Types and methods of manipulation. Manipulation in management Manipulation in management activity
Manipulation (from Lat. Manipulus - a handful, a handful, manus - a hand) is a system of methods of social and psychological influence on the masses in order to change their views and behavior in the direction desired for the manipulating one.
The peculiarity of manipulation is that the manipulator seeks to hide his intentions. Therefore, for everyone except the manipulator himself, manipulation appears rather as a result of reconstruction, interpretation of certain of his actions, and not direct discretion.
Manipulation in a figurative sense is the desire to "get hold of", "tame" another, "hook", that is, an attempt to turn a person into an obedient instrument, like a puppet. However, the metaphor of picking up one's hands is a core feature, but by no means the only one that characterizes psychological manipulation. In the process of its formation, this feature was supplemented by other qualities. Firstly, manipulation is characterized by skill, dexterity, and mastery of execution. Second, manipulation involves creating an illusion. It wouldn't make sense to call an action manipulation if it was done explicitly.
Manipulation is a skillful inducement of another to achieve (pursue) the goal indirectly embedded by the manipulator. Accordingly, manipulation, manipulation for selfish purposes is the inducement of the other to achieve the goals determined by the selfish interest of the manipulator.
The manipulation is carried out mainly through the media. Manipulation techniques are varied: conscious inadequate actualization of events, ideas, opinions, customs, stereotypes of behavior; distorted coverage of the historical past and modern phenomena; one-sided selection of facts and arguments, etc. Linguistic means are widely used, for example, the manipulation of terms, the technology of presenting information (accents, illustrations, plots, etc.).
One of the reasons for the widespread use of manipulation technologies is considered to be the stereotyped thinking of a modern person, this allows the manipulator, on the basis of stereotypes existing in the mind, to construct a false picture of the world by creating new or modifying old systems of stereotypes in the mass consciousness. The basis for the existence and spread of stereotypes is considered to be a clear lack of reliable, proven knowledge from the relevant areas of life. The introduction of a message into consciousness occurs either based on already existing stereotypes with their simultaneous strengthening or correction by shifting accents in the message, or by replacing them with others, more emotionally colored. Stereotypes deeply affect the entire process of perception, participate in the creation of stable views, while they often distort reality, create an illusory picture of the world, within which a person begins to act. Sketchy thinking sets certain reactions to a standardized message. It is worth noting that stereotypes are a system of beliefs and attitudes, they do not depend on a person's social experience, therefore "by introducing certain beliefs and attitudes into the minds of people, the manipulator gets the opportunity to change the individual's attitude to reality, regardless of his social experience."
Stereotypes are embedded in the subconscious with the help of emotions. At the same time, basic human needs and fears are used: the need for love and protection, approval, fear of uncertainty, sexual instincts, a sense of duty, justice, guilt, etc.
Unlike interpersonal manipulation, political manipulation is impersonal and involves an impact on the broad masses. The will of the minority (or even an individual) is imposed on the majority in a veiled form. Propaganda is one of the main means of political manipulation. The technology of political manipulation assumes the following points:
- - introduction into consciousness under the guise of objective information of implicit, but desirable for certain groups of content;
- - impact on painful points of public consciousness that arouse fear, anxiety, hatred, etc .;
- - the implementation of certain plans and hidden goals, the achievement of which the communicant associates with the support of public opinion for his position.
The victims of manipulation also bear their share of responsibility, since people allow themselves to be manipulated, dumping responsibility for their actions on the so-called manipulators. The redistribution of responsibility between the leader and the crowd creates the prerequisites for manipulation.
A manipulator is a person who uses other people to achieve his goals. A person very often may not understand that he himself is a manipulator or an object of manipulation.
A predisposition to manipulation is characteristic of the so-called neurotic personality. One of the needs of the neurotic is the need for domination, the possession of power. Karen Horney believes that the obsessive desire to dominate gives rise to a person's inability to establish an equal relationship. If he does not become a leader, then he feels completely lost, dependent and helpless. He is so overbearing that everything that goes beyond his power is perceived by him as his own submission. It is not only their object that suffers from manipulation. The manipulator is also a victim of his attitude in life. He believes that "manipulation is a pseudophilosophy of life, aimed at exploiting and controlling both oneself and others."
In management practice, situations are often encountered when the objectives of management diverge from the objectives and interests of the objects of management influence. In such cases, it is necessary to overcome the natural resistance of the controlled system, and the subject of control resorts to a technique called manipulation. That is, he does not just control, acting on the object, but, as it were, completely ignores it, neglecting its interests. The manipulator reduces the value of the human personality to utility from the point of view of his own momentary interests.
Manipulative influences, the use of various means and technologies of information and psychological influence on people have become quite common in everyday life, economic competition and political struggle.
In management, manipulation implies ways of exerting psychological pressure on teams, individuals during reorganization, formation public opinion negotiating.
In terms of content, manipulation and manipulation is a form social management, in which the own goals and interests of the control object are ignored. Informational and psychological influence of a manipulative nature, carried out in the interests of a person or groups of people in relation to others, is a specific form of management. This form of management is dangerous in cases where it is carried out secretly, brings one-sided benefits to its organizers.
However, the polysemy of the socio-psychological phenomenon of manipulation does not allow giving any specific definition only in the mainstream of sociology or psychology.
The concept of "manipulation" is used in the following meanings. First, as a designation of a specific general approach to social interaction and management, involving the active use of various methods of hidden coercion of people. Secondly, manipulation is used as a designation for a specific type of psychological influence. In this meaning, the concepts of "manipulative influence", "psychological manipulations", "manipulation of public opinion" and "manipulation of public consciousness", "interpersonal manipulations", "socio-political manipulations of a person", etc. are also used. Thirdly, the concept of manipulation is used to denote certain organizational forms of using secret coercion of a person and individual methods or stable combinations of methods of hidden psychological influence on a person.
In the sociology of management, several types of manipulation are considered: economic, political, bureaucratic, ideological, psychological.
Negotiators using different ways manipulating information, implement reflexive control technology in order to achieve their goals and achieve more favorable conditions for their side, as a rule, at the expense of infringing on the interests of the other side. Moreover, this happens both in situations affecting the interests of an individual or several persons, and interstate relations, in which the interests of entire peoples and even, as history testifies, their very existence, act at the price of manipulation.
The methods of hidden psychological coercion of a person have long been widespread in various cultures. The diversity of manifestations of secret coercion of a person, depending on cultural, historical and social conditions, has transformed into a variety of concepts that reflect the practice of their use in social interaction and communication between people. Scams, machinations, bluffs, fraud, manipulations, political intrigues, hoaxes, provocations, psychological and covert operations, advertising campaigns, disinformation - this is not a complete set of concepts that have been used and are used to denote the manifestations of the phenomenon of secret coercion of a person.
