Manipulative methods of influencing people remain favorite at work. If the leader has well studied colleagues and subordinates, as well as their typical reactions, then he can easily get what he wants. It is one thing when you consciously submit to manipulation, it is quite another when you do not even suspect deception.
Work.ua publishes the most common manipulative techniques that can be found at work. Check, are you familiar with the situation?
Manipulative techniques
Often these reactions come from childhood, so the most effective manipulative techniques are based on typical phrases that parents once uttered. Similarities can easily be seen in the examples.
1. Pressure on pity
In childhood: “You are going to a party, and your grandmother is not feeling well!” Stay home, look after her, there is no one else. ”
Now: “Of course, you are on vacation now, but we are planning a very important project, and without you it will be hard to do everything in a quality manner. Will it be possible to go skype in the evening? ”
According to Eric Burn’s theory, in this message two colleagues - “adults” communicate on an explicit level, and on a hidden level - the boss takes the position of a “child” who asks the “parent” to help him. It’s rare that anyone misses the opportunity to feel like a savior in such a situation. Self-esteem is one of the most unsaturated human needs.
2. Guilty play
In childhood: “How irresponsible of you to go to a party when your grandmother is feeling bad! We are exhausted, and you just have to have fun! "
Now: “You are already on vacation, and we have a hot season, will you be able to go out to Skype at least?”
The situation is the same, but the message is different. In this case, the position of the boss is parental, and the subordinate is given the role of a “child”, naughty and guilty. Of course, in order to earn the love and recognition of the “parent”, the “child” will refuse a convenient vacation time, go overtime and plow for three.
3. Comparison
As a child: “Masha studies for one five, and you even have four for drawing!”, And in the opposite direction: “So what if everyone wrote off, and if everyone jumps from the roof?”
Now: "Your indicators are the worst in the department, you should try harder" or "Such a stupid mistake is sometimes made by inexperienced employees, but I did not expect this from you!"
Situations of evaluation and comparison, when they are not in our favor, are extremely unpleasant. This technique has long ceased to be secret: the “Best Worker of the Month” board and leakage of assessment results are also management techniques based on comparison. Of course, everyone wants to be better than others, no matter how much psychologists, philosophers and lovers of thoughtful statuses in social networks claim that today you need to compare yourself only with yourself yesterday.
4. On weak
In childhood: “You will never go to this university!”
Now: “The client doubts, it seems he doesn’t trust your experience very much, maybe he should entrust it to someone else?”
It works well with people who like to prove themselves in an extreme situation. When everything is calm and measured, they get bored, do the work through their sleeves. But in a force majeure situation, they are able to show their best qualities. Skepticism on the part of the authorities will encourage such an employee to spite everyone to prove their professionalism, perseverance and determination. This approach is rude, therefore, managers often use a third party to convey to the employee their doubts about his strength.
5. Flattery
In childhood: “You are the smartest! Nobody will do it better than you! ”
Now: "I can not entrust this important task to anyone but you."
Creating some kind of image in the eyes of others, we want to look like a holistic, consistent personality and try to act consistently. Someone's faith and support can energize and give strength. In addition, flattery can be used to impose one’s point of view: "You are so smart and understand that the best option would be ...".
Communicative techniques
In addition to open manipulation, you can also find hidden - the so-called communicative techniques. The strength of this effect can be felt not only at work, but also in advertising, in sales and in other situations.
1. Descriptive praise
Example: “You made an excellent presentation, found convincing arguments, used different sources, you can immediately see that you worked.”
Descriptive praise refers to techniques that educators and psychologists recommend to parents. It differs from the usual one in that it relates not so much to the result of efforts (from praise for a result there may appear a fear of not achieving a better result in the future) and to the personality of the person himself (am I already good, why should I still strain?), But to those efforts which he applied to achieve a result. A simple “Good!” Or “Well done!” Is not enough to motivate an employee to act in the right direction. But if you describe specific actions, the next time a person will try even more.
Work.ua publishes the most common manipulative techniques that can be found at work. Check, are you familiar with the situation?
Manipulative techniques
Often these reactions come from childhood, so the most effective manipulative techniques are based on typical phrases that parents once uttered. Similarities can easily be seen in the examples.
1. Pressure on pity
In childhood: “You are going to a party, and your grandmother is not feeling well!” Stay home, look after her, there is no one else. ”
Now: “Of course, you are on vacation now, but we are planning a very important project, and without you it will be hard to do everything in a quality manner. Will it be possible to go skype in the evening? ”
According to Eric Burn’s theory, in this message two colleagues - “adults” communicate on an explicit level, and on a hidden level - the boss takes the position of a “child” who asks the “parent” to help him. It’s rare that anyone misses the opportunity to feel like a savior in such a situation. Self-esteem is one of the most unsaturated human needs.
2. Guilty play
In childhood: “How irresponsible of you to go to a party when your grandmother is feeling bad! We are exhausted, and you just have to have fun! "
Now: “You are already on vacation, and we have a hot season, will you be able to go out to Skype at least?”
The situation is the same, but the message is different. In this case, the position of the boss is parental, and the subordinate is given the role of a “child”, naughty and guilty. Of course, in order to earn the love and recognition of the “parent”, the “child” will refuse a convenient vacation time, go overtime and plow for three.
3. Comparison
As a child: “Masha studies for one five, and you even have four for drawing!”, And in the opposite direction: “So what if everyone wrote off, and if everyone jumps from the roof?”
Now: "Your indicators are the worst in the department, you should try harder" or "Such a stupid mistake is sometimes made by inexperienced employees, but I did not expect this from you!"
Situations of evaluation and comparison, when they are not in our favor, are extremely unpleasant. This technique has long ceased to be secret: the “Best Worker of the Month” board and leakage of assessment results are also management techniques based on comparison. Of course, everyone wants to be better than others, no matter how much psychologists, philosophers and lovers of thoughtful statuses in social networks claim that today you need to compare yourself only with yourself yesterday.
4. On weak
In childhood: “You will never go to this university!”
Now: “The client doubts, it seems he doesn’t trust your experience very much, maybe he should entrust it to someone else?”
It works well with people who like to prove themselves in an extreme situation. When everything is calm and measured, they get bored, do the work through their sleeves. But in a force majeure situation, they are able to show their best qualities. Skepticism on the part of the authorities will encourage such an employee to spite everyone to prove their professionalism, perseverance and determination. This approach is rude, therefore, managers often use a third party to convey to the employee their doubts about his strength.
5. Flattery
In childhood: “You are the smartest! Nobody will do it better than you! ”
Now: "I can not entrust this important task to anyone but you."
Creating some kind of image in the eyes of others, we want to look like a holistic, consistent personality and try to act consistently. Someone's faith and support can energize and give strength. In addition, flattery can be used to impose one’s point of view: "You are so smart and understand that the best option would be ...".
Communicative techniques
In addition to open manipulation, you can also find hidden - the so-called communicative techniques. The strength of this effect can be felt not only at work, but also in advertising, in sales and in other situations.
1. Descriptive praise
Example: “You made an excellent presentation, found convincing arguments, used different sources, you can immediately see that you worked.”
Descriptive praise refers to techniques that educators and psychologists recommend to parents. It differs from the usual one in that it relates not so much to the result of efforts (from praise for a result there may appear a fear of not achieving a better result in the future) and to the personality of the person himself (am I already good, why should I still strain?), But to those efforts which he applied to achieve a result. A simple “Good!” Or “Well done!” Is not enough to motivate an employee to act in the right direction. But if you describe specific actions, the next time a person will try even more.
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