What helps convince a person: 10 simple techniques, and where they can come in handy

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

Persuasion refers to a certain view of the world that motivates a person to act in a certain way, as well as the process of communicating this view to other people. For example, a guy has a belief: alcohol is evil. It is for this reason that he does not drink alcohol. The guy also tells his friends about the negative impact alcohol has on the human body, in this way he is trying to convey his belief.

The transfer of beliefs also occurs during communication between a parent or teacher and a child. A similar situation is observed in the scientific field, when one scientist argues for his theory, and another thinks about it and makes a decision: to agree or not. Consequently, persuasion is understood as a conscious process of perceiving information and accepting it as one’s own belief.

Suggestion means the imposition of attitudes, while a person’s critical thinking and consciousness are bypassed. When suggesting, the subconscious is often used. Examples include emotional-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”, after studying which you will discover new opportunities.

Techniques of persuasion in pedagogy and in life

People have long studied the reasons that motivate us to perform certain actions at the request of another person. Undoubtedly, there is a scientific basis for the ability to persuade. Robert Cialdini developed 6 basic techniques of persuasion in psychology. Let's look at 5 of them in more detail, because by studying these principles, you can significantly increase your chances of receiving consent in response to your request.

Three-channel argumentation, changing wording and engaging in conversation

The principle of three-channel argumentation

Our brain processes speech in three planes: visual, auditory and kinesthetic. Moreover, the largest share of memorized information falls on the first of them.

You, like any speaker, need to influence each of these representational systems. And, as you guessed, the main emphasis should be on the visual system.

To do this, you do not need to resort to additional means: our language is quite enough.

The visual representation system is activated by words and phrases that create visual images: red, lying in the palm of your hand, shiny, the size of a skyscraper, etc.

The auditory system is activated by the words and phrases loud, creaking, making a plaintive squeal, etc.

Kinesthetic: foul-smelling, rough, creating a sensation, etc.

Transforming negative language into positive

Usually a question asked in a negative way forces a person to give an answer with the same negative wording.

For example:

- Why are you late?

- I'm not late!

But the wording is fixed in memory. If you take the example above and repeat it several times, your boss will think that even if you are not late, you might be late. Repeated repetition of negative wording reinforced this unfair thought in him. That is why you need to change the wording to a positive one:

- Why are you late?

- I came on time!

Practice: right now, remember the last 5-10 negative statements you heard and transform them into positive ones.

Involving your interlocutor in the conversation

Carsten Bredemeier offers a “message for entering the conversation.” Instructions included:

1. Address the person you are talking to by name. Many authors have already noted that this contributes to effective communication and relationship building. But it's also an easy way to attract attention.
2. Engage your interlocutor's reflection. Simply put, activate some general memory in his memory.
3. Weave consensus-oriented language into your phrases.
4. Use eye contact. As has been said many times, it is extremely important throughout the entire performance. But a glance can also be used to highlight an interlocutor and attract him.
5. Use respectful language.
6. Change the construction of the script. The phrases “Imagine...”, “Please remember...”, etc. will help you.
7. Appeal to your interlocutor. For example, look at it after the thesis statement and add: “Don't miss your chance!”

Engage your interlocutors in conversation, influence them using three-channel argumentation and always have an ace up your sleeve.

I wish you success!

Author: Igor Boltovnin The entire series of articles about heuristic tricks:

Part one. 7 rules of cunning rhetoric Part two. Language capabilities Part three. Answers to questions and moving away from the topic Part Four. Flexible response to tough questions Part five. Directing a performance and dealing with fear Part seven. False Arguments Part Eight. Silence, provocations, bluff and paradigm shift Part nine. About the types of questions Part Ten. Types of questions Part Eleven. Demagoguery, the basis of manipulation, the power of appeal

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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 he is indecisive, he will focus on the behavior and actions of other people.

For example, a group of people is asked to choose a tour to one of the proposed countries. Let's assume that all those who have not yet decided will know that 75% of tourists have already chosen Italy. More likely, the remaining tourists will also choose Italy, since the majority have already made this choice. The essence of this method is simple: there is no 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.

Principle of sympathy

The human psyche is designed 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 happens? Let's look at three facets of this issue.