The methods of secret coercion of people in various cultures are widely used in various spheres of social interaction. In the most general form, the traditional areas of their use are diplomacy, military art, secret activities of special services (especially intensively in the activities of intelligence and counterintelligence), competition in the economic sphere, political struggle... Activities of relevant organizational structures in these areas, as it were, permeated with a network of human relationships and contacts. From the decisions of specific people with their personal characteristics, individual psychological characteristics, their own life and professional experience, from their likes and dislikes, habits, views, attachments, etc. the fate and well-being or ill-being of many other people, important social, economic and political changes in society depend.
The use of covert coercion of people in these areas is characterized by some specific features that distinguish the use of methods of covert psychological coercion in the daily life of most people. First, it is the presence and use of special procedures for the selection of objects and impact technologies (methods, means, time sequence and territorial distribution, etc.). The objects can be specific individuals, social groups and organizations, the population of certain regions and countries. Secondly, the presence of organizational structures (directorates, divisions, departments, units, subdivisions, etc.) and specialists in the application of methods of hidden psychological coercion of people. Thirdly, the presence of special structures and procedures for identifying signs of using methods of hidden psychological influence and protection from them.
The essence of manipulation
Management in social systems is rarely limited to simply agreeing on the existing goals of the participants. Intensification of management presupposes an active influence on the complex of objectives of the management object and the system of its values. From these positions, social management can be viewed as a kind of marketing, when the owner of the product (the manager who distributes a certain set of goods) diligently exaggerates its merits in comparison with the price that should be paid for it. It is on these principles that a significant number of methods of social and psychological management are based.
In practice, situations are encountered everywhere when, due to the conditions for solving the problem facing the control system, it turns out to be incompatible with the goals of the participants. This may be due to the selfish orientation of the goals of the control system; insolubility of contradictions within the controlled system. There are plenty of examples: an entrepreneur, the only one social purpose which is to maximize profits; a politician striving for the sake of winning the elections to attract voters at any cost; a doctor who is confronted with a patient who denies the need for treatment. All of them are forced to overcome the natural resistance of the controlled system.
In these cases, the subject of control resorts to a technique called manipulation. He not only controls, influencing the object, but completely ignores it, neglects its own interests. In manipulations, the object of control - a person - begins to be seriously considered only as an object of control. The value and significance of the human person is reduced by the manipulator to utility from the point of view of his own momentary tasks.
In terms of content, manipulation is a form of control in which the own goals and interests of the control object are ignored. They can be ignored completely or admitted formally (fictitious), but when management decisions are not taken into account as components of the management objective. In terms of form, manipulation is a socio-psychological impact, deception, fraud, built on a fictitious recognition of a partner's interests.
The term "manipulation" in relation to human relations has a psychological and even psychiatric nature. Manipulations include acts of hypnosis, when the consciousness of the hypnotized is actually turned off. His goals, against his will, bypassing his mind, are replaced by the goals of the hypnotist - manipulator. When applied to sociology, manipulation should not have such a sinister meaning. This is not hypnosis, but simple falsification.
Thus, manipulation can be presented as a socio-psychological impact, which is of a latent nature, as an irrational way to achieve goals. Manipulation is based on the desire of its subject to obtain one-sided benefit. The object of manipulation is perceived as a means of achieving the subject's own selfish goals. When manipulating, there is no direct physical violence, and changing the behavior of an object in the interests of the manipulator is based on “constructing reality”.
Types of manipulation
There are infinitely many techniques that provide the ability to manipulate both individual and mass consciousness. Manipulative influences in the system management relations can be differentiated on the following grounds:
- depending on the management level highlighted manipulations at the organizational, local, regional, federal levels of power;
- on communicative focus manipulative influence can be distinguished manipulation "from above", manipulation "from below", double manipulation;
- on specifics of information impact distinguish between such types of manipulation as disinformation, silence, neurolinguistic programming, the use of stereotypes, labeling, manipulation of public opinion polls, etc .;
- depending on the subject area the economic, political, bureaucratic, ideological, psychological manipulation is highlighted.
Economic manipulation begins with the use of a difficult, or better - a hopeless financial situation of a partner, when he is ready to agree to any work that is most undesirable for himself for a negligible remuneration. More subtle methods of economic manipulation include such as increasing the nominal rate wages, payment of an insignificant premium, additional payments, compensations for incomparably high inflation and a decrease in purchasing power; unjustified decrease in the level of wages, delays and non-payment. The same kind of actions can have the opposite direction - when the owner of material assets, the employer, becomes the object of manipulation. Strikes and lockouts timed when the organization is unable to withstand pressure labor collective, - the same manipulations. These include any other deliberate non-compliance with formal or implied agreements of an economic nature.
Political manipulation are based on the use of political mechanisms for purposes other than those stated. This can be a declarative adherence by a politician to the interests of political groups, the use of their support and the subsequent failure to fulfill political promises; deliberate distortion by the media of the real alignment of political forces (informational); embellishment of some facts of political significance and suppression of others, or disclosure of their sequence, which creates a misconception about political leaders, parties, movements.
Bureaucratic or organizational manipulation imply any pseudo-activity of an administrative or organizational nature: delaying the time frame for resolving issues, entangling the applicant in the maze of numerous authorities and responsible persons; failure to perform managerial functions and their substitution with obviously useless, but outwardly effective action; inflating the size of the organization.
Ideological manipulation suggest insincerity and falsehood in the sphere of public and personal ideals. They can be built on fictitious adherence to existing social ideals or by creating new ideologies that justify the use of immoral and immoral means with unrealistic end goals. The same manipulations include the formation of a certain and, as a rule, harmful system of values, cultural clichés, and stereotypes of behavior.
Psychological manipulation in fact, they are the simplest and are part of all of the above. Any manipulation of individual or collective consciousness necessarily takes into account the peculiarities of mental perception and the device of the manipulated. This does not exclude, however, the existence of psychological manipulations, the purpose of which is psychological values. A person can be manipulated for the sake of gaining his respect, friendship, love, gratitude. Purely psychological manipulations can act as a prelude to other manipulations, prepare the ground, and remove suspicion. The manifestations of such manipulations include: external attentiveness and tact with internal indifference to the psychological problems of the object; artificial identification of oneself with an object; the formation of sympathies; using personal trust for their own purposes.
Outwardly, manipulations are extremely effective, because they allow you to achieve sometimes unimaginable results. Awareness of the possibilities opened up by manipulative technologies has had such a huge impact on the development of mankind that almost the entire history of the twentieth century can be considered as the result and consequence of manipulations carried out in various spheres and scales. These are revolutions and various changes of political regimes, and the functioning of racism, fascism, the imposition of artificial values, a way of thinking, a way of life, the introduction of new technologies, new goods, and the manipulation of production and consumption.
Manipulation theories
This is not to say that manipulations are a discovery of the 20th or 19th century. Many sociologists and especially psychologists have tried to comprehend the nature of manipulation.
