Put in Enlightenment understandabl and e emancipation framework How is objectification

Путем Рефлексия knowledge: (зеркальное) наставлений (критическое (бесед) оценивание)

На Based on Tampering Экспертное Свободный what is (Поппер) подтверждени консенсус
judged on the е (Хабермас) truth: (Рикёр) Естественнонаучный level methodology herein
referred to as empiricism. The most appropriate paradigm for the social sciences at this historical
juncture, in the opinion of Boh-inequality is hermeneutics. Obviously, these "levels" are not built
in levels: within each criterion change of signs is not subject to a single logic, it is unclear what
level should take a leading position, and so forth. They look more like different ways of scientific
thinking, none of which can claim regardless of the status of the preferred. different
classification methods explanations existing in psychological science, offered MS Poole and 18 p
~ D. McPhee [Poole & McPhee 1985]. They come from the following scheme the relation
between theory and methodology:

Classification of ways of explaining and understanding, these authors causal conventional and
dialectic, is derived from 1) assumptions about the nature of the relationship between the
researcher and the object research, 2) the proposed forms of explanation and the criteria by
which they are measured, 3) assumptions about future landmark for the study of [Poole M. S. &
McPhee RD 1985, p. 104-108]. Causal mode of explanation is based on the assumption that the
researcher is an independent observer of the phenomena. Explanation is given in the form of a
grid type approvals X * Y is the cause of the conditions A, B, C, ... ", where X and Y - variables or
constructs secreted by the researcher. Causal explanation provides researchers to position with
regard to the definition of the constructs, the allocation of causal relations and to test the causal
hypotheses. In the future, the researcher must describe adequately studied them peace.
Conventional way of explanation, also based on the assumption of independence of researchers
from the object of study. However, he at the same time based on the assumption that the world
is a social product, and the people in it is viewed as a starting point. The explanation is a
demonstration of how the test adapts its behavior to the appropriate conditions, regulations,
algorithms. Opening of the latter is also a goal of the study. As a result there is no need to
establish causality and generalization, is considered adequate settlement of the observed
phenomena into one of the already known explanatory or behavior patterns. These schemes can
be checked: a) model - a comparison of 19, the behavior of which of them should be, with the
actual behavior of people, and b) almost - a test of whether or not to act on them may be
trained by a person in) expert - direct questioning of subjects Are there separate rules or
schemes. dialectical way of explaining how and conventional, based on the assumption that the
objects of study are defined socially. At the same time, however, the researcher does not
consider itself independent of the reality studied, as in the causal approach, and considering
scientific research as mediating the views of the researcher and the subject, without providing
benefits to any of them. Dialectical explanation combines aspects of causality and conditionality.
On the one hand, it ascertains how causal forces create conditions for action: determined rule
circuits, structures and how to apply them. On the other hand, how people within this
determination modify its manifestations: the base form and direction of action of the causal
forces. The researcher can not apply to rules as given (that is done in the conventional way), and
needs to learn to give a set of rules and powers. Historical evidence often plays an important
role in this process, because the causes are embedded in the previous, often established system
of acting. Causality should not be a direct link «X-Y», but rather resembles something like «X
affects conditionality A, B, C, which lead to the Y in the context of the system of acting W».
Causes and conventions, as we see, interact in this explanation. Thus, the causal approach puts
emphasis on the objective forces, conventional focus on subjectivity (or intersubjective) and
dialectical emphasizes conditioning of subjectivity (or intersubjective).

At the national psychology GA Kovalev (1987, 1989) proposed to distinguish the following types
of paradigms: "1. "Object" or "reactive" paradigm, according to which the mind and the man
generally regarded as a passive object of external conditions and the product of these
conditions. February 20."Subjective" or "actional" paradigm, based on the approval of the
activity and selectivity of individual mental reflection of external influences, where the subject
rather as if he has a transformative effect on the coming to it from the outside psychological
information. 3. Finally, the "subject-subject" or "dialogic" paradigm, where the mind acts as an
open and in constant interaction of the system, which has an inner and outer control loops.
Mind, in this case considered as a multidimensional and "intersubektnogo" inherently formation
"[Kovalev 1989, p. 9]. These types of paradigms are related, according to the author, with the
types of abstraction at the level of general (object), special (subjective) and the individual
(dialogic). Theoretical explanations are formulated in the form of, respectively, the laws,
regulations or relevant hypotheses. Thus, we find some grounds on which you can navigate in
the choice of research method: The ratio of the phenomena - a class to which classifies them as
a researcher: the facts, the results of interpretation of reality, to the timeless meanings are
transient or stable values, and so on. d. Targets for which the researcher focused - which will be
used for this knowledge: to explain, predict and control, for the interpretation and
understanding, or to evaluate and make changes in the studied reality. nature of knowledge, the
researcher is going to get - the universal laws, private laws, limited explanatory diagrams barely
emerging trends or single unique information. A method for establishing the validity of
knowledge - hardware (vnesubektnaya) verification, careful planning of experiments, expert
judgment, personal involvement, direct experience of relevant experience and so on.
Assumptions (presentation, beliefs, beliefs) about how this world works - that is, the
philosophical 21 Position of the researcher. Ultimately, they are the result of his philosophical
preferences, the basic provisions which are often axiomatic in nature and are based on the
beliefs of almost refleksiruemyh. 1.1.2. Ratio paradigms All the grounds on which we could
decide what methodological position to take, in the end turn out to be derived from it worldview
that guide the researcher or practitioner. This dependence is clearly marked VS Bibler (1991)
when comparing the different kinds of logics of knowledge. Modern rationalized knowledge
(which are oriented on natural sciences) involves the desire objective - that is, detached, "non-
contact" - to penetrate into the essence of things. Original philosophical premise reads: "I" and
the world are on different sides of the ontological abyss. The main task of science is to try to
bridge this gap epistemologically - "know" the objective reality given to us in the sense organs.