1. We feel sympathy for those people who, it seems to us, are similar to us. When communicating with them, it seems that they are a reflection of us. We feel respect for such people and a desire to agree with everything they say and do.
2. We feel better towards those who praise us. It is difficult to say “no” to such people, because in this case we will lose praise.
3. We like people with whom we have a common cause. In such a situation, refusal may lead to a deterioration in interpersonal relationships and the collapse of the common cause.

An illustrative experiment showing the influence of sympathy was conducted among two groups of students. The groups were given the same tasks. One group was told, “Time is money, so start the task right away.” The other group was asked to get to know each other and communicate with each other before starting the task. As a result, in the second group, 90% of the participants worked together, since they had time to develop sympathy for each other. In the first group, only 55% of students worked together.

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

Basic methods of persuasion

Methods of persuasion and influence include:

1. Verbal methods, that is, words. Different words can be used for different people, since everyone has only their own level of self-esteem, experience, character traits, intellectual abilities, and personality type.
2. Non-verbal methods: facial expressions, gestures, intonation, postures, behavior and degree of trust.
3. A specially organized activity in which a person is involved. By changing the status during this activity, one can change a person’s behavior, as well as his experiences, behavior, and state.
4. Regulation of the level and degree of satisfaction of needs. If a person agrees that another has the right to regulate his level of need satisfaction, then changes will occur. Otherwise there will be no impact.

All these attitudes are interconnected, so changes do not happen quickly. But if you use them regularly and purposefully, they will work.

So we have looked at ways of persuasion, influence, evidence for influencing other people. But here's what you always need to remember: if you try to influence a person against their will, do not forget that someone else can do the same to you. You can call it karma if you want.

However, innocent pranks in communication with a teacher are so innocent that it is hardly worth experiencing pangs of conscience. After all, it is likely that using logical errors will help you pass an exam or even defend your diploma! If these measures do not help, you can always contact a student service that can handle this task.

The principle of authority

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

A good example would be taking classes at a university. If a subject is taught by a trainee who has not yet gained authority in the eyes of students, then most likely they will not listen to him or follow his calls to action. If the dean of the faculty comes to the lecture, then surely all the students will listen to him carefully and follow his instructions, since he has great authority in their eyes. The principle of authority can also be used by celebrities in various advertising campaigns.

If you gain authority in the eyes of your interlocutor before trying to persuade, then perhaps your task will be greatly simplified. It is important that your opponent understands that you deserve his trust and have valuable experience in the right field.

The psychology of persuasion: learning from scammers, politicians and salesmen

Picasso argued that “art is a lie that tells the truth,” writer Ursula Le Guin admitted that “deception is the novelist’s bread,” and Marlon Brando once said, “If you If you know how to lie, you can be an actor.” The work of any storyteller, marketer or copywriter largely consists of persuasion. Their goal is to convince us of their words, no matter how plausible they sound, and ours, in turn, is to believe them.

As author and renowned artist Hugh MacLeod said, “The market for things to believe in is limitless.”

Whether you're writing articles, closing deals, or designing websites, persuasion always pays off. Want to learn? Watch people who make you do unthinkable things. In this article, we'll tell you how the world's most notorious scammers, politicians, and salespeople use your emotions to push you into action.

• How to use Dr. Cialdini's 6 principles of persuasion to increase conversions?

Sellers

Let's start with the largest group of people who use persuasion techniques: salespeople. By definition, their main goal is to separate you from your hard-earned money. Peter Drucker, one of the most influential management theorists of the 20th century, stated that the goal of marketing is to make selling unnecessary: ​​“The goal of marketing is to make sales effort unnecessary. You must know and understand the client so well that the product or service fits him exactly and sells itself.”

Yes, in fact, convincing someone who is already interested in buying the products you sell comes down to a simple description of the benefits that the product provides. But what's so interesting about this? At least the fact that a good salesman is able to sell a venison steak to a vegetarian. How? And this is where all the fun begins. Recent research has shown that up to 95% of our decisions are made subconsciously, which means that people with the gift of persuasion can guide our choices in the right direction, even when we are not aware of it.

As Robert Cialdini, author of the bestselling book Influence: The Psychology of Persuasion, puts it: “People have a surprisingly poor understanding of the factors that influence their behavior.” You may not know why you do certain things, but a good salesman can read the subtle subconscious signs you're sending, play on it, and lure you right into their web.

