Techniques of indirect suggestion. Indirect suggestion is presented not in an imperative form, but rather in a descriptive form

Direct and indirect suggestions

Film "Secrets of Love"

This is worse than the truth - these are negative suggestions...

Suggestions can be direct, or indirect.

Direct suggestions - not necessarily explicit ones, sounding like “I will count to five and ... will happen.” Direct suggestions can also be camouflaged: “The sensation that relates to the period before the illness will replace less pleasant sensations.” Post-hypnotic suggestions are also usually direct, but hidden from the client.

Indirect suggestions are not made directly, but come from the situation being created, or are inserted into the main text in a way that is unnoticeable to the client, so that the client is practically unaware of their presence.

As an example of indirect suggestions, you can look at the text of the exercise from the practice of Psychosynthesis: Getting to know the subpersonality. During a relaxing, trance, meditative text, the client is indirectly taught that:

We love the client.
There is wisdom in the client.
The client knows how and loves to take care.
Someone needs us.
Every difficult personality has a healthy core.
Do not suppress anything or anyone, but look for the good in everything.
Everyone always has to grow.
It is best not to separate, but to reunite and integrate.
Integration is a natural process.
And those who are not integrated with someone need to see a psychotherapist...

On the other hand, indirect suggestions are often quite negative and destructive. Listen to how many negative, neurotic suggestions are given in this fragment of the film “Secrets of Love”.

How are indirect suggestions created? There are several typical techniques:

sequence of acceptance, “yes set” (several statements with which a person will agree).

“You came to me, sit now in this soft chair, listen to my voice, today you will feel much better” (“today you will feel much better” - this, in fact, is a suggestion, and the words that follow it set the person up for agreement )

implication, presupposition.

"And while you are in a trance, you can hear my voice"

negative paradoxical (we suggest something, asking not to do it).

"Don't think about the white monkey." "You don't need to relax." "You don't need to relax (pause) now" (implication added)

double bind, “choice without choice” (works only if it is clear what is being done for the benefit of the client).

“You will pay me now or after the break.” “I don’t know whether the feeling of lightness will occur in my right or left hand.”

double dissociative double bind
contextual (the required words are highlighted non-verbally: intonation, gestures, facial expressions)
juxtaposition of opposites.

“While the hand contracts, the rest of the body relaxes.” “As the hand becomes more and more sensitive, notice how the jaw becomes more and more numb.”

negation.

“You can, can’t you?” “You already do, don’t you?” “Why not let it happen?” “Do not go into trance until you are comfortable in this chair” (implication added). “Do not take a deep breath until your hand touches your face” (implication added). “You will not know how pleasant you can be in a trance until your hand is completely on your thigh” (implication added). “You don’t need to do (anything) until (inevitable customer behavior occurs in the near future)”

shock, surprise, creative moments
truism, banality, any proverbs and sayings - something that is difficult to reject.

“When you sit comfortably, you can relax.” “Every person goes into trance differently.” “People forget so much. Keys, phone numbers, meetings..." (amnesia is structured)

complex structures, which are difficult to understand right now, cannot be immediately objected to.

“Your headache may go away now, as soon as your unconscious mind is ready to let it go.” “Your symptom may now disappear once your unconscious mind understands that you can deal with the problem in a more constructive way.”

ideomotor (we want to cause ideomotor reactions - movement).

“Many people may feel that one hand is lighter than the other.”

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Techniques of indirect suggestion.

Indirect suggestion is not presented in an imperative, but rather in a descriptive form: in the form of a story, a description of an incident, a comment, a hint, etc. The purpose of the influence here is expressed not directly, but indirectly. The strength of the suggestive influence here is determined by the level of the leader’s speech technique, his ability to control his voice, facial expressions, gestures, and convey feelings intonationally. For the situation of managerial communication, indirect suggestion is more acceptable, since it does not damage the personal dignity of the subordinate, does not provoke the launch of psychological defense mechanisms of the individual, which can be observed when using some methods of direct suggestion, for example, an order or command. Indirect suggestion is used in conditions that require the most subtle approach to a partner, in situations that exclude, on the one hand, the possibility of persuasion, and on the other hand, direct suggestion [15].

The main methods of indirect suggestion are hint, suggestive indirect approval, indirect condemnation and others.

An educational technique called a hint is based on the use of the mechanism of indirect suggestion. It consists in the fact that the leader, wanting to slow down the development of an undesirable quality, does not directly indicate the required behavior, does not criticize, but goes to the goal in a roundabout way. When hinting, the leader’s words or expressions are constructed in such a way that an incompletely expressed thought can be understood only by guessing [15].

A hint is a path that certainly spares pride. They use it in situations of minor violations that are not subject to open discussion and punishment [15]. It is advisable to use it in relation to subordinates who show selfishness, vanity, snobbery, complacency, resentment, jealousy, deceit, self-interest, boasting and irritability, as well as often resorting to the help of others. The readiness to use this technique with subordinates who arouse sympathy among managers is low, but increases with a negative attitude towards the object of influence. The technique is used to exert a corrective influence on people who easily take on tasks and do not complete them. Initiative is a useful trait, but when it is fruitless and only distracts people, a gentle correction has to be made [15].

A hint can be in the form of a joke, irony, advice, or analogy. The inner essence of a hint is its focus not on consciousness, not on the logic of the object, but on emotions and internal attitudes [15].

At the same time, joke, irony, analogy, being an effective tool of suggestion, can hurt the personal dignity of the object, which can cause the appearance of counter-suggestive barriers. In this regard, the suggestor must sensitively grasp the attitude of the object to the subject of communication. The emotional background of the communication situation is of great importance. Here it is desirable to create a “concert mood”, the formation of a strong interest in the problem under discussion [15].

Inspiring indirect approval is used to create in a subordinate a sense of self-confidence and a positive attitude towards the task being performed. Approval is pronounced with a bright emotional coloring, warmth is heard in the voice, and a soft tone prevails. As a result of indirect approval, the object develops a sense of self-esteem, and an attitude is formed aimed at activity in a similar way. The form of inspiring indirect condemnation should be laconic and concise. The intonation coloring of the leader’s speech should evoke an adequate emotional state of the partner. It aims the suggestible person to correct his own behavior [15].

"Placebo" - the technique of suggestion was first used in medical practice. It consists in the fact that a doctor, prescribing a neutral remedy to a patient, claims that it has a great therapeutic effect. Taking this medicine, the patient feels relief and even recovers [15].

In managerial communication there may be situations in which it is possible to use the “placebo” technique, in particular, for pedagogical purposes. However, it must be used extremely carefully, since the disclosure of the fact of its use is perceived by the suggestible as deception [15].

“A roundabout maneuver” is the essence of this technique, writes I.D. Ladanov [14], - is that any thought or idea is presented to the object as its own.

Pages: 2

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Hypnotic suggestion

Technically, suggestion is the suggestion of beliefs or actions that are accepted in the absence of intervening or critical thought . In other words, when you are hypnotized and in a relaxed state, your subconscious mind is more sensitive to suggestion than when you are in complete control of yourself. Suggestion acts directly on the subconscious, easily becomes a belief, changes behavior, stimulates effort or action. Here are some goals that can be achieved using suggestion:

Target	Suggestion
Deepen trance	Relax, allow your mind and body to become more and more relaxed with each breath...
Induce a physical condition	Feel your hands getting heavier and heavier...
Change your emotional state	Feel the anger melt away...
Change behavior	You don't smoke anymore, you don't want to smoke...
Create an image	Imagine that you are on a wide green meadow...

Basic types of suggestions

The six main types of suggestions are described below: relaxation, deepening, direct, figurative, indirect and post-hypnotic.

