How to manage people ways of influencing at work. Psychology of people management: goals and methods of influence. Skills useful in the art of management

The ability to manage people helps to achieve success in any plans and implementation of your ideas. Interaction with society allows each individual to grow only through close contact. From an early age, any person learns the basics of behavioral tactics and worldview, studying any human experience and applying it in practice.

How to learn to manage people?

In this difficult matter, the features of the human psyche will help. Various techniques and methods of psychological influence can influence the subconscious and receive the necessary from a particular person. They are based on the use of knowledge of the psychological impact and personal characteristics of a person.

It is easier for a person who has a high social status or position to achieve what he wants in managing people. But this very important skill is necessary for people with equal rights and opportunities. And in order for a leader to be able to effectively manage people, he must perfectly master self-control and the ability to manage himself.

The stick and stick method

Quite often, most leaders use the carrot and stick method. And this is an effective method of managing a team for a leader with great experience. But for a young manager, it is worth trying other, no less effective methods of influencing the thoughts of others.

Good observation helps to determine the individual psychological characteristics of a person:

addressing the interlocutor by name, you increase your importance in his eyes. After all, for each person his name is significant, and thus you win over a person;
if you throw a little flattery in the direction of the interlocutor, then this can also have a positive effect on relationships. A couple of compliments and interesting remarks will allow you to effectively influence people. Just keep in mind that the spoken phrases must be sincere. Otherwise, you will get the opposite reaction;
mirror sympathy for a person - take the same pose or repeat a verbal turn. People like those who look like them;

when addressing a person who is feeling tired, you must be prepared for rejection. But by repeating your request the next day, you will emphasize how necessary it is to complete this assignment. And the person will fulfill the request, since an unfulfilled promise will cause moral discomfort;
for the first request, use something simple and uncomplicated, and for the second time, you can entrust a more responsible task. But you can not ask too often, so as not to be considered impudent;
attentive attitude to the interlocutor will allow you to win him over, as you increase his importance. Seeing a good and attentive attitude, a person will want to help you himself, and even if you have opposing views, you will get an objective point of view;
Manipulation is easily given to people who have their own charisma. Often these are strong-willed and powerful individuals who are able to exert a great influence on others.

Application of hypnosis

You can control a person with the help of hypnosis, but such games are not professional and illegal. Hypnosis is used in cases where it is necessary to get information from the subconscious mind that has an excessive effect on a person and prevents him from living a full and productive life.

But there is a moment when you need to protect yourself from the manipulation of others. Learn to say no. Such a categorical answer may come in handy in some situations. At the same time, you should not feel guilty. If the interlocutor sees your hesitation, he can influence your answer and get what he needs for himself.

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As simple as, for example, buying sugar in the nearest supermarket. But such a skill at its price is much more expensive than anything in the world.

If you are determined to learn how to manage human psychology, Rockefeller's words should be imprinted in your memory for the rest of your life. After all, each of us knows that personal growth is possible only in close contact with society. Human psychology is such a thing that is laid in every individual from the earliest years.

Learning to manage other people

In order to have power over a person and understand his psychology, it is not enough to know only his character and how he behaves. The first thing to do is to learn how to use the knowledge gained and apply it to a specific person based on the characteristics of the person and his character.

In this article we will talk about how to manage human psychology and how to correctly apply the knowledge gained in practice.

Study the features of the psyche

In order for a person to go beyond his consciousness, psychologists around the world use people. Most of the time it's hypnosis. This method has a direct effect on the psyche. After a person enters a narrowed state of consciousness, it is quite easy to suggest something to him, and you can also control his thoughts and behavior.

Of course, the pursuit of selfish goals through hypnosis is also punishable by law. It is for this reason that professional psychologists use hypnosis only when absolutely necessary. For example, if a person is very worried about something, using this method, the psychologist will be able to "pull" the problem that has settled out of the depths of consciousness.

A person is primarily based on the knowledge of this very psychology, as well as on the personal characteristics of the individual. This knowledge will help one person to change the behavior of another for their own benefit. In order to find out the personal qualities of the person you are interested in, watch his every action and listen to everything he says. After you understand that you have studied it well enough, use the methods of managing people suggested in this article.

Method one: demand more

This method implies that you have to ask a person for much more than you really need. Well, or, for example, ask him to do something unusual for you. Of course, he is unlikely to agree. After a short amount of time, you can turn to him with a request to do for you what you really need. in this case, it is such that he simply cannot refuse you. The thing is that he will be ashamed to refuse a second time, and the second request will seem much easier to him compared to the first.

