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Suggestion: methods and techniques. Types of indirect suggestion

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

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

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

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

There are the following types of suggestion:

1. Direct - the impact of words.
a) commands and orders. They are authoritarian and directive. These are sharp, short phrases, accompanied by appropriate facial expressions, gestures, and intonation. Usually phrases are repeated several times.
b) instructions that affect emotions, attitudes and behavioral motives. These are soft lulling phrases, they are repeated several times in a calm tone.
2. Indirect - hidden, disguised suggestion. Intermediate actions or an irritant are used to enhance the effect, for example, a pill that does not have medicinal properties (“placebo effect”). Assimilated indirect suggestion unconsciously, involuntarily, imperceptibly.

Suggestion can occur either intentionally or unintentionally.

1. Deliberate suggestion, when the inspiring person tries to achieve a specific goal, knows what and to whom he wants to inspire, makes efforts to achieve the set goals.
2. Unintentional suggestion, when the inspiring person does not set himself the goal of inspiring something to the inspired person and does not make any efforts. The content of the suggestion can be positive and negative.
1. Positive instills positive psychological properties, qualities, states (self-confidence, faith in a cure).
2. Negative instills negative psychological properties, qualities, states (laziness, self-doubt, dishonesty).

Suggestion methods can be divided into three groups:

1. Techniques of direct suggestion - advice, suggestion, inspiring instruction, command, order.
2. Methods of indirect suggestion - a hint, approval, condemnation, "deceived expectation", etc.
3. Techniques of hidden suggestion - truism, the illusion of choice, the provision of all options, linking the real and the desired.
4. Techniques of direct suggestion.

Advice and suggestion - these techniques are most effective if the object has gained confidence in the inspirer. Techniques of direct suggestion require different staging of the voice, intonation of sentences, gestures. So, when using advice for suggestion, the tone should be soft, friendly. At the same time, research by psychologists shows that many people do not know their intonation features. As a result of this, advice is very often given in a mentoring tone, which naturally provokes an inner protest in the suggested person. To get rid of this shortcoming, it is necessary to purposefully train speech intonation using video recording, voice recording.

Inspiring instruction is characterized by the fact that the manager's appeal, expressed in an imperative form, without argumentation, determines the performance behavior of the subordinate. The verbal forms of suggestive instruction are a command, an instruction, an order, a prohibition. Inspiring instruction is supported by more emotional intonation and reassuring 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 already existing skill, inspiring instruction creates a holistic set of activities. Most often, inspiring instruction is used as an individual means, in order to develop self-confidence in subordinates, adjust the level of claims, weaken negative habits, and change behavior. The conditions for the effectiveness of inspiring instruction in managerial communication are, first of all, the authority of the leader, as well as the absence of conflict in his relations with his subordinates, a favorable microclimate in the company's team, the style and form of verbal expression of this suggestive technique.

Commands and orders, as a kind of direct inspiring influence, require precise and fast execution. They are designed for the automaticity of behavior and represent a special kind of verbal influence, expressed in a short 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 the subconscious of employees, as deeply and unambiguously as possible. Then a deep complex perception is formed.

Repetition should probably also be included in the group of methods of direct suggestion. 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 give the suggestible once. To achieve a result, it must be repeated. But, repeating the impact, one should strive to ensure that the suggestible enters the minds of listeners or readers each time in a new way, 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.

Secondly, changing the mode of influence of the suggested idea guarantees against passive and hidden opposition from listeners. Repetition has no effect if the listener is not interested in the information. It also fails if the message is too easy to digest or provokes strong resistance. Repetition should not be mechanical. Stereotypical reproduction of information is of little use for suggestive influence.

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

Indirect suggestion is given not in an imperative, but rather in a descriptive form: in the form of a story, a description of a case, a commentary, a hint, etc. The purpose of the influence is not expressed here directly, but indirectly. The strength of the inspiring influence here is determined by the level of technique of the leader's speech, his ability to control his voice, facial expressions, gestures, and intonation to convey feelings. 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 for 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.

The main methods of indirect suggestion are a hint that inspires indirect approval, indirect condemnation, and others. On the use of the mechanism of indirect suggestion, such an educational technique as a hint is built. 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 hinted, the leader's words or expressions are constructed in such a way that an incompletely expressed thought can only be understood by conjecture.

