How to convince a person of anything. How to persuade people: psychological techniques
Situations often arise in life when you need to get your partner to perform certain actions and at the same time create the illusion that he came to the decision to perform certain actions on his own. In these cases, applied psychology, an extremely important and useful science, can come to the rescue. Almost everyone is susceptible to suggestion, it’s just that each person has his own “buttons”, by pressing which specialists and experts on souls are able to achieve their goals.
These strategies also have a downside. People who have the skills of suggestion, even if they do not use them, can themselves successfully avoid attempts to manipulate them. In general, as the ancient Romans said, forewarned is forearmed.
Below are some tricks with which you can achieve a lot. Each reader is free to decide for himself how to use this knowledge; this is a situational and ethical question.
1. Using “baits”
You can call this personal quality frugality or greed, it all depends on the circumstances and motivation, but the desire to save is inherent in almost all sane people. Any buyer is “led” by the words “promotion”, “discount” and “flash sale”, even if the product is sold at the most normal price. In addition, this method is applicable in cases where problems arise with the sale of expensive products. Included with them, you can offer a cheap product at a big discount, and in some cases, completely free (by including its cost in the total price).
2. Creating the necessary surroundings
People most often think stereotypically, preparing to resist attempts to impose something on them. Things go much more successfully when the environment in which consciousness is manipulated does not correspond to the image that the potential “victim” has managed to form in his imagination. For example, difficult negotiations can be conducted in a formal place (a conference room), but in a regular cafeteria they will give a better result.
3. Favors
Psychologists often point to this method of influence, despite its obvious unoriginality and even hackneyedness. In principle, you just need to help the person on whom making a favorable decision depends on resolving some issue. In response to words of gratitude, you should answer something like “Of course, we are friends! (or partners)". Under no circumstances should we say that this favor is trivial. It will be quite natural to want to do something nice in return for such a pleasant “friend”.
4. Imitate the object
Observation is required here. The posture, intonation, facial expressions and favorite words of the object of manipulation should be carefully studied and mirrored. The more carefully this is done, the more successful the conversation will be. No wonder the British say that “like loves like.” Scientists call this the “chameleon effect.”
5. Control the pace of speech
Rhythm is very important when working with “difficult clients.” If the manipulator himself is not completely convinced of the strength of his own argumentation, he should state his position quickly so as not to give his interlocutor time to look for weak areas. But when the arguments are weighty, then you need to lay them out calmly and carefully, offering to evaluate their impeccability.
6. Entanglement
This method is often used by scammers, psychologists consider it quite vile, but in the lives of quite decent people there are situations when all means are good. The method consists of disguising the real essence behind a veil of minor distracting details.
7. Asking for a favor
Other partners are resistant to flattery, easily expose cunning, are indifferent to benefits, but cannot resist when they are simply asked for something. This means that this is what you need to do, timidly expressing hope for sympathy.
8. Demonstrate your awareness
The best way to convince people of the need to behave in a civilized and law-abiding manner is to let them know that their actions are being monitored. For this, a dummy surveillance camera will do (if it is not possible to install a real one), a simple reminder about the deadline for returning the book (that is, that no one has forgotten about it), and so on. In general, “big brother sees everything.”
9. Using nouns rather than verbs
This rule is effective because the majority of people feel more comfortable as part of a group. A simple example comparing two questions:
Do you want to serve in the army?
Do you want to become an officer?
It is clear that in the second case there will be much more people willing.
10. Intimidation
People tend to constantly assess the degree of potential danger. If you emphasize in time that making a decision favorable to the manipulator reduces risks, you can consider the issue resolved.
11. Focus on the benefits of the right solution
There are two ways to sell a car. If a person says that he wants ten thousand for it, he is not expressing the desire of the buyer, but his will. But the phrase “I’ll give this Ford for 10,000” is much more convincing, since it formally takes into account the interests of both parties.
At school we are not taught to convince people and achieve what we want with words, but often this skill greatly simplifies life and makes it better. How to professionally put pressure, manipulate and convince others? Several psychological tricks from experienced speakers and manipulators.
The modern world is the art of communication. A large part of your life depends on how you communicate with others and get your way from them. This applies to your personal life, friends and career. Your opponents will be different, but the ability to win and convince your interlocutor in disputes will definitely come in handy.
