Mental impact on a person. Psychological tricks: how to influence people

Greetings, dear friend!

The eternal question is how to influence a person?

Are you familiar with a situation where you needed to convince someone, but failed? Do you know the feeling when attempts to make an impact fail miserably?

Unfortunately, without the ability to influence, it is impossible to move forward in life, be it career ladder, or in promotion own business. Moreover, even in personal life, the lack of ability to influence threatens with its own complications.

In this article I will share with you how to influence a person’s subconscious.

I tell you, you give me...

One of the simplest, but effective techniques is the principle “I give you, you give me.” The bottom line is this - do a person some favor, help him out or help him. Even if the work turns out to be very insignificant, the effectiveness of this approach will remain high.

Everything in nature strives for harmony and balance, even the human subconscious . When a service is provided to us, we automatically begin to consider ourselves debtors. And the state of debt cannot cause a positive reaction in anyone.

Such hidden influence cannot be defined as an attempt to influence a person.

Just help your interlocutor, after which he will strive to return the debt to you. Moreover, your request may turn out to be more significant than the help you provide to your friend!

Shifty eyes are traitors!

A look is a weapon. You can determine a lot by the eyes, even the intention of people. A running, absent-minded glance speaks of the owner’s uncertainty, his doubts, and weakness.

The subconscious mind reads the interlocutor perfectly. A confident, calm look inspires confidence.

Knowledge is power!

If you need to be persuasive, you need to fully know what you are talking about! Believe me, we know what we are writing about.

Without knowing what you are going to talk about, there will be a lack of trust from the outside. Before you sway your interlocutor in your direction, be confident in your knowledge of your material!

Who main character?

This moment is missed by the vast majority! Instead of striving to be the main character of the conversation (discussion, discussion), make your interlocutor one!

Show genuine interest and ask questions. Let your interlocutors feel like the center of attention!

This approach is especially powerful for the benefit of personal relationships, when everyone is trying to follow their own line in order to appear as the main figure. Go backwards and let your partner be the center of attention.!

Thanks to this, relationships change in incredible ways!

In business, this approach allows you to improve business relationship. The principle when your attention is not on how you can more money to rip off the client, but on what he needs and how he can help - works wonders.

At least two opinions...

There are only two opinions - mine and the wrong one! - a phrase that characterizes many. If you want to have influence and impact, you need to learn to consider the vast number of opinions that differ from yours.

It’s always nice when your interlocutor accepts your point of view and is not in a hurry to criticize or condemn it.

Think about this before you confront someone else's opinion.

Verbal influence tool

Diction, volume, speed of speech, intonation - these characteristics can or will influence , or move away from the interlocutor.

A little hypnosis

The techniques used in hypnosis sometimes turn out to be more effective than anything else. I decided to give some of them that will help you create trust, create a hidden impact, convincing the subconscious of people to join you!

• Imitation

An interesting technique that requires extensive experience. The essence is this: adapt to gestures, body position, voice and others external signs of people.

If your interlocutor puts his hand in his pocket, do the same. If he gestures in a certain way, make similar movements.

Be careful not to look artificial. Otherwise, you won’t be able to make an impact, and you’ll look stupid.

• Nod slightly

When you listen to your interlocutor, make subtle positive nods of your head. Just not too often. This gives him the feeling that his speech is interesting, that people agree with him. This will not go unnoticed!

When it’s your turn to express yourself, it won’t be difficult for you to inspire confidence in your interlocutor.

• Built-in Commands

Do you want to know how to influence a person’s subconscious? Use hidden commands. Their essence lies in the non-verbal (intonation, voice volume) marking of the necessary command words.

You can say something neutral by constructing a phrase in a certain way to make an impact.

For example, " Working a lot with different people, he realized - he can trust me. He has something to compare with."

With this phrase, you casually talk about your achievements. The part of the text in italics “you can trust me” is a command that will influence the Subconscious. It is necessary to mark it, for example, make the voice a little louder or change the intonation.

