Technology of happiness Since the mind is the most sublime ability of the soul, then the use of it brings a stronger and more constant pleasure than the use of any other ability. John Locke As a rule, intelligence is associated with scientific research,

7.21 Technology of training The wife teaches the dog to stand on its hind legs, and the husband comments: - Honey, you will not achieve success anyway. - Nothing. You, too, did not obey at first. Anecdote Women usually train a man using the following standard scheme. On the empty place

We perceive our own beliefs in the same way as the beliefs of others. Describing people with autism, Cambridge University professor Baron-Cohen notes that they are characterized by "mental blindness." They have difficulty interpreting

The ability to persuade has nothing to do with the imposition of any feelings, attitudes or thoughts on another person. It is important to understand that suggestion and persuasion are different.

By persuasion, we mean a certain view of the world, which prompts a person to act in a certain way, as well as the process of transferring this view to other people. For example, a guy has a belief that alcohol is evil. It is for this reason that he does not drink alcoholic beverages. The guy also tells his friends about the negative effects alcohol has on the human body, so he tries to convey his belief.

The transfer of beliefs also occurs during the communication of a parent or teacher with a child. A similar situation is observed in the scientific field, when one scientist argues his theory, and another ponders it and decides whether to agree or not. Consequently, a belief is understood as a conscious process of perceiving information and its acceptance as one's own belief.

By suggestion is meant the imposition of attitudes, while critical thinking of a person and his consciousness are bypassed. The subconscious is often used for suggestion. Examples include volitional influence, pressure, or hypnosis.

You also need to be able to convince. There are special persuasion techniques that make it much easier to convey your attitudes to another person. This is a kind of "base", having studied which you will discover new possibilities.

Persuasion techniques in pedagogy and in life

People have long researched the reasons that lead us to take certain actions at the request of another person. Undoubtedly, there is a scientific foundation under the ability to persuade. 6 basic methods of persuasion in psychology were deduced by Robert Cialdini. Let's look at 5 of them in more detail, because by studying these principles, you can significantly increase your chances of obtaining consent in response to your request.

The principle of consent

One of the psychological techniques of persuasion is based on the principle of consent or, as it is also called, the “herd effect”. When a person is in a situation where his indecision is manifested, he will be guided by the behavior and actions of other people.

For example, a group of people is offered to choose a tour to one of the proposed countries. Suppose that all those who have not yet decided will know that already 75% of tourists have chosen Italy. It is more likely that the rest of the tourists will also choose Italy, since this choice has already been made by the majority. The essence this method is simple: you do not need to try to convince a person by coming up with various arguments, it is much easier to draw his attention to the choice of the majority.

The principle of sympathy

The human psyche is arranged in such a way that it is difficult for us to refuse or disagree with the person we like. Have you ever wondered why this is happening? Let's look at three facets of this question.

1. We have sympathy for those people who, we think, are like us. When communicating with them, one gets the impression that they are a reflection of us. We have respect for such people and a desire to agree with everything they say and do.
2. We have the best feelings for those who praise us. It is difficult for such people to say “no”, because in this case we will be deprived of the praise.
3. We like people with whom we are united by a common cause. In such a situation, a refusal can lead to a deterioration. interpersonal relationships and the collapse of the common cause.

A visual experiment showing the influence of sympathy was carried out among two groups of students. The groups were given the same assignments. One group was told, "Time is money, so start the assignment right away." Another group was asked to get to know each other and talk to each other before starting the assignment. As a result, in the second group, 90% of the participants worked together, as they managed to develop sympathy for each other. In the first group, only 55% of students worked together.

To effectively use the method of sympathy for persuasion, before you start discussing important issues with your opponent, you need to see the areas in which you are similar and notice them. By pointing out the similarity in certain things, you will position your interlocutor, after which it will be difficult for him to disagree with you.

The principle of authority

People always listen to those they consider to be the authority. Therefore, if you have earned authority in the eyes of your interlocutor, it will not be difficult to convince him of anything.

University classes are a good example. If the subject is taught by a trainee who has not yet managed to gain credibility in the eyes of students, then, most likely, they will not listen to him and fulfill his calls to action. If the dean of the faculty comes to the lecture, then surely all students will listen to him attentively and follow the instructions, since he has great authority in their eyes. The principle of authority can also be used by celebrities in various promotions.

