Manipulation techniques, or how to control other people. Is manipulation ethical?
Knowledge of manipulation techniques is useful not only for influencing the behavior of others, but also helps protect ourselves from attempts to direct our behavior. How to influence the behavior of other people? What is psychological manipulation? Is it ethical to use the art of manipulation?
Manipulation techniques, or how to manipulate people?
Manipulation (Latin: manipulatio — a maneuver, a foray, a trick) is a form of influencing the behavior, attitude, choices or decisions of individuals or groups so that they unconsciously and completely of their own accord carry out the goals of the manipulator. Manipulation techniques make use of: the ability to manage others, knowledge of command and negotiation principles designed to induce a partner to change his or her mind or conduct. Usually, those subjected to manipulation are unaware of it and act in ways that may prove disadvantageous to them in the future. Driven by psychological impulses, they subconsciously make decisions that they would not rationally and thoughtfully make.
A manipulator who is motivated by his own well-being and to achieve his goals puts others at risk of harm.
The manipulator’s goals may be based on:
- marketing,
- economic,
- social,
- political.
It is possible to manipulate both the content and the way information is conveyed. Linguistic manipulation is most often used in propaganda activities. The use of smell, taste and voice stimuli is the domain of manipulation in marketing. Gestures are most often used in personal interactions. Influence techniques are generally viewed by the public as unethical and morally devoid behavior. Despite this, they are a commonly used tool by politicians, salespeople, marketers and negotiators. The object of manipulation itself is not always the manipulator’s direct target. Sometimes it is merely a tool for achieving the ultimate result of a specific action. An example would be an inflamed public opinion that shows intolerance towards other nations, religions or political options.
The Art of Manipulation: 5 steps
The answer to the question “How to manipulate people?” does not take long to find. There are a number of techniques and assigned principles of manipulation that show very high shares of effectiveness. Commonly known is the so-called law of reciprocation. It speaks of the existence of an internal compulsion to reciprocate a good or favor received. This dependency is commonly used by manipulators and has been referred to as the “reciprocity rule.” People feel an inner need to reciprocate to others, to give back the favors they have received. By nature, we do not like to feel indebted. We are raised in a culture of honesty and morality, which enforces a sense of justice. Consequently, we feel that it will be fair to invite a colleague to our birthday party when we previously attended his.
When we take a sample offered by a hostess in a supermarket, we feel obligated to buy the product we tasted. When a friend helps us repair our car and does not charge us, we feel a debt of gratitude to him. This type of behavior stems from a strong sense of obligation deeply rooted in the human psyche and fueled by cultural principles. It leads to a situation where we agree to fulfill someone’s request simply because we feel obliged to do so. What’s worse — we do it even when we don’t fully identify with our actions and when the decision we make is wrong or will have negative consequences for us. Thus, it is enough to give someone a small favor or a small gift to count on reciprocation in the future.
Another step that will bring us closer to achieving our own goals is to use the rule of commitment and consistency. It states that people are more likely to follow through with actions in which they have previously committed themselves. People negatively perceive inconsistency in action, so, often at odds with their own feelings, they strive to conform their actions to the decision they made earlier. Due to social as well as cultural patterns, people try to consistently stick to their choices, even those that in the long run turn out to be undesirable in their consequences. We try to be verbal, so we don’t back down from once given word. Street hustlers, operating under the guise of charitable causes, rely on this principle.
A third way to manipulate others is to use social proof. People are by nature social individuals and do not like to be alienated, so they willingly follow the larger group, imitating its behavior and duplicating its thinking. It is generally accepted to think that the voice of the majority is the only right one.
Another manipulation technique is the rule of likes and dislikes. People are more inclined to succumb to the persuasion of people they like. The very feeling of liking is rooted in seeing similarities. We don’t like to be different; we find it easier to find contact with people who are in some way similar to us, who have the same interests, problems, dreams or work. It has been proven that manipulators who try to make themselves similar to the objects of their actions achieve the best results. All it takes is similar clothing, manner of speaking and gesturing. Such a person inspires more trust. Compliments and any tokens of appreciation play a similar role.
The next step for reaching a high level in the art of manipulating people is to master the rule of authority. We are much more likely to succumb to the suggestions of people we consider smarter than ourselves. The strongest power of influence comes from people who are widely known or in professions considered trustworthy:
- uniformed services,
- experts,
- politicians,
- doctors,
- lawyers.
Psychological manipulation — examples
Psychological manipulation is a type of influence social influence that aims to change a person’s behavior or perception through the use of indirect, deceitful and twisted methods. Psychological manipulation is more effective the higher the susceptibility of the recipient to attack by the manipulator. It is much easier to take advantage of people who are unaware of the sender’s disreputable intentions.
Among the techniques of psychological manipulation we can find:
- lying, in which the manipulator resorts to misrepresenting reality and facts,
- denial or feigning innocence — examples include the manipulator’s feigning of innocence,
- rationalization — using excuses and using seemingly reasoned arguments: “If I hadn’t done it, something worse could have happened.”
- belittling — casting doubt on the seriousness of the wrongful act or lie: “It’s just a joke! You’re oversensitive!”,
- distraction — avoiding answering a question, changing the subject, bouncing the ball,
- intimidation — using blackmail, dominant position, anger, shouting,
inducing feelings of guilt.
Methods and types: what do you need to know about manipulation?
Methods of manipulation use different types of means to influence the behavior of the recipients of the message.
The most common include:
- active psychological techniques,
- use of auditory, visual, tactile or olfactory stimuli,
- making promises that are not covered,
- exploiting social or professional position,
- influencing recipients’ weak points,
- taking advantage of inattention and putting the recipient’s alertness to sleep,
- leaving no choice,
- winning the sympathy of the manipulated,
- inspiring confidence in the manipulated,
- giving the impression of unavailability,
- building a feeling of being indebted or grateful by emphasizing the magnitude of the favor done,
- using authority figures.
Other ways of manipulation commonly used in today’s world are:
- changing the environment — the interlocutor feels less confident in a new environment and is inclined to negotiate more,
- imitation of other people’s body language — there is a common tendency to like people who are similar to us,
- fast speech — gives the interlocutor less time to think, to consider the proposed offer,
- exploiting fatigue — interlocutors are more likely to help when they are tired,
- focusing on qualities that are desirable to the opponent.
Is it ethical to manipulate others?
Manipulation and subconscious influence influencing the behavior and decisions made by other people is controversial and the subject of much debate. However, it is not possible to determine unequivocally whether this tool is good or bad. This is because it all depends on the purpose for which it is used. People interact with each other every day. Every contact with another person: conversation, negotiation, argument or mediation is an attempt to convince others of one’s reasons. Manipulation techniques are used for this purpose. If the means of manipulation are not directly aimed at the other person, if one does not plan to harm him or her and does not want to expose him or her to loss, one cannot speak of unethical, let alone immoral, behavior. However, manipulation in a conscious manner, taking advantage of someone’s gullibility, immaturity, credulity, economic situation or impulsiveness and set in advance to achieve disreputable goals, is not appropriate and should be questionable as such.
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