Others logic - ancient and medieval. The first is to try to catch pervosuschest things in such a
concept, which is similar to the image arbitrarily polysyllabic, if only he would let somehow draw
a vague sense (prediction) secrets. In other words, this logic is based on the identification of the
"I" and the World, the identity of the microcosm with the macrocosm. Medieval logic, in turn,
expressed in a desire to commune with svehrsuschemu, to understand the world through
revelation. The premise: "I" - only a very small part of the ever-present - this is the whole "the
pathos of understanding things like guns and emanations of subjective forces, only sverhsuschih"
[Bibler 1991, p. 5]. Thus, the dispute about what the logic of the study better at the level of
assumptions is a dispute about whose idea of world order rather. As the foreseeable retro and
prospect hope for a speedy solution of philosophical problems is not necessary: this problem,
fortunately, will always remain unsolved and accrue subsequent generations inherited 22
leniyam as the eternal adversary and booster to the philosophical quest. Therefore, one of the
possible solutions to the problem of choosing the paradigm of the study is to consciously
remove it from the current worldview, while agreeing that other scientists are free to build
another research platform. However, once the different specialists will try to share the results of
their research, it may be - and continuously occurs the difficulty in understanding each other.
While we are talking about the results of the description, then this situation can still be
tolerated. However, the fact that the researcher is a methodological difficulty for psychologist
practice becomes the problem of choosing the method of their professional development. Then
the difficulty rises to the level of "what to do" and "how do we continue to be?" Because,
despite the difference in outlook, act, and that, and other professionals have in the same world.
Mismatched philosophical system again starting to experience, but at the level of practice. As a
consequence of disputes about the method of the humanities sometimes reach glow struggle
for survival. G. Allport, Abraham Maslow and Carl Rogers believed that the pilot and pilot ways
of knowing are not the opposition, they complement each other. Specific decision was that "the
starting point of psychological research must be return" back to the object itself. " The study of
human nature must begin with the knowledge of the phenomenological and only then put on
the yoke of the objective, experimental and laboratory methods "[Krippner and de Carvalho,
1993, p. 119-120]. The experimental method is worthwhile to complete the process of acquiring
knowledge. Precede immersion in the phenomena studied, "the absorption of direct experience"
before reaching the point where "some things just come into my head." After that requires more
prolonged work on the final design ideas to a level where they can be tested experimentally or
quasi-experimental way. Key idea VS Bibler is that we live in a period of change of logic, which is
guided byhuman 23 mankind in its quest understand the world order. Namely, from one logic
(rational at this stage) we come to the dialogic dialogue of different logics. The logic of the
coming of the XXI century - dialogics - is able to combine the different logic: as those that existed
in earlier periods of history, and the new, yet to manifest themselves. Similar or completely
identical statements are found in many of the authors: "There is no need to prove that one way
to explain better than the other.

Each approach has its advocates, and each has its both advantages and weaknesses compared to
other »[Poole & McPhee 1985, p. 107]. This idea of fundamental compatibility of different logics
is extremely attractive on moral and environmental reasons. In addition, it has been and its
operational specification: firstly, it is necessary to start with an introduction to phenomenology,
in the first step trying to get its rich connections, and secondly, it must be a dialogue of distinct
logics. Do not fight, not arrogant (or anxiety) ignoring, and in-depth discussion of common
problems in different languages. Researcher for this will need to learn a few languages, and
practice - to rethink how mnogoresurs the eclectic-ness. 1.1.3. Why hermeneutics? It's time to
decide on their own logic studies already relying on dedicated paradigmatic coordinates.
Assumptions relating to the ideological position within the task claimed just a sketch (and only in
so far as it relates to the subject of the conversation). I do it for the sake of clarity regarding its
position, but not as a discussion of the provisions. Human psyche and the world ontologically
merged: they initially (when it started there) are packed into each other. Confrontation between
materialism and idealism - is a debate ways to describe this fusion. It seems that it is a
consequence of incorrectly formulated problems. 24 That part of the world with which man is
concerned, is largely a product (including topical) of the person. It is made in the description of
the world - its semantic (iconic, linguistic, symbolic) doubling. And since every description always
selectively, then the item description selectively turns (unpacked) in doubling. After creating
another batch of themselves and the world, a person acts in accordance with his new
understanding, and is one of the leading transformative forces of the universe. Any description,
no matter how paradoxical it may seem, always has its reasons, its ontological roots - and in this
sense, any description, any way of seeing in its own correct. Their lack of understanding lies in
the lack of access to the context in which they signified. Relationship phenomena. Phenomena
with which psychology is concerned - it is an event (co-existence - held, true existence), which
have a dual rationale: by cause and by result. Therefore, an understanding of their construction
and the causal and teleological concepts. At 3 Freud grasped this duality phenomena dichotomy
libido and character [Ricoeur 1995-6, p. 405-408]. P. Ricoeur gives other pairs of concepts:
motivation and focus, and a desire to be a sign of the desire and effort to exist and others.