Afterword

There are so many ways you can influence people. And hypnosis techniques have enormous potential for this. But if it is possible to convince other people of anything, then your Subconscious is also not protected from suggestion. .

Therefore, for protection, it is necessary to understand numerous influence techniques. Only then can you be sure that you are not in danger of becoming a puppet of other people.

• Do you strive to become a master of words, beliefs, influences?
• Do you want to be an interesting conversationalist and become the center of attention?
• Do you intend to know how to protect yourself from the influences and suggestions of other people?
• Do you want to learn how to charm and charm people?

Start Small: First Steps in Covert Hypnosis. And in just seven days, you will be surprised by the opportunities that will open up for you!

Thank you for your interest in the article.

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Have a nice day!

1. Get interested
Every person seeks personal gain. Therefore, when explaining your position, do not forget to tell the listener what benefit he can find in it for himself.

2. Look for a compromise
A person cannot simply be zombified. If you want to influence someone, you must be able to negotiate and compromise.

3. Communicate
Communication is the main key to influence. The more sociable you are, the large quantity people will support your point of view.

4. Be an encourager
In order to convince others of something, you yourself must radiate enthusiasm.

5. Hypnotize
Hypnotize your interlocutor. Of course, not in the literal sense. Do it with your charm. Remember that people are usually more willing to agree with those they like and respect.

6. Pay
Money is a great motivator, isn't it? Perhaps this is one of the simplest and quick ways get what you want. The only downside is that this method can cost you a lot.

7. Be consistent
If your opinion changes as quickly as the direction of the wind, you are unlikely to be able to convince anyone of it. Be true to your point of view.

9. Listen
Learn to listen and hear. This is an important component of effective communication, which is very important in the ability to influence others.

10. Be confident
If you exude a sense of confidence in yourself and your words, people will definitely listen to you. If you want to convince someone to follow your path, first believe yourself that it is correct.

11. Respect others
The more you respect other people's opinions, the more likely you are to be heard.

13. Be patient
Trying to convince others of your point of view can take a long time, so you must be very patient.

14. Admit your mistakes
If you are wrong, admit it. People will perceive you as a fair and honest person.

15. Know what you want
Why do you need to influence another person? What is your goal? In order to convince someone, you yourself must clearly understand why you need it. Otherwise, your speech will be unclear and blurry.

16. Practice
Don't miss the chance to put your persuasion technique into practice. Practice helps hone any skill to perfection.

17. Explore
Research the facts that support your point of view if you want to convey it to others.

18. Be positive
Be cheerful and give others hope for the best. People are always happy to listen to those who are positive and optimistic.

20. Ask
Sometimes all you have to do to get someone to do something for you is just ask. Be polite, don’t be lazy to say “please” and “thank you” and people will meet you halfway.

10 psychological tricks for manipulating people

These are ways in which you can win friends and influence people using psychology without making anyone feel bad about themselves.

Psychological tricks

10. Ask for favors

Trick: Ask someone to do a favor for you (known as the Benjamin Franklin effect).

Legend has it that Benjamin Franklin once wanted to win the favor of a man who didn't like him. He asked this man to lend him rare book, and when I received it, I thanked him very kindly.

As a result, the man who didn't really want to even talk to Franklin became friends with him. In Franklin's words: "He who has once done you a good deed will be more disposed to do something good for you again than one to whom you yourself are indebted."

Scientists decided to test this theory, and eventually found that those people whom the researcher asked for a personal favor were much more favorable towards the specialist compared to other groups of people.

Influence on human behavior

9. Aim Higher

The trick: always ask for more than you initially need, and then lower the bar.

This technique is sometimes called the "door-in-the-face approach." You are approaching a person with a really too high request, which he will most likely refuse.

After that you come back with a request for a "lower rank" namely, what you really need from this person.

This trick may seem counterintuitive to you, but the idea is that the person will feel bad after rejecting you. However, he will explain this to himself as the unreasonableness of the request.