Method two: address the interlocutor exclusively by name

This advice is given by a world-famous psychologist. In his opinion, addressing a person by name, you thereby confirm his significance. It is the name for the perception of a person that is pleasant. After all, if a person has it, it means that he exists or once existed.

Naturally, if you confirm the importance of the interlocutor, in return you will receive location and respect. Here it is worth saying that this rule must be applied to ranks, ranks, titles and social roles. For example, if you call the same person your best friend long enough, he will sooner or later subconsciously begin to believe that there is a friendship between you.

Method three: flattery

As we have already said, managing a person's psychology is a rather difficult thing, even if at first glance it seems that it is quite easy to win over an interlocutor. This also applies to this method. Sometimes it seems to us that in order to win over a person, you just need to say compliments and all sorts of pleasant words to him. The most important thing here is not to overdo it. After all, if a person understands that you are talking to him through false compliments, a storm of indignation will arise in his soul. And then there can be no talk of any sympathy and disposition. The main thing is to understand that this method can not be applied to everyone and not in every situation.

Managing a person in this way is that you, as it were, confirm all the hidden thoughts and feelings of your interlocutor.

Method four: reflection

The whole point of it is to imitate the person you are interested in at some point. After all, each individual is inclined to friendship with those who are more or less similar to him. The most interesting thing is that after such a reception, the “experimental” will communicate for some time on a positive note with other people who did not take part in your conversation. Here, the psychology of management is based on the same principles as in the case of addressing by name.

Method five: use the fatigue of the interlocutor

Of course, if you ask a person for something at a time when he is tired and wants to rest, then he is unlikely to agree to your request. In this case, you definitely need to emphasize its full significance. Believe me, the next day your opponent will definitely do what you asked him yesterday. The thing is that when we deny something to someone, we feel discomfort.

Method six: a simple request

In order to understand how to manage the psychology of a person, first of all, as we have already said, it is necessary to learn as much as possible about him. Approach the person you are interested in and ask for something very simple. After a short period of time, ask the same person for something more difficult. This method involves the gradual addiction of a person to increasing complexity.

Most importantly, don't ask for everything at once. A lot of time must pass between your requests, otherwise you will simply be considered an insolent person.

Method Seven: Listen More, Talk Less

Even if at some point in the conversation you begin to understand that you completely disagree with the opinion of your interlocutor, you should not immediately pounce on him with your arguments and thoughts. Learn to listen first. After he finishes his speech, tell him that you really appreciate his position, but you have your own personal opinion on this matter. After that, your interlocutor will understand that he means something to you, and will try to listen to you, even if he does not adhere to your point of view.

Method eight: rephrase the words

Through this technique, you can easily and simply establish contact with almost any person. This method implies that during the conversation you from time to time must pronounce the phrases of your interlocutor, only in other words. This approach will help a person understand himself, as well as make sure that you are a true friend and sympathetic comrade.

In conclusion, let's say that strong-willed and charismatic individuals know best about how to manage a person's psychology. It is they who manage to win over the interlocutor to themselves and make sure that he fulfills their request. Such people, for the most part, do not know failure.

Training

Now you have an idea about managing a person and his actions. In this case, the whole secret lies in the psyche of the individual. Separately, it should be said that to train your skills, you can use the online games "People Management" as a practice. And as you understand, in order to win over a person, it is not at all necessary to use such a complex method as hypnosis. Moreover, through the use of these techniques for managing people, you can completely eliminate the feeling of discomfort and "usedness" that are necessarily present after hypnosis.

Most importantly, you can use it to build friendly and good relationships with the people around you!

From children's fairy tales and zoology lessons, each of us knows that almost all animals that live and feed in packs have their own leaders. There is always a clear hierarchy in the pack, according to which the leader sets the direction of movement of the entire group, the leader and the strongest individuals receive the best food, while the weaker individuals are content with the remnants. In animals, everything is quite simple - strength and dexterity are the main tools for influencing other individuals from the pack and for moving up the hierarchy ladder. Human society also, in a way, lives according to the laws of the pack - in society there are leaders (leaders) and there are followers. However, the times when the strongest member of the community became the leader are long gone, and now they use mainly psychological methods of management.

Psychology of people management: goals and methods

The psychology of managing people is a full-fledged branch of science that studies the types and methods of psychological influence of a person, methods of direct and covert control of society and individuals, as well as the innate abilities of some people to psychologically influence others. Having mastered the techniques of the psychology of managing people, almost every person will be able to learn how to persuade others to certain actions using psychological methods. Naturally born leaders, who are fluent in the techniques of covert management, can force a large number of people to voluntarily act in their interests.