A hint is a way, of course, sparing vanity. They use it in situations of minor violations that are not subject to open discussion and punishment. It is advisable to apply 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 willingness to use this technique for subordinates who evoke sympathy among managers is low, but it 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 the execution of instructions and do not complete them. Initiative is a useful trait, but when it is fruitless and only distracts people, you have to make a soft correction.

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

At the same time, a joke, irony, analogy, being an effective tool of suggestion, can hurt the personal dignity of the object, which can cause barriers to appear. In this regard, the inspirer must sensitively capture the relationship of the object to the subject of communication. Of great importance is the emotional background of the situation of communication. Here it is desirable to create a "concert mood", the formation of a strong interest in the problem under discussion.

Inspiring indirect approval is used to form in the subordinate a sense of self-confidence, a positive attitude towards the task being performed. Approval is pronounced with a bright emotional coloring, warmth is heard in the voice, a soft tone prevails. As a result of indirect approval, a sense of self-esteem is generated in the object, an attitude is formed aimed at activity in a similar way. Inspiring indirect condemnation in form should be laconic, concise. The intonation coloring of the leader's speech should cause an adequate emotional state of the partner. It directs the suggestible to correct their own behavior.

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

In managerial communication, there may be situations in which the use of the "placebo" technique is possible, in particular, for pedagogical purposes. However, it must be used with extreme caution, since the disclosure of the fact of its use is perceived by the suggestible as a deception.

"A detour maneuver" is the essence of this technique, writes I.D. Ladanov - lies in the fact that any thought or idea is presented to the object as its own.

A deceived expectation can be used in managerial communication both when the object is friendly to 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 quite definite actions from the opponent. Preceding events should form a strictly directed train of thought in the object. When the inconsistency of this orientation is discovered, the object of suggestion is at a loss and accepts the suggested idea without resistance.

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

Illustrating the fact, it is believed that imitation of a visible image is easier, and ideas and faith, as an object of imitation, are assimilated on the basis of various associations with these visible images.

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

"Sticking labels" to the name of the main idea or phenomenon, an epithet or metaphor is "glued", most often offensive, causing a negative attitude. Thus, the emotional coloring 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 the authority of a person, etc. That is, labels can carry a positive connotation.

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

Reception of "transfer" or "transfer": its essence is to encourage the partner to associate the presented concept with some other one that has undeniable prestigious value in order to make the concept acceptable. Negative transference is also possible through the inducement 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 proof.

"Evidence" consists in 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 prompt the recipient to a certain, positive or negative attitude towards the phenomenon under discussion. Statements of politicians, famous artists, etc. can be used here.

"The game of common people": when using this technique, the message is deliberately presented in a simplified way, using everyday vocabulary (sometimes even obscene), jargon familiar to this 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 because of the "nationality" of these concepts or the belonging of their source to "ordinary people". At the same time, "common people" can be demonstrated by the appearance, the nature of behavior, the way of life. The technique of "shuffling" consists in the selection and biased presentation of only positive or only negative facts of reality to the audience in order to inspire the partner with the justice of any idea. This is where the inspiration of facts takes place that leads the partner to the necessary conclusions. Outwardly, the appearance of conviction remains. Bandvan: This technique consists in inducing the partner to accept the value presented in the message, since everyone in this social group shares it. An appeal to "everyone," notes Yu.A. Sherkovin, - 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 it up. This technique is widely used in advertising goods and services. In managerial communication, the use of this technique is to appeal to the opinion of the team. Hidden suggestion techniques are currently widely used in medical practice, advertising, and are partially used in pedagogical activities. After appropriate adaptation, they can be successfully applied in certain forms of managerial communication.

A truism is an obvious truth, a banality. However, the statement of such an obvious truth in the course of a conversation with a subordinate has an inspiring effect, because people tend to take events 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 does not have the opportunity to object. However, in a specific situation, it automatically provides an opportunity for a specific leader to give a very specific task to a given executor.

A very effective method of suggestion is to give the illusion of choice. The essence of this technique is the statement of something by providing the illusion of choice. It is advisable to use the illusion of choice to prevent conflicts, optimize the psychological climate in communication between the leader and the subordinate.