R.S. Rafikova proposed the following classification of the concepts of manipulative influence:
- psychological concepts of manipulation;
- concepts that characterize the manipulative activity of the media and the associated problem of massization;
- concepts defining manipulation as a type of social and government controlled.
The first group is represented by psychological concepts of manipulation. The analysis of psychological manipulations in modern psychological science has led to the development of an appropriate conceptual apparatus as a working tool for their study and systematization. Thus, E. Bern extended the ideas of Freudianism to the social communication of people. He introduced into scientific circulation the concepts of hidden transactions and games, with the help of which to analyze the fate and social activity of a person. There are three states of the Ego in every person - these are Parent, Adult and Child. From the standpoint of this or that state, a person communicates with other people. However, in addition to these basic ones, a person develops many additional personas with corresponding models of behavior. From the standpoint of different role images, people often enter into games, i.e. standardized communication schemes that "look quite natural on the outside, but contain implicit motivation." Similar internal schemes, life scenarios can be identified in the fate of people. The names of such scenarios are curious: "Cinderella", "Sisyphus", etc., artistic images that become life. The analysis of "fairy tales" helps to better understand the life and behavior of people, especially in those cases when the line between fairy tale and reality is blurred. E. Berne himself said that his approach lies in the field of "social psychiatry." But it easily turns into "applied social psychiatry" when his ideas are applied to the management process.
The American researcher E. Shostrom singled out the types of manipulators on the basis of studying the practice of using by people in interpersonal interaction of stable combinations of manipulations. Their positions boiled down to the fact that manipulators move on to enacting and implementing in everyday life whole typical scenarios of manipulation in interpersonal interaction, which becomes the basis for the formation of a typical style of behavior and communication with others.
The second group of concepts is represented by theories characterizing manipulative activities of the media and the consequences of such activities. Manipulation as a function of the media was considered primarily by representatives of the Frankfurt School, in particular, by the followers of the neo-Marxist approach T. Adorno, A. Gouldner, M. Horkheimer. Their main conclusion was that the media have an impact on the mass consciousness and behavior of the population, which acts as a passive object of manipulation, subordination and control. For control and manipulation, for the creation of false needs and the formation of the necessary ideology, a whole industry has been created - the culture industry, which both supplies a sensually given reality and controls the mechanism for processing this reality within a person.
The representative of the critical approach G. Marcuse wrote about the inspiring role of “noise” (mass media). He asks the question "is it possible to draw a line between the media as an instrument of information and entertainment and as agents of manipulation, influencing the mass consciousness of a person." According to Marcuse, the media act as the language of total state administration, generating "one-dimensional consciousness" and orienting towards maintaining the existing order in society.
Such information processing of consciousness leads to transformation social society into the mass and contributes to the formation of the masses pliant to social manipulation. The point of view of many theorists this direction boils down to the fact that the influence of the media forms a "mass society", a "crowd".
Manipulative activity with the help of the media, which popularizes ideas in the public mind, is characterized by the category propaganda. L. Fleser, M. Chukas pointed to the manipulative nature of any propaganda, emphasizing that it is the art of forcing people to actions that they do not want, that in essence it is a controlled spread of deliberately distorted ideas in order to induce people to take actions that meet pre-planned goals interest groups.
Representatives of postmodernism (G. Debord, J. Baudrillard), in contrast to the neo-Marxists, were more radical in their positions on the manipulative activities of the media, arguing that reality does not exist, but only simulacra (appearances), simulations and performances. Modern manipulative technologies are capable of destroying the knowledge gained as a result of historical experience in a person, replacing it with artificially constructed knowledge. Truth, reality no longer exist; a spectacle takes its place. The management of the spectacle concentrates in itself all the possibilities for falsifying both the entire system of human perception and the entire system of social production.
The next group of concepts focuses on manipulation as an integral attribute of public and social management. Manipulative control technologies were generalized in many works of ancient authors - Plato, Aristotle, in the teachings of the ancient Chinese thinker Confucius. The famous Chinese statesman Sun Tzu in his works "Treatise on 36 stratagems" and "Treatise on the art of war" presented an analysis of specific schemes and methods of manipulative influence.
In one of the oldest sources Ancient India The Arthashastra attributed to the brahmana Kautillo is described 4 policy tools: peace negotiations, bribery, sowing discord and open attack. “If there is a choice between two possibilities: whether to resort to the help of a stronger one or to pursue a dual policy, then one should tend to the latter. For the one who leads a dual policy helps himself. The one who resorts to the help of a stronger person helps another, but not himself. " Manipulation as a policy is here justified and recognized as more effective than direct reliance on the help of a stronger one, since it is fraught with the loss of its own independence.
To the concepts of this group include the teachings of the famous Italian thinker, diplomat Niccolo Machiavelli. His treatise "The Emperor" became a kind study guide on political behavior, which amazes with its modern sound even at the beginning of the XXI century. His name has become a household name to denote a specific approach to social interaction and management, involving the use of various methods and means of covert coercion of people. N. Machiavelli was the first theorist of the state to declare that power rests on strength and harmony, and the Tsar must continuously lead special work to win and retain the consent of the subjects.
A special group of theories characterizing manipulation in the system of social and public administration are concepts that reflect the use of manipulation of public opinion and the results of its measurement. In this regard, one cannot fail to mention the famous polemical article by Pierre Bourdieu "Public opinion does not exist", in which he also warns against the incorrect and uncritical inclusion of mass assessments in the processes of public administration. The problem of conditions, boundaries and possibilities of the influence of public opinion on the functioning and development of social systems was also discussed in the works of A. Lowell, W. Lippmann, G. Schiller, D.P. Le Havre and others.
Thus, the selected groups of concepts not only represent the theoretical basis for the study of this phenomenon, but also make it possible to comprehensively analyze manipulation as an integral part of management activity.
Control questions
1. What is the essence of manipulation as a special form of control? What is its danger to the person?
2. Can we say that manipulation is universal and endless?
3. Answer why people tend to manipulate each other? In what and in what areas is this manifested?
4. What are the types of manipulation?
5. What is the essence of economic manipulation?
6. What are the manifestations of political and ideological manipulation? Give examples.
7. What theories of manipulation do you know?
Control - this is the ordering of the corresponding structure and ensuring its effective functioning in full accordance with the laws of the existence and development of this system. Management in social systems is the management of people by people. It covers the impact on the activities of people united in groups, other communities with their different interests.
Motivation as a management function means the process of stimulating all participants in the organization's activities, aimed at achieving the established development goals of the organization.
Motivation is associated with the use of a number of specific categories and
concepts related to both an individual and a group of people, i.e. organizations. Needs are a fundamental category of classical and modern concepts of motivation, meaning the conscious feeling of lack of something or lack of it.