Below are a few effective techniques that experienced salespeople use to get a prospect to say yes, even when he didn't mean to.

1. Ride the Persuasion Coaster

In his Neuroscience Marketing blog, Roger Dooley describes what he calls the “Slide into Persuasion.”

All people have a certain level of intrinsic motivation, and master persuaders use it to their advantage. In Dooley's sliding model, it's gravity. The prospect's current motivation level determines how persuasive you need to be:

“Without a steep enough slope, the slide doesn’t work. If motivation turns out to be weak, the consumer will begin to descend and then stop. I distinguish two types of motivation: conscious and unconscious.”

Most of all, marketers focus on conscious motivational factors: product features, benefits, prices, discounts. However, all of these things only apply to the rational part of your brain - which, as we said, is responsible for only 5% of the decisions you make.

Unconscious factors can influence those who are not used to living with compromise. With their help, you make rational decisions more emotional and overcome the barrier of logical thinking, focusing on such things as:

• Reciprocity - Make the buyer feel a sense of obligation towards you. In society, people tend to pay quid pro quo, so free samples or an unexpected “update” almost always entice us to spend more.
• Scarcity - Make your consumers feel like they only have one option to get the product. We are more likely to ignore any logical arguments when we think we won't have another chance to buy.
• Use fundamental terms - every language has words. which have greater cultural significance. The editors of the blog Changing Mind divided these words into three categories: Divine (good), Devilish (disgusting) and Charismatic (more intangible, but still powerful).

“Divine” words usually generate some kind of emotional or basic need, be it safety or belonging. Here is a list of words that sellers often use to induce loyalty:

1. Security: guarantee, proven 2. Control: powerful, strong 3. Understanding: because, since, so, true, real 4. Greed: money, “cash”, save, win, free, more 5. Health: safe, healthy, excellent 6. Belonging: belongs, happy, good 7. Virtue: exclusive, only, admired 8. Identity: you, (their names), we 9. Novelty: new, discover

However, you must remember that the meaning of these words may change over time as cultural associations change. Just take a look at the phrases your email spam filter doesn't miss: "Act Now!", "Free", "Available", "Cheap", "Limited Time Offer". All of these words were once “divine,” but overuse has tarnished their reputation.

2. Make them say no.

Although most sales training encourages you to get the word “yes” out of your prospects as often as possible, research has shown that such repetition only weakens the significance of each positive response. If you get your prospects to say “no” first, they will be more inclined to stick to their guns when they eventually agree to your terms. Design your sales funnel so that consumers can answer “no” at the beginning, which will increase their confidence in subsequent positive answers.

3. Put yourself in a position of power, literally.

There is plenty of research showing how body language can affect negotiations, but what helps in sales is moving from a weak position to a strong one. The best salespeople start the conversation a little from the bottom (both figuratively and literally).

Who's in charge here? Researchers have identified the weaknesses and strengths of body language. What positions do you think express authority:

A. Occupying a large area of ​​the table B. Crossing your arms and legs C. Touching your neck, face, or arm D. Leaning your hands on a wide surface E. Leaning your elbows on the table with your arms folded F. Opening your limbs wide

But as the deal progresses, they gradually rise until they finally take a dominant position. On a subconscious level, such a gradual transition makes the client more receptive to the suggestions of salespeople and consultants.

• Sellers vs Objections: Who wins?

How do scammers cheat?

A recent article in the New York Times brought attention to the travails of 33-year-old Niall Rice, who gradually spent $718,000 on two psychics who promised to reunite him with his former lover. “I just got hooked,” he said. “That’s what people don’t understand.”

There is a fine line between a good salesperson and a scammer, but the biggest difference lies not only in why the scammer is pushing you to take certain actions, but in how he does it. The success of a good scam depends on following one golden rule: know your worth.

In her book The Confidence Game, Maria Konnikova spoke with scammers and their victims to understand how these people operate and why their methods work. She found that in this craft, as in a complex transaction, everyone relies on emotion.

Step 1: Know who you are talking to. Know what they are confident about and, more importantly, what they doubt.

Step 2: Look for loopholes. Emotionally vulnerable situations give you a lot of opportunities for persuasion. When your life no longer makes sense, you are more than willing to listen to someone who provides you with the answers you need.

