- What is reverse psychology
- Reverse psychology as a manipulative technique
- When and for whom does reverse psychology work and not work?
- How to use reverse psychology
- How to Avoid Falling for Reverse Psychology Tricks
Almost everyone has encountered such a phenomenon as reverse psychology Corresponding examples can often be found in business and trade, in particular in advertising, sales, etc. In this incarnation, this phenomenon of our psyche is used mainly as a manipulative technique. We will talk in more detail about the features of reverse psychology, how it can be used and how not to succumb to manipulation if someone uses such psychology on you.
What is reverse psychology
Reverse psychology is reverse psychology or, as they say in scientific circles, paradoxical intervention. This is a series of psychological techniques that completely contradict the purposes of their use.
According to the techniques of reverse psychology, it is necessary to approve and reinforce those actions of a person that he wants to get rid of. And this reinforcement is considered the most effective way to change behavior. In the process of work, a paradox appears. The client is encouraged to behave in the same way as before, but to become better. Interesting, isn't it?
Paradoxical interference is an aspect of reverse psychology. During the session, the specialist offers a way to solve the patient’s problem, which, in theory, is not at all suitable for this situation. For example, for a person who is terrified of disgracing himself, a psychologist advises failing at something. Or for people who put everything off until later or procrastinate, he recommends setting aside 1 hour a day for procrastination.
Examples of using reverse psychology
Interestingly, even ordinary people use reverse psychology techniques. Most often this happens at the subconscious level. Remember how many times you forbade your child to do something? And he, showing all his stubbornness and independence, did the opposite? A wise move by mom and dad. After all, in the end, children still do what their parents needed.
Another example can be taken from romantic relationships. Imagine a woman who wants a man to marry her. It does not act directly, but comes from the opposite. He tells his partner that he doesn’t want to get married. And she doesn’t really need relationships, because they oblige and burden her with something. And at this very moment the owner’s instinct awakens in a man. Now he will do everything to make his woman change her mind. Wouldn't a real man allow her to enjoy such freedom?
Reverse psychology is found in cinema and books. Let's say a person is tired of life and wants to commit suicide. If others begin to dissuade him, he only becomes more confident in the correctness of his decision. In some situations you need to act differently. Depending on a person’s psychotype, you can give him evidence that his life is really insignificant, he will not be able to achieve or change anything. This is where his stubbornness can come into play. A potential suicide will suddenly begin to convince his interlocutor that he is not what they say about him. That he will solve all problems. As one might expect, in this case suicide is put on the back burner.
However, it is important to understand that not all people will fall for such tricks. Before you use reverse psychology with a potential suicide, you should make sure that it will work on him.
Trade workers know firsthand what reverse psychology is. Who better than them can manipulate the minds of customers? Reverse psychology helps sell the right product. There are several methods used here:
- Anyone will want to buy a product that is currently unavailable.
- Ask the buyer to rate the product. He will immediately find many useful properties in it. It turns out that he is advertising for himself.
And sellers often express doubts that a person has enough money to make a purchase. Trying to prove the opposite, the buyer is 100% likely to purchase the most expensive product.
Paradoxical Marketing
Have you ever noticed the radical difference between a product marketing campaign and an awareness campaign? The difference, say, between a fast food ad where every element of the ad is carefully chosen to saturate your brain with happy thoughts, and a drug awareness campaign that leaves you feeling uncomfortable due to the dark nature of the ad.
However, there is a widespread belief that anti-advertising of tobacco, drug and alcohol products becomes their real advertising. And all this is due to the phenomenon of reverse psychology. Anti-smoking activist and writer Allen Carr, in his book “The Easy Way to Quit Smoking,” writes that on Freedom from Smoking Day, smokers smoke twice as much, and demonstratively. This is where the child's rebellious essence manifests itself in all its glory.
