5 manipulation techniques that affect us and that we use
Manipulation is an act that implies abuse of power because it involves using discursive elements to control the cognition, affections and behavior of one or more people. It is often confused or mixed with other similar processes: argumentation and persuasion, but they are not the same.
In this article we explain what manipulation is and how it differs from persuasion and argumentation. We also present some examples of manipulation techniques which are frequently used.
- Related article: "Persuasion: definition and elements of the art of convincing"
Argue, persuade and manipulate are not the same
Both argumentation and persuasion and manipulation can take the form of oral or written discourse and in very general terms serve to defend an idea or an attitude , that's why it's very easy to confuse them. What makes them different is the purpose pursued by each one, as well as its particular elements.
Argumentation is an activity that consists of giving logic and coherence to an idea in order to defend it. In other words, it is when we establish a reasoning with a specific purpose: to justify or refute that or other reasoning.
On the other hand, persuasion occurs when the argument has one more purpose: it is not only used to defend or refute an idea, but also is oriented to modify the behavior of the interlocutor .
In addition, manipulation is when the argument is used to modify or direct the behavior of the interlocutor, but based on two main elements and purposes: power, or rather the abuse of power, which translates into domination.
It can be very subtle (it usually goes unnoticed) and can constitute the foundations of symbolic violence, since it has the result of favoring the interests of one party and damaging those of the other.
That is why manipulation can be analyzed from three dimensions (Van Dijk, 2006): a social one, which is exercised by elites who have access to public discourse, so that their influence is on a large scale; a cognitive dimension that consists of controlling mental models and social representations; and a discursive dimension, which consists of using linguistic elements to be able impact both mental patterns and behaviors of a person or of a whole group.
- Maybe it interests you: "Are we rational or emotional beings?"
Some manipulation techniques
Studies on how some groups or individuals manipulate others have become very frequent in recent decades, especially in the area of media , advertising and political activity.
Thanks to this we have been able to identify some manipulation strategies in which we can fall very easily without realizing it, both in our interpersonal relationships and in what we see daily on television or the Internet.
Although we could exemplify many more, next we will review 5 of the most common manipulation techniques.
1. Play with feelings and emotions
Controlling the affective dimension is one of the most powerful tools because makes the receivers reaffirm their opinions and positions without necessarily having gone through a logical, reflective or critical reasoning.
An example could be the activity of the tabloid press, which exaggerates the news by giving information a touch of sensationalism rather than rigor, because the objective is precisely to appeal to the emotional dimension of the readers and their previous experiences, and with this, increase visits or sales.
2. Simplify the message and include strong affirmations
Consists in control the cognitive elements that allow us to process and understand a message . It is when fast and strong conjectures are used that they do not give the possibility of carrying out deep analyzes, which is basically to intentionally obstruct the understanding of the argument.
For example, when a small part of a text is printed in large, underlined letters and at the beginning, which in addition to immediately attracting our attention and activating short-term memory, causes us to have a partial or biased understanding of the information.
3. To resort to what an authority says or thinks
It is when a position is justified by presenting a person or a figure that is socially recognized as a competent authority. This is useful because we often tend to consider more the opinions, indications or activities of someone we admire or someone who is in a position of power.
This can involve from the opinion of a priest or a president, to that of an artist or a relative, and its effectiveness depends on the context in which the group or person develops .
4. Identify conflicts and make them think that they are always the same
It is when a situation, especially if it is a conflictive situation, is reduced to what a single person or group of people does, says or thinks, hiding all the other variables, agents or groups that also influence or are affected by that situation , contributing to the generalization of knowledge, affect, attitude or ideology .
An example is found in the cases that occur when an attack is represented in the mass media as an isolated event, or as the act of a "crazy" (with which we are invited to fear all those who are seem), instead of being represented as the result of complex political and social conflicts.
5. Use and reinforce stereotypes
Very roughly, stereotypes are the behavioral qualities that are attributed in a simplified and almost automatic way to a person or a group of people.
They are useful as a persuasion technique because allow to control values and judgments without having to justify the arguments deeply and without allowing the recipient to question himself widely, that is, the interest in deep and reflective information is not favored.
Bibliographic references:
- García, M. (2014). Manipulation in the construction of international reality. Reason and Word Magazine, 17 [Online] Retrieved March 5, 2018. Available at //idus.us.es/xmlui/bitstream/handle/11441/17224/file_1.pdf?sequence=1
- Roiz, M. (1966). Modern techniques of persuasion. Retrieved April 5, 2018. Available in //imagenes.mailxmail.com/cursos/pdf/2/tecnicas-modernas-persuasion-2442.pdf
- Van Dijk, T. (2006). Speech and manipulation: theoretical discussion and some applications. Signos Magazine, 39 (60): 49-74.