Motivation in the motivational mechanism is a manifested desire to satisfy perceived needs, i.e. motives of purposeful activity. The motivations of a person or a group are manifested in motivational behavior, i.e. behavior aimed at the realization of conscious and accepted motives.
Striving to achieve a goal becomes a stimulus for all activities of employees or team. An incentive in the motivational mechanism is the result towards which the incentive motives of the employee's activity are directed. The assessment of the achievement of this result by a person is felt through the reward received. Reward is a material or moral (psychological) assessment of the result of satisfying a need, i.e. the whole process of motivation.
Reward, as an assessment, can be external (from the manager, organization) and internal (as a self-assessment of job satisfaction).
According to the administrative school of management, the rational behavior of an organization should be based on corporate governance, maintain a balance of interests in obtaining high profits and social responsibility to employees, consumers, society and the state.
Manipulation - This is: 1) trick, manipulation of facts to achieve an unseemly goal (fraud); 2) a system of methods of psychological processing with the help of the mass media (print, radio, television, etc.) of the masses in order to introduce a false, illusory consciousness.
Manipulation Is a system of methods of ideological and socio-psychological influence with the aim of changing the thinking and behavior of people contrary to their interests. At the same time, people often do not realize that their worldview, needs and interests and, in general, their way of life largely depend on those who manipulate them.
The concept of "manipulation" implies the process of influencing the consciousness, feelings, psyche, will of a person with the help of certain means in order to change his stereotypes of thinking and behavior. In the conditions of modern society, manipulation is becoming a special kind of activity, acquiring the status of a multiple cyclical process.
Manipulation presupposes the presence of such constituent parts as the subject is the manipulator, the subject is manipulated and the means of manipulation. A manipulator subject can be an individual, a collective or an organization, an institution that develop methods, techniques, mechanisms for manipulating mass consciousness, and also form the goals and objectives of the manipulation process. The manipulated subject can be an individual, a collective, individual social groups, social communities and society as a whole. Manipulation tools include manipulation mechanisms, communication channels for transmitting information, methods, techniques, methods and methodology of manipulation.
Mechanisms serving for the implementation of manipulation processes are material sources and carriers of manipulating influence. The nature of the direction of the manipulation process is determined by the interests of the manipulator, as well as by the characteristics and structure of an individual and mass consciousness; that is, the influence can be directed to the psyche, feelings and emotional state; on social psychology; for everyday and theoretical consciousness; on individual and mass consciousness; mechanisms of perception, motives and value orientations of the individual.
The possibilities for manipulation are especially increasing in connection with the development of mass communication. Social management is characterized by the following set of types of manipulation: economic, political, bureaucratic, ideological, psychological.
The problems of global manipulation of critical resources are investigated: water, food, medicines, etc. The conclusion is substantiated that critical resources will largely determine the prospects for the development of the entire world economy and Russia in particular. Economic manipulation begins with the use of a difficult, or better - a hopeless financial situation of a partner, when he is ready to agree to any work that is most undesirable for himself for a negligible remuneration. More subtle methods of economic manipulation include such as an increase in the nominal wage rate, the payment of an insignificant bonus, additional payments, compensations with incomparably high inflation and a reduction in purchasing power; unjustified decrease in the level of wages, delays and non-payment, the same kind of actions can have the opposite direction - when the object of manipulation is the owner of material assets, the employer. Strikes and lockouts, timed to coincide with the moment when the organization is unable to resist the pressure of the work collective - the same manipulation. These include any other deliberate non-compliance with formal or implied agreements of an economic nature.
Political manipulation
With the emergence of the need to rule and control, the need to impose one's will on the subjects inevitably arises, as most researchers dealing with the problems of political manipulation believe.
Political manipulations are distinguished by their political purpose and the consequences that arise in society when they are used. Managing a person is divided into two types: open (explicit) and hidden (secret).
The following methods of manipulation at the administrative level are distinguished:
Mobilization of organizational and financial resources in the regions where "parties of power" are being created. At the same time, premises, transport are paid from the state pocket, civil servants are mobilized to carry out various actions;
Selective application of the law: support for “insiders” and undermining the activities of opponents;
Manipulation of electoral legislation;
Departmental resource (agitation for power in large departments is carried out by leaders);
Redistribution of budgetary funds (increase in pensions, introduction of benefits, payment of wage arrears before elections);
Direct forceful pressure (raids by special forces, closure of opposition newspapers);
Personnel changes;
Dominance in the information space (many publications are under the control of the authorities);
Falsification of elections.
The greatest danger to citizens and democratic government is the use of the media for political manipulation - covert control of the political consciousness and behavior of people in order to force them to act (or not act) contrary to their own interests. Manipulation is based on lies and deception. Moreover, this is not a “lie for salvation,” but selfish actions. Without a proper fight against manipulation, it can become main function The media and to nullify the democratic principles officially proclaimed by the state.
Demanding more flexibility in politics, manipulation as a method of social management has a number of advantages for its subjects in comparison with coercive and economic methods of domination. It is carried out unnoticed by the ruled, does not entail direct sacrifices and blood, and does not require large material costs, which are necessary to bribe or calm numerous political opponents.
Bureaucratic manipulation
Bureaucratic or organizational manipulations imply any pseudo-activity of an administrative or organizational nature: delaying the time frame for resolving issues, entangling the applicant in the maze of numerous authorities and responsible persons; failure to perform managerial functions and their substitution with deliberately useless, but outwardly effective activities; inflating the size of the organization.
Ideological manipulation
Ideological manipulation presupposes insincerity and falsehood in the sphere of social and personal ideals. They can be built on fictitious adherence to existing social ideals, or by creating new ideologies that justify the use of immoral and immoral means not for real end goals. The same manipulations include the formation of a certain and, as a rule, harmful system of values, cultural clichés, and stereotypes of behavior.
Psychological manipulation
Allocate verbal and non-verbal manipulation. Less than 33% is transmitted via the verbal channel, and more than 65% of information is transmitted using non-verbal means communication. In verbal (verbal) manipulation, the manipulator's speech serves as a means of influencing the interlocutor. Non-verbal (without words) manipulation is carried out using poses, gestures, looks, facial expressions, territorial location, etc.
Methods of manipulation that are perceived and unconscious by the manipulator should be highlighted. In the first case, we are talking about manipulation that a person commits from the best intentions, wishing to “help his neighbor,” in the second, the methods of manipulation are aimed solely at obtaining his own benefit.
Unconscious methods are manifested when a person lies to another. Lies are often an external manifestation of the defense mechanisms of the personality.
PR(public relations) is a conscious organization of communication, the purpose of which is to achieve mutual understanding and establish a fruitful relationship between the organization and its audiences through two-way communication.
NLP(neurolinguistic programming) - manipulation of human consciousness using linguistic technologies, coding of consciousness.