Therefore, the next time you approach him with your real need, he will feel obligated to help you.

Scientists, after testing this principle in practice, came to the conclusion that it actually works, because a person who is first approached with a very “big” request, and then returns to him and asks for a small one, feels that he can help you he should.

The influence of a name on a person

8. Say names

Trick: Use the person's name or title depending on the situation.

He emphasizes that a person's name in any language is the sweetest combination of sounds for him. Carnegie says that a name is the main component of human identity, therefore, when we hear it, we once again receive confirmation of our importance.

This is why we feel more positive towards a person who confirms our importance in the world.

However, using a title or other form of address in a speech can also have a strong impact. The idea is that if you behave like a certain type of person, then you will become that person. This is somewhat like a prophecy.

To use this technique to influence other people, you can address them as you would like them to be. As a result, they will begin to think of themselves in this way.

It's very simple if you want to get close to a certain person, then call him “friend”, “comrade” more often. Or, when referring to someone you would like to work for, you can call him "boss." But keep in mind that sometimes this can backfire on you.

The influence of words on a person

7. Flatter

The trick: Flattery can get you where you need to go.

This may seem obvious at first glance, but there are some important caveats. To begin with, it is worth noting that if flattery is not sincere, then it will most likely do more harm than good.

However, scientists who have studied flattery and people's reactions to it have discovered several very important things.

Simply put, people always try to maintain cognitive balance by trying to organize their thoughts and feelings in a similar way.

Therefore, if you flatter a person whose self-esteem is high, and sincere flattery He will like you more because the flattery will match what he thinks about himself.

However, if you flatter someone whose self-esteem is suffering, then it is possible Negative consequences. It is likely that he will treat you worse because it does not intersect with how he perceives himself.

Of course, this does not mean that a person with low self-esteem should be humiliated.

Ways to influence people

6. Mirror other people's behavior

The trick: Be a mirror image of the other person's behavior.

Mirroring behavior is also known as mimicry, and it is something that certain types of people have in their nature.

People with this skill are called chameleons because they try to blend into their environment by copying others' behavior, mannerisms, and even speech. However, this skill can be used quite consciously, and this great way in order to please.

Researchers have studied mimicry and found that those who were copied were very favorably disposed towards the person who copied them.

Experts also came to another, more interesting conclusion. They found that people who had role models had much more favorable attitudes toward people in general, even those who weren't involved in the study.

It is likely that the reason for this reaction lies in the following. Having someone who mirrors your behavior validates your worth. People feel more confident in themselves, thus they are happier and have good attitude towards other people.

Psychology of influencing people

5. Take advantage of fatigue

Trick: ask for a favor when you see that the person is tired.

When a person is tired, he becomes more receptive to any information, be it a simple statement about something or a request. The reason is that when a person gets tired, it happens not only on a physical level, his mental energy is also depleted.

When you make a request to a tired person, most likely you will not get a definite answer right away, but will hear: “I will do it tomorrow,” because he will not want to make any decisions for this moment.

The next day, most likely, the person will actually comply with your request, because on a subconscious level, most people try to keep their word, so we make sure that what we say matches what we do.

Psychological influence on a person

4. Offer something that a person cannot refuse

The trick: start the conversation with something that the other person can't refuse, and you will achieve what you need.

This back side"door in the face" approach. Instead of starting the conversation with a request, you start with something small. As soon as a person agrees to help you in small ways, or simply agrees to something, you can use the “heavy artillery.”

Experts have tested this theory using marketing approaches. They started by asking people to express their support for tropical forests and the environment, which is a very simple request.

Once support has been received, scientists have found that it is now much easier to persuade people to buy products that promote this support. However, you should not start with one request and immediately move on to another.

Psychologists have found that it is much more effective to take a break of 1-2 days.

Techniques for influencing people

3. Stay calm

The trick: you shouldn't correct a person when he's wrong.