Relaxation suggestion

1. Relaxation suggestion calms and increases your sensitivity by focusing your attention on internal sensations, thereby isolating you from the external environment. This lays the foundation for the further procedure.

Start relaxing, feel how this state increases, how you sink deeper with each breath and become more receptive to positive suggestion.

Feel how your muscles, neck and shoulders relax, and with them your consciousness liberates. Your consciousness relaxes, helping your whole body relax, and you pay less and less attention to the world around you.

Deepening suggestion

2. Deepening suggestion puts you into a deeper hypnotic trance. It involves concentration on a specific action, which greatly enhances the trance state. Deepening suggestion can be compared to an elevator that goes down - you just press the appropriate button, and it goes down to the next floor. Three ways to deepen suggestion are illustrated below:

Now I will start counting down from ten to one, and you can imagine that you are going down the steps, with each step lower and lower, your body relaxes more and more, feel how you go down, step by step; relax... ten... relax... nine... eight... seven... six... five... four... three... two... one... deeper, deeper, relax. Your eyelids are drooping, they are so heavy that you cannot lift them. It's like they're glued together and you can't get them apart. Your eyelids are drooping, they are closed so tightly that they cannot be opened. Now you will slowly count to three, thinking about your glued eyelids, and with each number you say, your eyelids will stick together more and more tightly. Try to open them... One... they will not open... two... they are tightly adjacent. .. glued, completely glued... three... your eyelids will not open.

You sit so relaxed on the chair that your body merges with the chair, you cannot get up from the chair, you cannot walk, you are motionless on the chair, like a statue. You are a statue sitting on a chair. You are so relaxed that you cannot move. So relaxed that when you try to move, you can't. When you try to move, you can't, your body is too relaxed.

Direct suggestion

3. Direct suggestion is used to guide you and teach you to respond in a certain way. Direct suggestion is usually simple and specific. It is often used as an introduction and does not require a rich imagination, unlike indirect suggestion, of which images are an integral part.

With this suggestion, you respond to words, not to images. A suggestion may consist of a single word or several sentences that initiate an immediate response. Below are examples of the most typical direct suggestions:

Now you will return to the past, to the moment from which your problems began. You want to sleep, let this drowsiness take over you, release images from the past. When I count to three, you can speak, and then describe the day when your grandmother had an accident.

Figurative suggestion

4. Figurative suggestion complements other types of suggestion. It creates mental images to set the stage for relaxation or encouragement of a new self-image, serves as a “rehearsal” for different behavior, or creates an imaginary environment that should help reprogram the patient's behavior. For example, the image of a ladder helps with the countdown during the action of a deepening suggestion. Images from the past help to revive an important event, the memory of which is caused by direct suggestion. When using indirect suggestion, you can use any image or metaphor: for example, the image of a stormy river is completely identified with the circulatory system, and the image of a singing bird with hope.

Post-hypnotic suggestion is enriched by the use of imagery and helps you successfully settle into a new role. You feel strong, like in your youth, when the ball you hit flew across the entire field. You feel the bat in your palms, the joyful excitement of being ready to serve. You hit the ball hard and watch the ball fly over the outfield fence as you effortlessly sprint from base to base. You are just as energetic now, just as happy, just as confident.

You are traveling to that special place in the Arizona desert, where at this time of year there are amazing sunrises that spread over the horizon, where the air is dry and clean, and there is silence all around. Everything froze. So quiet that you can hear your own thoughts.

You are on the beach where your stress literally melts and flows off your body, carried away by the waves; it simply melts and disappears, and you stand and no longer feel its weight. You are overwhelmed by lightness and happiness, peace and tranquility.

Indirect suggestion

5. Indirect suggestion is of two types. The first type of suggestion operates with the help of a positive emotional state, such as happiness. The hypnotized person is asked about his past, identifying an event that had a positive connotation. During induction, the person is encouraged to relive the experience and the positive emotions associated with it. A simple cue is then associated with such an event, which can be used later to post-hypnotically induce a similar emotional state. For example, the patient recalled an episode from childhood when he and his father were sailing on a boat. Along with the memory, he is overcome by a feeling of carelessness, peace and joy. A person relives everything that happened under hypnosis. He feels that carefree, laid-back happiness again. Enter the keyword associated with this condition. In this case, it is the word “sail”. Now, in order to experience the desired emotional state, a person only needs to mentally say the word “sail”.

The second type of indirect suggestion is often associated with the work of Milton Erickson. Although he was not the first to use this technique, there is no doubt that his ideas had the greatest influence in this field. He often used long dialogues to put the client into a state of hypnosis, telling stories and using analogies that evoked a response in the client that was built into their subsequent course of action. The result was significant changes in the patient’s life: for example, the disappearance of chronic pain or modification of problematic behavior. In particular, if Erickson was working with a couple who were having trouble with their sexual relationships, he would approach the problem metaphorically and talk about an elegant dinner where the food was not consumed immediately but was leisurely enjoyed.

Indirect suggestion is very individual. Each analogy, each metaphor should correspond as closely as possible to the life experience and makeup of the patient. For example, if an elderly person who has worked as a carpenter all his life comes to a hypnotherapist to get rid of pain in his arm, then the guidance should be structured in such a way that the metaphor is meaningful specifically for this person. For example, the induction may develop the image of an "iron" tree to emphasize the distinctive characteristics of strength and integrity that are associated with tree species, with hard, heavy wood. The guidance might sound like this:

You are driving a car through the desert. The road is long and the winds blow over its surface. Suddenly, around the bend, you see an “iron” tree on the hill. One of the branches is swaying by the wind...

The metaphor should then be developed further to achieve a specific goal. In this case, it is relieving a person of pain in his arm.

Post-hypnotic suggestion

6. Post-hypnotic suggestion is introduced during and carried out after completion of the induction during the post-hypnotic phase. This type of suggestion is used to break bad habits, such as smoking, and to modify behavior, such as improving interpersonal communication at work or instilling self-confidence. You hear a post-hypnotic suggestion, perceive it on a subconscious level, then become fully conscious, and later respond to the suggestion received on a subconscious level.

Here are examples of common post-hypnotic suggestions:

The next time you sit down at the table, you will realize that a smaller portion of food is enough for you. You are full and satisfied with a smaller portion.

At the start of a new working day, you will feel an unprecedented increase in motivation. You will find it easier to make phone calls and sell because you will be confident and calm. You will wholeheartedly believe in the product you are selling.

After completing this induction, you will completely lose the craving for smoking.

Tomorrow you will enter the exam room, sit down, take a deep breath and answer all the questions calmly and confidently, easily and quickly recalling all the necessary information.

External links

B. D. Karvasarsky. Psychotherapeutic encyclopedia. Definition of “suggestion” (inaccessible link)
A. F. Artemchuk.
“Healing possibilities of treatment with the means of the soul, suggestion, psychotherapy”
M. L. Lipetsky, “Suggestion and We”, M.: Znanie, 1983. - 96 p.
Suggestion today and 100 years ago // Nature. - 1990. - No. 7. (Russian)
S. A. Zelinsky.
“Psychotechnologies of hypnotic manipulation of human consciousness”
Lukov Vl.
A. The principle of suggestion: Radcliffe in comparison with Walpole // Humanitarian information portal “Knowledge. Understanding. Skill". - 2012. - No. 4 (July - August) (archived in WebCite).
What is suggestion?

Suggestion and infection as methods of psychological influence: a comparative analysis

3.3 Techniques of suggestion

A kind of practical training in the use of suggestion is mastering the techniques of suggestion, which can be divided into three groups:

Techniques of direct suggestion - advice, proposal, suggestive instruction, command, order.
Techniques of indirect suggestion - hint, approval, condemnation, “deceived expectation”, etc.
Techniques of hidden suggestion - truism, illusion of choice, provision of all options, linking the actual and the desired.