One of the main merits of NLP is a specially developed language (a set of signs, syntax rules, etc.), which allows you to objectively record the subjective thinking strategies of people. The emergence of such a language made it possible, while studying the activities of a person, to write down not what he does, but how he does it.
Having selected the most effective and objective elements from the obtained description, NLP creates models on their basis that can be transferred to other people. Many manipulative technologies are built on the already created models, with the help of which you can influence people in one way or another.
Propaganda - a method of influencing information on the mass consciousness as a means of ensuring political, military and economic advantages. Propaganda boils down to less systematic attempts to manipulate people's opinions and beliefs through various symbols: words, slogans, monuments, music, etc. propaganda differs from other methods of disseminating knowledge and ideas by its focus on manipulating the consciousness and behavior of people.
An increase in the social activity of citizens, the independence of people, and the expansion of self-government help to overcome the negative phenomena of manipulation.
The needs and interests of the population, and their consideration in state and municipal administration. Goals, values, social norms, social institutions and culture as regulators of the life of people in society. A set of economic and social goals: economic, aimed at obtaining the estimated value of profit from the sale of products or services, and social, related to meeting the social needs of workers. The effectiveness of management will depend on the extent to which these groups of goals are consistent.
Successful implementation of goals is possible provided that they meet a certain set of values. The category "value" refers to social concepts and is used to designate objects, phenomena, properties, ideas, ideals that act as a standard of what should be.
Values- this is any material and spiritual benefits that are inherent in this or that human community. Values differ in intensity, strength, duration, number. There are four main principles of grading values: correctness, intensity, preference, and inclusiveness. The content of the concept "value" V.P. Zdravomyslov, M.S. Kagan, V.A. Poisons are characterized through the vision of a whole range of features that are inherent in one way or another to all organizational forms: significance, normativity, usefulness, necessity, expediency. A value orientation is at the heart of management. The task of sociology of management is to identify the values that specific management activities are focused on, and the compliance of this orientation with the goals of the organization. Revealing values allows you to improve the effectiveness of management and to establish a correspondence between the needs, goals and values of the managed and the governing systems. In the report of the Club of Rome "Reconsideration of the life order" the main point on values and goals is the provision that the fundamental goal of the world community is "to achieve a dignified life and well-being for all citizens of the world." This can be ensured by the implementation of the following positions of a person - citizen - producer - consumer: creation of a productive economic system that ensures the effective functioning of all mechanisms; the creation of organizations that make socially responsible decisions; conservation and rational use of natural resources and prevention of environmental pollution; preservation of cultural achievements; observance of the "internal limits" of a person for his adaptation to the world around him; observance of "external limits", not using the biophysical resources of the earth for their own selfish purposes.
Social norms: moral norms, legal norms, norms of social organizations. The ancient regulator of human life is social norms - this is a rule of behavior that either spontaneously evolves in society, in the course of its historical development, or are established by the state and various social organizations.
The ordering of human life in all its manifestations, in all spheres of social life is carried out with the help of social institutions. Social institutions are such systemic formations that act as the main principle in public life and are the main object of social study. Some social institutions are simply systems of rules of activity, others are systems that are more complex than individual norms, are a set of interrelated norms and values.
The concept of "manipulation" has become widely known thanks to the media and electoral political technologies. Manipulative techniques are often used not only in politics, but also in business. We propose to understand how communicative "traps" work - in order to be able to effectively defend, defend their goals. As a tool for “soft” control, we advise using manipulative techniques only in those “critical” cases when other methods of control do not work.
Business presupposes constant communication, the influence of people on each other: managers, subordinates, clients, representatives of regulatory bodies - all participate in a whirlpool of mutual influence. One of the methods of covert management is often manipulation: the manipulator acts on his interlocutor ("victim") in such a way that he did the act supposedly of his own free will, although in fact he fulfilled someone else's demand. The real goal of the manipulator is masked by another, false one, which is presented to the interlocutor-“victim” as true.
By fingering the "strings" of the interlocutor's soul, the manipulator finds those that "sound" in a certain way. By “stroking” these “strings” or “pulling” them, he takes the “victim” out of emotional balance. For example, we get out of balance when they tell us “Oh, how amazing you look today”, and when we hear “Yes, you are not very good today…” This prepares the necessary emotional attitude for manipulation.
Eichar, who, due to the specifics of his work, is at the “crossroads” of communicative flows, must be able to influence people. He must also be able to defend himself against the influence of a manipulator, to resist his “non-ecological” influence.
Is it ethical to apply manipulative techniques to the HR himself? The question is what goals are being pursued. A similar situation: "lying to the rescue" refers to one of the "crisis" tools in medicine, in the same way manipulation is sometimes (but only sometimes!) Acceptable in management. There are several typical situations where "soft" manipulative influence can help the HR manager in his work.
Situation 1. Recruiting. Manipulative techniques as a subtle instrument of influence can help the HR during an interview with a candidate for vacant post... The HR manager has to conduct a huge number of interviews, and it is very easy to "get lost" in the kaleidoscope of resumes, faces, gestures, questions and answers. Correctly performed manipulation remains unnoticed by the applicant and provides invaluable information to the interviewer. Having created the necessary emotional mood, the HR manager will be able to see the "true face" of the interlocutor (in any case, his most characteristic features).
Situation 2. Motivation. Motivating an employee is perhaps one of the most challenging tasks for an HR professional. How to “make” a person want to work effectively? If he has an internal "mindset for success", he is professional, purposeful and active, then the HR manager can only direct the energy of such an employee into necessary for the company mainstream, help align personal and team goals.
And if the employee is "serving time"? If intrinsic motivation just enough to do job descriptions? And you cannot dismiss this person, and there is no one to replace? In this case, you can turn to manipulation to "generate" the employee's own motivation.
Situation 3. Corporate culture. It is sometimes advisable to use manipulation techniques to form and "tune" the corporate culture, to enhance a sense of loyalty.
If a company is a branch or representative office of a foreign corporation, with its own established culture, in which the “rules of the game” have long been crystallized, then, at first glance, there is nothing easier than transferring these norms to a subsidiary structure. However, this lightness is deceiving: often a borrowed culture looks like a fur coat from someone else's shoulder. It is the HR manager who has to make the "fit" of the "parent" model to the national mentality. In this case, you need to act subtly, including with the help of "soft" manipulative techniques.
In a domestic company, top managers sometimes have a poor idea of what is corporate culture, what advantages does the "corporate spirit" give in the competitive struggle. If the HR sees the need to change the attitude of management towards employees, and straightforward arguments “do not work,” then it is often more effective to resort to manipulation in relation to the boss.
Manipulation traps
In order to resist the “non-ecological” influence of manipulators, let us consider the most typical manipulative “traps”.
"Trap" number 1. Imposing an unambiguous assessment of the situation."Well, you understand that your act is condemned by the collective?", "Only a completely frivolous person can do this."