Depending on the moral qualities and motives of the leader, he uses various methods of people management psychology, which can be figuratively divided into two groups: constructive and destructive. The first group of hidden control methods includes all methods of influencing a person, which involve mutual benefit for both the leader and the followers, and the second group includes methods of influence used by the leader to achieve only his own selfish goals.

Methods of covert management of people

There are a lot of methods of psychological influence and management, but the following are considered the most commonly used, effective and at the same time quite simple to use:

1. Motivation. A leader who has an idea and ideas about how to bring it to life motivates others to help him in the implementation of this project in exchange for any benefit: material or spiritual. A vivid example of motivation as a psychological method of managing people is the positive experience of entrepreneurs who have achieved success from scratch, inventors who have managed to convince the whole world of the benefits of their inventions, and whose subordinates are always ready to support the leader and wholly devoted to the ideas of the company.

2. Inspiration. This method is similar to the previous one, however, its peculiarity lies in the fact that not random people whom the leader managed to motivate become followers, but like-minded people who have views and ideas similar to the leader, but could not bring them to life due to the lack of certain personal qualities or opportunities. This method of management is quite simple, since the leader only needs to inspire followers to work with their own ideas under his leadership.

3. Recognition. This method of people management psychology is based on the need of each person to recognize his indispensability and the importance of the results of his activities. Thanks to others for their support, expressing their sincere appreciation for their help and recognizing their significant achievements in any area, the leader makes the group of others feel like irreplaceable members of the team. Such a technique of hidden psychological control of others can also be called "playing on vanity", because most people are not indifferent to praise and recognition of their achievements, which means that by appreciating the actions of a person, you can thereby stimulate him to further achievements.

4. Manipulation. The psychology of managing people highlights a huge number of methods of manipulation through a variety of emotions and human needs. The simplest and most common methods of manipulation are:

Manipulation based on physiological needs - often used in advertising of any goods
Manipulation of guilt or duty. The essence of this technique is to convince the opponent that he owes something to the manipulator or harmed him in the past, and now, in order to atone for guilt or repay the debt, the opponent must provide some kind of service
Love manipulation - as a rule, this method of psychological control is used by the closest, and its essence can be described as follows: "if you love me, then you will do me a favor" or "do me this favor, because I love you"
Manipulation of resentment, anger, crying - a vivid example of this method of hidden psychological control is the behavior of a child in a store - and act up in the department of toys or sweets and, in order to calm the child, the mother buys him the desired toy
Manipulation of hope is a technique that dishonest managers and leaders often use when they convince an employee to do more tasks, work overtime, etc., promising a salary increase, bonus, career advancement, etc. in the future. Briefly, the essence of this people management technique can be described phrase from the famous novel by Ilf and Petrov: "chairs in the morning, and money in the evening", but you can never wait for the promised money.

In addition to relatively simple methods of psychological control of people, there are more complex methods of covert influence developed by experienced psychologists and NLP specialists. These methods involve the use of various techniques, but they all have one thing in common: the beginning of the hidden control of people is the moment when the signals of the manipulator find an emotional and psychological response from the objects of manipulation. Therefore, in order not to succumb to the manipulation of an unscrupulous leader pursuing selfish goals, it is necessary to evaluate all incoming information from the standpoint of common sense, and give it a rational, not an emotional assessment.

The art of managing people can be useful not only for those who occupy leadership positions at work, but also for everyone who is in contact with society on a daily basis. A simple set of psychological techniques and skills will help you, in case of a dispute, convince your opponent that you are right, avoid conflict, not succumb to outside provocations, and establish relationships with loved ones.

Psychology is a full-fledged branch of science, in which there is a section that studies the direct and hidden impact on the consciousness of the collective and the individual. In other words, the tactics of controlling a person will give you the opportunity to find harmony with others. She works with almost everyone, regardless of gender, age, social status and views. If you want to learn how to learn how to manage people, then our article is especially for you.

What is manipulation?

Manipulation is a hidden control of a personality, that is, an incentive to make decisions, perform any actions that are necessary for the manipulator to achieve their own goals (often selfish).

In no case should the victim understand that the thoughts and actions performed under the influence of the "puppeteer" are imposed by someone from the outside. This is the art of managing people. Such a skill provides quite serious opportunities that can be embodied as material or moral satisfaction.

On the one hand, the work of a manipulator is often perceived in the eyes of others as a negative impact, but the coin always has two sides: for example, the reverse in this matter is the manipulation of a teacher or parent in relation to a student or child for educational and educational purposes.

The main difference between manipulation and voluntary choice is the obvious lack of choice. A person does not act in accordance with his own interests, and after realizing the fact of influence, he feels used, which is very unpleasant. But not from birth a person has such a skill.