The principle of rarity

Remember the crisis when people started buying sugar, as soon it was supposed to disappear from store shelves and become a great rarity. This situation clearly shows that people tend to acquire something that is hard to get. Designer items are expensive and popular for the same reason. People are proud when they become owners of rare items.

Reciprocity principle

When a person does us a favor, we feel we should do something good in return. We often feel obligated to reciprocate the good things other people do to us. For example, if a friend helped us to do term paper, then in the future, if he makes any request, we will definitely help him. This is how the principle of reciprocity works.

When a waitress brings a bill in a restaurant and puts in a lollipop with it, she usually gets a tip 3% more than usual. It has been experimentally verified that by adding another candy to the bill, the waitress will receive 4 times more tip, only the second candy must be handed over personally. The principle of reciprocity also works in this situation. The key to successful application of the principle of reciprocity lies in providing a pleasant and unexpected service first, and then using what the person feels obligated to.

Persuasion techniques also include:

• Socrates method;
• orders and commands;
• placebo.

Let's take a closer look at each of them.

Socrates method

One of the most interesting persuasion techniques is the Socratic method. This technique consists in the fact that immediately before the main topic of the conversation, the interlocutor asks his opponent several abstract questions, to which he will answer positively. These can be questions related to the weather, well-being, and so on. The trick lies in the fact that after a positive context in the future, the interlocutor will be inclined to respond and think in the same spirit.

This principle of work human brain was noticed by Socrates, after whom this principle of persuasion is named. Socrates always tried to conduct a conversation in such a way that his interlocutor did not have the opportunity to say "no." We advise you to take this method seriously, because Socrates knew how to convince and at the same time did not cause any negative reactions.

Method of orders and commands

You've probably noticed the incredible power of commands and orders, which are important persuasion techniques. They require immediate implementation, prompting people to take certain actions without much thought. There are two types of orders and commands: incentive and approving. The incentives include: “Do it!”, “Bring it!”, “Go!”. Examples of approving commands and orders include: "Shut up!", "Stop!", "Stop!"

Placebo method

One of the well-known methods of persuasion is the placebo effect, which is especially widespread in the field of medicine. The essence of the reception is that the doctor prescribes pills to a person with a certain disease. Naturally, a person believes that the pills he takes have a positive effect and contribute to the process of his recovery. However, for the experiment, the doctor gives the patient pills that do not have any effect on the body at all. But the patient magically begins to recover. This principle is applied in other areas, and very effectively.

Attentiveness test

Which of the techniques are related to persuasion techniques?

1. Socrates method.
2. Orders and commands.
3. Freud's method
4. Placebo.

Persuasion techniques in everyday life

The following persuasion techniques are also important: discussion, understanding, judgment and trust. These are the most understandable methods that we encounter on a daily basis and often apply unconsciously. For example, consider the principle of understanding and trust. When we feel that the interlocutor understands us, it inspires confidence. Therefore, in such a situation, we become vulnerable, and it is easy enough to convince us.

Condemnation is a strong principle. People are always worried about what others think of them, and this can play a cruel joke. We often don't do what we really want to do, simply out of fear of judgment. Therefore, using this principle, you can easily convince a person to act in a certain way.

Discussion is also one of the principles of persuasion. If we are ready to discuss, this already testifies to our openness to man. During an open conversation, you can give weighty arguments that will have the desired impact on the interlocutor.

Now that you know the basic techniques and techniques of persuasion, your life will be better. But knowing is not enough, it takes practice to master the skills of persuasion. Apply the information obtained in this article to Everyday life and hone your persuasion skills.

Persuasion is one of the methods of influencing the personality, a method of influencing the consciousness, feelings and will of the pupil in order to develop a conscious attitude towards the surrounding reality. It is necessary to differentiate belief as: 1) a mental property of a person and 2) a method of influencing the consciousness and will of the pupil, the ultimate purpose of which is the formation of belief in the first meaning.