Also, paradoxical marketing is applied in the following way: there is no advertising of the product, no points where you can buy it, there are also no mentions on the Internet (except for strange and mysterious ones) - people like it because such a product is almost impossible to find. Additionally, our natural curiosity comes into play here.
History of development
The theory of reversibility in psychology appeared in the 70s of the last century. Its creators are psychologists M. Apter and K. Smith. They published their research and conclusions in two works:
- “Subjective experience of motivation”;
- “Beyond personality traits. Reversible theory of motivation."
The main purpose of such psychology was the treatment of children suffering from schizophrenia. According to Apter, the theory he created helps to understand the duality of man. He cannot wish to perform two contradictory actions at the same time. Would you be willing to be in the desert and thirsty and give a bottle of water to a stranger who asked for help?
To force a person to do the right thing, to get the right reaction from him, you should follow 2 tips:
- First: conditions should be created in which it will be as convenient as possible to manipulate.
- Second: you need to create a plan of action that will encourage a person to move into a state suitable for manipulation and make a predetermined decision.
The principle of operation of the “boomerang”
Many people still associate the law of boomerang with the law of “karma” or the rules of morality: “Treat people the way you want to be treated.” Among the people, this truth sounded like this: “Don’t dig a hole for someone else, you will fall into it yourself,” “What you sow is what you reap.”
We can say that the meaning of these phrases is included in the concept of the “boomerang effect”. This implies that trouble can happen to the one who prepares it for another.
Those who believe in karma believe that when we perform any action, fate tries to show us through a response whether it was a good or bad action, and to repay us in the same coin.
Sometimes the boomerang also teaches us to think about our actions and perform only those that we will not be ashamed to remember. It's like a tattoo done when you were young; in old age you can regret your action or be proud of it - the choice is yours.
Who is amenable to reverse psychology methods?
According to psychotherapist Janet Raymond, the effectiveness of reverse psychology is influenced by a person's character and personality type. But relationships are not the least important. It is easier to work with those people who are ready to defend independence, freedom, and equality. They initially want to do what is prohibited. Who is most affected? There are 3 groups of people:
- children, teenagers;
- rebels by nature;
- those who suffer from low self-esteem.
Paradoxical intervention will not work on those people whose main character traits are calmness, straightforwardness, and conservatism. They are accustomed to acting as a person who is authoritative to them says. And therefore they will easily do what the manipulator says. But not the other way around.
Boomerang effect in ecology
In ecology, this effect also manifests itself: the results are the opposite of those expected.
Thus, weed control can lead to a sudden increase in the number of pests. Polluted water in one part of the world becomes a problem on the other side of the Earth. Even untouched glaciers received their share of pollution in the form of precipitation. If we consider the situation more globally, obtaining natural resources is an intervention in the natural ecosystem. Changes can be unpredictable.
For example, deforestation will sooner or later lead to a shift in climate zones. An increase in the number of ozone holes can lead to increased temperatures on the Earth's surface, mass radiation and burns.
What seems insignificant can become global. In nature, everything is interconnected.
When is reverse psychology effective?
As stated above, reverse psychology methods are applicable in many areas. Let's look at some of them.
With kids
In this case, doing the opposite, of course, is not the best way to educate. But often you can’t do without it. This is especially true for adolescence. Children are stubborn, rebel, and deliberately do what their parents forbid. There are no threats, no caresses, no promises of reward here.
By showing independence in this way, children not only refuse to carry out instructions from mom and dad, but they also do the opposite. This is where reverse psychology comes into play. Suffice it to say that you will do everything yourself. The child will begin to get even angrier. After all, he understands that disobedience becomes even stronger. Therefore, only out of stubbornness will he do what adults need.
Between man and woman
Over time, problems appear in relationships. Most often they are associated with everyday life. Surely you are familiar with the situation when a wife unsuccessfully once again asks her husband to do some work. This continues for several days, then months. Quarrels and scandals follow.