How to convince people with words and achieve what you want?
Get closer to the person. Show how much you have in common with your interlocutor. These could be similar interests, opinions, hobbies, hobbies. Give a compliment or gently flatter. It is much easier to convince a person who feels like you in spirit and feels sympathy.
Make a person owe it. Treat someone to coffee today, give them a small gift, or do them a favor. Tomorrow you can ask for a return favor. The person will feel morally indebted to you.
Speak quickly and confidently. Use eloquence to persuade your interlocutor. Don't be shy about the flow of words. Speed of speech indicates confidence in the speaker’s words. Use arguments, facts, exaggerations, metaphors.
Exploit your weak points. Every person has not only armor, but also weaknesses. Press on nobility, pity, sense of duty, fame, fame, conceit, selfishness, generosity, kindness and other instincts. You can convince a person by finding the right key.
Ask for more. Ask a person to borrow $100. He will most likely refuse, but will feel guilty. After that, ask him for 10 dollars. He will fulfill this request. Always ask for more to get less.
Choose the right time. Timing is everything. If a person is not in a good mood, is busy or does not want to talk, then it is better not to even start. Start talking when the person is in the mood, happy or on the rise. This way you will achieve what you want more quickly.
It is not necessary to argue with your interlocutor. Do you want to convince a person, but he says the opposite? Agree, after this the opponent will no longer be so belligerent. Don’t argue directly, but vaguely agree, and then continue to insist and stick to your line.
Be assertive when persuading. Sometimes we listen not to more experienced people, but to more assertive ones. Active and persuasive people inspire trust. Be persistent and don't give up.
Give something in return. When you want to convince a person or ask, you need to give something in return. What does a person want to receive and what value can you offer? Motivate your interlocutor. This way you will be more likely to convince your opponent.
Make him agree. Make the person say the word “yes” several times. After this, people are more positive and ready to agree with many things.
Don't get into a quarrel or conflict. How to achieve what you want? Remain calm even if the atmosphere begins to boil. The one who gives in to emotions loses.
Control your body language. You should watch not only your tongue, but also your body. Often people don’t listen to us so much as they look at the behavior of the interlocutor and draw conclusions. Be open when talking. Do not cross your arms and legs, do not stiffen or slouch. Maintain eye contact and smile.
When you learn to convince people with words, life will become radically better.
Today I will continue to look art of persuasion and I'll tell you about how to convince someone you are right how to persuade other people to your point of view. The art of persuasion can be considered quite important and necessary to achieve success. This can be useful in any area of human life, but especially in business or work related to sales.
In one of the previous articles, I already looked at general ones, but it should be recognized that each person is individual, and the method that will help persuade one person to his point of view will not produce any effect or even harm when communicating with another. This is explained by the fact that different people have their own psychological characteristics, depending on their type of character and temperament. Therefore, today we will talk about how to convince a person of your point of view, based on his psychological characteristics.
To do this, first of all, we will need to divide people into different psychological types. Most often, psychologists use a person’s temperament as a criterion for such division, but in this case, this may not be enough, since it is important for us to divide people according to the type of reaction to attempts to convince them. I propose to distinguish 4 types of people according to these criteria:
– Always confident in his rightness, unbending;
– Doubting, indecisive;
– Shows aggression, easily excitable;
- Indifferent and indifferent.
The main task of the art of persuasion is to correctly determine the type of person who needs to be convinced of your point of view, and then act taking into account his psychological characteristics.
Let's consider how to behave with people of each of these psychological types in order to convince them that you are right.
1. Confident. Convincing a person who is confident that he is right and is not inclined to change his mind is the most difficult thing to do. Such people immediately make it clear what they need, they speak in short and firm phrases, and express their position directly and openly. However, there is a method that will help win over even such people.
Excessive confidence and inflexibility can be a reflection of not only strength, but also, conversely, weakness of character. Especially if it is self-confidence, which is observed very often.
In this case, the best way to persuade a person to your point of view is to take him “weakly”. To do this, it is enough to make it clear that you have doubts that he will be able to do something that you need.
For example, if you want to make a sale to such a person, you can tell him something like: “in general, this will probably be too expensive for you, we can find cheaper options.” Then he will show ostentatious determination, he will answer that he can easily afford to buy the goods at that price and will make a purchase to prove that he is right.