Objectives of research - to understand the way in the real causes of human activity linked with
the intentions to interpret the meaning of this relation with respect to the specific people and /
or the whole of mankind. In this perspective the human desire to understand itself coincides
with the design itself, the development. Nature of knowledge, which is expected to receive - the
private laws, limited contexts in which they make sense, until the unique individual
characteristics of a single person. A method for establishing the validity of knowledge - expert
judgment, private participation, the direct experience of relevant experience and so forth.
described in the first section of the methods of scientific thinking as by name, and filling various
authors 25 do not match. However, if you correlate the position stated only that the contents of
the mentioned paradigms, then the amount of provisions, they could fit about hermeneutic (A.
Bochner), dialectical (MS Poole and RD McPhee) or subjectsubject (GA . Kovalev) paradigms.
However, the most appropriate paradigm benchmark in this paper was elected hermeneutical
way of thinking and method of research. Let me explain why. I have to move away from the logic
of natural science research - studied the reality is not accepting it. The subject of this study -
known subject, the carrier of the psyche, a living creature. It is possible to separate the individual
pieces and make them into inanimate preparation for laboratory work - instructive, clearly, but ...
with the loss of quality. Naturalistic logic comes from the initial dilution of subject and object,
and then seeks to overcome this gap. In this logic, the person has to first mentally transform into
an object, and then try to look for it subjectivity. Alternatively therefore elected reverse thinking,
initially believing existential-packed of the world and man in each other. Cognitive activity of the
latter is to try to unpack themselves - to turn the potency of relevance (to update itself). Means
unpacking - semantic doubling - a man as yourself, and the world is language. Methods
unpacking - understanding the allocation of substantial (that is hidden, but it is the essence of
the world and man himself), rearrangement of the resulting material - together constitute one
method: interpretation. In this sense is a means of interpretation of the man himself and the
world. The most complete elaboration of interpretation as a method found in hermeneutics.
Thus, with the help of hermeneutics there is hope to find a way out of these methodological
difficulties. And most importantly, to stop fighting with the subjectivity of the researcher in an
effort to turn it into a measuring device, and vice versa, the desire to apply to the fullest extent
of its unique features. 26 Hermeneutic approachfor me - it's also a way to share (with his
colleagues, acting as a function of competent experts) study this subject area. In the work of this
type appears to be allowed to do free modeling based on a constructive discussion, which in
itself is already a way to study. The specificity of the studied reality is that it is in its fully
presented in the same subjective space, and qualification of experts - we are all immersed in the
mental and social elements, they are rooted in their deep spiritual layers. To move away from
this reality and take a position of "objective" researcher, its subjectivity would kill him. Direct
experimental verification - in the Science, its understanding of the hardware - the
manipulyativnogo impact (as well as the psychological impact) is hardly possible, since it is
difficult to imagine what an objective tool can fix that in principle can be detected only mental
tool. And if you avoid subjectivity, we can not, it will correctly interpret the very subjectivity as a
specific research tool. Therefore, the central method is recognized to make expert opinions:
subjective reality can be explored in such removal (with respect to one researcher) as the
transfer of judgments handed down to the other research experts.

Methodological position A. Giorgi, shared by many of humanistic psychology, comes from these
basic characteristics person: 1) All people are included in and society,2)all persons are parties to
the language of communication; 3) All people express direct experience in the system of and
values,4) all people are able to transform the perceived structure of direct and experience,5) all
the people come together in community, for example, in a group or community. 27 Psychological
research may include "a phenomenological study, hermeneutic interpretation of values , the
study of the life and history of individual cases, as well as many other studies using qualitative
data and / or rekontseptuali-ized quasiexperimental procedures "[op. by Krippner and de
Carvalho, 1993, p. 124]. As you can see, in this series of hermeneutics stands near the beginning
of scientific research. Therefore, at the initial stage of development of this area of concern to me
is the approach seems to be most correct. Hermeneutics is attractive because of its eco-logical. It
consists, first, in caring for all components of the subject matter: nothing can be considered
redundant, all recognized as necessary and useful, we need only specify which conditions it is
true. Secondly, within the meaning of naturalness, a situation where there is no uniformity and
diversity - of ideas, opinions, images, events ... Third, in the tolerance to the polarization of
opposites, contradictions perspectives in the pursuit of the organization of productive dialogue
between them . It remains for me, in summarized form to designate certain provisions of
hermeneutics, which will serve as the starting point and at the same time guiding the study. For
hermeneutic approach is characterized by: 1. Conscious installation on the interpretation,
clarification, and not a fair description. Understand - means to bring their understanding
(concluded in the ways and means of thinking) in the subject matter, and not sterile fix
something in the subject. "I call all the discipline of hermeneutics, which originates in the
interpretation and the interpretation of the word I give it real meaning: to identify the hidden