Step 3: Create a cult of trust. The psychics in Niall's story used mysticism to convince him to keep paying. Their services were based on faith, not reason. This means that you should not go against widely held belief systems. Instead, apply your knowledge to create your own belief systems.

Ferdinand Waldo Demara, also known as the “Great Impostor,” who posed as a surgeon (who performed real operations), a lawyer, a prison guard, an oncology specialist, and a Benedictine monk, called this principle “expanding the power vacuum.” the power vacuum):

“In this case, there is no competition, no past standards to compare you to. There are no laws, rules or precedents that hold you back or limit you. Make your own rules and interpretations."

Persuading and influencing is much easier in industries where you can become an authority, as people are more likely to trust expert opinion. But as Paul J. Zak, a neuroeconomist at Claremont Graduate University, explains, the secret to the scam is not just that consumers trust the scammer, but that he trusts them:

“Social interactions, especially those where we feel some kind of superiority over another person (for example, helping to solve a problem), trigger a powerful brain cycle that releases the neurochemical oxytocin. This hormone makes you want to reciprocate people who express trust in you—even if you are strangers.

The effects of oxytocin are modulated by our large prefrontal cortex, which houses the “executive” areas of the brain. Oskitocin is about emotion, while the prefrontal cortex is about thinking.”

So, even if we think we are acting rationally, showing trust and vulnerability forces us to think emotionally, which is the key to all beliefs.

We tend to reciprocate people who express trust in us - even if we are strangers

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• Cognitive psychology: what is trust based on?

Politicians

At the top of our pyramid of persuasion are politicians. While con artists may convince one or a few people of the truth of their story, politicians face millions of opponents, each with their own unique worldview and emotions. So how do you convince such a large group of people to follow your ideas?

In essence, by voting for this or that politician, you are choosing your lifestyle. This choice is dictated by your moral principles and considerations of what issues really matter. Additionally, in their study From Gulf to Bridge: When do Moral Arguments Facilitate Political Influence, Rob Willer & Matthew Feinberg also found that we perceive these moral beliefs to be factual and universally applicable.

Once we begin to believe in certain values, it becomes incredibly difficult to convince us otherwise.

In this state, opposing beliefs may seem “wrong” to us without any logical reason. Trying to understand these third-party values, we find ourselves in the so-called moral empathy gap - the inability to look at a problem from someone else's point of view.

The main mistake that politicians and would-be leaders make is that they do not realize how ingrained these moral beliefs are. You can't rationally discuss the merits of, say, same-sex marriage or increased military funding with someone who doesn't support such ideas on an emotional level.

Do you think this is a dead end? Not really. There is a technique called moral reframing that can help you reframe your arguments and align them with your audience's values. Focus on what they value, not what you do.

In the paper “Mapping the Moral Domein,” published in the Journal of Personality and Social Psychology, Professor Jesse Graham surveyed thousands of people around the world and found that our moral values ​​can be divided into 5 main categories:

1. Harm/Caring 2. Justice/Reciprocity 3. Loyalty 4. Authority/Respect 5. Integrity/Sacred

Looking at United States politics as a prime example of strong moral beliefs, Graham and other researchers found that liberals are most concerned with issues of care and fairness, while conservatives focus on loyalty, respect and integrity.

But how can good speakers and motivators use this knowledge to persuade the opposition? Don Draper from Mad Men would say, “If you don't like the conversation, just change the subject.”

In their study, Wheeler and Feinberg exposed liberals and conservatives to one of two messages in favor of same-sex marriage. The first emphasized the importance of equal rights for same-sex couples (and was aimed at those more committed to the moral values ​​of fairness), and the second argued that “same-sex couples are proud and patriotic Americans” who “contribute to the development of the American economy and society."

Liberals supported same-sex marriage equally no matter what statement they were shown, because they already believed in such a relationship and did not need convincing. But to conservatives, the idea of ​​same-sex families seemed much more attractive if they read the patriotic message.

In another study, Wheeler and Feinberg found that conservatives were more sympathetic to environmental legislation when propaganda messages were framed in terms of purity rather than in terms of liberal values ​​of harm and control. In both cases, respondents were told the same thing, but the wording of the messages changed everything.