Reverse psychology helps correct the situation. Don't get angry, don't throw out negative emotions. Calmly say that you understand the reasons for what is happening. Therefore, we decided to make our partner’s day easier by using the services of a specialist. Almost always, a person in this case feels guilty for his irresponsibility and does what he promised.
Sales
How to unobtrusively encourage a person to buy this or that product has already been discussed above. Consultants undergo special training, during which they learn to subtly manipulate the consciousness and emotions of a potential buyer. For example, when you are about to leave, they tell you casually that they have already wanted to buy this item. You have several feelings at once, including competition and greed. The seller's task is completed.
In business relationships
The focus here is on self-esteem. In order to motivate an employee to be more active, the manager can point out his shortcomings and downplay his positive character traits. This will be a kind of impetus to move forward. The person will try to prove that he is actually not so bad.
Origin of the concept
The boomerang itself was originally invented as a weapon for hunting game.
The hunters came up with the idea of using a curved stick that made a circle and came back. There is only one small but: one wrong move, and the boomerang can kill its pursuer upon returning. This phenomenon came to be called the “boomerang effect.”
The boomerang law has acquired new meanings over time. Later, this effect began to be called not only a retaliatory strike, but also an unexpected combination of circumstances. The main principle “everything you did will come back” was transformed into the following version: “even what you didn’t expect will come back.”
Methods of confrontation
It's not easy to avoid falling for the tricks of reverse psychology. To do this, you must learn to control your emotions. If you suddenly realize that, guided by them, you are making a completely logical decision, stop. Perhaps you are simply being taken “weakly”.
It’s also worth thinking about if you have the feeling that you are acting in spite of someone’s words, requests, or suggestions. Put off making a decision until later. Wait for the emotions to subside. Only after this, reconsider all the pros and cons and make a choice.
If you have felt the effects of reverse psychology on yourself, do not rush to label your interlocutor as a manipulator. Remember that this behavior may be unconscious. But still stay alert.
Books about reverse psychology
The books of the creator of reverse psychology, M. Apter, have already been mentioned above. There are other works:
- E. Bern, "People who play games." The plot is based on the relationship in the triangle: adult – child – parent. The author argues that at different periods of time, each participant changes the role. Understanding this helps to build harmonious relationships with people around you.
- E. Berne “Games People Play.” Unusual edition. More than 100 games are presented to the reader that people will play with you throughout their lives. You will not only learn the rules. The author will help you successfully get out of the influence of a manipulator.
Books like these will only help if you apply the advice from them in life. Otherwise, knowledge will be useless.
How to avoid falling for the tricks of manipulators?
One of the influence techniques is based on psychological resistance - the “deficit principle”. A shortage or something inaccessible automatically appears more valuable to a person and only increases his desire to obtain the scarce item. Marketers use this. For example, they announce discounts for first buyers, short-term promotions, or “only for their own” offers. It has been noticed that buyers are more willing to buy a product if they know that its quantity is limited.
The main task of the manipulator is to evoke violent emotions in the opponent and destabilize his emotional state, in which he begins to act irrationally . Therefore, advice for those who want to learn to resist manipulation is complex and simple at the same time: do not give in to emotions. Although it seems easier said than done. How to proceed?
The first and most important thing is to take your time . The manipulator throws a hook and waits for the opponent’s reaction - as soon as he enters into dialogue, the game already goes to the manipulator’s field. And the best way to escape from being hit is to take a break. Don’t answer, don’t argue, don’t expose yourself to the next blow, but take a break and give yourself time to think about everything. You can do this elegantly and discreetly in different ways:
Distract yourself from everyday details with phrases:
- I got something in my eye.
- I have a sore throat, I’ll drink some water now.
- Something is blowing, I’ll close the door now and continue the conversation.
Physically leave the interaction space:
- Drastically change your position: stand up, walk, bend over to tie a shoelace.
- Start looking in your bag, pocket or on the table for papers, a phone, a pen - whatever.
- Say that you urgently need to respond to an SMS or message on your communicator.