meaning in the sense of the obvious" [Ricoeur 1995-6, p. 408]. 2. The desire to understand the
meaning of human action, it is the totality of its relations with the world. 3. Focusing on
language as a medium of information about the person. "Interpretative approach addresses
specific changes the values to range of values in which we find ourselves, and which are not able
to completely overcome» [Bochner 1985, p. 43]. April 28.The meaning is grasped through a
comprehensive analysis of the means of expression: speech, conversation, symbolic actions,
social artifacts. "Semantic core of all hermeneutics [is] ... a way of constructing meaning, which
could be called a two-or multi-sages sages" [Ricoeur 1995-6, p. 17]. Therefore, the existing
contradictions are seen as sources of meaning. 5. May be missing the obvious differences
between the facts and the assessment, truth and faith. It's not about mixing Pleroma and
Creatura (Bateson), that is described by the object and its description, and the sequence in the
knowledge that in the framework of the language we are always working only with different
kinds of descriptions (interpretations), and not with reality itself. The latter, too, we have access
only through language. 6. The value of any event or phenomenon depends on the context - from
the totality of its actual and potential relationships: "Every individual phenomenon is immersed
in the elements of first principles of being" [Bakhtin, 1979, p. 361]. 7. Inability to formulate a
precise theoretical description. "Instead, given" warm idea. " Its "survival" is not dependent on
the future outcome, but rather how well the conceptual frame is applied to the interpretation of
new »[Bochner 1985, p. 45]. 1.2. Hermeneutics of action is quite customary to speak of
hermeneutics as a science (or art) interpretation of texts (Schleiermacher, Dilthey, Gadamer,
Ricoeur), but in relation to human activity, direct transfer method of interpretation requires
further study. First we need to show that the very human activity can be viewed as text. When
this is done, we must still discuss the issue of reliability of the knowledge obtained in the
hermeneutic study. It is about how well the text refers to the objective content, which sought to
specify the author. This accuracy depends on three things: first, how well the author managed to
pick up the necessary means of expression, and secondly, the resolution of the first and third,
the ability of the reader to reconstruct the author's intention. In the case of this 29 kind of text,
which is the person's behavior, we have to deal with a phased interpretation: the behavior is
fixed (the first being subjected to reduction) and / or described (interpreted, and therefore
easier), and then evaluated by experts (again interpreted), and in the completion of the study's
author makes some conclusions (again interprets). In general, this corresponds to the usual
course of a scientific or applied research (in practice, this scheme often varies). In hermeneutic
study, this time of constant transformation of content as a result of procedures is attributed to
the subjectivity involved in the study of people and seeks to account for these distortions, to
understand them as a source of important information about the behavior of the person. This is
done not by reducing the degree of subjectivity of people, and in recognition of his full factor
research. The result is a list of some claims that may be brought to the text (stimulus material),
the interpreter (the subject or expert), as well as to the language, which should be the results of
the interpretation of the text as a behavior. In this order they will be discussed below. 1.2.1.
Action as text That every act of communication can be seen as a message, it sounds trivial in the
light of theories of communicative interaction. Everything that relates to speech (speech
utterance as the text included in the context of a holistic message), almost immediately be
subjected to traditional methods of text interpretation. The situation is different with non-verbal
communication - still to be proved that it is possible to apply the same research tools.

Justification adequacy hermeneutic approach to the study of events and actions taken P. Ricoeur
(1995-a). He notes the following properties of operations, rodnyaschie them with text. 1. Action
can be read. Firstly, the action itself is formed by means of signs, rules, norms, values, the
totality of which "is not rooted in the minds of initially", but is included in the action. Secondly,
the steps have a structure comparable to the structure of the text. "It is impossible to 30
understand the meaning ofof any rite, without defining its place in the ritual as such, but a place
of ritual - in the context of worship and the place of the latter - together agreements, beliefs,
and institutions that create a specific image of a particular culture; ... Can thus be interpreted
any gesture, such raised hand, how a vote, as a prayer, then the desire cab stop ... in this sense
interpretation itself constitutes action "[1995 Ricoeur and c. 11-12]. Third, the "action is always
open with respect to the requirements, which can be both technical and strategic, and aesthetic,
and, finally, the moral" [Ricoeur 1995 and c. 12]. This means that actions such signs may be filled
with different content, each time getting a different meaning, understanding (recovery) which
requires a special operation, in its essential features coinciding with the process of reading the
text. 2. In an action is its content - something that can be understood. This is the content, as well
as the timebase action has an independent internal logic. "Talking about the action ... then
compare the terms such as goal (project), agent, motive, circumstances, obstacles, distance
traveled, rivalry, help, an auspicious occasion, opportunity, intervention or taking the initiative,
desirable or undesirable results" [ Ricoeur 1995 and c. 13]. 3. Action fit "into the fabric of history,
to which it affects and which left its mark; In this sense, we can speak about the phenomena
archiving of registering (British record), which resemble writing fixing action in the world ...