2. Indecisive. It is easiest to convince an indecisive and doubting person that you are right. You can easily gain verbal dominance over him and persuade him to your point of view. But the difficulty here lies in something else: first you need to recognize this type, because if you make a mistake and start acting in this way with a person of a different psychological type, you will fail. Therefore, if you do not know how to convince a person of your point of view, you should immediately try to identify his indecisiveness. How can I do that?
For example, by the verbal expressions he will use. An indecisive and doubtful person will use the same vague and imprecise expressions. For example, when making a purchase, he will ask for “something not very expensive” instead of “cheap”, or “something not very bright” instead of naming a specific color, he will use the words “a little”, “more or less” , “like,” “somehow,” etc., characterizing uncertainty. His gestures and facial expressions will also express doubts and uncertainty, for example, he will mark time, fidget with his clothes, intertwine and fiddle with his fingers, etc.
Offer a drink. If you want to convince a person of something, offer him a hot drink, such as tea, coffee or cocoa, during a conversation. If you offer a warm drink, a person will subconsciously perceive you as a warm, pleasant and hospitable person. A cold drink may have the opposite effect. Typically, people feel cold and crave warm food and drinks when they feel socially isolated. Satisfy their need and they will become more receptive to your words.
Ask questions that assume a positive answer of “Yes.” Start the conversation by asking questions that suggest a positive answer, for example: “The weather is nice today, isn't it?”, “You want to buy a car at a good price, don't you?”
- Once you get someone to say yes, it will be easier to get them to say, “Yes, I'll buy it.”
- It's best to ask vague questions, but make sure your wife knows why you're complimenting the other girl.
Break the barrier of touch. Whether you're closing a deal or asking someone out on a date, touch that person casually. A light touch can increase your chances of promoting a product or service - the interlocutor’s desire to get closer is activated on a subconscious level.
- Don't put pressure on people! Try asking the person for a favor after a few weeks.
- During the conversation, try to be as pleasant as possible. If a person is attracted to you, you will have a better chance of getting what you want.
- There are several ways to look more powerful. You can wear a black suit, which is popular with judges, police and clergy, or keep a neutral face. But being dominant does not always mean being convincing. If you are a seller, you want to connect with the buyer rather than scare them. If you are a controller, you are more likely to keep people in your fist, ruling and dominating them.
- Know when to stop. There are people who are very stubborn, and there are also those who simply avoid others.
- If you agree to pay later, sign a contract and have a trusted third party be present.
- Use the same methods as the sales assistant to take revenge on him and scare him away. For example, when buying a car, have a conversation. Ask questions to which you know the answers: “Car sales are down, aren’t they?” “Guys, I think you should write off the 2012 car already!” Thus, the seller will bend over backwards to sell the product. Remind employees that their pay has been reduced casually.
- Share your opinion regarding the situation in which the person finds himself. Let's say someone discovered that they could see the future. Tell him how scared you were to discover something similar in yourself. Perhaps at first the person will not share with you a story about his gift - wait a few days. Then tell him about the famous psychic. Perhaps now the person will open up. You need to act step by step - this is often how people open up.
- Don't talk too much. Your task is to understand potential clients, not to get into their wallets. Demonstrate the ability to listen and understand so that people see that you are willing to serve for their benefit. Too many words are a waste of time, both yours and your potential clients'.
- Make them think, “This is what I need!” This will make it easier to convince people.
Today on the blog: How the psychology of persuasion works, psychological techniques of persuasion, how you can convince another person, or, if you like, the art of persuasion.
(see psychological games)
Greetings, dear blog readers, I wish everyone mental health.
Psychology of human persuasion - impact on consciousness
The psychology of human persuasion is based on the fact that, when persuading, the speaker influences the consciousness of the person being persuaded, turning to her own critical judgment. The essence psychology of persuasion serves to clarify the meaning of the phenomenon, cause-and-effect relationships and relationships, highlighting the social and personal significance of solving a particular issue.Convictions appeal to analytical thinking, in which the power of logic and evidence prevail and the persuasiveness of the arguments presented is achieved. Convincing a person as a psychological influence should create in a person the conviction that the other is right and his own confidence in the correctness of the decision being made.