In his famous book, Carnegie also emphasized that one should not tell people that they are wrong. This, as a rule, will lead to nothing, and you will simply fall out of favor with this person.

There is actually a way to show disagreement while still having a polite conversation, without telling anyone that they are wrong, but by striking the other person's ego to the core.

The method was invented by Ray Ransberger and Marshall Fritz. The idea is quite simple: instead of arguing, listen to what the person is saying and then try to understand how they feel and why.

You should then explain to the person the points you share with them and use that as a starting point to clarify your position. This will make him more sympathetic to you and he will be more likely to listen to what you have to say without losing face.

The influence of people on each other

2. Repeat the words of your interlocutor

The trick: paraphrase what the person says and repeat what they said.

This is one of the most amazing ways to influence other people. This way you show your interlocutor that you really understand him, capture his feelings and your empathy is sincere.

That is, by paraphrasing the words of your interlocutor, you will achieve his favor very easily. This phenomenon is known as reflective listening.

Studies have shown that when doctors use this technique, people open up more to them and their “collaboration” is more fruitful.

It's easy to use when chatting with friends too. If you listen to what they say and then rephrase what they said, forming a question for confirmation, they will feel very comfortable with you.

You will have a stronger friendship and they will listen more actively to what you have to say because you have managed to show that you care about them.

Methods of influencing people

1. Nod your head

Trick: Nod your head a little during a conversation, especially if you want to ask your interlocutor for something.

Scientists have found that when a person nods while listening to someone, they are more likely to agree with what is being said. They also found that if the person you are talking to nods, most of the time you will also nod.

This is understandable, because people often unconsciously imitate the behavior of another person, especially one with whom interaction will benefit them. So if you want to add weight to what you say, nod regularly while speaking.

The person you're talking to will have a hard time not nodding and will start to feel positive about the information you're presenting without even realizing it.

1. Ask for a favor

We're talking about an effect known as the Benjamin Franklin effect. One day, Franklin needed to win the favor of a man who didn’t like him very much. Then Franklin politely asked this man to lend him a rare book and, having received what he wanted, thanked him even more politely. Previously, this person avoided even talking to him, but after this incident they became friends.

This story repeats itself over and over again. The point is that someone who has done you a favor once will be more willing to do it again compared to someone who owes you something. The explanation is simple - a person decides that since you are asking him for something, then if necessary, you yourself will respond to his request, so he should do the same as you.

2. Demand more

This technique is called the "door to the forehead." You need to ask the person to do more than you in fact want to receive from him. You can also ask to do something ridiculous. Most likely he will refuse. Soon after, feel free to ask for what you wanted in the first place - the person will feel bad for refusing you the first time, and if you now ask for something reasonable, they will feel obligated to help.

3. Call the person by name

The famous American psychologist Dale Carnegie believes that calling a person by name is incredibly important. Given name for any person this is the most pleasant combination of sounds. It is an essential part of life, so its utterance seems to confirm for a person the fact of his own existence. And this, in turn, makes you feel positive emotions in relation to the one who pronounces the name.

The use of a title has the same effect social status or the form of address itself. If you behave a certain way, you will be treated that way. For example, if you call a person your friend, he will soon feel friendly feelings towards you. And if you want to work for someone, call him boss.

4. Flatter

At first glance, the tactic is obvious, but there are some caveats. If your flattery doesn't seem sincere, it will do more harm than good. Researchers have found that people tend to seek cognitive balance by trying to keep their thoughts and feelings aligned. So if you flatter people with high self-esteem and the flattery sounds sincere, they will like you because you will validate their own thoughts. But flattery towards people with low self-esteem can lead to negative feelings because your words contradict their opinion of themselves. Of course, this does not mean that such people should be humiliated - you definitely won’t win their sympathy that way.

5. Reflect

Reflection is also known as mimicry. Many people use this method naturally, without even thinking about what they are doing: they automatically copy other people's behavior, manner of speech and even gestures. But this technique can be used completely consciously.