The method of persuasion forms the views of the pupil, the motives of behavior and actions. It is important to understand what a person is guided by when making decisions, how consciously this choice is made. The caregiver's job is to help shape the right beliefs. With the help of this method, norms of behavior are revealed, the need for correct behavior, the significance of certain norms of behavior is shown for the personality.

The method of persuasion helps the pupil develop confidence in the correctness of this or that knowledge, statement, opinion. Therefore, using this method, it is necessary to convey and consolidate certain information in the mind of the pupil, to form confidence in relation to it. Conviction in the correctness of an idea is formed in the process of a person's practical activity.

How persuasion techniques the educator can use a story, conversation, explanation, debate.

Story (information method of persuasion) is a sequential presentation of factual material carried out in a narrative form. Requirements for the story: consistency, consistency and evidence of presentation, clarity, imagery, emotionality, accounting age characteristics pupils. If it is necessary to prove the correctness of any judgments in the story, an explanation is used, which can be accompanied by questions and develop into a conversation. The story allows you to influence the consciousness of the pupil and lay the foundations of his beliefs.

Conversation - This is a question-and-answer method of active interaction between the educator and the pupils. For the effectiveness of the result, it is important for the educator to think over a system of questions that leads the pupil to the correct conclusions. Usually, the main, additional and clarifying questions are outlined. If in the course of the conversation from private questions to general conclusions, the conversation is heuristic. The more convincing the meaning of the conversation is, the more reliance on the pupil's own experience is used. There are conversations: aesthetic, political, ethical, cognitive, about sports, work, etc.

Conversations can be conducted with one pupil (individual), with several (group), be planned in advance and urgent (in the wake of an event, deed).

A. S. Makarenko successfully used "delayed" conversations in education (for example, concerning the pupil's deed, but conducted not immediately, but after a while, so that he could realize what was perfect himself).

Requirements for the conversation:

• its material should be close to children, their experience, arouse interest, excite them;
• it is necessary to construct questions in such a way as to make the pupils think, analyze their knowledge and their life experience on this issue;
• in the course of the conversation, one should not too quickly and severely condemn wrong opinions; one must ensure that the pupils themselves come to the correct conclusions;
• the continuation of the conversation should be the activity of the pupils in the implementation of the approved norms of behavior.

Persuasion is also dispute as an active expression by pupils of their opinions, proof and defending them in a collective discussion of any problem. The dispute is effective way activation of pupils in order to develop their ability to conduct polemics, defend their views, respect the opinion of their comrades. This technique of persuasion teaches us to abandon the turn-down point of view in the name of truth.

The algorithm for conducting a dispute can be as follows:

• 1) substantiation of the topic;
• 2) discussion of the material, statements by pupils of judgments;
• 3) independent conclusions and generalizations;
• 4) the final word of the educator, in which he formulates conclusions, outlines a specific program of activity.

Conditions for the effectiveness of the dispute:

• the topic of the dispute should excite the pupils, be related to their experiences and actions;
• the team should have conflicting opinions on the issue under discussion;
• the dispute must be carefully prepared (a questionnaire is conducted, questions are developed, etc.);
• at the dispute, one should not harshly condemn pupils who express the wrong opinion.

Introduction

For quite a long period, many people have known the phenomenon of persuasion. Psychologists around the world are becoming more and more convinced that the idea of ​​psychological influence (including persuasion) - one person influences another - is fundamental to all psychology. V.N. Kulikov writes that in the problems of psychological impact, interaction and self-action, the needs of social practice and the needs of psychological science itself are organically linked. Their development will have an outlet both in psychological theory and in general public practice.

It should be noted that the relevance and importance of persuasion technologies in modern world. Modern society irresistibly strives for success, achieving their own goals, position in society, increasing social status. It should also be noted that many people seeking not only to expand the range of their knowledge, but also to gain some practical skills, turn their attention to the field of psychology, in particular to the technologies of persuasive influence and influence.

The importance of technologies of persuasion in the field of education is undeniable. With the help of persuasion, it is possible to achieve various pedagogical goals, tasks, attitudes. Moreover, with the competent use of persuasion technologies, the authority of the teacher increases, which greatly simplifies the process of education, upbringing and interpersonal interaction.