Psychology of human persuasion and the role of the speaker
The perception of persuasive information depends on who is communicating it, how much an individual or the audience as a whole trusts the source of information. Trust is the perception of a source of information as competent and reliable. A person who convinces someone of something can create an impression of his competence in three ways.
First- begin to express judgments with which the listeners agree. Thus, he will gain a reputation as an intelligent person.
Second- be presented as a specialist in the field.
Third- speak confidently, without a shadow of doubt.
Reliability depends on the manner in which the persuader speaks. People trust a speaker more when they are sure that he has no intention of convincing them of anything. Those people who defend something that goes against their own interests also seem to be truthful. Confidence in the speaker and confidence in his sincerity increase if the one who convinces the person speaks quickly. Fast speech, in addition, deprives listeners of the opportunity to find counterarguments.
The attractiveness of the communicator (persuader) also affects the effectiveness of the psychology of persuasion of a person. The term “attractiveness” refers to several qualities. This is both the beauty of a person and the similarity with us: if the speaker has either one or the other, the information seems more convincing to listeners.
Psychology of human persuasion and the role of the listener
People with an average level of self-esteem are the easiest to persuade. Older people are more conservative in their views than younger people. At the same time, attitudes formed in adolescence and early adolescence can remain for life, since the impressions acquired at this age are deep and unforgettable.
In a state of strong arousal, agitation, and anxiety of a person, his psychology of persuasion (compliance with persuasion) increases. A good mood often promotes persuasion, partly because it promotes positive thinking and partly because it creates a connection between a good mood and a message. People in a good mood tend to see the world through rose-colored glasses. In this state, they make more hasty, impulsive decisions, relying, as a rule, on indirect signs of information. It is no coincidence, obviously, that many business issues, such as closing deals, are decided in the restaurant.
Conformers are more easily persuaded (easily accepting the opinions of others) (test: Personality Theory). Women are more susceptible to persuasion than men. It may not be particularly effective psychology of persuasion in relation to men with a low level of self-esteem, who are acutely worried, as it seems to them, about their uselessness, alienation, who are prone to loneliness, aggressive or suspicious, and not stress-resistant.
In addition, the higher a person's intelligence, the more critical their attitude to the proposed content is, the more often they assimilate information but disagree with it.
Psychology of human persuasion: logic or emotions
Depending on the listener, a person is more convinced either by logic and evidence (if the person is educated and has an analytical mind), or by an influence directed to emotions (in other cases).The psychology of persuasion can be effective when it influences a person and causes fear. This psychology of persuasion is more effective when they not only scare with the possible and probable negative consequences of a certain behavior, but also offer specific ways to solve the problem (for example, diseases, the picture of which is not difficult to imagine, are more frightening than diseases about which people have a very vague idea ).
However, using fear to persuade and influence a person cannot cross a certain line when this method turns into information terrorism, which is often observed when advertising various medicines on radio and television. For example, we are told with enthusiasm how many millions of people around the world suffer from this or that disease, how many of the population, according to doctors, should get the flu this winter, etc. And this is repeated not just day after day, but almost every hour, and It is completely ignored that there are easily suggestible people who will begin to invent these diseases in themselves, run to the pharmacy and swallow medications that are not only useless in this case, but also harmful to health.
Unfortunately, intimidation in the absence of an accurate diagnosis is often used by doctors, which goes against the first medical commandment “do no harm.” At the same time, it does not take into account that the source of information that deprives a person of mental and psychological peace may be denied trust.
A person is more convinced by the information that comes first (primacy effect). However, if some time passes between the first and second messages, then the second message has a stronger persuasive effect, since the first has already been forgotten (recency effect).
Psychology of human persuasion and the way information is received
It has been established that the arguments (arguments) given by another person convince us more strongly than similar arguments given to ourselves. The weakest are those given mentally, somewhat stronger are those given to oneself out loud, and the strongest are those given by another, even if he does it at our request.