People tend to treat better those who are similar to them. An equally curious fact is that if during a recent conversation someone “reflected” a person’s behavior, then for some time this person will be more pleasant to communicate with other people, even if they had nothing to do with that conversation. The reason is most likely the same as in the case of calling by name - the behavior of the interlocutor confirms the very fact of the existence of the person.

6. Take advantage of your opponent's fatigue

When a person is tired, he becomes more receptive to other people's words, be it a request or a statement. The reason is that fatigue not only affects the body, but also reduces mental energy levels. When you ask a tired person for a favor, you will probably get an answer like “Okay, I’ll do it tomorrow” - because at the moment the person does not want to solve any more problems. But the next day the person will most likely fulfill his promise - people, as a rule, try to keep their word, because otherwise they get psychological discomfort.

7. Offer something that would be difficult to refuse

This is the opposite technique to point number two. Instead of making a big request right away, try starting small. If a person helps you with something minor, he will be more willing to fulfill a more important request.

Scientists have tested this method in relation to marketing. They began to encourage people to express support for the environment and the conservation of the rainforest. Pretty easy request, right? When people completed what was required, they were asked to buy food - all proceeds will be used to preserve these very forests, of course. Most people did this too.

However, be careful: you should not first ask for one thing and then immediately ask for something completely different. It is much more effective to wait a day or two.

8. Know how to listen

Telling someone that they are wrong is not the best The best way win over a person. The effect will most likely be the opposite. There is another way to express disagreement without making an enemy. For example, listen to what your interlocutor says and try to understand how he feels and why. Then you will find something in common in your seemingly opposing opinions and can use this to explain your position. Express your agreement first - this way the person will be more attentive to your subsequent words.

9. Repeat after your interlocutor

One of the most effective ways to win over a person and show that you really understand him is to rephrase that what he says. Say the same thing, only in your own words. This technique is also known as reflective listening. This is what psychotherapists often do - people tell them more about themselves, and an almost friendly relations.

This technique is easy to use when talking with friends. Formulate the phrase they just said as a question - this way you will show that you listened carefully and understood the person, and he will be more comfortable with you. He will also listen more to your opinion because you have already made it clear that he is your
not indifferent.

10. Nod

When people nod while listening to something, it usually means that they agree with the speaker. And it is natural for a person to assume that when someone nods when talking to him, this also means agreement. This is the same effect of mimicry. So nod throughout the conversation with the person - later this will help you convince the interlocutor that you are right

One of the areas of psychology is methods psychological impact on people. They include various ways influencing others, which are used by people in Everyday life in the process of building family, social and professional relationships.

When interaction occurs between individuals, it does not matter at what level, it involves some influence on each other through persuasion, imitation, suggestion or contagion. Moreover, the last method is the most common and has been used since ancient times.

Infection as a hidden influence on others.

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

Suggestion as a hidden influence on others.

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

The man himself who provides psychological impact on people through the use of suggestion, should not be at the level of emotional trance. The basis of successful suggestion is the recognition of the authority of the source’s opinion, and for this he needs to have common sense, show confidence in his point of view and competently work with objections and doubts. The result will not be achieved if the individual who is trying to instill information is not an authority for the opponent.

Great importance in achieving the set goal, there is an intonation with which the suggestor conveys information; the tone must be confident, authoritative; meaningful, weighty arguments and words must be used in the conversation.

Each individual reacts differently to suggestion, due to his level of resistance to outside influence, lack of critical perception of information coming from outside and other characteristics of the psyche and subconscious. It is much easier to exert a psychological influence on people through suggestion if they have unstable attentiveness, or their nervous system shaky and weak.

Suggestion can be carried out in three main forms:

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

The first type of suggestion involves influencing the subconscious of the object when he is in a state of wakefulness, and it, in turn, is divided into subtypes: behavioral elements of suggestion, emotional and intellectual. Let's try to look at each subtype as an example in order to paint a complete picture of a particular suggestion.