The results of persuasion are also influenced by the appeal to the feelings of the interlocutor. Arguments containing this kind of appeal are intended to arouse emotion and will in the hearers. Such argumentation in communication sharpens the moral feelings of duty, pride, dignity, i.e., feelings that favor persuasion. Irony and sarcasm, appeal to feelings of pity and compassion, to modesty, to the desire of the individual 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, the persuasive influence turns into a little useful moralization, which does not give the desired result. Taking into account the real possibilities, “through persuasion, one can achieve a restructuring of consciousness, motives for activity, form a desire, change the way of life ...”. In a political struggle affecting fundamental class interests, situations often arise when some audiences are not ready for a logical comparison of arguments 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, they are dreaming that socialism can be introduced by persuasion .. No, the earth is not arranged so happily; exploiters, beastly landlords, the capitalist class are not amenable to persuasion.”

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

The process of suggestion under conditions characterized positively by the indicated 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 that the listed signs of orientation towards the communicator would correspond to the task. A far-reaching influence on the subjective readiness of communication participants to accept an inspiring influence is exerted by the specific conditions in which messages are perceived. The intense attention of others and applause, the lack of information on an important political issue in the conditions of expectation, for example, seriously affect the readiness of the audience to accept the proposed judgments uncritically.

The direct 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 actions of attitudes that contradict the goals of the impact being carried out.

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

Therefore, propagandists face a very acute task - to develop a professional ability to communicate. Until now, this task has been set mainly for oratory - it is obvious that it is necessary to be able to speak from the rostrum. But one must be able to speak, to 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. Suggestion as a method of socio-psychological influence is the imposition of certain thoughts (often unconscious) on perception. This is a purposeful and unreasoned influence on an individual or a group of people. Being under the influence of suggestion, a person does not control the influence directed at him. Therefore, it is easiest to inspire a person with what he is predisposed to because of his needs and interests. However, it is possible to inspire something 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 of a certain behavior are formed. In 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 features of the one to whom the suggestion is directed in particular, his ability to turn on the mechanisms of psychological defense are important.

Thirdly, a significant factor is the peculiarities of the relationship between the inspiring and the suggested person - trust, authority, dependence. And, finally, the effectiveness of suggestion depends on the way the message is constructed - the level of argumentation, the nature of the combination of logical and emotional components, reinforcement by other influences. Suggestion is achieved by various kinds of verbal and non-verbal means - words, intonation, facial expressions, gestures, actions of the suggestor.

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

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 form of communication, designed for non-critical perception of information. Suggestion is one of the mechanisms of influence on the 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 the consciousness of similar views and beliefs, opinions and assessments, norms of activity and behavior; directs and regulates the activity of the individual, inducing to one deeds and actions or keeping them 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 the general development of the personality under the influence of education. It includes mental, emotional and volitional components.

General characteristics of the concept of suggestion

Suggestion is an impact on the behavior and psyche of a person, which implies an uncritical perception of the features of information. Suggestion is carried out through verbal and non-verbal means. Communicating, people constantly influence each other, inspiring or imposing their opinions, assessments, 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.

A feature of suggestion is its addressing not to the logic and reason of the individual, not to her readiness to think and reason, but to her readiness to internally accept the transmitted information, the indicated information. Suggestion, Bekhterev noted, operates by direct instillation of mental states, that is, ideas, feelings and sensations, without requiring any evidence at all and without needing logic.

According to V. M. Bekhterev, suggestion is nothing more than an intrusion into consciousness (or inoculation of ideas into it), which occurs without the participation and attention of the perceiving person and often without a clear consciousness on his part (religion, hypnosis).

For some time in domestic psychology, pedagogy, suggestion was ignored as a method of education. It was believed that suggestion suppresses the will, reduces the criticality of thinking to blind faith, and only by persuasion 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. determining its validity. From a significant amount of collapsing information, more complex information is subjected to logical processing and evaluation. Most of it is subjected to automatic unconscious assessment in terms of reliability and significance. Thanks to this, the body, without loading consciousness, is protected from inadequate response to signals that are either not related to it, or carry insignificant or false information.

The influence of suggestion consists in organizing and bringing information to the object in such a way 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, prejudices are actualized; there are affects and an unstable mental state of the participants in communication; there is an external similarity of the situation, appearance and behavior of people with past communication experience and state.