In our time, training in technologies of persuasion enjoys great attention and demand among representatives of various professions. Thus, there is a need for a further more thorough study of this phenomenon.

The study of this problem was carried out by E. Pratkanis, E. Aronson, E. L. Dotsenko, R. Chaldini, T.S. Kabachenko. other.

Object of study- persuasion as a way of purposeful impact on a person.

Subject of study- technologies, methods of persuasion and their application in business communication.

Purpose of the study- determine, study the basic technologies of persuasion.

To achieve this goal, it is necessary to solve the following tasks:

1. Conduct an analysis of various literary sources reflecting this topic.

2. To reveal the role, importance, total value beliefs in the process of human interaction.

3. Determine the main types, directions of persuasion.

4. Justify the practical application of technologies of persuasion.

5. To study the content of some technologies of persuasion, methods of persuasion.

Method - analysis of theoretical and experimental literature on psychology; exploring ways practical application persuasion phenomena.

Theoretical definition of technologies of persuasion. Definition of the concept of "belief", "conviction"

Society is a single organism, the components of which are closely interconnected. In other words, a person is an inseparable part of society, while the thread that connects all people is communication. In the process of communication, there is a close relationship between people, contacts are established, information is transmitted, and personality develops. Communicating, people express their emotions, impressions, reasoning. Moreover, in the process of communication, mutual relation interlocutors to each other. In our time, it is also no secret to anyone that with the help of communication, built in a certain way, you can influence the interlocutor, including convincing him of the correctness of your inherent views. I would like to take a closer look at the phenomenon of persuasion, methods and technologies of persuasion.

Belief -- it is a method of influencing people, addressed to their own critical perception. Persuasion is, first of all, an explanation and proof of the correctness and necessity of a certain behavior or the inadmissibility of any offense.

Using the method of persuasion, psychologists proceed from the fact that it is focused on the intellectual and cognitive sphere of the human psyche. Its essence is, with the help of logical arguments, first to achieve from a person an internal agreement with certain conclusions, and then, on this basis, to form and consolidate new attitudes (or transform old ones) that correspond to the set goal.

When convincing, you must follow certain rules:

The logic of persuasion must be accessible to the intellect of the target;

It is necessary to convince with evidence, relying on facts known to the object;

In addition to specific facts and examples (without them, it is impossible to convince those who lack breadth of horizons, developed abstract thinking), information should contain generalized provisions, ideas, principles);

Persuasive information should look as believable as possible;

Reported facts and general provisions should be such as to elicit an emotional response from the target.

The persuasion process is the most difficult among the other methods of influence. The leading place in this process is the argumentation of its position and activities. Therefore, we will take a closer look at argumentation as the most important basis for persuasion.

There are many ways of arguing. Here are some of them:

1. reception of relieving tension. Requires the establishment of emotional contact with the interlocutor. A few words are enough for this.

2. The "hook" technique allows you to briefly outline the situation and, linking it with the content of the conversation, use it as a starting point for discussing the problem. For these purposes, you can successfully use some events, comparisons, personal impressions, anecdotal incident or unusual question.

3. The method of stimulating the imagination involves posing at the beginning of the conversation many questions on the content of those problems that should be considered. This method gives nice results when the performer is distinguished by a sober view of the problem being solved.

4. Taking a straightforward approach involves getting straight to the point without any introduction or preamble.

The criterion for the effectiveness of persuasive influence is conviction. This is a deep confidence in the truth of the assimilated ideas, perceptions, concepts, images. It allows you to make unambiguous decisions and implement them without hesitation, to take a firm position in the assessments of certain facts and phenomena. Thanks to conviction, the attitudes of people are formed, which determine their behavior in specific situations.

