The dark art of persuasion, Part 3: «Nonverbal hunting»
Having learned the basic techniques of black rhetoric and the principles of media war, you decided not to settle and to continue to be able to know the third line of manipulation – non-verbal impact.
Modern man is much worse understanding of the signals of body language than his primitive ancestors. He tries too hard to delve into the meaning of words.
Allan Pease, «body Language»
Of course, the word bold, colorful poster is an unstoppable force and ready to destroy the minds of people. However, boring scientists decided to contribute to our exposure, finding that 55% of the information that people get about each other during the first meeting, to determine what they see. First and foremost, the language of gestures and postures of the interlocutor, which can mean a lot to ignore them.
One of the first attempts to make the user with the interpretation varacheva signals belongs to Alan Pease, author of the book «sign Language». Under non-verbal communication the author understands certain gestures and postures of the interlocutor, which you can use to achieve certain effects on humans. Such communication is supplemented by the language of facial expressions, tone and timbre of speech, language, space and even smell.
Non-verbal impact is based on simple and intuitive techniques, which our subconscious is vulnerable, but, unfortunately, defenseless. About the most common ones will be discussed next.
1. Positions of power
The selection of the correct posture when communicating plays a primary role. If you’re sad hunchback with trembling knees, to listen to you will have only imaginary friends or the jury, because they want them. For all others you will become unworthy of the sight of essence, which is something mumbling under his breath.
Every speaker knows what the correct posture – the key to successful performance. In interpersonal communication, this factor is also important, so anyone who managed to sell you a damn mixer or to sign a dubious contract, looked solid and looked like decent people.
It is not only preppy clothes or an expensive watch. Although this factor is important, but the dominant value is the correct posture. Straightened his shoulders, free arm position, extended a little forward, right leg and proudly raised (not hiked up) Chairman – a classic example of a strong position. With this position of the body in space is the easiest way to start a conversation or speech, because the victims develop sympathy on a subconscious level. And this is only the first trap.
2. The Smile Of The Devil
Taking the necessary sacral position, any skilled speaker will immediately decorate your first sentence friendly and sweet smile. No matter you are to congratulate or insult the person. Cognitive dissonance is possible, but often sympathy for the interlocutor to climb, dragging the obscenely high level of loyalty. This balance of power will allow you to immediately start a verbal attack: the eye does not have time to blink, as will be married.
Insidious smile not only helps in the attack. Its beneficial properties discovered during protective reactions of the person when you have to justify or gently away from the problem.
Picture this: you’re complaining about the boss on his meager salary, which is not seen for a couple of months, and in response to receiving a sincere smile and the phrase: «Well you understand, son. Times are not the best.» I said you were forgiven.
It is difficult to make yourself believe that the smile on the face of the interlocutor does not guarantee anything. Understanding such a situation in life comes with experience. Adore his friends, who smile at you at every meeting, and you need but to go to investigate better with those who find the time to despair and sad expression. So honest.
If the conversation is long, then an initial posture and a smile are not enough. To continue verbal attacks come to the aid of a battalion, consisting of copies of the unfortunate companion.
Man on a subconscious level, his personal a pleasant manner. The manipulator knows that, so during the conversation, copying the pose of the victim, causing another rush of sympathy.
This technique is actively used by journalists when interviewing. In addition, they also often like to nod your head during Respondent’s response, thereby emphasizing self-interest in his words and giving a verbal command to continue the story.
4. Dance the distance
Every person has a personal space which he tries to protect, referring to hostility to unexpected trespassers. Psychologists found that one such space is really difficult to restrict, and invented special zones: intimate (0-50 cm to the interlocutor), personal (50 cm – 1.5 m), social (1.5 m – 2.8 m) and public (more than 2.8 m).
It turned out that your intimate area is open not only to friends, but also for their children and family members. Personal invites to his friends and acquaintances, are only ready for social business communication; public suitable for performances before an audience.
In interpersonal communication the positioner is always tends to move from the social to the personal zone, thereby exerting an additional influence on the person. In some moments the extraordinary availability of the interlocutor intimate zone can also be a necessary objective. In this case, the advice «stay away from him» will become as relevant as ever.
5. The demonstration itself
Placed study varacheva techniques hidden influence is the acceptance of the demonstration itself. This prolonged action, which from time to time use a cunning staff and the apparent negotiators.
The meaning of this technique in identifying yourself, when the conversation with something positive and pleasant. For example, uttering the phrase «This machine is solid and reliable,» he with a gesture of the hand will show itself. The consciousness of the interlocutor immediately decodes this non-verbal message, creating the necessary manipulator long Association: he is an honorable man, he can be trusted.
The above methods are convenient in everyday personal and business communication. If your moral ideals don’t put a spoke in the wheel, feel free to take adopt the technique of non-verbal impact. Just don’t be clumsy. Train!
In this series of «Dark art» is adjourned.