When suggesting a person who is being suggested, certain barriers may arise. The 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 is contrary to the ethical principles of the individual, as a rule, is discarded.

In this regard, G. Lozanov suggests the following overcoming of these barriers:

2. infantilization (creation of an atmosphere of emancipation, adjusting, playfulness, similar to the one that reigns in children's games),

3. two-dimensionality (connection of additional stimuli: facial expressions, pantomimics, scenery),

4. intonation,

6. pseudo-passivity (establishment of a calm attitude, trust in the source of information, removal of fear of a possible failure).

Types of suggestion

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

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

There are the following types of suggestion:

1. Direct - the impact of words.

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

2. Indirect - hidden, disguised suggestion. Intermediate actions or an irritant are used to enhance the effect, for example, a pill that does not have medicinal properties (“placebo effect”). Assimilated indirect suggestion unconsciously, involuntarily, imperceptibly.

Suggestion can occur either intentionally or unintentionally.

1. Deliberate suggestion, when the inspiring person tries to achieve a specific goal, knows what and to whom he wants to inspire, makes efforts to achieve the set goals.

2. Unintentional suggestion, when the inspiring person does not set himself the goal of inspiring something to the inspired person and does not make any efforts.

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

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

Suggestion techniques

Suggestion methods can be divided into three groups:

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

2. Methods of indirect suggestion - a hint, approval, condemnation, "deceived expectation", etc.

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

4. Techniques of direct suggestion.

Techniques of direct suggestion

An inspiring instruction is characterized by the fact that the manager's appeal, expressed in an imperative form, without argumentation, determines the performance behavior of the subordinate. The verbal forms of suggestive instruction are a command, an instruction, an order, a prohibition. Inspiring instruction is supported by more emotional intonation and reassuring 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 already existing skill, inspiring instruction creates a holistic set of activities. Most often, inspiring instruction is used as an individual means, in order to develop self-confidence in subordinates, adjust the level of claims, weaken negative habits, and change behavior. The conditions for the effectiveness of inspiring instruction in managerial communication are, first of all, the authority of the leader, as well as the absence of conflict in his relations with his subordinates, a favorable microclimate in the company's team, the style and form of verbal expression of this suggestive technique.

Methods of indirect suggestion

The main methods of indirect suggestion are a hint that inspires indirect approval, indirect condemnation, and others.

On the use of the mechanism of indirect suggestion, such an educational technique as a hint is built. 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 hinted, the leader's words or expressions are constructed in such a way that an incompletely expressed thought can only be understood by conjecture.

A hint is a way, of course, sparing pride. They use it in situations of minor violations that are not subject to open discussion and punishment. It is advisable to apply 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 willingness to use this technique for subordinates who evoke sympathy among managers is low, but it 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 the execution of instructions and do not complete them. Initiative is a useful trait, but when it is fruitless and only distracts people, you have to make a soft correction.

"A detour maneuver" is the essence of this technique, writes I.D. Ladanov - lies in the fact that any thought or idea is presented to the object as its own.

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

The technique of "shuffling" consists in the selection and biased presentation of only positive or only negative facts of reality to the audience in order to inspire the partner with the justice of any idea. This is where the inspiration of facts takes place that leads the partner to the necessary conclusions. Outwardly, the appearance of conviction remains.

Bandvan: This technique consists in inducing the partner to accept the value presented in the message, since everyone in this social group shares it. An appeal to "everyone," notes Yu.A. Sherkovin, - 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 it up. This technique is widely used in advertising goods and services. In managerial communication, the use of this technique is to appeal to the opinion of the team.

Techniques of hidden suggestion

Hidden suggestion techniques are currently widely used in medical practice, advertising, and are partially used in pedagogical activities. After appropriate adaptation, they can be successfully applied in certain forms of managerial communication.

persuasion and suggestion

The results of persuasion are also influenced by the appeal to the feelings of the interlocutor. Arguments containing this kind of appeal are intended to arouse emotion and will in the hearers. Such argumentation in communication sharpens the moral feelings of duty, pride, dignity, i.e., feelings that favor persuasion. Irony and sarcasm, appeal to feelings of pity and compassion, to modesty, to the desire of the individual 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, the persuasive influence turns into a little useful moralization, which does not give the desired result. Taking into account the real possibilities, "through persuasion, one can achieve a restructuring of consciousness, motives for activity, form a desire, change the way of life ...".
In political struggles involving fundamental class interests, situations often arise when some audiences are not ready to logically compare arguments and conclusions in order 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, they are dreaming that socialism can be introduced by persuasion .. No, the earth is not arranged so happily; exploiters, beastly landlords, the capitalist class are not amenable to persuasion.”