Techniques of direct suggestion

Commands and orders, as a type of direct suggestive influence, require accurate and quick execution. They are designed for automatic behavior and represent a special type of verbal influence, expressed in a brief form, precisely defined by existing regulations or traditions. Commands are given in a firm, calm voice and commanding tone. It is important that the instructions penetrate into the subconscious, as deeply and unambiguously as possible.

Repetition should probably also be included in the group of direct suggestion techniques. Most researchers agree that a stimulus repeatedly sent to the recipient gives an effect that cannot be achieved with a single use. To achieve suggestion, it is often not enough to present the suggested thing once. To achieve a result, it must be repeated. But when repeating the impact, one should strive to ensure that what is being suggested enters the consciousness of listeners or readers in a new way each time, with the help of different factors, so that the way the content is presented changes. The power of suggestion in such cases increases, firstly, due to the repetition of the influence of the suggested thought [9].

Secondly, changing the method of influence of the suggested idea guarantees against passive and hidden resistance from listeners. Repetition has no effect if the listener is not interested in the information. It is also ineffective if the message is too easily digested or provokes strong resistance. Repetition should not be mechanical. Stereotypical reproduction of information turns out to be of little use for suggestive influence [9].

Techniques of indirect suggestion

The main methods of indirect suggestion are hint, suggestive indirect approval, indirect condemnation and others.

“A roundabout maneuver” is the essence of this technique, writes I.D. Ladanov [8], - is that any thought or idea is presented to the object as its own.

False expectations can be used in managerial communication both when the object has a friendly attitude towards the suggestor, and when it is clearly hostile. A prerequisite for successful application, according to I.D. Ladanov [8], - this technique is to create a tense situation of expecting very specific actions from the opponent. Previous events should form a strictly directed train of thought in the object. When the inconsistency of this direction is discovered, the object of suggestion is at a loss and accepts the suggested idea without resistance.

Socrates’ technique is to not allow the interlocutor to say “no” during communication, but to force him to say “yes” all the time, i.e. to agreement with the opinion of the suggestor [9].

Techniques of hidden suggestion

Techniques of hidden suggestion are currently widely used in medical practice, advertising, and are partially used in pedagogical activities [9].

A very effective technique of suggestion is to provide the illusion of choice. The essence of this technique is to state something by providing the illusion of choice. It is advisable to use the illusion of choice to prevent conflicts and optimize the psychological climate in communication between a manager and a subordinate [9].

It is clear that these hidden methods of suggestion, like all others, do not operate automatically, but they significantly expand the manager’s communicative arsenal and, therefore, increase the effectiveness of managerial communication [9].

Other sources offer the following classification of suggestion techniques.

Retreat is a technique of suggestion, which provides, during a conflict, the opportunity for the denouncing party to vent dissatisfaction, publicly express their complaints, and it would be useful to give some relief

Waiting is a technique also used in situations of conflict, insubordination, confrontation of forces, when there is no necessary information about the state of the opposing party and it is desirable to obtain additional information about the subordinate.

Demonstration of resource enhancement is a technique in which a manager informs a subordinate that he has the opportunity to increase his own resources to such an extent that they will greatly exceed the resources of the subordinate. This may be a presentation of facts of increasing strength or simply vigorous activity.

Disguising responsibility - a technique applicable for educational purposes is to shift responsibility for the results of work to a subordinate. This stimulates activity, fosters independence, and relieves excessive anxiety.

Infection method

The Encyclopedia of Sociology gives the following definition of mental infection:

Mental infection

– a collective name for a number of phenomena and phenomena of an individual mental and socio-psychological order in the behavior of people, the prerequisites for which are the mechanisms of suggestion and imitation. The determining factor for mental infection is the clear dominance of the emotional component of its implementation and manifestation. Mental contamination is closely connected with such a phenomenon as “fashion”, as well as with precedents for such phenomena as collective phobias (fears) of various types. The first attempt at a strictly sociological explanation of the phenomena of mental infection was carried out by G. Le Bon in his project for reconstructing the behavior of human “crowds”1.

Contagion has long been studied as a special method of influence that in a certain way integrates large masses of people, especially in connection with the emergence of such phenomena as religious ecstasies, mass psychoses, etc. The phenomenon of infection was known, apparently, at the earliest stages of human history and had diverse manifestations: massive outbreaks of various mental states that arise during ritual dances, sports excitement, situations of panic, etc.

Contagion can be defined as the unconscious, involuntary exposure of an individual to certain mental states. It manifests itself not through more or less conscious acceptance of some information or patterns of behavior, but through the transmission of a certain emotional state, or “mental mood”2. Since this emotional state occurs in the mass, a mechanism of multiple mutual reinforcement of the emotional effects of communicating people operates. Infection

– unconscious involuntary susceptibility of an individual to certain mental states. In this case, it is not the conscious transmission/reception of some information or pattern of behavior that occurs, but the transmission of a certain emotional state (mental state). Since all this takes place en masse, there is a multiple mutual strengthening of the emotional states of communicating people.

Contagion plays an important role in various socio-psychological phenomena. The role of infection is especially important for the emergence of “mental epidemics” among large groups of the population. These include the craze for fashion, various trends in art, literature, medicine, etc. The content of these dominant emotions determines the content of mental infection. It plays an important role in social life. Skillful use of mental contagion is an essential component of the work of a teacher, leader, and any educator in general3.

A special situation where the impact through infection increases is a situation of panic

. Panic occurs among a lot of people as a certain emotional state, resulting either from a lack of information about some frightening or incomprehensible news, or from an excess of this information. The immediate cause of panic is the appearance of some news that can cause a kind of shock. Subsequently, panic increases in strength when the considered mechanism of mutual multiple reflection comes into play. The contagion that occurs during panic cannot be underestimated, even in modern societies.

Panic is one of those phenomena that is extremely difficult to study. It cannot be directly observed, firstly, because the timing of its occurrence is never known in advance, and secondly, because in a situation of panic it is very difficult to remain an observer: this is precisely its strength that any person, finding himself “ inside” the panic system, to one degree or another succumbs to it.

An important issue in the study of contagion is the question of the role played by the level of generality of assessments and attitudes characteristic of the mass of people susceptible to mental contagion. Although this issue has not been sufficiently studied in science, forms of using these characteristics in a situation of infection have been found in practice. Thus, in conditions of mass spectacles, a stimulus that includes a community of assessments preceding infection, for example, a popular actor, is applause. They can play the role of an impulse, after which the situation will develop according to the laws of infection.

The tradition that has developed in social psychology usually considers the phenomenon of infection in conditions of antisocial and disorganized behavior (various natural disasters, etc.), however, this type of behavior can also manifest itself in mass conscious, social actions. Interpreting them from the point of view of only infection processes reduces the significance of these actions, but taking into account the infection factor, for example, during various rallies and demonstrations is necessary. The task of social psychology is to provide a specific analysis of the mechanism of infection and its forms in situations of varying social significance. In particular, the question of the role of infection in organized, socially approved behavior, for example, infection by personal example in various mass production situations, during rescue operations in situations of various disasters, etc., remains practically unexplored. It is possible that in these cases some new aspects of the infection phenomenon will be revealed, for example, its compensatory function in conditions of insufficient organization, etc.

Elements of indirect suggestion in communication with victims

Elements of indirect suggestion to victims, which can be used effectively and environmentally when communicating with victims, include: the “three yes” technique, the presupposition technique, the “either-or” technique.