"[Ricoeur 1995 and c. 17-18]. Hence it follows directly, as the author points out, the issue of
responsibility, which in this study is given much attention. Together, these three properties as
practical action events generated by human initiative,-evoke talk about them as kvazitekste. "As
in the field of writing, here it wins the opportunity to be read, the top takes the uncertainty and
even the desire to confuse" [Ricoeur 1995 and c. 18]. (Running a little ahead, 31 I note that the
last sentence of the quotation immediately leads to the phenomenon of manipulation.) Thus, it
is the correct transfer techniques of hermeneutics to the actions of man, and hence, for all its
activities. In this context, the title of the popular book "Read rights - as the book" [Nirenberg and
Calero 1990] familiar to a wide range of our readers, from the status of metaphor rises to a
methodological principle. 1.2.2. Availability contexts Psychological understanding of the essence
as getting sent someone a message is mental activities that relate word utterance or text with an
object or idea, which is referring to the author. This activity is to determine the direction of the
"language of gesture," pointing to an object [Kharitonov 1988]. In its simplest form, the
definition of (stuffing containing the "name" of the object) is pointing gesture (ostensive
definition). In more complex cases, various kinds of links to the already well-known objects: a
comparison of ("like"), summarizing the category ("refers to"), construction ("consists of"), and
so on. N. Thus, understanding the mechanisms of their based on the linkage. process of
interpretation of the text - as a higher level of understanding of the complexity - and is explicitly
based on the establishment of ties, but with more complex objects - contexts. In this sense,
interpret the text, the sentence or word means to put them in such a framework, in the semantic
field of which they receive a new value, enriched with new semantic connections: "Every word
(every character) text displays beyond. Any insight is to relate the text to other texts "[Bakhtin,
1979, p. 364]. * It is interesting that the word text comes from the Latin textum - cloth,
communication, construction. Prefix con- (lat.) In the word context means an association,
community, compatibility, further underscoring the complexity of the structure and diversity of
relations between the elements. 32 Interpretationtext turns out to be richer than a lot of
contexts, it is related, the greater the range of ideas involved in this interpretation, the thinner
and unexpected meaning relations than their more interesting layout. Interpretation would be
rich or not depends on two factors. The first - a potential - is in the text (or message), and is, as
far as it preserves the original communication with related contexts, as well as on the degree of
accessibility of the latter (the presence in the text pointers to them). The second - the actual -
factor is the skill of the interpreter, his willingness and ability to detect and describe the
semantic links. Richest in the number of stored (not subjected to screenings) contexts, it is
necessary to recognize the live event - the current action, current activity ("it is better to see
once ... "). I understand why - life is always richer than any of its description. Therefore, the
object of our interest - human behavior - is in this sense an ideal text: extremely rich in contexts
and therefore inexhaustible to interpretation. However, each event is unique and fleeting, ends
and disappear before we have time to explain it. Therefore, for scientific and educational
purposes has to use his description, which may multiply subject to interpretation. Such a
description of our work serves as a stimulus material - subject of peer review. Therefore, since
we are dealing with the description, we would like to know how it is possible to judge about the
subject of description, that is, how it saved contexts. Discuss some warning signs that these
contexts are not lost. Presence in the text of multiple contexts is directly reflected in the multi-
level, enigma, "multistory ™» description, available in a variety of formations it. Such as for
example the plot, a number of conceptual, artistic aspects, psychological observations,
comments, attitudes, thoughts, emotions, rules ... Their diversity seems to be random when
enumerating only when a comma is considered as the abutment. In good texts, as in life, all the
ontological and semantic horizons form a 2 - 848 33

"counterpoint" motives, the intertwining, the opposing. Multiplicity of frames (dots review
products) also suggests maintaining communication with noticeably large number of contexts
than in the one-dimensional look. On the one hand, each context defines their point of
reference, on the other hand, each position is based on some of the most related to her
contexts. "In fact, the text is always something more than a linear sequence of phrases; it is a
structured integrity, which can always be formed in several different ways. In this sense, the
multiplicity of interpretations and even conflict of interpretations is not a lack of or defect, and
the dignity of understanding, which forms the essence of interpretation "[Ricoeur 1995 and c. 8].
Text retain due to the large number of contexts, if used in it will be the concept of multi-valued,
semantically "blurred." This is exactly the opposite of what is considered the norm in scientific
works, which require compliance with a clear understanding of the terms used. Most
vysokokontekstualnymi are literary texts. They can compete perhaps only religious works. Not by
chance as those and other proper hermeneutical and spawned a line in culture: the
interpretation of the ancient myths and canonical religious texts (exegesis). It is obvious that the
flow of interpretations of ancient myths and sacred books (Torah, the Gospel, the Qur'an, etc..)
Will be updated with new versions. Together, these features lead to the fact that multiplying the
number of weak, implicit, lateral ties. Because of the many branches in the way of semantic even
stronger ties all of the above is the opportunity to "jump off" from the main path to a random
fleeting association be instantly transported into a different semantic field. In some of these
weak links in the presence of opportunities to detect them, or rather, the establishment of the
well-trodden, is the power of the text. His power is contained in the voltage (power lines)
ambiguities, instability ambiguities, contradictions collision. Energy semantic stress 34 is
released as soon as the immense diversity of the necessary elements are extracted and are
connected by the will of the interpreter in a new integrity, rooted in the text-event-life.
1.2.3.interpreter qualification Following the advice ofG. Bateson, ask ourselves not only what
should be text, but also what should be the reader that the text can be understood. Indeed, no
matter how good the text itself, "only thanks to one of the participants in the hermeneutical
conversation, the interpreter, the other party, the text, generally finds a voice. Only thanks to
him that the written notation again transformed the meaning of "[Gadamer 1988, p. 451].
Interpret - to form and express their opinions - anyone can. Efficiency of different people,
however, will vary greatly. Primarily due to different fitness interpreter. Qualification of the
interpreter is: a) from domain knowledge (familiarity with related contexts) and b) of the general
cultural training (familiarity with distant contexts) and c) skills to establish and build meaningful
relationships (actual ability to interpret.) Therefore, the interpreter, water First, there must be an
expert in the test domain. In relation to psychology experts can act not only trained
psychologists, but within certain limits (limited daily life) and "naive" observers (or observers
observers), then there are people who do not receive psychological education. Secondly, the
interpreter must not be Only a specialist. In varying degrees, this is every man - the carrier of
human culture. Unfortunately, in our time specialization is increasingly difficult to get
encyclopedic knowledge - universities have now become more specialized. A great combination
of skills connoisseur of everyday human relationships, emotional experiences, and at the same
time a broad general cultural erudition observed in the arts, in particular 2* 35, of the writers.
