are brilliant at giving compliments!”, then he will probably be offended.

6. “No seasoning.” The last rule concerns not the content of the compliment itself, but those additions that often follow it.

For example: “Your hands are truly golden. But your tongue is your enemy.” Or: “I am very impressed by your ability to win people over. If only this ability is in the interests of the business...” Therefore, when making a compliment, refrain from the fly in the ointment, i.e. similar additions. Follow the rule that we conventionally call “no seasoning.”

Of course, it is difficult to remember all these rules at once, but if you use associative connections, then it will be much easier.

The “patient listener” technique. From childhood, we all remember the usual rules that you cannot interrupt your interlocutor, you must listen to him to the end, and be attentive to him. No one is saying that these rules should be ignored.

The “but” begins when you have to “pay” for compliance with these rules, and the unit of calculation is time. This is when the true attitude towards these values ​​manifests itself.

It takes a lot of time to patiently and carefully listen to your interlocutor, because not everyone knows how to express their thoughts concisely and clearly. In addition, we have to listen to statements that are not relevant. If you do listen to your subordinate, he will satisfy his needs and receive positive emotions, connecting this against his will with you.

Since you were the source of these positive emotions, they will be “returned” to you in the form of a slight increase in sympathy for you, i.e. in the form of an emerging or intensifying attraction.

Reception "private life". Each person, along with professional interests, also has personal interests, hobbies and personal life. In empirical observations, it was noticed that if you have a conversation with a person in line with his expressed personal interest, this will cause increased verbal activity in him, accompanied by positive emotions.

From time to time, talk with your subordinates about issues that are important to them in their personal lives, show interest in their feelings and experiences. For example, one of the employees is passionate about growing cacti and often talks about them. Everyone is already quite bored with this. Be patient and talk to her about them for at least a few minutes.

Who lost in this situation? A few minutes of wasted time listening to unnecessary information is on one side of the scale, and on the other is your like-minded subordinate.