“Three yes” technique

Execution algorithm:

1. Ask a person three questions in a row to which he will definitely answer “Yes.”

2. Next, you give the setting, the desired action or state (calm down, drink water, etc.).

The meaning of this technique is that in a person’s mind, triple agreement leads to agreement and a subsequent statement. The most important thing when performing this technique is to be able to ask the right questions correctly. Questions should be short, understandable to the victim, asked in a confident tone, and most importantly, imply only positive answers.

Scheme for performing the “Three Yes” technique:

1.	question	"Do you hear me?"	answer:	"Yes"
question:	"Can you see me?"	answer:	"Yes"
question:	“Are you breathing?”	answer:	"Yes"
2.	installation:	calm down

Technique: “Either-or”

Represents the illusion of choice. For example, you offer the victim, who is waiting for news about the fate of his loved ones, to drink tea (take medicine). Most likely, he (regardless of when he last ate) will refuse your offer. Refusal to eat in such situations is a common, completely natural and understandable phenomenon.

It’s better to say it differently, for example: “Will you drink water now or in 5 minutes?” With such a question, you deprive a person of the opportunity to think about whether he wants water or not. A person will most likely think about when he drinks the offered water.

3) Presupposition technique.

This technique involves adjusting to the actions performed by a person, predicting the end of this action, as well as connecting the predicted action with the action or change in the condition of the victim that is desirable for you.

Technology for constructing a phrase: “Even before ... (action) ... (phrase of suggestion).”

For example: “even before you take the medicine, your headache will go away.”

Scheme for performing the presupposition technique:

1.	Adjustment to human action	He drinks water
2.	Predicting the next action he will most likely take:	He will finish his water
3.	Linking the predictive action to the action or state change you want:	Before you even drink your water, you'll be stronger.

Communication with the “victim”

In addition to the basic rules for communicating with victims of an emergency, it is necessary to highlight the rules for working with people whose lives are on the line, those people who directly depend on the timely and competent assistance provided to them. For example, people trapped under slabs during an earthquake, trapped in a car during a car accident, or on the roof of a flooded house or tree during a flood. This group of victims is usually called “victims,” that is, people who are at the source of the emergency.

Working with a temporarily isolated person includes two stages:

— work with the “victim” during emergency rescue operations;

— work with the “victim” after its extraction.

The very topic of communication between rescuers and victims isolated in an emergency situation is quite relevant. This includes road accidents, fires, and structural collapses, in a word - all emergencies that include human isolation of varying duration.

The practice of the rescuers themselves shows that many “victims” die immediately after being rescued from the source of an emergency, and not always as a result of their injuries. An example is the earthquake situation, when for two days rescuers worked to extract a conscious man from under the rubble. They kept in touch with him, worked alternately, without breaks. Everything was done to save man. The man was extracted, but could not be saved; he died when he was transferred to doctors. And the situation described, unfortunately, is far from the only case in the practice of rescuers.

Why is this happening? A person sets a goal and tries with all his might to achieve it. In this case, the main and, as a rule, the only goal is to do everything to make this nightmare end! The victim makes every effort, mobilizes the internal reserves of his body, spends all his energy trying to save himself. What’s important to him now is to survive, and not to live, love, create...

What happens next? The "victim" is saved. The nightmare was over, he saw the light. Often this means that a person has already done everything in his power, and then others (rescuers, doctors) will take care of him. It is at this stage that the victim relieves himself of responsibility for what is happening next - there is nothing more to fight for, the main goal has been achieved. Now he can finally relax and...die.

Instant hypnosis. The power of suggestion, techniques, techniques Viktor Zaitsev, 2013

Verbal suggestions

In a large group of verbal suggestions, three more types are distinguished: direct, indirect and open suggestions. With direct suggestions, the therapist's intentions are clear and cannot be interpreted in any other way. This is especially evident with obvious direct suggestion, when the doctor explains in detail what should happen and what goal he sets. Most often, explicit direct suggestion is used during operations for pain relief.

In the case of camouflaged direct suggestion, the doctor does not say directly what is expected in the process of suggestion, but still makes it clear that to some extent the result will depend on the patient himself. Posthypnotic direct suggestion is used to induce self-hypnosis and then to induce the patient to forget about any negative events. Using post-hypnotic direct suggestion, the psychotherapist programs the patient’s consciousness to perform any actions after the hypnosis session.

Let's consider indirect suggestions. They differ from direct ones in that the patient has a choice: he has the right not to accept what is suggested to him. The goals of the psychotherapist with indirect suggestion are unclear to the patient. This type of suggestion is used to direct the patient in a direction that he is avoiding.

Indirect ones are also divided into several types. This is the sequence of acceptance. The doctor lists the statements with which the patient agrees, and at the end states the statement that the patient must accept. The second important point is implication. The doctor affirms what can happen, and the patient is programmed in advance for the inevitability of this situation.

The double bind technique is often used. The patient must choose one of two options, which are essentially the same. The double bind technique includes, for example, the following question: “Do you feel lightness in your right or left hand?”

The next type is suggestion by absence of mention - if, when listing possible situations, an important, significant element is omitted, its absence focuses attention on it. As a result, the patient can be focused on the important aspect.

Another group of direct suggestions is open suggestions. Their common feature is providing the patient with a wide choice of actions. The psychotherapist can offer the patient vague frameworks that the latter can fill in at his own discretion. This type of suggestion is called mobilizing suggestion. Or the patient is given a variety of possible answers (limited open suggestion).

The statement “You can work in different ways” invites the patient to choose one of the ways. This statement refers to mobilizing suggestion.

The therapeutic metaphor is often used. A metaphor is the replacement of the name of one thing with the name of another. This technique is used both in literature and in everyday life. Metaphor is used to connect disparate aspects of reality; with its help, people convey some information to each other.

Metaphor is also widely used in psychotherapy. It forms a system of basic concepts of Jungian psychotherapy, such as Self, Shadow, Persona, “muscular shell” and many others. The metaphor used in a suggestion session is always multi-level. In other words, every phrase, gesture, idea is not unambiguous, but has two or more meanings. The explicit is intended for the patient’s consciousness, and the hidden is addressed to his unconscious.

At the same time, the suggestible person remains the right to choose, that is, he himself makes the decision whether or not to accept the second meaning of this statement.

Some techniques of information and psychological influence

A.L. Poteryakhin

Some tricks

informational and psychological impact

(Materials for the seminar)

Persuasion Techniques

A. Rhetorical devices.
1. Identification of contradictions . If the task is to refute, then you need to identify a contradiction in the interlocutor’s reasoning and focus his attention on this contradiction. A prerequisite for this is that the contradiction is obvious to the partner.

2. “Drawing conclusions.” The essence of this method lies in the consistent formulation of a “chain” of conclusions that ultimately lead to the necessary conclusion. Each conclusion must be sufficiently reasoned, and the entire “chain” must be clearly logically connected.

3. Comparison. This technique is very important in the process of proof due to its clarity and illustrativeness. The comparison can be direct or symbolic. In the first case, phenomena or objects of the same category are compared, for example, two performers in solving some issue. In the second case, the comparison is allegorical, symbolic.

4. “Yes..., but...” technique. In many cases, when refuting, it is advisable to agree with some of the partner’s indisputable arguments. However, any arguments, as a rule, cover not only advantages, but also contain disadvantages. Therefore, after we have agreed with the arguments (i.e., said “yes”), it is advisable to analyze them and identify the negative aspects (“but...”).

5. Differentiation. In many cases in professional communication, it is advisable to divide the partner’s arguments or arguments into the following separate parts:

a) “this is true and we can agree with it”;

b) “this raises doubts, there are different points of view about this”;

c) “from our point of view, these arguments are completely erroneous.”

After this, depending on the situation, we need to focus the interlocutor’s attention on that part that is beneficial to us in the process of proof.