As soon as the victim nodded in agreement, began to worry (Or maybe this is actually so? From the outside, it is probably more visible ...), she is already "on the hook" (and the manipulator switches to using "trap" "No. 2").
Remember: accepting someone else's assessment of the situation, you are depriving yourself of the opportunity to play "your" game. You can answer like this: “I have not heard such responses from our team”, “This is your own assessment? I have mine, ”etc.
"Trap" number 2. Narrowing the possibilities of solving the problem. Although this or that problem can always be solved in different ways, the manipulator offers one option and “convinces” his victim that there is no other way: “You have one way out of this situation - to make a report yourself” (in fact, this is not the responsibility of the victim, and other employees). "You have no choice but to agree with the terms that I offer."
In this case, you should answer: “I understand your point of view, and now listen to mine. So, I see several options for a way out of this situation. "
Remember that obligations imposed on you from the outside are not your obligations. Check how they align with your personal commitments and company goals.
"Trap" number 3. Artificial creation of a lack of time. The manipulator convinces the victim that the actions necessary for him (the manipulator) must be performed immediately: "There is no time to think, make a decision now, tomorrow it will be too late."
Of course, there are situations that require immediate action (fire, change in the negotiation strategy), but making a decision that can affect the fate of an employee, his relationship in the team, almost never requires haste. If a decision is imposed, then there is simply no time left for analyzing the situation and calculating options.
We advise you to sincerely ask clarifying questions: “I am very pleased that you are worried about me (I really appreciate your concern for me). Tell (those), please, and what will change if I make my decision in a day? What happens if we take our time to make such an important decision? Why does this happen? Where did you get this information? "
"Trap" number 4. The illusion of a simple solution. The manipulator offers the victim a “simple way out” from a difficult situation. "You just need to say (do, wait) ..."
We really like it when a "wizard in a helicopter" of one color or another appears and "shows a movie for free." Belief in miracles is great, but - in homeopathic doses, it has nothing to do with outright laziness.
If you feel this hook, remember that miracles are very rare. And also do not forget the classic phrase of Alexander Pushkin: “Oh, it’s not difficult to deceive me, I myself am glad to be deceived,” if you don’t want it to be about you.
"Trap" No. 5. Overgeneralization. The use of words such as "everyone", "everyone", "we", "always", "nobody", "never" and references to "majority authority" are clear signs of manipulation. "Everyone thinks that you shouldn't express your opinion", "Nobody will support you", "You are always late!", "Everyone knows that individualism in a team is disrespect for colleagues."
In this case, the manipulator does not just impose his assessment of the situation, but also “relies” on the opinion of the authority of the majority. A person very often consciously and subconsciously wants to be “like everyone else”, because life teaches: “white crows” are not easy not only to make a career, but often just to survive. As soon as the bait is swallowed, the victim looks for a way to escape. And the "kind" manipulator offers the only correct solution.
The advice is: ask “Who are everyone? Have you asked all the employees of the company? And everyone is who? Why do you think never? Are there such statistics? Where? Please show me. "
"Trap" No. 6. Formation and use of the "guilt complex". The manipulator plays on the victim's past mistakes or miscalculations. The reminder of past failures in itself knocks out of balance, and if a person is especially vulnerable at this particular "point", then the words of the manipulator fall on the already prepared ground. To confirm their positive reputation or to make amends, the victim takes steps that are contrary to their true goals and desires.
As a response to the manipulator's move, ask yourself if it was your fault, if it was so great, and if you have already corrected your past mistake.
Then answer: “Yes, it really happened. What does the past mistake have to do with the current situation? Why are you talking about my mistake right now? "
Remember another famous phrase: "Don't let the past put your future in the grave."
"Trap" number 7. Easing vigilance. If the manipulator needs information that he cannot get in the question-answer mode, the technique of "circling around the main question" is used. This is, most often, a multi-step tactical manipulation technique. Her options:
1. Working out a related topic. The manipulator begins to speak on a "safe" topic, gradually expanding it, including questions of interest to him. On the "safe" topic, the "victim" relaxes (especially if she is given the opportunity to brag). In such an unbalanced-favorable state, the manipulator with cautious questions (at first glance, within the framework of the previous topic) manages to obtain information that would be impossible to "extort" in a direct conversation.
2. Demonstration of your own awareness. The manipulator by hints and mentioning some information known to him creates the appearance that he already "knows everything", it would be still interesting to learn only insignificant little things, although these data will not change anything in the overall picture. “Yes, this is no longer news. It's obvious. It's not a secret to anybody. You explain to me such a trifle ... ".
Remember the advice of Kozma Prutkov: "Watch out!"
"Trap" No. 8. Technique of "missed fears". This manipulative technique consists of creating a contrast of emotions. In order for it to work, a "terrible future" is created in the victim's imagination: the boss's anger, a fine, work on weekends, winter vacations, etc. to do ... "Fuh, it's carried over!" - the “victim” sighs with relief and quickly agrees, “is saved”. In contrast, what the manipulator proposes to do seems to be such a trifle compared to Apocalypse Now.
Take time out and analyze the situation.
"Trap" No. 9. Unequal exchange. The manipulator offers the victim a "reciprocal exchange" by providing a service: he gives information, helps to deal with a question of interest to him, and then asks for a favor. We are usually accustomed to abiding by mutual exchange rules... It reads: we must try to repay in some way for what the other person provided us... For this reason, we often agree to provide a greater service than the one that was rendered to us in order to throw off the psychological burden of debt. If the exchange is unequal, then, most likely, the impact is "non-ecological", that is, there is manipulation.
Assume that the person who helped you did it of their own free will. Therefore, your gratitude must be consistent with your goals. Do not forget the advice of the ancient sages: "Fear the Danians who bring gifts."
Trap # 10. Using the desire to be consistent. The desire of a person to be a logical manipulator can turn into an extremely powerful weapon of influence. A “sense of consistency” often forces us to act clearly against our own interests. First, the manipulator asks several questions, to which the person answers “yes”. For example, “After all, is it really important for everyone to have a good psychological climate in the team? Would you like to have a big salary? Are you interested in an objective assessment of your work? " Having given several positive answers, the “victim” by inertia answers “yes” to the next one, which is often not related to the previous ones. Without prior “yes” training, the person would most likely answer “no”. More often men fall into this trap - for them to be logical and consistent psychologically is more significant than for women.
If you find yourself in such a situation, then pause after each question and do not link them mentally. Ask the question: “Why does C follow from A and B? I do not understand". It is better to seem slow-witted than to play someone else's game later.
"Trap" No. 11. Pseudo-attachment."You and I are of the same blood" - these words saved Mowgli from predators. You need to help your own. The manipulator says to the victim, “You are such a good companion. You know, I absolutely agree with you. I also like (dislike, annoy, infuriate) when someone does this. " Now the manipulator and the victim are “one team,” and in the team, common interests are higher than private ones. Against this background, the manipulator promotes his ideas and pushes the “victim” into actions that are completely unprofitable for her.