Therefore, literary work, providing us with "only the description" of life, carries a large number
of saved contexts. As a writer working in the field of general cultural contexts, the results of his
own selection, even if they are marked by involvement in a specific subculture, still bring to the
text clearly more meaningful relationships than is found in the texts of the psychologist-specialist
(especially one that specializes in the manufacture of drugs of psychic reality). Therefore, for the
final work of art that may be a valid source of empirical data. And even double interpretation is
not a drawback for hermeneutic research. Thirdly, the interpreter must be able to allocate
significant elements in the text (how do you know what would be the matter?) Open behind
them semantic field, choose one such connection between them (Semantic lines) form a new
integrity, united around a limited set of key ideas, images, concepts. Common path, as he is
scheduled by P. Ricoeur (1995-6), is that you first made a simple listing of selected links, and
then only because they formed a new content structure, inevitably reflects the theoretical
preferences of the interpreter. An Empirical Study of interpretation as a psychological process
conducted AN Slavska. The resulting typology of subjects as interpreters consists of two main
groups. The first consisted of those who sought precisely as possible to uncover the logic of the
author of the text, placing your opinion on the second plan. Second - of those who sought to
work out their own position, apart from the author's position. At the same time, and in both
cases, "not just the reorganization of the author's concept, but created a new own context, and
by different methods and its comparison with the" old ", the author, such as the opposition of
the comparison, the destruction of a copyright, with creative These synthesis, etc.. g. "[Slavskaya
1994, p. 82]. The author believes that the interpretation of psychological mechanisms of 36
revealed "as the ability to pass easily from one context to another, such as freedom of
interpretation" [ibid, p.87]. It turned out that such ability devoid about 30% of the subjects.
1.2.4. Problem description language is another important tool work - the language in which the
interpreter presents the results of their work. The problem of language in relation to
hermeneutical study contains several aspects. One is the problem of the reliability of knowledge
transferred to specific text in a particular language. This problem has been largely discussed
above and is solved by the fact that in the course of converting the contents expressed in the
source code, you must strive to maintain its links with the critical minimum volume of contexts
and select qualified experts. This is not surprising when you consider the following points. On
the one hand, any description of an

interpretation, so it is always subjective - and in this sense is inaccurate. On the other hand, any
statement has a refer (sending) and its reference index (the object reference), that is, any
statement can have a range of values where it is true. (P. Ricoeur notes the existence of the
reference even in fiction). Thus, all true and not true at the same time. Need power (position)
that will set benchmarks in accordance with its sense of the truth. Such a force is the subject -
the subject, the expert researcher. Here we can discuss the requirements, which in this paper
will be presented to the language used by experts, and in particular to the language in which it is
written. A second aspect is that, as far as is permissible to use language itself as a source of
knowledge. It is important to know whether the language as a carrier of values is also the
custodian of the information about the world contained in its significant * Really, Russian
"interpretation" more euphonious compared with a foreign counterpart, also reflects exactly the
procedural aspect, being cared for by publication. 37 units, structures, elements and their
relationships. Sure, yes, because "in the language expresses himself the world" [Gad-action {H.-
G. 1988, p. 520]. This arrangement means that the language per se, irrespective of any specific
language we use already contains the world. This is because, according to H.-G. Gadamer, that
the world and the man was originally included in one another, and the "language - is the
environment in which the combined, or rather, appear in their native co-existence," I "and the
world" [ibid. 548]. This environment is not a receptacle for man and the world, and she is an
intervening space: "Being that can be understood is language" [ibid]. Therefore legitimate to
refer to the language issues, trying to find it, if not solving of problems, hints on possible
solutions. "Through the archeology of language, we can approach the theoretical reconstruction
of the whole human being and to discover in him the ontological hierarchy poor, which man in
his everyday life is watching the empirical" [Fedorov, 1995, p. 130]. The uniqueness of the
language as a source of knowledge lies in the fact that "it is the only form of objectified
subjectivity, which contains all the historical semantic bedding available" empirical observation
"[ibid. 131]. Applied to our problems this position means "permission" to use as a full-fledged
arguments etymological reconstruction of references to words idioms, analysis of the structural
features of words and phrases, and so on. N. Third aspect concerns the question of what
languages we can use within the declared approach. "To what extent can reveal and comment
on the meaning (or the image of the character)? Only with the help of another (isomorphic)
meaning (a symbol or image). Dissolve it in terms of the impossible "[Bakhtin, 1979, p. 362]. In
relation to the actions of this is also true. It is obvious that the change of paradigm-mal
orientation inevitably raises the question of the revision of the relationship to the strict
descriptive concepts, so characteristic of the natural sciences glossary, in particular, the
definitions of these concepts. 38 "can be either a relative sense rationalization (general scientific
analysis), or depression it with other meanings (philosophical and artistic interpretation).