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

The process of suggestion under conditions characterized positively by the indicated 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 that the listed signs of orientation towards the communicator would correspond to the task.
A far-reaching influence on the subjective readiness of communication participants to accept an inspiring influence is exerted by the specific conditions in which messages are perceived. The intense attention of others and applause, the lack of information on an important political issue in the conditions of expectation, for example, seriously affect the readiness of the audience to accept the proposed judgments uncritically.

Conclusion

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

However, it is possible to inspire something 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 of a certain behavior are formed. In 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 features of the one to whom the suggestion is directed in particular, his ability to turn on the mechanisms of psychological defense are important.

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

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

Bibliography

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3. Graham J. Scott, The Power of the Mind: A Path to Business Success, ed. "Delo", Moscow, 1991, 520 p.

4. Bandurka A.M., Bocharova S.P., Zemlyanskaya E.V., Fundamentals of Management Psychology, ed. University of Internal Affairs, Kharkov, 1999, 528 p.

5. Zimbardo F., Leippe M., "Social influence", Peter, St. Petersburg, 2001, 448 p.

6. Loznitsya "Psychology of management", ed. "Astroprint", Kyiv, 1999, 299 p.

7. Cialdini R., "Psychology of influence", ed. "Piter", St. Petersburg, 2001, 620 p.

8. Vasiliev L. M. "Experimental studies of mental suggestion" L., 1962

9. Bekhterev V. M. "Suggestion in public life" // Pravda, 1990 No. 7

Alexander Lyubimov

In American films, at one time, heroes were popular who listened to audio recordings on their way to work, where a pleasant voice (usually male) broadcast:

I'm confident. I can handle. I can control my life.

The man on the screen was self-hypnotic. That is, he inspired something to himself.

Suggestion is quite an interesting thing: it is used in a variety of ways, from auto-training to Ericksonian hypnosis and NLP, it works effectively, and at the same time they explain how it works in a very large number of ways. I will give one of the options.

When we speak, we create a certain reality. If a person believes in this reality, he begins to behave in accordance with it.

If a person believes that he is confident in himself, he behaves in accordance with this idea. If he believes that he is a loser - similarly.

Therefore, it is better to believe that you will cope with the task or successfully achieve the goal.

It is with the help of suggestions that we create this reality.

Accordingly, there are certain rules that help create a useful reality for a person in which he will believe.

At the same time, we regularly make suggestions to ourselves and others, but not all of these suggestions are useful. Moreover, when people make these suggestions, in most cases, they absolutely do not want to harm. It's just the way the language works.

A person walks and tries to motivate himself: “Well, how can you make such a mistake? Why am I so dumb? - and gives himself the command to "be stupid." I don't think he meant to make such a suggestion to himself.

For example, a mother's cry: "Don't run, you'll fall" is a typical "denial in command" suggestion and can be perceived by the child as a command to run and fall. And the obedient child runs and falls. The mother just doesn't want the child to fall, but...

- You are so smart, kind, beautiful - why are you so bad with men? - cheers girlfriend. Using the "sequence of acceptance" in the speech and suggesting "bad with men."

So let's practice making good and useful suggestions.

Types of suggestions

First, suggestions can be divided into "suggestions to oneself" - self-suggestion - and "suggestions to others." The rules for them are approximately the same, so I won’t particularly focus on the differences.

Secondly, there is direct and indirect suggestions. At direct suggestion the person is usually directly told:

Did you confidence yourself.

You will easily achieve your goal.

But in the normal state, most people are quite skeptical about such claims. So direct suggestions only more or less work when the person is in a trance.

In auto-training, a person puts himself into a trance (that is, auto-training is a type of self-hypnosis) and makes a suggestion to himself; in hypnosis, the operator puts a person into a trance and inspires him with something.

Therefore, disguised, indirect suggestions are used in everyday communication. They use different mechanisms for disguise, but the general approach is to somehow distract consciousness so that the team reaches the unconscious.