6. "Boomerang". Using his own arguments to convince or refute a partner can be very effective.

7. Ignoring or shifting emphasis . In some cases, the partner’s arguments cannot be refuted, but you can try to ignore them by shifting the emphasis in accordance with the goals of communication.

Survey. This technique consists of asking your partner a series of logically related questions that lead him to the necessary conclusion.

B. Speculative techniques.

1. Exaggeration. Consists of exaggerating the significance of any fact or phenomenon in question, its individual shortcomings or positive aspects.

2. Using a joke or anecdote . A clever use of this technique can destroy the most careful argument. If the object of the joke turns out to be our argument, the most reasonable thing would be to respond in the same way - with a joke, or, in extreme cases, laugh at yourself along with everyone else. After this, continue to present the essence of your point of view.

3. Link to authority . For a certain category of people, a reference to a person who is authoritative for them is quite convincing.

4. Discrediting the source of information . In this case, it is not the point of view or arguments of the interlocutor that is refuted, but his competence in the issue under discussion, his personality is called into question.

5. Isolation technique. This technique is a deliberate violation of one of the rules of rhetoric, which is that only those key parts that have independent meaning and cannot be distorted can be isolated from the text. When using the isolation technique, it is precisely such statements that emerge from the partner’s arguments, the meaning of which changes without context, sometimes acquiring the opposite meaning.

6. Change of direction . It consists in the fact that the partner transfers the speech to another issue that is essentially unrelated to the one being discussed.

7. Deception or misrepresentation . It consists of telling a partner false information and can be done intentionally (deception) or unintentionally (misleading). This also includes distortion, distortion of our arguments, and a shift in emphasis in them.

8. Delay technique . This technique cannot be considered absolutely speculative. It consists of deliberately delaying the course of a discussion or conversation in order to gain time to think through one’s arguments. At the same time, you can ask clarifying questions and ask for additional clarification on those aspects that have already been discussed.

Counter questions. Instead of refuting arguments and providing answers to questions, the partner asks response questions.

Techniques of direct suggestion

Advice and suggestion.

These techniques are most effective if the target has gained confidence in the suggestor. Techniques of direct suggestion require different voice settings, intonation of sentences, and gestures. So, when using advice for suggestion, the tone should be soft and friendly.

Inspiring instruction.

Inspiring instruction is characterized by the fact that the manager’s address, expressed in an imperative form, without argumentation, determines the executive behavior of the partner. Verbal forms of inspiring instruction are command, instruction, order, prohibition.

Repetition.

Repetition should probably also be included in the group of direct suggestion techniques. But when repeating the impact, one should strive to ensure that what is being suggested enters the consciousness of listeners or readers in a new way each time, with the help of different factors, so that the way the content is presented changes.

Techniques of indirect suggestion

Hint.

It can be in the form of a joke, irony, advice, or analogy. The inner essence of a hint is its focus not on consciousness, not on the logic of the object, but on emotions and internal attitudes.

Indirect approval or condemnation.

Inspiring indirect approval is used to create in a partner a sense of self-confidence and a positive attitude towards certain ideas. Approval is pronounced with a bright emotional coloring, warmth is heard in the voice, and a soft tone prevails.

Frustrated expectation.

A prerequisite for the successful use of this technique is the creation of a tense situation and the expectation of very specific actions from the opponent. Previous events should form a strictly directed train of thought in the object. When the inconsistency of this direction is discovered, the object of suggestion is at a loss and accepts the suggested idea without resistance.

"Labeling"

An epithet or metaphor is “attached” to the name of the main idea or phenomenon, most often offensive, causing a negative attitude. In this way, emotional connotation of words or phrases that were previously neutral is deliberately created.

"A shining generalization."

It consists of designating a specific thing, idea or personality with a general generic name that has a positive emotional connotation. The purpose of this technique is to encourage the communication partner to accept and approve of the concept being presented.

Reception of “transfer” or “transfer”.

Its essence lies in encouraging the partner to associate the presented concept with some other one that has an undeniable prestige value in order to make the concept acceptable. Negative transference is also possible through the urge to associate with clearly negative concepts.

"Certificate".

It consists of presenting a statement from a person who is respected or, conversely, hated by the partner. Such a statement contains an assessment of the presented phenomenon. This assessment should motivate a person to have a definite, positive or negative attitude towards the phenomenon under discussion. Statements of political figures, famous artists, etc. can be used here.

"Shuffling" technique.

It consists of selecting and tendentiously presenting to a person only positive or only negative facts of reality in order to instill in him the validity of any idea.

"Bandwagon".

This technique consists of encouraging the partner to accept the value presented in the message, since everyone in a given social group shares it. The appeal to “everyone” takes into account that people, as a rule, believe in the winning power of the majority, and therefore want to be with those who make up it. This technique is widely used in advertising of goods and services.

Techniques of hidden suggestion

Truism.

Providing the illusion of choice.

A very effective technique of suggestion is to provide the illusion of choice. “There are phrases in which the presence of some object, phenomenon or behavior is skillfully assumed. For example, if I ask you the question: “Are Martians green or blue?” – then by the very question I assume the existence of Martians. If, following the logic of the question, you answer: “Martians are neither green nor blue,” the Martians still remain,” writes S. Gorin. The essence of this technique is to state something by providing the illusion of choice.

Providing all options.

More complex is the method of providing all options, when the manager lists or provides all possible options for action to the subordinate, but with facial expressions and expressive characteristics of the voice, he highlights the most desirable course of events.

Linking the actual and the desired.

The name itself contains a scheme for its use. For example: “The more you argue and refuse to carry out this assignment, the clearer the essence of the matter is for you and the easier it is to understand me,” “The more you doubt now, the easier it will be for you to accept my idea.”

Suggestion as a mechanism of influence on a person

tags:

Information, Communication, Person, Process, Influence, Personality, Impact, Consciousness
Introduction
Suggestion (suggestion) is a form of direct mental influence associated with the weakening of conscious control; acts as a spontaneous component of everyday communication or as a specially organized type of communication designed for uncritical perception of information. Suggestion is one of the mechanisms of influence on mass and individual consciousness, widely used in mass communication, advertising, fashion distribution and political manipulation.

At present, there is no doubt that suggestion is an integral part of normal human communication. Together with other methods of communication, suggestion performs important socio-psychological functions: it contributes to the formation of the social psychology of people, the introduction into consciousness of similar views and beliefs, opinions and assessments, norms of activity and behavior; directs and regulates the activity of the individual, encouraging him to do certain things and actions or restraining him from them. It should be noted that in the process of communication the influence of suggestion is opposed by the process of counter-suggestion. Its mechanism is formed in the process of general development of the individual under the influence of education. It includes mental, emotional and volitional components.

General characteristics of the concept of suggestion

Suggestion is an influence on a person’s behavior and psyche, presupposing an uncritical perception of the characteristics of information. Suggestion is carried out through verbal and non-verbal means. When communicating, people constantly influence each other, inspiring or imposing their opinions, assessments, and moods on each other. The power of suggestion increases during natural disasters (earthquakes, floods), as well as under the influence of targeted advertising, the significance of the transmitted information, and the authority of the speaker.

The peculiarity of suggestion is that it is addressed not to the logic and reason of the individual, not to his readiness to think and reason, but to his readiness to internally accept the transmitted information, the indicated information. Suggestion, noted Bekhterev, works by directly instilling mental states, that is, ideas, feelings and sensations, without requiring any evidence at all and without the need for logic.