Elements of emotional suggestion.

In order to influence a person, to convince him that the information provided is really correct, it is necessary first of all to influence his emotions. For example, in order to show a person the whole essence of the concepts that you are trying to instill in him, it is necessary to use undeniable arguments. The task of emotional suggestion– present information in such a way that your opponent has no doubts that you are right, arguing with visualization, examples or other available methods.

Elements of behavioral suggestion.

Impact on the subconscious of the individual through the use of various forms suggestive behavior. Let's say a person finds himself in a group of people where there is a stir around one event or fact. After some time, he himself will be carried away by the object of interest of others, maintaining agitated behavior.

Elements of intellectual suggestion.

Sometimes, without even thinking about how to influence people and what needs to be done for this, people unconsciously become suggestive. For example, you have probably encountered the fact that you suddenly notice the habit of adopting the same posture during a conversation as your boss. Or your habits with best friend suddenly they become almost identical, and the manner of communication is very similar to the way your colleague communicates. These people did not want to instill anything in you, but this happened unconsciously, without intent.

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

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

In order to exert a psychological influence on people through suggestion, it is necessary to minimize the critical perception of the information provided. This can be done through the technique of witnessing. To do this, you should resort to quotations successful people, give examples from the life experiences of professionals and celebrities that can stimulate both positive and negative effects. The choice of the direction of emotional perception depends on what a person wants to achieve by instilling information. Some experts advise using psychological influence techniques based on a person’s subconscious desire to fit in with the majority. For this purpose we provide public opinion, as a stimulator of positive perception of information.

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

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

Autotraining allows you to use methods of psychological influence on people, who are divided into three main groups.

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

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

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

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

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

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

A person who is in a hypnotic state does not control behavior with the help of his brain, which stimulates a loss of control over his behavior, perception of the situation and critical understanding of his own actions. By hypnotizing an individual, they can suggest to him that his senses are acutely perceiving external factors exposure, or, conversely, susceptibility is underestimated. For example, to a person, an ordinary rustle may seem like a rumble, and a strong noise may feel like a light whisper. Hypnotic state can stimulate paralysis of the voice, legs or arms, but at the same time it allows you to control the processes of memory and thinking of a person, directing them to restore certain moments in memory or exclude them from memories. The peculiarities of psychological influence using hypnosis are that a person can tell secret information, do something without meaning to, or play certain suggested roles in such a state.

This often becomes the reason for using hypnosis to deceive, obtain secret information or lure material resources from a person. Hypnosis can make dramatic changes into the psyche, behavioral and emotional characteristics of the individual.

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

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

How to influence people with persuasion.

When convincing an opponent of something, the expectation is that he will voluntarily accept the facts that are presented to him. Any methods of pressure and coercion are excluded here; the object of persuasion can either agree with his opponent or remain unconvinced. The key direction of influence of beliefs- this is the human mind, which obliges the one who convinces to build logical chains and argue their arguments. The level of human development in the cultural and intellectual field of both participants in the discussion is of great importance. Whether you can convince your opponent depends on his personal characteristics, mood and state of mind during the conversation, his opinion about the source of his beliefs and the environment.

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

That is why most serious and important business meetings take place in a relaxed, calm atmosphere. But it will still be much more difficult to convince a person who has complex nature, is in a negative mood or her intelligence is at a low stage of development. Before you begin to convince an individual, you need to analyze him personal characteristics and select the most appropriate methods of psychological influence. So, what should a convincing opponent and his arguments be like:

Should be considered individual characteristics opponent in a conversation in order to influence his subconscious;
The speech must be constructed consistently, using logical arguments, evidence base, using examples and generalizations;
In the process of persuasion, one must rely on the facts that the opponent knows about;
In order for conviction to really have an effect on a person, one must oneself be completely convinced of one’s own rightness. If the persuader himself presents information with doubts, omissions, or without a sufficient number of arguments, he is unlikely to be able to achieve results.