Usage

Suggestions, as already mentioned, create a certain reality.

For example, if you want a person to really call you, create a reality in which he will definitely do it. For example, the question: “When will you call me?” - creates a reality in which a person is sure to call. Unlike the phrase: "Will you call me back?" - in which there is a choice that a person will not do it.

So with their help, you can create a reality in which a person:

more successful;

memorize foreign words faster;

gets up easily in the morning;

self-assured;

deal with problems on his own;

achieves the set goals;

enjoys life.

For example, when teaching a group, it is convenient for me, as a trainer, to create a reality in which students:

learn faster;

they are interested;

achieve success;

easily memorize the material.

In the same way, you can create a reality for yourself in which you:

disciplined;

assiduous;

self-confident;

control your emotions;

love to play sports;

go to bed on time;

indirect suggestions

There are quite a few types of indirect suggestions, and they are grouped in different directions and even called differently.

For example, what NLP calls presuppositions is called implications in Ericksonian hypnosis.

In the following chapters, we will analyze the six most common options.

Presuppositions

Such a construction of a phrase in which the command is presented as something beyond doubt.

When will you call me?

In this matter, there is no doubt about whether a person will call or not.

Which exercise will you do first?

There is no doubt that a person will do the exercises, the only question is the sequence.

Write to us why you love Galina Blanca.

You love Galina Blanca, it remains only to find out why.

Team denials

The unconscious, which is more prone to synthetic holistic thinking, has difficulty with negations: don't run, don't look, don't walk, so it simply throws them away. And it turns out: run, look, walk.

Just for negation, you must first present the object, and then negate it. With which the logical sequential thinking inherent in consciousness easily copes.

So in the phrase: “Do not sign the contract without carefully reading it again,” the command “sign the contract” is contained.

Truisms

A truism is a phrase that is completely true.

Paris is the capital of France.

People are successful.

You are able to relax.

Truisms set the frame for the perception of reality and work like suggestions.

Non-verbal highlights

- You can go into a trance slowly, you may not go into a trance at all, but I think that you will enter itfast .

You can offer a person choices, but non-verbally single out more “correct” ones. And he, quite unconsciously, will lean towards them.

Attached messages

Ericksonian hypnosis uses the term "contextual suggestion".

If you non-verbally highlight some of the words from speech or text, they begin to be perceived by the unconscious as commands.

You are currently reading this book and some of you find it difficult hold attention. But easily get distracted. This is fine.

Command: "Holding attention is easy."

Acceptance sequence

A common trick in everyday life: you make a few statements with which the person wholeheartedly agrees, and then insert a command.

We have already been studying for several hours, some of you are tired and want to rest, but it is now it will be easy for you to remember everything.

First, three phrases that people agree with (if they really practiced for several hours, are tired and want to relax) and the command: “now it will be easy for you to remember everything.” These three initial statements are needed to create the impression of the truth of the last phrase.

Conditions of suggestion

It is not enough to be able to insert commands into speech - you also need to provide conditions for interaction in which commands become suggestions.

rapport

Suggestions only work if there is rapport.

Well, it happened. I am not guilty. Without rapport, all this stuff is useless.

Trance

It is better if the interlocutor is in a trance. Not necessarily deep, light enough. Not required, but helpful.

Intention

Suggestions should support the client's intentions.

At least some.

If suggestions are not built into the client's map, then they will either not be perceived by him at all, or they will stop working after some time.

That is, if a person is not going to buy anything in principle, you are unlikely to be able to inspire him with this idea. But if he is going to buy, but still does not make a decision, suggestion can help him do it faster.

Command construction

Now we will talk about how to construct commands correctly. There are several basic rules.

simple phrase

It is desirable that the phrase be simple - without any complex sentences: do it, go, you are confident in yourself, you feel good.

Positive wording

What a person should do, not what he should stop doing.

Action or assessment

Commands concern either specific actions:

take out the trash;

do your homework;

feel confident;

Relax;

call tomorrow.

Or change the score:

you are successful;

you like to exercise;

you are assiduous;

I like to run in the morning (for self-hypnosis);

this is easy to do.

Unambiguous interpretation

It is desirable that the phrase has only one meaning.

For example, the phrase "start a project" has at least two meanings: start a project and abandon a project.