12 pages, 5657 words

1) General characteristics of the psychological qualities and abilities of the individual and their influence on the forms and methods of communication

... characterize suggestion, imitation, infection, persuasion, fashion and rumors as methods of psychological influence. In communication practice, direct and indirect influence are distinguished. Direct influence… of personality, hobbies, skill, breadth of erudition, without, of course, emphasizing one’s merits. Due to the fact that a characteristic element of communication is uncertainty associated with insufficient information...

According to V.M. Bekhterev, suggestion is nothing more than an invasion of consciousness (or instilling an idea into it), occurring without the participation and attention of the perceiver and often without a clear consciousness on his part (religion, hypnosis).

For some time in Russian psychology and pedagogy, suggestion was ignored as a method of education. It was believed that suggestion suppresses the will, reduces critical thinking to the point of blind faith, and only through conviction can one educate conscious ideological fighters. At the same time, in psychotherapy, the use of suggestion in the waking state and in hypnosis has a long history and has shown significant effectiveness.

According to the concept of A.M. Svodyashch, which explains the mechanism of suggestion, information verification processes take place in the human brain, i.e. determining its reliability. Of the significant amount of collapsing information, more complex information is subject to logical processing and evaluation. Most of it is subject to automatic, unconscious evaluation from the point of view of reliability and significance. Thanks to this, the body, without loading consciousness, is protected from inadequate response to signals that either have nothing to do with it or carry unimportant or false information.

The influence of suggestion is to organize and convey to the object information in such a form that it does not raise doubts about its value, significance and is assimilated without analysis.

In the process of communication, suggestion always takes place, when the effect of the first impression is observed, stereotypes and prejudices are updated; affects and unstable mental state of communication participants arise; the external similarity of the situation, appearance and behavior of people with past communication experience and condition is noted.

12 pages, 5748 words

Distortion of information. Problems of business communication

... information aimed at gradually creating the desired image of a person in the eyes of a communication partner. In this case, the distortion of information... at the logical level is associated with the ability to introduce some false premises into the consciousness. To implement them, they use such ... champions of truth, goodness and justice. Let's outline ways to instill confidence: 1. inducing a sense of self-worth in the victim...

During suggestion, the person being suggested may experience certain barriers. Bulgarian psychotherapist G. Lozanov claims that with age, a person develops three barriers: critical-logical, intuitive-effective and ethical. Everything that does not contain the impression of well-intentioned logical consistency, trust and a sense of confidence, everything that contradicts the ethical principles of the individual, as a rule, is discarded.

In this regard, G. Lozanov proposes the following to overcome these barriers:

1.the authority of the source of influence,

2. infantilization (creating an atmosphere of liberation, adjustment, playfulness, similar to that which reigns in children's games),

3.two-plane (connection of additional stimuli: facial expressions, pantomimes, scenery),

4. intonation,

5. rhythm,

6. pseudopassivity (establishing a calm attitude, trust in the source of information, removing fear of possible failure).

Types of suggestion

Suggestion is the introduction of any ideas, feelings, emotions without the possibility of critical evaluation and logical processing, i.e. bypassing consciousness. With suggestion, all transmitted ideas are perceived and executed “blindly”.

Suggestion is used to block a person’s unwanted behavior or thinking, to persuade a person to do a desired action or behavior, and to spread useful information and rumors.

16 pages, 7565 words

Persuasion and suggestion as methods of psychological influence (influence) of a leader on subordinates

... the use of suggestion is mastering the techniques of suggestion, which can be divided into three groups: 1. Techniques of direct suggestion - advice, proposal, suggestive instruction, command, order. 2. Techniques of indirect suggestion - hint, approval, condemnation...

Suggestions gain strength through repetition. A person can reject an offer made once, but if he listens to the same one for a while, he will accept it. In addition, the suggestion may not produce a noticeable effect immediately, but may appear after a certain time. When the conscious mind is interested and distracted, the subconscious mind is left unprotected and absorbs everything that is told to it.

The main tool of suggestion is the word, and the gaze also has the effect of suggestion.

There are the following types of suggestion:

1. Direct - influence with words.

a) commands and orders. They are authoritarian and directive in nature. These are sharp, short phrases, accompanied by appropriate facial expressions, gestures, and intonation. Usually phrases are repeated several times.
b) instructions that influence emotions, attitudes and motives of behavior. These are soft soothing phrases, they are repeated several times in a calm tone.

2. Indirect - hidden, disguised suggestion. An intermediate effect or stimulus is used to enhance the effect, for example, a pill that has no medicinal properties (“placebo effect”).

Indirect suggestion is learned unconsciously, involuntarily, imperceptibly.

Suggestion can occur either intentionally or unintentionally.

1. Intentional suggestion, when the suggestive person tries to achieve a specific goal, knows what and to whom he wants to suggest, and makes efforts to achieve his goals.

12 pages, 5847 words

Characteristics of methods and techniques of psychological and pedagogical influence

Contents Page Introduction 2 1. Characteristics of methods and techniques of psychological and pedagogical influence and the conditions for their effective use in the professional activities of a police officer 3 2. Psychological content of the requirements for the personality of a police officer. Professional deformation. 10 Task 17 Solution 18 Conclusion 22 Literature 24 Introduction The problem of psychological impact is important and ...

2. Unintentional suggestion, when the suggestive person does not set a goal to suggest something to the suggested person and does not make any effort.

The content of the suggestion can be positive or negative.

1. Positive instills positive psychological properties, qualities, states (self-confidence, faith in recovery).

2. Negative instills negative psychological properties, qualities, states (laziness, lack of self-confidence, dishonesty).

Techniques of suggestion

Techniques of suggestion, which can be divided into three groups:

1. Techniques of direct suggestion - advice, proposal, suggestive instruction, command, order.

2. Techniques of indirect suggestion - hint, approval, condemnation, “deceived expectation”, etc.

3. Techniques of hidden suggestion - truism, illusion of choice, provision of all options, linking the actual and the desired.

4. Techniques of direct suggestion.

Techniques of direct suggestion

Advice and suggestion - these techniques are most effective if the target has gained confidence in the suggestor. Techniques of direct suggestion require different voice settings, intonation of sentences, and gestures. So, when using advice for suggestion, the tone should be soft and friendly. At the same time, research by psychologists shows that many people do not know their intonation characteristics. As a result of this, very often advice is given in a mentoring tone, which naturally evokes an internal protest in the person being suggested. To get rid of this drawback, you need to purposefully train speech intonation using video recordings and voice recordings.

11 pages, 5076 words

Psychology of conversion, communication mechanisms, suggestions and influence on the consciousness and behavior of believers

… . In this case, the suggestive influence can come from an individual, a group, or a complex of social factors. Suggestion is characterized by the conflict-free nature of the reception of information by the object of suggestion. When merging... lightness, joy, tenderness). True, the ritual often brought the believer to a direct disorder of consciousness (unconsciousness, hallucinations). There is a certain sequence in the development of ecstasy...

Inspiring instruction is characterized by the fact that the manager’s appeal, expressed in an imperative form, without argumentation, determines the executive behavior of the subordinate. Verbal forms of inspiring instruction are command, instruction, order, prohibition. The inspiring instruction is supported by a more emotional intonation and confidence-inspiring gestures. The construction of the phrase and intonation should not allow critical perception. The text is pronounced with a feeling of unshakable confidence that the subordinate will carry out the order. Unlike commands and orders, which are designed to trigger an existing skill, inspiring instruction creates a holistic setting for activity. Most often, inspiring instruction is used as an individual means, in order to develop self-confidence in subordinates, adjust the level of aspirations, weaken negative habits, and change behavior patterns. The conditions for the effectiveness of suggestive instruction in managerial communication are, first of all, the authority of the manager, as well as the absence of conflict in his relations with his subordinate, a favorable microclimate in the company’s team, and the style and form of verbal expression of this suggestive technique.