What you need to know

The human psyche is very individual. If one technique works for one, there is no guarantee that it will work for another. Your skills should be used with care.
Every skill needs to be honed. One should not be satisfied with one theory, practice is necessary in every business, no skill comes from nowhere.
It is possible to influence a person only if he is located towards you.
Before trying to convince the interlocutor of anything, find out as much as possible about him, whether it be his place of work or personal qualities.
You must be sure of your words.

Impact points

Influence on a person through his needs. Each person seeks to satisfy his needs or ambitions, whether it be the need for security, physiology, the desire to occupy a particular position, to receive a certain service. This is often the focus of the manipulator. Mostly this skill is used by the media. The most striking example is advertising on the Internet, on television. The tricks of marketers, the ability to present information correctly, inviting celebrities ... All this makes the masses buy up what is offered from the screens.
Manipulation through weakness. This method implies the skill of playing on human weaknesses, which include self-doubt, stupidity, excitement, curiosity, suggestibility, superstition, fear, and so on.
Guilt management. Often, having committed a small fault, the victim is looking for a way to atone for guilt, which is what the manipulator uses. This skill is most often used by inexperienced manipulators.
Vanity game. Just like self-doubt, self-confidence can also be used: with flattery and approving speeches, the manager achieves his goal.

Masked manipulation

Psychology also shares several main methods of influence, which greatly simplify the achievement of goals in any area of human life: work, social activities, family. The main ones are:

The ability to interest the object of influence. Whether it's a promised service or providing the information a person needs, the main thing is that the motivation is strong enough to induce action. You don't need much skill here. A classic example, which is quite often used in families in relation to children: "let's do the work, and in return you will get candy." This also happens with adults, only a “candy” can be promotion, financial incentives. Psychology is one.
Tricks - methods of manipulation, consisting in setting the controlled in an awkward position. Often this technique is used in disputes, debates.
Managing people under stress. One of the simplest methods that does not require skills in the field of psychology. A person who is in a state of deep depression, fear or stress is easily suggestible. He doesn't care what he believes. The goal of such a person is to cling to at least something. This is often used by scammers. Remember the gypsy fortune-tellers who, seeing that a person is not in the best mood, take advantage of this.

All methods of manipulation are revealed in one way or another through the above basics. Some of them are applicable to the crowd, others are quite suitable for domestic use.

A few more ways

Influence through stereotypes. In this case, the influence is exerted through images rooted in the mind of a person, traditions, elements of mentality.
Attraction is one of the methods that helps to control people even more imperceptibly. Attraction as such is not a method of manipulation. It is only the soil and is to attract the attention of a person, the creation of interest and proper disposition. The psychology of attraction is the desire and ability to achieve positive emotions.
Suggestion. Simply interference in the human psyche. These methods include hypnosis, neuro-linguistic programming (NLP). The impact is mainly on emotions, but this method requires a special skill. This work should be done by a professional who knows exactly how to manage people without harm to mental health.

Otherwise, there are baits that allow the manipulator the opportunity to attract and hold the attention of the controlled or society to a certain part of the whole business, distracting from the main goal. This method can be called almost ideal, because a person, even after the manipulator has received his own, does not notice the influence.

The described techniques are diverse and are suitable for both domestic use and for managing people at work. Managing people is a very useful skill these days. However, it should be remembered that it is advisable to use these methods among the masses only if the points on which you intend to “pressure” are the same for most of the controlled, or at least close. Other methods are suitable only for personal influence at the everyday level, often carried out unconsciously.

In conclusion, it should be said that science does not stand still and develops quite rapidly, new information, data, methods on the topic of people management appear, but the main points that exist at the moment and given above will not lose their relevance over time.

In the process of detailed study of the topic of people management, the books of Paul Ekman are of particular importance. To improve your manipulation skill, start with them.

Many people think that management techniques are useful only to those whose profession is related to management. In fact, this is a set of techniques that can be applied in any area of life where society is present.

Do not succumb to the provocations of an old harmful neighbor, build the right relationship with children, establish contact with unpleasant relatives or employees, in the end, it is profitable to sell a summer house or even a sofa on Avito.

In other words, a set of techniques will work with absolutely all people, regardless of their gender, age and social status.

As for people in leadership positions and entrepreneurs, they should first learn how to manage people. Of course, just some chips gleaned from different sites are not enough.

Masterful management of people requires a complete set of techniques and even a slightly modified worldview.

But I will talk about this later, and now - 10 ways that will be useful to you in your career and in life.