As Professor Wheeler summarized in an article from The New York Times:

“To get into the heads of the people you want to persuade, think about what they care about and provide arguments that appeal to their principles. By doing this, you will show that you see those with whom you disagree not as enemies, but as people whose values ​​are worthy of your consideration.”

• The art of persuasion: how to get a client to agree with you?

Principles of Persuasion

1. Know who is up against you

The first step in any scam or argumentative persuasion comes down to researching the audience you want to influence. Studying market conditions, consumer feedback, tracking data - all this will allow you to get an idea of ​​​​your opponent.

2. Understand their suffering and show them the benefits.

Fraudsters can simply tell a person a certain story that will lead him to the necessary conclusion without significant instructions. But everyone else must conduct thorough research to provide clients with a clear solution to their problems.

3. Lubricate the slide

Add some scarcity and social proof to your offer to continue the “slide to persuasion.”

4. The more difficult a belief is, the more emotional it should be.

Show emotion when faced with objections or refusals. Almost all modern scams and popular beliefs show that we are just emotional beings who are more than happy to make decisions without following the laws of logic.

5. Change the topic of conversation

Flip the script. If what you say isn't working, use your empathy to understand how the other person thinks and align your arguments with their values.

• 7 methods of persuasion: how to create an impulse to buy?

Instead of a conclusion

Remember that any swindler, swindler or politician succeeds only because we allow him to. A carefully planned scam will only work if it affects one of the significant aspects of your life. The motivation is already there, somewhere inside of you, and no matter how small that spark is, with the right approach, someone can ignite it into a bright flame.

However, you should not use the art of manipulation with bad intentions, because as Robert Cialdini warns:

“When these instruments are used immorally as instruments of influence, any short-term gains are almost always accompanied by long-term losses.”

How good are you at convincing people? What techniques do you use and are they always for good purposes? Share in the comments.

High conversions to you!

Based on materials from: blog.crew.co, image source Ma_Co2013

25-03-2016

The principle of reciprocity

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

At a restaurant, when a waitress brings the bill and puts a candy along with it, she typically receives a tip of 3% more than usual. It has been empirically verified that by adding another lollipop to the bill, the waitress will receive 4 times more tip, only the second lollipop must be presented personally. The principle of reciprocity also applies in this situation. The key to successfully applying the principle of reciprocity lies in providing a pleasant and unexpected favor first, and then taking advantage of what the person feels obligated to do.

Persuasion techniques also include:

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

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

Methods of persuasive pedagogical influence

The technological diagram of the pedagogical process looks something like this.

First of all, the teacher convinces the student (student) of the importance and expediency of solving a specific problem, then he must teach the student, that is, ensure that he assimilates a certain amount of knowledge necessary to solve the problem. At the next stage, it is necessary to formulate the student’s skills and abilities. At all these stages, it is useful to constantly stimulate the diligence of students, monitor and evaluate the stages and results of the work. Methods of influencing a person for pedagogical and educational purposes are varied.

For the proper functioning of the pedagogical process, at least six groups of ways (methods) of influencing the individual :

1. belief;

2. suggestion and infection, “personal example” and imitation;

3. exercises and training;

4. training;

5. stimulation;

6. control and evaluation.

It should also be noted that in Russian and world pedagogy there is a problem of methods of influencing the individual, since there is no unity of views on their selection, quantity, nomenclature and the grounds on which they should be classified.

• Persuasion is a multifaceted influence on the mind, feelings and will of a person in order to form the desired qualities in him. The effectiveness of the impact is ensured by many psychological characteristics of the author of the speech: in the process of communication, the speaker’s degree of self-confidence, his sociability, charm, artistry, and many other personality qualities are revealed. At the same time, it is possible to identify specific linguistic means that trigger the mechanisms of suggestion, persuasion, motivation for imitation, means of logical influence; persuasion is traditionally studied by rhetoric. All means of speech influence should be actively used in the teacher’s speech.

Ways of influencing students: rational/emotional; verbal/non-verbal. Verbal-rational: the very content of the lesson (lesson). Verbal-emotional: through intonation. Non-verbal-emotional: through gestures, postures, grins, and so on. Thus, the subject of pedagogical rhetoric is the influencing speech created by the teacher in order to solve professional problems: training and education of students.