How does the opponent perceive and evaluate the persuader?

In order to decide for himself how to relate to the source of information and the information itself, a person first compares the proposed data with his own idea of ​​​​the object of belief. If doubts arise about the truthfulness, reliability or concealment of facts, then psychological influence techniques will not have the desired effect, since the level of trust will be low;

It is very important that in the process of persuasion a logical chain of arguments and arguments is used, each of which must be justified and explained. Otherwise, it will not be possible to convince a person no matter how authoritative and status the position of the source of information would be;

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

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

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

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

Demo part is a set of logical justifications and evidence base, which are divided into direct, indirect, inductive and deductive. Inductive judgments are commonly called judgments that are based on conclusions made in the process of one or several situations that are aimed at achieving a general logical conclusion. The deductive evidence base is formed on the basis of general logical conclusions, while dividing them into separate, almost individual situations.

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

The author of a belief cannot justify the correctness of his position to his opponents if they have a radically different view of the object of discussion;
There are too many abstractions in the conversation: a large number general information, facts that do not relate to a specific issue, but characterize the general essence of the problem.
In a conversation, previously stated facts and information are very often repeated. This stimulates rapid fatigue among the audience, a feeling of intrusiveness and, as a result, irritation arises.

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

The use of imitation when influencing a person.

Another very important tool psychological management– imitation. This process is based on conscious or unconscious imitation behavioral characteristics, personal qualities, movements of the opponent. Imitation helps to understand each other at the level of actions, feelings, and actions, without the need for explanations and reflection on the reasons.

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

Conscious imitation is:

A positive emotional attitude towards the person whom the object imitates: he evokes admiration, respect, and the desire to be like;
Lack of proper level of awareness about a specific issue, in contrast to the object of imitation;
Positive traits someone whom a person imitates: charisma, beauty, charm, etc.;
A subconscious craving to have as much resemblance as possible to a person accepted as an idol or ideal.

Unconscious imitation.

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

Carolina Emelyanova

For example, to take a break from influence at work, we need a vacation. It’s good when a vacation on the Black Sea lasts as long as possible. And in May you can go to Odessa on the seashore, to a hotel surrounded by greenery, a sandy beach and inhaling the aromas of flowering steppes, say: "Anna Maria!".

When you have rested, it would be good to figure out who has a strong influence on you. Let's figure it out.

All ways psychological influence can be divided into several groups, which include various methods of influence:

1. Effect of infection

It implies the transfer of mental and emotional state from one person to another. Typically, the contagion effect occurs unconsciously. This, by the way, is where the well-known expression “infected with laughter” comes from. If a person spends some time among people prone to panic, then soon he himself will involuntarily begin to panic. The same applies to fear, anger and other strong feelings. The transfer of psycho-emotional information acts directly on the subconscious of the person who is “infected”.

2. Suggestion

This method of influence is carried out through words. The carrier information should be as compressed as possible, but very capacious in its information content. Here, the person himself also plays a huge role, trying to instill something in others. He must have a fairly high authority among those inspired and have boundless confidence in himself and in what he says. This method of influence has several forms: hypnosis, suggestion while awake and suggestion during a period of complete relaxation. However, there are people who are very weakly susceptible to any suggestion. Basically, these are those who have experienced some strong shocks in life.

3. Persuasion

This type of influence on people is aimed directly at a person’s consciousness in order to “convey” some specific information to the person’s mind. The effectiveness of such influence depends on the level of intelligence and education of the person being persuaded. Convince simpler than a man with a logical and highly intelligent mind. The hardest thing to apply this method will be on people with low level intelligence and difficult character. Persuasion is based mainly on the logical content of information.

4. Imitation

Imitation usually occurs on a subconscious level. This type of influence is especially strong when the object of imitation is smarter, stronger, or has some other qualities that the suggested person would like to have. He can copy the manner of speaking, habits, clothing and even gait. Such people sometimes themselves do not notice that they are imitating someone, since this is done unconsciously.