Commands and orders, as a type of direct suggestive influence, require accurate and quick execution. They are designed for automatic behavior and represent a special type of verbal influence, expressed in a brief form, precisely defined by existing regulations or traditions. Commands are given in a firm, calm voice and commanding tone. It is important that instructions penetrate into the subconscious of employees, as deeply and unambiguously as possible. Then a deep complex perception is formed.

8 pages, 3675 words

Hypnosis. Real mechanisms of suggestive influence

MOSCOW EXTERNAL HUMANITIES UNIVERSITY ACADEMY OF PEDAGOGY FACULTY OF PEDAGOGY DEPARTMENT OF PSYCHOLOGY AND PSYCHOLOGICAL COUNSELING “Real mechanisms of suggestive influence” Authorized abstract on the course “Suggestology and hypnosis” Last name, first name, patronymic of the student Certificate book number Leader (teacher) Reviewer & ...

Repetition, as a method of suggestion, must be carried out taking into account the fact that repeated perception of ideas and images invariably causes an associative effect in the psyche. With the repetition of information messages, primary associations are supplemented by new ones based on spatial, temporal, quantitative, cause-and-effect relationships, sequence relationships, etc., which arise in the minds of individuals of a particular audience. Ultimately, the formulated associative series and chains consolidate the information received in the psyche. The more such associations there are, the more likely it is that the messages will be accepted by the consciousness of the recipients.

Techniques of indirect suggestion

The main methods of indirect suggestion are hint, suggestive indirect approval, indirect condemnation and others.

An educational technique called a hint is based on the use of the mechanism of indirect suggestion. It consists in the fact that the leader, wanting to slow down the development of an undesirable quality, does not directly indicate the required behavior, does not criticize, but goes to the goal in a roundabout way. When hinting, the leader's words or expressions are constructed in such a way that an incompletely expressed thought can be understood only by guesswork.

A hint is a path that certainly spares pride. They use it in situations of minor violations that are not subject to open discussion and punishment. It is advisable to use it in relation to subordinates who show selfishness, vanity, snobbery, complacency, resentment, jealousy, deceit, self-interest, boasting and irritability, as well as often resorting to the help of others. The readiness to use this technique with subordinates who arouse sympathy among managers is low, but increases with a negative attitude towards the object of influence. The technique is used to exert a corrective influence on people who easily take on tasks and do not complete them. Initiative is a useful trait, but when it is unproductive and only distracts people, gentle adjustments have to be made.

A hint can be in the form of a joke, irony, advice, or analogy. The inner essence of a hint is its focus not on consciousness, not on the logic of the object, but on emotions and internal attitudes.

At the same time, joke, irony, analogy, being an effective tool of suggestion, can hurt the personal dignity of the object, which can cause the appearance of barriers. In this regard, the suggestor must sensitively grasp the attitude of the object to the subject of communication. The emotional background of the communication situation also becomes of great importance. Here it is desirable to create a “concert mood”, the formation of a strong interest in the problem under discussion.

In managerial communication there may be situations in which it is possible to use the “placebo” technique, in particular, for pedagogical purposes. However, it must be used extremely carefully, since disclosure of the fact of its use is perceived by the suggestible as deception.

“A roundabout maneuver” is the essence of this technique, writes I.D. Ladanov, is that any thought or idea is presented to the object as its own.

False expectations can be used in managerial communication both when the object has a friendly attitude towards the suggestor, and when it is clearly hostile. A prerequisite for successful application, according to I.D. Ladanov, - this technique is to create a tense situation of expecting very specific actions from the opponent. Previous events should form a strictly directed train of thought in the object. When the inconsistency of this direction is discovered, the object of suggestion is at a loss and accepts the suggested idea without resistance.

The "free" commentary was based on the theory of rationality of suggestion. The purpose of such a comment is to create a certain context for the information about the facts. Suggestion here is carried out, in particular, through the substitution of the object of judgment.

To illustrate the fact, it is believed that imitation of a visible image is carried out more easily, and ideas and faith, as the object of imitation, are acquired on the basis of various associations with these visible images.

Yu.A. Sherkovin cites the techniques of suggestion developed by the American psychologists and the Lee spouses:

“Labeling” The name of the main idea or phenomenon is “pasted” with an epithet or metaphor, most often offensive, causing a negative attitude. Thus, emotional connotation of words or phrases that were previously neutral is deliberately created. This technique is most often used to discredit a phenomenon or object in the eyes of the recipient. At the same time, this technique can also be used to exalt a phenomenon, create personal authority, etc. That is, labels can also have a positive connotation.

“Shining generalization” consists of designating a specific thing, idea or person with a general generic name that has a positive emotional connotation. The purpose of this technique is to encourage the communication partner to accept and approve of the concept being presented. The “shining generalization” technique hides the negative aspects of a particular thing, idea or personality and, thus, does not cause unwanted associations in the recipient. An example of a shining generalization from modern life: “democratic transformations” (transformations occur, but they are not necessarily all democratic).

The technique of “transfer” or “transfer”: its essence is to encourage the partner to associate the presented concept with some other one that has an undeniable prestigious value in order to make the concept acceptable. Negative transference is also possible through the urge to associate with clearly negative concepts. This option, notes Yu.A. Sherkovin - is widely used to discredit ideas, personalities, situations that cannot be discredited by logical evidence.

“Testimony” consists of bringing the statement of a person who is respected or, conversely, hated by the partner. Such a statement contains an assessment of the presented phenomenon. This assessment should encourage the recipient to have a definite, positive or negative attitude towards the phenomenon under discussion. Statements of political figures, famous artists, etc. can be used here.

“Playing common people”: when using this technique, the message is presented in a deliberately simplified manner, using everyday vocabulary (sometimes even obscene), jargon familiar to the given environment. The purpose of this technique is to encourage the listener to associate the personality of the communicator and the concepts presented by him with positive values due to the “nationality” of these concepts or the belonging of their source to “ordinary people.” At the same time, “common people” can be demonstrated by appearance, behavior, and lifestyle.

The “shuffling” technique consists of selecting and biasedly presenting to the audience only positive or only negative facts of reality in order to instill in the partner the validity of any idea. Here, facts are inspired that lead the partner to the necessary conclusions. Outwardly, the appearance of conviction remains.

"Band Band": This technique involves encouraging your partner to accept the message's value because everyone in the social group shares it. An appeal to “everyone,” notes Yu.A. Sherkovin, - takes into account that people, as a rule, believe in the victorious power of the majority, and therefore want to be with those who make up it. This technique is widely used in advertising of goods and services. In management communication, the use of this technique consists of an appeal to the opinion of the team.

Techniques of hidden suggestion

Techniques of hidden suggestion are currently widely used in medical practice, advertising, and are partially used in teaching. After appropriate adaptation, they can be successfully used in certain forms of management communication.

A truism is an obvious truth, a banality. However, expressing such an obvious truth during a conversation with a subordinate has an inspiring effect, because people tend to perceive events occurring in the world around them “at their own expense,” as if everything is aimed at them. The value of this technique also lies in the fact that, perceiving the banality as addressed to himself, the subordinate has no opportunity to object. However, in a specific situation, it automatically provides the opportunity for a specific manager to give a very specific task to a given performer.

Persuasion and suggestion

The practice of social communication has developed two main ways of exercising communicative influence, that is, influence through messages: persuasion and suggestion. Persuasion is the process of logical substantiation by a message (or several messages) of any judgment or conclusion in order to achieve the agreement of the interlocutor (or audience) with the expressed point of view. Persuasion involves such a shift in the consciousness of the interlocutor (audience), which will make him ready to defend this point of view and act in accordance with it. V.I. Lenin considered this moment a function of independent mature thinking. In the process of communication, persuasion itself comes down to the creation and transmission of messages, each of which necessarily - in accordance with the rules of logic - contains a thesis, confirmed by arguments and demonstration of the truth of the thesis. However, persuasion in this process turns out to be complicated by the influence of such factors as the quality and emotional acceptability of the arguments for the interlocutor, their relevance for proving a specific thesis, and finally, the circumstances in which communication takes place.