Deepening by expanding distant context "[ibid]. Therefore, alternative means may make a
metaphor (in the broadest sense of the word). Since the essence of the hermeneutic approach is
in relation to the text as an allegory, the whole text was originally conceived as a metaphor -
indirect (using language) a reference to the item description. Behavior, as has been shown, is
also parable, which uses non-verbal language. Understanding these texts, no matter what
language they were made, and by their profound essence is metaphorical. Of course, this also
applies to the language, which is called the research - all of it is metaphorical, not only in fact but
also in origin means of expression: "to consider thought "- an obvious absurdity in terms of
perception," conclude "- does not mean that the author is going to someone from somewhere
output," to trace the evolution "- as a detective for the suspected citizen ... Many familiar figures
of speech that make up the scientific style, date back to the behavioral acts, processes of
perception, physical or mental condition "of what has been said it follows directly," "strong
argument", "management practices experiencing greater demand", "view", "may follow in
several directions", "it is impossible to to avoid a collision, "" for this theory should "," this idea
goes back to the ... "(really, people - the measure of all things). So what, then, more an allegory -
the very image or form of its expression, filled with new content, for which already forgotten
(scored, erased) the original? What is true: the imagery, the closer to the core, and hence more
accurate, or more strongly reduced imagery, the more scientific? Reformulate the way: how to
choose the power of allegory? On the one hand, the images, the fuzzy concept "modes of
thought" (Bibler), "warm" ideas allow you to save the context of behavior - and this is consistent
with the stated position. On the other hand, if we are willing to use fuzzy concepts, you need to
decide how 39 way to enable dialogue between the sciences and the hermeneutic logic. In this
study, we will adhere to the following tactics. Where it would be possible - and in relation to the
key concepts of all an analytical descriptive definition is complemented by an appropriate
metaphor, but a metaphor, in turn, - "translated" into the language of more stringent terms. This
will, on the one hand, to put a strict definition in a broader context, to keep the weak bonds that
are not included in the definition, to soften the inevitable in such definitions Reducing. On the
other hand, in a metaphorical image to select an area of the most active values and convert
them to a stricter definition. As a result, we obtain a coherent structure in which the strict
definition of a metaphor would be justified as a figure and background. What is the figure, and
that the background - it's up to the reader or user, depending on the needs and preferences.
Most likely, as in visual perception, which is made of dual images, figure and ground, unable to
exist separately, will spontaneously change each other, competing in the competition for the
championship. Fourth aspect relates to a questioning attitude toward living everyday language -
how it is permissible to use scientific text. In view of the above it becomes clear fundamental
recourse to everyday language as a phenomenological basis, treating it as an object of study,
which concluded a rich experience of human activity and communication. In the same statement
of everyday expressions will be used as a means of transmitting a figurative sense - a metaphor
or allegory, which are more suitable manner consistent with the objective and capacious
shirokokontekstualnogo statements.

It is interesting, however, that despite the complexity of motivational-light background, releasing

himself from promanipulyativnye figures, the majority of people in the mind is represented
mainly by the instrumental side of psychological tricks. Answering the questions of why people
so often resorted to using psychological tricks, in particular to the manipulation of respondents
give answers, "It's easier" (more than 70% of the responses contain such explanations), "In order
not to strain himself or another" and so on. n. seems no coincidence that it is the technological
side justification (excuse?) so well understood. In this context it is appropriate to recall one of
nonmetaphorical values manipulation, is used in the technique: skill and dexterity in managing
the levers and mechanisms, technological skills, object-oriented. In this - the apotheosis of the
era of scientific and technological progress - can be manipulated to become all that 4* 99: you
want things, people like things, the nature of a thing, mental qualities as things-tools,
motivation, moral norms (which is required, and require ) even moral values ("no universal
values - values have the class"). This awareness intertwined and responded immediately at all
levels: from the cultural to the personal. 3.6. Place of manipulation in the system of human
relations We have already noted the possibility of the location of all human actions along the
value axis "relation to another as a value - the relation to the other as a means." Describe in
more detail the content of the poles of this scale. 1. First pole - call it subjective - constitutes
attitude to the partner in the interaction as a value. In this regard, we distinguish two aspects,
moral and psychological. The first is to recognize the intrinsic value of the other person as a free
and responsible, having the right to be as he is and wanting what he wants. Psychological
consists of at least three things: motivational, cognitive and operationally. In motivational terms
of setting the value of the other is specified in the desire to cooperate, to establish equal
partnerships to jointly address emerging issues. In cognitive terms - the willingness to
understand the other, the ability to decentered, to see the man in all his polysyllabic,
uniqueness, variability. The operational plan is characterized by the installation of dialogue and
cooperation. 2. The second pole - object - is characterized by the ratio of the partner in dialogue
as a means, an object. In moral terms, it is embodied in relation to another as a tool for
achieving their goals: need - to attract, is not necessary - move, interfere - remove (up to the
physical destruction). Admissibility (moral justification) of this attitude is based, firstly, on the
devaluation of the person, and secondly, on the basis of belief in inequality (in values, rights, and
costs) of the people, and thirdly, on the feeling 100 of superiority overother anything, reaching
the feeling of exclusivity. In terms of motive Zion relation to the other as an object is specified in
the desire to possess, dispose of it, the desire to obtain unilateral advantage, be sure to succeed.