Remember, friendship doesn't develop too quickly. If you "suddenly" have a friend at work, analyze his goals. Before each of your actions, you should ask yourself: “Why am I doing this? And what will I get as a result? Do I really want to do this? "
"Trap" No. 12. Technique "good and evil investigator". This manipulative technique is very widely known, however, it continues to be effective. Here, as in many other cases, the naive belief is triggered: "Thus, they can" play "with anyone, but not with me." Variants of the game in the office: "evil boss" - "understanding HR", "evil head of department" - "HR-defender of my interests." In this game, the "good" always wins.
As a warning, analyze the goals of the "players" communicating with you, abstracting from their words.
We have given examples of only a small number of "traps" used by manipulators to achieve their goals. Let us emphasize that there are no universal manipulative strategies. You can play on the victim's feelings only if its weaknesses are known.
When you resist manipulation, you should remember: you cannot emotionally "join" the situation: defend yourself or attack in response, make excuses, explaining why you are doing one way or another. The answer to the manipulator should be in a calm, even tone of a confident person.
Pay attention to how you feel when communicating. At the emotional level, a person is very sensitive to "manipulative penetration." The victim of manipulation, as a rule, experiences irritation, tries to avoid the manipulator or take revenge on him. If you have to do something that you really don't want to do, it feels like you are trapped. Don't ignore this clue from your inner self.
Eichar should remember that manipulation is good only when it pushes the employee to take some action in his own interests. If the employee begins to work better, communicate more effectively, and conflict less, then the whole team will benefit from this. In this case, the object of manipulation will be sure that the decisions are not imposed on it from the outside. He is more likely to change his views and behavior, because a person makes his own decisions more responsibly than others.
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What weaknesses can manipulators take advantage of? Emotions, stereotypes of perception:
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The subordinate in the face of the superiors must look dashing and silly, so as not to confuse the authorities with his understanding.
From the Decree of Peter I (1709)
Targets and goals
In an office environment, covert management can pursue the following goals:
Make another an instrument for fulfilling your plans;
Transfer part of your work to another;
Avoid responsibility by shifting it onto another (others);
Self-assertion (including at the expense of another);
Resolve your psychological problems, including intrapersonal conflicts;
Give the format of the relationship one way or another (for example, the degree of trust, etc.) while maintaining the required distance;
Get a benefit in the comfort of your position.
Such tasks can be carried out by both managers and subordinates. However, there are also specific tasks due to the different official status of managers and subordinates.
In teams, there is covert management, including manipulation, between colleagues at work.
This happens both as a result of direct communication, and (especially in the case of manipulation) indirectly, through the impact on the leader. This will be discussed below.
In connection with the growth of self-awareness and the level of education of workers, rough methods of managing them no longer "work" as before: orders, shouts, open pressure, coercion. Softer methods, in particular covert control, give better results. Hiding the very fact of compulsion to action allows not to belittle the dignity of a person, relieve unnecessary tension in relationships that interferes with work.
As a person, as a person, as an individual, a subordinate can in no way be inferior to a leader, and often even surpass. Therefore, both thoughtful leaders and subordinates, in principle, are interested in softer management methods that spare a person's pride. Covert control, if not manipulation, is preferred by all to direct coercion.
Latent management allows the leader to eliminate contradictions between personal goals and the desires of employees and collective goals (in particular, production goals), to direct personal motivations in the right direction - to achieve a common goal,
With proper use by the head of covert management, he only wins in the eyes of his subordinates. All this serves as an effective prevention of conflicts.
Let us recall that manipulation is a special case of covert control, characterized by the fact that it is deliberately committed against the will of the addressee of the impact and causes damage to him (material, moral, psychological).
The manipulator leader, having the right to dispose of his subordinates by position, arrogates to himself the right to dispose of a person as a person. This attitude towards a subordinate can manifest itself in various forms: in suppression or direct domination, in manipulation, in humiliation - explicit and rude, refined and veiled. To a certain extent, gentle coercion is better than gross trampling on people's dignity. It is difficult to protect oneself from coercion and humiliation, but still easier than from manipulation, since the confrontation here is mostly veiled with the obvious psychological superiority of the manipulator. During manipulation, the external conflict is replaced by the intrapersonal, therefore it is much more difficult to recognize and more difficult to resolve the conflict, since the struggle with the other is complicated by the struggle with oneself.
Therefore, there is an ethical restriction on the use of manipulation: it becomes purely immoral when a) is used for the personal purposes of a leader, b) violence against a person exceeds the level that is dictated by the specifics of the activity.
Not only managers manage subordinates, but also subordinate leaders. Their goals are almost the same, since they are exhausted by the same list given at the beginning of this paragraph.
However, there are two significant features:
1) covert management is, in fact, the only way for subordinates to manage leaders (the exception is a strike, but this is an extreme degree of disobedience, which takes on a collective character; in such cases, victory over the administration is not guaranteed);
2) “managing” his boss, the subordinate has to act very carefully: the realization by the head that he is being controlled can cost the subordinate dearly.
Covert management by a leader can have the following directions:
Neutralization of his shortcomings as a leader (lack of professionalism, negative character traits, gaps in education, lack of culture);
Achieving personal benefits for the initiator of the impact without prejudice to work and the leader;
Receiving personal gain to the detriment of work, colleagues, manager.
The last case will be called manipulation.
Covert management of subordinates
Assignment of a difficult task. Often there is a need to entrust a subordinate with a task, the implementation of which is not included in his direct responsibilities. Or very time consuming, or very urgent, or not very pleasant.
Leaders can reduce the potential resistance of a subordinate in several ways: by giving indulgences shortly before giving an assignment; abundant praise or compliments at the beginning of a conversation; challenge him when dealing with an ambitious subordinate.
Management of obstinate subordinates. Such situations are observed quite often.
The target of influence can be various circumstances: the ambitions of the subordinate, his desire to prove his exclusivity, as well as the characteristics of the addressee's temperament and character.
The author has repeatedly witnessed situations when the boss said to his ambitious deputy: “Ivan Ivanovich, we were given a task that was absolutely impossible. How can we fight it off? " The ambitious II, who loves to contradict everyone, and even more so looking for an opportunity to show that he should have been appointed as the boss, and not the current one, said: "This task is feasible." - "Theoretically, of course, yes, but practically - no." - "I know how to do it." - "Are you joking?" - "I'm not kidding". - "And how?" - "You will see, I will do it!" - "Fantastic!" - "In three days I will bring you the result!" - "Well, thank you! The load was removed from the soul! "
The task was completed. The target of the impact was the ambition of the deputy, the bait - the love to contradict.