An important characteristic of conviction is its depth. It is directly related to the previous upbringing of people, their awareness, life experience, the ability to analyze the phenomena of the surrounding reality. Deep confidence is characterized by great resilience. In order to shake it, logical conclusions alone are not enough. It is advisable to apply persuasive influence in the following cases:

When the target is able to perceive the information received;

If the object is psychologically capable of agreeing with the opinion imposed on him. Therefore, the correct choice of the object of psychological influence and the content of the persuading influence are equally important;

If the object is able to compare different points of view, analyze the argumentation system. In other words, persuasive influence is effective only under the condition that its object is able to understand and evaluate what is presented to it;

If the logic of thinking of the subject of influence, the argumentation used by him is close to the peculiarities of thinking of the object. Hence the importance of taking into account the national-psychological characteristics of the object, the entire complex of social, national-religious, cultural factors that influence the perception of the content of the message;

If you have time to convince. It usually takes time to convince people of something, especially what is beneficial to the opposite side. Changes in the field of rational thinking of people occur only after comparing and considering the facts, which implies significant time costs. In addition, the varied content of persuasive influence requires multiple confirmation of various arguments and facts, which also makes the process more durable.

Belief usually includes:

Impact of information source

Impact of information content

Impact of the informing situation.

Influence of the source of information. The effectiveness of persuasion to a certain extent depends on how people who perceive it relate to the source of information.

Impact of information content. It largely depends on how convincing and convincing it is.

Evidence is based on the consistency, plausibility and consistency of the material presented. In other words, it is not only what is communicated that matters, but also how it is done.

Persuasiveness depends to a large extent on taking into account the attitudes, beliefs, interests, needs, inherent in the object of influence, his way of thinking, national psychological characteristics and the originality of the language. Thus, in order to achieve credibility, a significant number of factors must be taken into account.

For getting maximum effect persuasive influence must meet certain requirements:

1. Be well oriented and planned.

2. Be directed to a specific object.

3. Be focused primarily on the intellectual and cognitive sphere of the psyche of the object.

4. Be directed towards initiating certain behaviors.

The basic principles of persuading influence should be:

Repetition principle. Multiple repetition of a message has an effect that cannot be obtained with a single exposure;

The principle of achieving the primary impact. If the object received some important message, then in his mind there is a readiness to perceive the subsequent, more detailed information that confirms the first impression.

The principle of ensuring trust in the source of information. In addition, the creation of an image of "special awareness" about those events that, for some reason, are hushed up by official sources (this is achieved by the transmission of facts, the reliability of which is known or can be easily verified ); creating an image of "objectivity, independence and alternativeness", which is achieved by citing documents, expert assessments, opinions of eyewitnesses of events, etc.

The principle of activation of mental processes of perception by an object of information content.

Persuasion implies a gentle influence on an individual, with the goal of radically adjusting his views in order to influence subsequent behavior. This option is the most ethical way of influence, because there is no gross violence or introduction into the subconscious of the object.

Persuasion is used for a long-term change in the perceptions and attitudes of a person in the required direction, attracting to cooperation, to induce the object to the desired action.

In terms of technical execution, a conviction is an explicit, sometimes covert discussion, supplemented by a certain stimulating effect.

Each person has his own attitude in relation to something or someone. There are three gradations of this attitude: explicit sympathy (inclination to accept something); indifference (with a slight bias in one direction or another); denial (rejection).

Any attempt to rudely impose the desired opinion will only lead to a negative result, since a person always resists restricting freedom of choice.

To change the attitude of an individual to something, it is necessary to reorient his attitude. It should be borne in mind that:

In the duel between reason and attitude, attitude often wins;

In the course of changing attitudes, a person must be shown the direction and content of the necessary changes; all this must be understood and perceived by him;

Changes will occur the more successfully, the more consonant they are with the needs and motivations of the object;

The easiest way is to rebuild attitudes that do not have a fundamental (vital) meaning for a person;

In case of completely negative attitude its reorientation usually requires special sophisticated methods of reprogramming the psyche of the individual.

Depending on the conditions of the situation and the specific features of the object, you can try to convince him directly (during a conversation) or indirectly (through inspired actions), while acting in an accentuated logical, imperative (categorical), excitative (with the involvement of emotions), alternatively (by mixing problems to the choice of "either-or").

It is also known that it is much easier to convince those who have a vivid vivid imagination, orientation more towards others than towards themselves, somewhat low self-esteem (subjects who are timid and weakly trusting their own opinion).

On the other hand, it is difficult to persuade persons with obvious hostility towards others (the resistance shown, by the way, can often arise as a result of the desire to dominate others), with strong spirit criticism, a constant readiness to change their views (in other words, the desire to always have one more position in reserve).