The results of persuasion are also influenced by appeals to the feelings of the interlocutor. Arguments containing this kind of appeal are designed to arouse emotion and will in the listeners. Such argumentation in communication sharpens moral feelings of duty, pride, dignity, i.e. feelings that are conducive to conviction. Irony and sarcasm, appealing to feelings of pity and compassion, modesty, and the individual’s desire to be with the majority can serve the same purpose in argumentation. Persuasion in the course of communication is effective only with due consideration of the real possibilities of this method in specific conditions. Without this, persuasive influence turns into unhelpful moralizing, which does not give the desired result. Taking into account real possibilities, “through persuasion, you can achieve a restructuring of consciousness, motives for activity, form a desire, change your lifestyle...” In political struggles that affect fundamental class interests, situations often arise when some audiences do not show a willingness to logically compare arguments and conclusions to develop agreement with the truth of the latter. At one time, on this occasion, V.I. Lenin, rebuffing the dreamers regarding their hopes for persuading the overthrown exploiting classes, wrote: “... they thought, maybe they are thinking, dreaming that socialism can be introduced through persuasion... No, that’s how it is.” The earth is not built happily; The exploiters, the landowner animals, and the capitalist class cannot be convinced.”

Suggestion is a method of communication influence designed for the uncritical perception of messages in which something is affirmed or denied without evidence. At the modern level of development of knowledge about this psychological phenomenon, they usually proceed from the position that “suggestion is based on confidence formed without logical proof, and is transferred or, more precisely, automatically spreads from individual to individual, from the collective to the individual and vice versa.” Of particular importance in the course of suggestion is a group of factors related to the orientation of interlocutors to the personality of the one who suggests. The degree to which the audience is willing to focus its attention on messages of a certain content, perceive them and assimilate them largely depends on its ideas about the person acting as a communicator. The assessment of his status and role behavior, his prestige, the sincerity of his intentions and the reliability of the information emanating from him becomes of great importance.

The process of suggestion in conditions characterized positively by the noted indicators is usually very effective. And in cases where it is necessary to use suggestion for the purpose of ideological influence, care should be taken in advance to ensure that the listed signs of orientation towards the communicator correspond to the task. The specific conditions in which messages are received have a far-reaching influence on the subjective readiness of communication participants to accept suggestive influence. Intense attention from others and applause, a lack of information on an important political issue in conditions of anticipation, for example, seriously influence the audience's willingness to accept proposed judgments uncritically.

The immediate result of the processes of persuasion and suggestion is the formation in the minds of the audience of attitudes regarding objects that are affected or associated with the subjects of the message, or the consolidation of existing attitudes, or, finally, the change or suppression of the effects of attitudes that contradict the goals of the influence being carried out.

A party worker, especially a propagandist, has to use in his activities various types of communication, various methods of psychological, primarily speech, influence. And he must constantly take care to make his communication, be it personal or socially oriented, speech from the podium or intimate conversation, as effective as possible. Many shortcomings in educational work about the masses are caused by the inability to convey ideas, beliefs, and facts to people.

Therefore, propagandists face a very urgent task - to develop professional communication skills. Until now, this task has been posed primarily for oratory - it is obvious that you need to be able to speak from the podium. But you need to be able to speak and communicate in general, and not only with a mass audience. This obliges us to study the general psychological and socio-psychological mechanism of effective communication and give it the attention it deserves due to its social significance.

Conclusion

Suggestion as a method of socio-psychological influence is the imposition of certain thoughts (often unconscious) perceptions. This is a purposeful and unreasoned influence on an individual or group of people. While under the influence of suggestion, a person does not control the influence directed at him. Therefore, the easiest way is to instill in a person what he is predisposed to due to his needs and interests.

However, something can be suggested against his will, causing certain feelings and states that push him to commit an act. With suggestion, information is perceived that contains ready-made conclusions, and then, on its basis, motives and attitudes for certain behavior are formed. During the process of suggestion, the intellectual activity of consciousness is either absent or significantly weakened, and the perception of information is based on the mechanisms of infection and imitation.

At the socio-psychological level, suggestion has a certain specificity, which is associated with a number of factors on which the effectiveness of suggestion depends.

Firstly, the characteristics of the one who carries out the suggestion are of great importance - his social status, attractiveness, volitional and intellectual characteristics.

Secondly, the characteristics of the person to whom the suggestion is directed, in particular, its ability to include psychological defense mechanisms, are important.

Thirdly, a significant factor is the characteristics of the relationship between the suggestor and the suggestible person - trust, authority, dependence. And, finally, the effectiveness of suggestion depends on the method of constructing the message - the level of argumentation, the nature of the combination of logical and emotional components, and reinforcement by other influences.

Suggestion is achieved by various kinds of verbal and nonverbal means - words, intonation, facial expressions, gestures, and actions of the suggestor.

The mechanism of suggestion is widely used today throughout the world.

Bibliography

Zimbardo F., Leippe M. Social influence - St. Petersburg: Peter, 2001. – 448 p.
Myers D. Social psychology. – 7th ed. – St. Petersburg: Peter, 2009. – 794 p.
Graham J. Scott, Mental Power: A Guide to Business Success, ed. “Delo”, Moscow, 1991, 520 p.
Bandurka A.M., Bocharova S.P., Zemlyanskaya E.V., “Fundamentals of management psychology,” ed. University of Internal Affairs, Kharkov, 1999, 528 p.
Zimbardo F., Leippe M., “Social influence”, Peter, St. Petersburg, 2001, 448 p.
Loznitsa “Psychology of Management”, ed. “Astroprint”, Kyiv, 1999, 299 p.
Cialdini R., “The Psychology of Influence,” ed. “Peter”, St. Petersburg, 2001, 620 p.
Vasiliev L. M. “Experimental studies of mental suggestion” L., 1962
Bekhterev V. M. “Suggestion in public life” // Pravda, 1990, No. 7

SUGGESTIVE PSYCHOTHERAPY. SUGGESTION. SUGGESTION IN A STATE OF NATURAL SLEEP. INDIRECT Suggestion. SUGGESTION AND PLACEBO EFFECTS

Direct and indirect suggestions

Hypnotic suggestion

Basic types of suggestions

Relaxation suggestion

Deepening suggestion

Direct suggestion

Figurative suggestion

Indirect suggestion

Post-hypnotic suggestion

Read more: A Guide to Effective Suggestion.

External links

Suggestion and infection as methods of psychological influence: a comparative analysis

Elements of indirect suggestion in communication with victims

Instant hypnosis. The power of suggestion, techniques, techniques Viktor Zaitsev, 2013

Some techniques of information and psychological influence

A.L. Poteryakhin

Some tricks

informational and psychological impact

(Materials for the seminar)

Persuasion Techniques

Techniques of direct suggestion

Techniques of indirect suggestion

Techniques of hidden suggestion

Suggestion as a mechanism of influence on a person

1) General characteristics of the psychological qualities and abilities of the individual and their influence on the forms and methods of communication

Distortion of information. Problems of business communication

Persuasion and suggestion as methods of psychological influence (influence) of a leader on subordinates

Characteristics of methods and techniques of psychological and pedagogical influence

Psychology of conversion, communication mechanisms, suggestions and influence on the consciousness and behavior of believers

Hypnosis. Real mechanisms of suggestive influence