1. Correct look

There is a special look that makes people reckon with you, recognize you as a strong opponent at the subconscious level.

This view can come in handy in any controversial situation, when you want to state that you are worth reckoning with and you make decisions here.

You need to look into the eyes, but not at the surface of the eye, but as if through it, looking into the soul. It turns out a piercing look that declares your decisive attitude. And people feel it.

2. Energy pause

To get what they want, people sometimes use the tactless questioning method around other people. In private, you would not hesitate to refuse to answer or answer in the negative, but in public you are confused and you can agree or answer so as not to appear greedy, secretive, and so on.

In order not to fall for this bait, you can use the energy pause method. You look into the person's eyes as if you were about to respond. He is preparing to accept your answer, but you do not answer.

You keep looking at him, but you don't say anything. He looks away in confusion, and then you start talking about something else. After such an incident, he will no longer try to force you to answer in public.

3. Pause and encouragement

Sometimes people try to demand something, relying solely on the intensity of their demand. That is, a person in principle understands that his demand is unfounded, and you understand this.

However, he actively and very emotionally demands something, hoping that you will give in, for fear of conflict. If you support his tone or start to object, the conflict will take place.

Instead, pause and friendly encourage the person to continue the conversation. Feeling support, a person will stop getting excited, will begin to speak more calmly.

But even after that, do not break the silence, nod and encourage him to continue talking. A person will begin to explain, then - to make excuses and, finally, to apologize.

4. Eye protection

Of course, some techniques are used not only by you and not only consciously. It happens that people unconsciously feel how to act in order to achieve what they want, and behave that way.

If you notice the gaze of the interlocutor, he may apply some kind of psychological influence to you, whether consciously or not.

Remember: you do not have to play peepers with him by accepting the rules of his game.. Look into his eyes, smile, making it clear that you noticed his look and you don't care, and look at other objects.

5. Conquer dislike

Life often confronts us with unpleasant people with whom we simply have to communicate and maintain good relations.

To maintain normal communication or get something from this person, you have to really overcome the dislike for him. And not just pulling on a fake smile, but imbued with sympathy and kindness.

How to do this if you have a scandalous nasty type in front of you?

Imagine him as a small child. If a child behaves badly, then he is angry, unhappy or spoiled. Either way, the environment is to blame.

In principle, this is true, so you are not even fooling yourself. When you see this person as a child, you will not be able to be angry with him, and people always feel kindness and sympathy, and this disarms them.

6. Pressure

Many people put pressure on their employees, relatives and friends to get what they want. How it looks from the outside: repeated repetition of the same requirements - sometimes soft, sometimes hard, sometimes persistent and emotional, sometimes unobtrusive.

The main purpose of pressure is to deprive you of the hope that requests or demands can be avoided.

The person makes you understand that you simply cannot do it differently, he will stand his ground until the very end.

What can be done about it? It helps to call a spade a spade. For example, you can immediately ask a person: “Are you putting pressure on me?”. As a rule, the person then gets lost. Equally important is the ability to firmly say “no”.

7. The ability to say "no"

You must learn to say "no", it will be very useful in the fight against all sorts of manipulators, among which there may be not only obsessive partners, but also your friends or relatives.

You must learn to say exactly that word - "no". Not “it won’t work,” or “I don’t know,” or “we’ll see,” but a firm “no.”

8. Don't explain your refusal

This is also a great skill that is acquired with experience. If you refused someone, said your firm “no”, be able to do without explanations and even more so without excuses.

At the same time, you can not feel guilty for the fact that you refuse without explanation. People feel the inner mood, and if you hesitate inside yourself, they will get comments from you and maybe even persuade you.

And again, it's not always worth refusing without explanation, but there are times when it is necessary.

9. Position without evidence

In negotiations, proof of innocence often plays a negative role. Righteousness is a state that is transmitted at the level of sensations. You feel right and other people agree with you.

If you begin to prove your position with arguments, this can destroy confidence in the rightness.

Let's say you give one argument, and your interlocutor refutes it. If after that you give the second argument, then you agree that the first was unsuccessful, and this is the loss of your positions and unshakable faith in your rightness.

10. Fix a new role

If you enter into some new role - head of department, team captain or some other - you need to immediately fix it, indicating your authority. Do as soon as possible in your new role what you could not do in your old one.

Give some order, make a decision, ask for an answer from subordinates, and so on. The longer you delay entering a new role, the more your rights may be curtailed.

These ways to manage people and prevent yourself from being manipulated are only a small part of all management art techniques that change not only your communication style, but also your worldview. And you can get it by learning from professionals.

Management art and a new worldview

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