Depending on the direction of the pedagogical influence, persuasion can act as evidence, as suggestion, or as a combination of both. If we want to convince a student of the truth of some scientific position, then we appeal to his mind, but if we want to cultivate love for the Motherland, for his mother, then it is necessary to appeal to the feelings of the student. In this case, persuasion acts as suggestion.

The most important role in persuasion with the help of words is played by such techniques as conversation, lecture, debate, example.

• Conversation. The main function of the conversation is to involve the students themselves in the assessment

events, actions, phenomena of life and on this basis form in them the desired attitude towards the surrounding reality, towards their civil and moral responsibilities.

• A lecture is a detailed, lengthy and systematic presentation of the essence of a particular educational, scientific, educational or other problem. The basis of the lecture is a theoretical generalization, and the specific facts that form the basis of the conversation serve only as an illustration or starting point in the lecture.

Students respond especially sensitively to the lecturer’s bright, independent style of thinking, to his ability to separate fact from thinking about fact, and to express his personal attitude to the material of the topic. The lecture should be a school of thinking for the student. Only then does knowledge acquire personal meaning and become not a passive component of mental baggage, but a guide to action.

Convincing evidence and arguments, validity of conclusions, a clear personal position, and most importantly, psychological contact with the audience from beginning to end - these are the main components of the success of the lecture.

• Dispute. The clash of opinions with the aim of forming judgments and assessments, which distinguishes a debate from a conversation and a lecture, perfectly meets the acute need of adolescents and young people for self-affirmation, the desire to seek meaning in life, not to take anything for granted, to judge everything by the most maximalist standards. Dispute teaches the ability to defend one’s views, convince other people of them, and at the same time requires the courage to abandon a false point of view. The debate is also valuable because the knowledge obtained in the course of a clash of opinions is distinguished by a high degree of generality, depth, strength and consciousness of assimilation.

The debate requires careful preparation from the teacher. It is extremely important that the questions that are brought up for discussion contain an issue that is meaningful to the students and truly concerns them. At the same time, the dispute is a review of all the pedagogical qualities of the teacher and his teaching qualifications.

A real teacher is in no hurry to reject erroneous judgments, will not allow himself to rudely interfere in a dispute, or categorically impose his point of view. He must be delicate and patient, calm and ironic. A position of silence and prohibition is completely unacceptable.

The main task of the teacher at the debate is to monitor the correctness of the evaluation criteria and judgments. If the criteria are correct, then no matter what storms the ship of dispute carries, it will set out on the right course. The role of the teacher at the debate - continuing the comparison - is to be a navigator, and young captains should alternately steer the ship.

• Example. An example as a method of pedagogical influence is based on the desire of students to imitate, but its psychological and pedagogical effect is not limited to stimulating their adaptive activity. It has long been known that words teach, but examples lead.

For all its merits and possibilities, the word does not have the influence that living concrete examples of living concrete people have in all the richness of their relationships.

Examples of worthy role models can be older brothers and sisters, mother and father, grandparents, fellow students, scientists and cultural figures, outstanding actors and athletes, statesmen and literary heroes.

Socratic method

One of the most interesting methods of persuasion is the Socratic method. This technique consists in the fact that immediately before the main topic of conversation, the interlocutor asks his opponent several abstract questions, to which he will answer positively. These could 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 the human brain was noticed by Socrates, after whom this principle of belief is named. Socrates always tried to conduct a conversation in such a way that his interlocutor would not have the opportunity to say “no.” We advise you to take this method seriously, because Socrates knew how to persuade and did not cause any negative reactions.

About promotion

It becomes definitely clear what the methods of persuasion are aimed at. Methods of encouragement - do they have a psychological impact on a person? The technique of this method is aimed at stimulating and reinforcing the positive behavior of the student. But it is important to remember that encouragement should not turn into praise, as this will slow down the desire for activity. This is especially necessary for preschool, school and teenage children.

Psychologist O. Zaporozhets, having studied this method, came to the conclusion that encouragement and praise from teachers and relatives has a good effect on the activities of children. This influence includes two stages. On the first, praise will act as a direct positive reinforcement of activity. On the second, direct reinforcement will gain internal, subconscious motivation for further action. To resort to this method, it is necessary to take into account objectivity and fairness. Also, do not forget about the age and individual characteristics of the student. The practice of rewarding a person with material resources in a family often leads to big problems.