Also, use only phrases with a direct meaning, and not idiomatic expressions, such as “bury talent in the ground”, “play first fiddle”, “separate the wheat from the chaff”.

Examples of successful commands:

I'm confident.

I easily memorize new foreign words.

Call me tomorrow.

Sign the contract.

You like to run in the morning.

You relax.

It's easy for you to focus.

You recover quickly.

The pain goes away.

Team building exercise

Come up with 3-4 teams for each of the stated problems/tasks:

I regularly go to bed early, but stay up late at the computer.

A teenager is afraid of passing exams.

Husband forgets to take out the trash.

I can't bring myself to run in the morning.

Difficulty remembering foreign words.

Keep in mind that the same problem can be solved in different ways. First, it is desirable to find out what exactly prevents a person from doing what he wants. For example, "difficulty remembering foreign words" could be because:

A person lacks the motivation to repeat them.

He keeps postponing classes.

He doesn't remember well.

He is inattentive during class, distracted all the time.

He doesn't like learning this language.

Accordingly, the teams will be different.

Secondly, commands can be given both for action and for changing the assessment.

You are able to quickly learn new French words.

You like learning new French words.

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hypnotic suggestion

Technically, suggestion is the suggestion of beliefs or actions that are taken in the absence of intermediate 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 a few goals that can be achieved using suggestion:

Basic types of suggestions

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

Relaxing Suggestion

1. Relaxing Suggestion soothes, increases your susceptibility, focusing your attention on internal sensations, thereby fencing off the external environment. Thus, the basis for the further procedure is laid.

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

Feel how your muscles, neck and shoulders relax, and your consciousness becomes liberated along with them. Your consciousness is liberated, helping to relax the whole body, 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 need to press the appropriate button and it goes down to the next floor. Three ways to deepen suggestion are illustrated below:

Now I will start the countdown from ten to one, and you can imagine that you are going down the stairs, with each step lower and lower, your body relaxes more and more, feel how you descend, step by step; relax... ten... relax... nine... eight... seven... six... five... four... three... two... one... deeper, deeper, relax.
Your eyelids are down, they are so heavy that you cannot lift them. They seem to be glued together and you can't open them. Your eyelids are drooping, they are so tightly closed that they cannot be opened. Now you will slowly count to three, thinking about your glued eyelids, and with each uttered number, your eyelids will stick together more tightly. Try to open them... One... they won't open... two... they are tightly adjacent. .. glued, fully glued... three... your eyelids won't open.

You are sitting in the chair so relaxed that your body merges with the chair, you cannot get up from the chair, you cannot walk, you are immobile in 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 fail, 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 images. The suggestion may consist of a single word or several sentences that initiate an immediate response. The following 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 slumber take over you, release the images from the past.
When I count to three, you will be able to speak, and then describe the day your grandmother was in trouble.

figurative suggestion

4. Figurative suggestion complements other types of suggestion. It creates mental images, setting the stage for relaxation or encouraging a new self-image, serving as a "rehearsal" for a different behavior, or creating an imaginary environment that should help reprogram the patient's behavior. For example, the image of a staircase helps with the countdown during a deepening suggestion. Images from the past help to revive an important event, the memory of which is caused by direct suggestion. 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 your new role.
You feel strong, as 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 see the ball fly over the field fence as you lightly rush from base to base. You are just as energetic now, just as happy, just as confident.

You are going to that special place in the Arizona desert, where at this time of the year there are amazing sunrises that creep over the horizon, where the air is dry and clean, and all around is silence. 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 just melts and disappears, and you stand and no longer feel its weight. You are embraced by lightness and happiness, peace and tranquility.

indirect suggestion

5. Indirect suggestion there are two types. Suggestion of the first type operates with a positive emotional state, such as happiness. The hypnotized person is asked about his past, revealing an event that had a positive connotation. During the induction, the person is encouraged to re-experience it and the positive emotions associated with it. A simple cue is then associated with such an event, which can be used later to evoke a similar emotional state post-hypnotically. For example, the patient recalled an episode from childhood when he and his father were sailing on a boat. Together with the memory, he is overwhelmed by a feeling of carelessness, peace and joy. A person re-experiences everything that happened under hypnosis. He feels that carefree, effortless happiness again. The keyword associated with this state is entered. In this case, it is the word " sail". Now, in order to experience the desired emotional state, a person only needs to mentally pronounce the word " sail».