The method of desired situations. It has been established that the employee performs in the best way what he considers necessary, and not what his superiors order (according to many subordinates, this does not always coincide). Therefore, the optimal course of action is here so that the subordinate himself comes to a decision that corresponds to the plan of the leader.
The method of desired situations is that the leader creates a situation in which the subordinate independently comes to the desired decision.
This requires a high psychological culture of leadership, knowledge of psychology, and the motivation of subordinates. This is the highest class of leadership by people who in this case feel free and completely independent. The trust they feel is the best demonstration of respect for an employee. Then he is more willing to join the work, more initiative and satisfied with his work.
At the same time, "to overwhelm" a business planned by oneself means to acknowledge one's insolvency. They approach the implementation of their decisions much more responsibly than the decisions of the management.
Children as a stimulus for discipline. The next example of effective covert management demonstrates the validity of the well-known management rule: those orders are executed more efficiently that take into account the personal interests of subordinates.
The boss held a planning meeting at the very beginning of the working day- at 8.00. There were regular latecomers, and the meeting dragged on. Remarks, reprimands did not help much. Then the manager announced: if there is at least one latecomer, he will postpone the planning meetings to the end of the working day. The late arrivals stopped immediately.
The fact is that a significant group of workers were women who were in a hurry to pick up their children from children's institutions after work. They knew what it meant to take the child last: to find him crying, because the teacher, angry with the overtime waiting, explained that "his mother does not love him."
These mothers warned everyone: if someone is late, let them blame themselves. The leader knew this situation and used it as a target for influencing violators.
Controlnegligent subordinates. It can be carried out, for example, by the method of Socrates. The essence of the method is to set a chain of questions that allow you to lead the interlocutor to the desired solution.
For example, you need to give an order to an employee who (this is known from experience) will argue, prove that this matter is not part of his duties, etc. For example, such a dialogue is possible.
Leader: "You were at a meeting on ..."- "Yes, I was."- "You, of course, paid attention to the fourth paragraph of the decision?"- "Yes, but what?" - "This point is directly addressed to you: you need to do ..."(an order is given and a deadline is determined).
The logic of sequentially asked closed-type questions is such that after each answer the number of degrees of freedom of the respondent is narrowed: after all, answering each question, the opponent determines his position, becomes a prisoner of his previous answers.
In the example considered, the negligent subordinate, perhaps, simply dodged the meeting or read a detective story at it (these possibilities are not excluded by the manager), but he will not dare to say “no” in order to “save face”. And by saying yes, he cuts off his escape routes. The situation is the same with the second question.
In more complex cases, more closed-ended questions may be needed to lead the opponent to the desired solution.
Manipulating subordinates
Manipulation of "The Promised Three Years Await." It's almost a theatrical performance.
A worker comes to the manager with a complaint that he still lives in very poor conditions with
a big family. Six months ago, the boss promised him to allocate an office apartment in two or three, maximum four months. Realizing that this time a simple promise will not be enough, the boss plays a whole performance: he calls the deputy in charge of housing issues, the chairman of the trade union committee and demands to report on what has been done on this issue. In the presence of a worker, he arranges a noisy dressing down and demands that the issue be resolved within one or two months. Having sent them out, he impulsively asks the worker to be patient a little more.
Two directions of manipulative influence are clearly visible here: 1) the desire to postpone the solution of the issue and 2) to influence the addressee's compliance. The second direction (the main one in terms of the effort expended), in turn, can be divided into a number of tasks. First, the director needs to relieve himself of responsibility for the delay; secondly, to convince the petitioner that he is on his side; third, to demonstrate that the issue is being resolved; fourthly, to make the applicant believe that he will soon receive the desired apartment.
The target of impact is the addressee's trust. But since in the beginning it was absent, then it was revived with the help of the "spectacle". The performance itself served as a bait. As a result, the worker, who came as a demanding person, left as a supplicant: having lost his advantage over the violator of the contract, he is now forced to submit to the status advantage of his boss.
Pay later manipulation.The manager invites the employee to go on a business trip to resolve an urgent issue. There is no money at the box office now, so you need to go at your own expense. Travel expenses will be paid later. The employee knows that "later" can last for six months, inflation during this time will "eat up" a significant part of the payment. But it is not by chance that the manager calls this particular person: the employee has close relatives in that city, he will be happy to visit them. Consent received.
The leader chooses the need to see relatives as a target of influence. Without a hidden target, any worker would refuse to travel at virtually their own expense. The bait is the hope that this trip to relatives will still be paid for.
Manipulation "Think about your future."The director of the research institute, every time after his trips to Moscow to the ministry, warned the leaders at the planning meeting: "We must once again return to the structure of the institute" - and looked around attentively at those present. All (or almost all) tensed internally: after all, they might not have appeared in the changed structure.
The purpose of manipulation is to keep the heads of departments in a state of maximum dependence on the will of the director. After such planning meetings, they became more docile and compliant, fulfilling all the requirements of the directorate.
The target of the impact is the fear of losing your position, or even your job altogether. Decoy - messages about the mood in the ministry in terms of funding certain scientific programs.
This manipulation was played out systematically over the years. The shake-ups that were started eventually ended with minor cosmetic changes, everyone managed to keep their places. But the atmosphere ...
Apparently, this style of leadership was one of the reasons that the institute was the focus of endless squabbles and complaints to the highest authorities, as a rule, anonymous. The central newspapers wrote about them more than once, the institute became permanent place work of commissions of all kinds of control bodies. So the price for manipulative control turned out to be enormous ...
Manipulation "Avoidance of response".A subordinate comes with a question that he himself cannot solve. The boss, in order not to betray his unwillingness or inability to solve it, begins to gradually "inflame" the subordinate- scold for real and imaginary shortcomings. He, finally, explodes, goes into raised tones, takes offense. The denouement follows immediately: "First learn to control yourself - then come."
The target of influence in this situation is the hot temper of the subordinate. The leader knows this weakness and exploits it. The comments of the boss serve as bait.
Other techniques of hidden influence. There are leaders, administrators, officials who arrange the reception of visitors in a manipulative way.
Some put a chair for visitors so far from their table that the visitor only therefore feels the insignificance of both his and his business. And this is the purpose of the manipulator.
On the contrary, wishing to demonstrate the disposition and goodwill towards the person, they leave the table and sit next to them. They are offered tea or coffee, offer to smoke.
There are also more sophisticated methods of covert influence. For example, seating the guest in a deep armchair in front of (the table would seem to create comfort for the visitor. In reality, the owner of the office gets a psychological advantage because he looks down at him.) ).
The latter circumstance was skillfully used by Stalin. Leading a meeting, a meeting, he did not sit next to everyone, but walked around. In addition to the “extension from above,” another stereotype of perception was triggered: a person controlling a larger space is perceived as more significant (another target of influence).
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