Placebo method

One of the well-known methods of persuasion is the placebo effect, which is especially widespread in the medical field. The essence of the appointment 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 his recovery process. However, for the experiment, the doctor gives the patient pills that have no effect on the body at all. But the patient magically begins to recover. This principle is applied in other areas, and quite effectively.

Using false arguments

It is also interesting that in rhetoric there are a number of quite convincing techniques that are completely rejected by logic. They are called arguments and are used in various disputes, discussions, and debates between the parties in courts.

1. Argument to personality. This is the logical basis of the statement, but refers to additional methods of persuasion. It is used in argumentation (for example, in characterizing an offender).
2. Argument to the public. The speaker tries to evoke certain feelings in the audience so as to change their attitude towards the issue on the agenda. This argument strengthens the existing argument. But it is best not to use it without (or as a replacement for) the main evidence.
3. Argument to authority. Here, the main argument is the statement of famous personalities (scientists, politicians, philosophers). Like previous methods of persuading a person, this argument is recommended to be used as an additional, and not the main one.
4. Argument for compassion. Often, in order to receive a positive assessment or contribute to a satisfactory resolution of an issue, a person tries to evoke sympathy or pity for himself or someone else.
5. Argument to ignorance. The calculated use of arguments known to be unknown to the public.
6. Argument to benefit. Here the expectation is that the arguments provided will be positively received by those listening only because they are beneficial. For example, during an election appeal, people automatically have a better attitude towards someone who promises an increase in wages without evidence, because the people are interested in this.
7. Argument to strength. The use of threats against those who express their disagreement with the stated theses.

None of these arguments are accepted by logic because the purpose of proof is to substantiate the truth.

So, during the discussion, the interlocutor can use the following manipulation techniques and methods of persuasion and suggestion:

• substitution of theses in the process of evidence;
• using thesis of arguments that do not prove anything or are partially true under certain conditions, or the use of deliberately false arguments;
• evidence of the falsity of someone else’s thesis and the correctness of one’s own statement.

Methods of persuasion in everyday life

The following persuasion techniques are also important: discussion, understanding, judgment and trust. These are the most understandable methods that we encounter every day and often use unconsciously. For example, consider the principle of understanding and trust. When we feel that the interlocutor understands us, it builds trust. Therefore, in such a situation we become vulnerable and we are quite easy to convince.

The strong principle is condemnation. People are always worried about what others think of them, and this can be a cruel joke. Often we don't do what we really want simply because we are afraid of being judged. 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 indicates our openness to people. During an open conversation, you can make powerful arguments that will have the desired impact on your interlocutor.

Now that you know the basic techniques and techniques of persuasion, your life will be better. But knowing is not enough; to master the skills of persuasion, practice is necessary. Apply the information gained in this article to your daily life and hone your persuasive skills.

What is belief based on?

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Many scientific treatises have been written on this topic. However, simply reading books will not help you become a competent speaker. The fundamental principle of persuasion is the combination of logic with emotion and an understanding of human nature. That is, if you focus on only one thing, there will be no effect.

A simple presentation of facts, even if they are true, is perceived from the outside as very dry and does not touch the heart of the interlocutor. The predominance of pure emotions is more likely to push a person away than to convince him to take your side.

Using psychology alone smacks of outright manipulation and also does not inspire confidence. Therefore, it is necessary to feel moderation everywhere.

The basic principles of persuasion were derived by Aristotle, but modern psychology has added two more points to this list, focusing on the current nuances of society:

• an emotional component that affects the sensitivity of an individual nature, forming the necessary mood;
• rational and convincing arguments that cannot be refuted;

6 most persuasive phrases

• reference to well-known authorities, influence on triggers of the human subconscious, touching upon topics that are close in spirit and have a certain impact on the individual;
• the ability to quickly and accurately detect moments of potential contact;
• the ability to create the impression of supporting and sharing the views of your opponent.

It is not recommended to stoop to pure manipulation of consciousness. You can very quickly lose already worked out points of interaction and forever alienate your interlocutors. Such a technique is allowed in exceptional cases, when too much depends on the result, including the interests of other people.