The second type of indirect suggestion often associated with the work of Milton Erickson. And although he was not the first to use this technique, without a doubt, his ideas had the greatest impact in this area. He often used lengthy dialogues to hypnotize the client, telling stories and using analogies that elicited a response from the client that was built into their next course of action. The result was a significant change in the patient's being: for example, the disappearance of chronic pain or the modification of problematic behavior. In particular, when Erickson was working with a couple who were not having a sexual relationship, he approached the problem metaphorically and narrated about an elegantly arranged dinner, at which food is not consumed immediately, but leisurely enjoy the process.

Indirect suggestion is very individual. Every analogy, every metaphor must correspond as closely as possible to the patient's life experience and disposition. 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 induction should be built in such a way that the metaphor is meaningful for this particular person. For example, induction may develop the image of "iron" wood to emphasize the hallmarks of strength and integrity that are associated with hard, heavy woods. 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 corner, you see an "iron" tree on a hill. One of the branches is swaying in the wind ...

Then the metaphor should be worked deeper to achieve a specific goal. In this case, it is the deliverance of a person from pain in the hand.

Post-hypnotic suggestion

6. Post-hypnotic suggestion administered during and after completion of induction during the post-hypnotic phase. This type of suggestion serves to stop bad habits, such as smoking, and to modify behavior, for example, to improve interpersonal communication at work or to increase self-confidence. You hear a post-hypnotic suggestion, take it on a subconscious level, then come into full consciousness, and later respond to the suggestion received on a subconscious level.

Here are examples of a common post-hypnotic suggestion:

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

At the beginning of a new working day, you will feel an unprecedented increase in motivation. It will become easier for you to make phone calls and sell because you will be confident and calm. You will believe wholeheartedly 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, remembering all the necessary information easily and quickly.

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Suggestion: methods and techniques. Types of indirect suggestion

When we speak, we create a certain reality. If a person believes in this reality, he begins to behave in accordance with it.

Therefore, it is better to believe that you will cope with the task or successfully achieve the goal.

At the same time, we regularly make suggestions to ourselves and others, but not all of these suggestions are useful. Moreover, when people make these suggestions, in most cases, they absolutely do not want to harm. It's just the way the language works.

A person walks and tries to motivate himself: “Well, how can you make such a mistake? Why am I so dumb? - and gives himself the command to "be stupid." I don't think he meant to make such a suggestion to himself.

For example, a mother's cry: "Don't run, you'll fall" is a typical "denial in command" suggestion and can be perceived by the child as a command to run and fall. And the obedient child runs and falls. The mother just doesn't want the child to fall, but...

- You are so smart, kind, beautiful - why are you so bad with men? - cheers girlfriend. Using the "sequence of acceptance" in the speech and suggesting "bad with men."

So let's practice making good and useful suggestions.

Types of suggestions

In auto-training, a person puts himself into a trance (that is, auto-training is a type of self-hypnosis) and makes a suggestion to himself; in hypnosis, the operator puts a person into a trance and inspires him with something.

Usage

indirect suggestions

For example, what NLP calls presuppositions is called implications in Ericksonian hypnosis.

Presuppositions

Team denials

Just for negation, you must first present the object, and then negate it. With which the logical sequential thinking inherent in consciousness easily copes.

Truisms

Non-verbal highlights

Attached messages

Ericksonian hypnosis uses the term "contextual suggestion".

Acceptance sequence

Conditions of suggestion

rapport

Well, it happened. I am not guilty. Without rapport, all this stuff is useless.

Trance

Intention

At least some.

That is, if a person is not going to buy anything in principle, you are unlikely to be able to inspire him with this idea. But if he is going to buy, but still does not make a decision, suggestion can help him do it faster.

Command construction

simple phrase

Positive wording

Action or assessment

Unambiguous interpretation

For example, the phrase "start a project" has at least two meanings: start a project and abandon a project.

Team building exercise

Send your good work in the knowledge base is simple. Use the form below

Similar Documents

hypnotic suggestion

Basic types of suggestions

Relaxing Suggestion

Deepening Suggestion

direct suggestion

figurative suggestion

indirect suggestion

Post-hypnotic suggestion