Psychology of persuasion. Methods:
fundamental: represents a direct appeal to the interlocutor, who is immediately and openly introduced to all the information that makes up
the basis for proving the correctness of the proposal;
contradiction method: is based on identifying contradictions in the arguments of the person being persuaded and on carefully checking one’s own arguments for consistency in order to prevent a counter-offensive;
"draw conclusions" method: arguments are not presented all at once, but gradually, step by step, seeking agreement at each stage;
"chunks" method: the arguments of the person being persuaded are divided into strong (accurate), medium (controversial) and weak (erroneous); They try not to touch the former, but the main blow is dealt to the latter;
ignore method: if the fact stated by the interlocutor cannot be refuted;
accent method: emphasis is placed on the arguments presented by the interlocutor and corresponding to common interests (“you say it yourself...”);
two-way argumentation method: for greater persuasiveness, first outline the advantages and then the disadvantages of the proposed solution
question; it is better if the interlocutor learns about the shortcomings from the persuader than from others, which will give him the impression that the persuader is unbiased (this method is especially effective when persuading an educated person, while a poorly educated person lends itself better to one-sided argumentation);
“Yes, but...” method: used in cases where the interlocutor provides convincing evidence of the advantages of his approach to resolving the issue; first they agree with the interlocutor, then after a pause they provide evidence of the shortcomings of his approach;
apparent support method: this is a development of the previous method: the interlocutor’s arguments are not refuted, but, on the contrary, new arguments are presented
in their support. Then, when he has the impression that the persuader is well informed, counterarguments are given;
boomerang method: the interlocutor is given back his own arguments, but directed in the opposite direction; arguments "for" turn into arguments
"against".
The psychology of persuasion is effective when:
1. when it concerns one need of the subject or several, but of equal strength;2. when carried out against the background of low intensity of the persuader’s emotions; excitement and agitation are interpreted as uncertainty and reduce the effectiveness of his argumentation; outbursts of anger and swearing cause a negative reaction from the interlocutor;
3. when we are talking about minor issues that do not require a reorientation of needs;
4. when the persuader is confident in the correctness of the proposed solution; in this case, a certain dose of inspiration, an appeal not only to the mind, but also to the emotions of the interlocutor (through “contagion”) will help enhance the effect of persuasion;
5. when not only one’s own is proposed, but the argumentation of the person being persuaded is also considered; this gives a better effect than repeated repetitions of one’s own arguments;
6. when argumentation begins with a discussion of those arguments on which it is easier to reach agreement; you need to ensure that the person being persuaded more often agrees with the arguments: the more assents you can get, the greater the chances of achieving success;
7. when an argumentation plan has been developed that takes into account the opponent’s possible counterarguments; this will help build the logic of the conversation and make it easier for the opponent to understand the position of the persuader.
The psychology of human persuasion is appropriate then:
1. When the importance of the proposal, the possibility and ease of its implementation are shown;
2. When they present different points of view and analyze forecasts (if they are convinced, including negative ones);
3. When the significance of the advantages of a proposal is increased and the magnitude of its disadvantages is reduced;
4. When the individual characteristics of the subject, his educational and cultural level are taken into account and the arguments that are closest and most understandable to him are selected;
5. When a person is not directly told that he is wrong, in this way one can only hurt his pride - and he will do everything to defend himself, his position (it is better to say: “Perhaps I’m wrong, but let’s see...”);
6. When, in order to overcome the negativism of the interlocutor, they create the illusion that the proposed idea belongs to him (to do this, it is enough just to lead him to the appropriate thought and provide him with the opportunity to draw a conclusion); do not parry the interlocutor’s argument immediately and with apparent ease, he will perceive this as disrespect for himself or as an underestimation of his problems (what torments him for a long time is resolved to others in a matter of seconds);
7. When in a dispute it is not the personality of the interlocutor that is criticized, but the arguments he gives, which are controversial or incorrect from the point of view of the person persuading (it is advisable to preface the criticism by admitting that the person being convinced is right in something, this will help to avoid his offense);
8. When they argue as clearly as possible, periodically checking whether the subject understands you correctly; arguments do not draw out, as this is usually associated with the speaker having doubts; phrases that are short and simple in construction are built not according to the norms of the literary language, but according to the laws of oral speech; use pauses between arguments, since the flow of arguments in monologue mode dulls the attention and interest of the interlocutor;
9. When the subject is included in the discussion and decision-making, since people better adopt the views in which they take part;
10. When they oppose their point of view calmly, tactfully, without mentoring.
This concludes the review of the psychology of human persuasion; I hope that the post was useful.
I wish everyone good luck!
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