In cognitive terms of object position is manifested in self-centeredness - a misunderstanding of
the other, there is no attempt to see the situation through his eyes, in a simplified, one-sided
view of its partner, the use of stereotypes, commonplaces judgments about it. In an operational
plan - a reliance on one-pointedness of exposure, it monologichnost using standard conventional
automatic methods. Most cases of interaction between people are not on any of the above
poles. In pure object-relationship appears infrequently, because, firstly, is a moral judgment on
the part of others, and secondly, often technologically feasible, since it is necessary to reckon
with the resistance of the recipient's exposure to defending their right to subjectivity. Designated
pole in its intertwining create forcefield contrary tendencies. Continuum between the poles of
subject and object relationship to the person - is the arena of man's struggle with himself for the
implementation of their human nature, between people, but also - Hall of negotiations, the
workplace and the festive table of humanity. Therefore, the greatest interest in the theoretical,
applied and practical aspects is what is between the poles. To describe the mutual transitions
between the poles on the axis of relations proposed to divide it into sections and give a
meaningful description of each of them. For a basis we take the typology proposed by VN
Sagatovsky and GA Kovalev. First proposed to distinguish the following levels: 1) manipulation -
"one considers the subject of another as a means or an obstacle to the project of their activities,
as the object of a special kind (" speaking instrument ")" and 2)"reflexive game" - "one subject in
the project their activity allows for the "counter-" another entity, but does not recognize him
self-worth and tends to "win"; 101 3) legal communication - "subjects recognize the right of
existence of each other's projects, trying to reconcile them and produce binding rules interacting
parties such agreement",4) moral chat - "subjects internally adopt a common project of mutual
activity as a result of the voluntary coordination of projects activities each other "[Sagatovsky
1980, p. 84-86]. Proposed set of levels should be supplemented with another - at the object
pole, because neither one of them is free of such phenomena, as an order, coercion, violence,
threats, and so on. N. - What GA Kovalev [1987, 1989] calls the imperative action. As a result, we
obtain a ratio scale containing five levels on the interaction of plants. SCALEinterpersonal

1 Dominationrelationships. relation to other things or as a means of achieving their goals,

ignoring their interests and intentions. The desire to possess, dispose of, get unlimited unilateral
advantage. Simplistic, one-sided vision of a different, stereotyped ideas about it. Open, without
masking, imperative impact - from violence, oppression, domination to impose, suggestions,
orders - using rough simple coercion. 2 Manipulation. Relationship with the partner in the
interaction as "a special kind of thing" - the tendency of ignoringto 102 NIJ his interests and
intentions. Striving to achieve its produced with an eye to the experience. Impact hidden, relying
on automatisms and stereotypes involving more complex, indirect pressure. The most common
methods of influence - a provocation, deception, intrigue, a hint. 3 Rivalry. Partner interactions
are dangerous and unpredictable, with a force which is necessary not only considered, but which
accounts already feared. The desire to beat him, "snatch" a unilateral advantage. If a
manipulation based on a target masking effects and the fact of feedback, allows recognition of
the competition effects, but still the goal is usually concealed. The interests of another are
included to the extent that it is dictated by the objectives of combating it. Means of fighting may
be certain types of "thin" manipulation, the alternation of open and closed methods of
influence, "Gentleman" or temporary tactical agreements, and so on. Paragraph 4. Partnership.
Relationship with the other as an equal, having the right to be as it is, with which to be
reckoned. The desire to avoid the damage itself, revealing the purpose of the activity. Equal, but
the cautious attitude, the harmonization of their interests and intentions, joint reflection. The
main methods of influence - most have interaction - are based on the contract, which serves as a
means to bring together, and means of exerting pressure (force element). 5 Commonwealth.
Relationship with another person as a value in itself. The desire for unity, collaboration to
achieve similar or identical purposes. The main tool of interaction is not a contract and
agreement (consensus). From dominance to the community of the transition from the highly
asymmetrical relationship when one entity has power over others, to equal, allowing combined
together to solve problems. The same changes occur and with force: first, it rough and simple,
aimed at / against the other, then it becomes more and more soft, subtle, even inspired. There is
a joint force - a treaty that level of partnership, 103 is typically used to monitor each other (still
pointing to the other), and then directed outward. The presence of joint forces the basis of
combining entities in a single community. Proposed levels of relationships have a significant
estimated load, but each level has its own contexts in which they may be adequate. GA Kovalev
indicates that "the implementation of a peremptory strategy occurs most often where the
people in power ... circumstances have limited ability to carry out self-selection of actions and
decisions" [Kovalev, 1987, p. 43], for example, in extreme situations, under time pressure, when
regulating the hierarchical relationships within military units. Roughly the same says E. Shostrom
about manipulation. You can recall many situations in life in which manipulation is good insofar
as raises communication from domination and violence to manipulation - in a sense, more
humane treatment. The initiator of this translation may be not only a slave, and to tread, but the
"Dominator". Many councils D. Carnegie designed precisely for the latter. In this sense, his work
"How to Win Friends" (and in the original «win» - win) is an instruction on how to win with
minimal losses for both sides. When G. Schiller puts manipulation below compulsion for moral
reasons because its insidious, he essentially compares it with an open struggle (equivalent) of
opponents. Sure, open competition - in this sense - is a great boon. However, it is possible that
the transition to the level of competition occurs when the recipient ceases to be a manipulation
of naive target and begins his counterplay. With his hand it is reflexive game. But as soon as the
manipulator would guess that he exposed, their relationship becomes symmetric: both play,
both are equal, and everyone is trying to extract from a one-sided rivalry benefit. But it could be
otherwise. Recipient manipulation does hint or directly, more constructive, lets you know the
manipulator that his position 104 and offersdiscloses an agreement so that none of the two will
not hurt. This is the beginning of a partnership that is often higher the desired level in a business
relationship. But also for interpersonal partnership is a significant improvement over the
confrontation and rivalry. Premonition procurator, executive orhead of the secret guardians of
Pontius Pilate, the procurator of Judea, praised Aphranius, head of the secret service for "huge
contribution to the hard working" and promised to "report back to the in Rome. " Then it took
about Judas of Kiriath: * - It is said that he - lowering his voice, he continued Procurator - if he
had received the money for something that is so eagerly accepted at this mad philosopher. - Will
- quietly corrected Pilate head of the secret service . - And there is great amount? - No one can
know, hegemon.

- Even you? - Expressing his amazement compliment, said hegemon. - Alas, even I - calmly
replied the guest - but that he would get the money tonight, I know that. His call today to the
palace of Caiaphas. - Oh, greedy old man of Kiriath - smiling, said the procurator - he an old
man ? - The Procurator is never wrong, but this time made a mistake - courtesy of the guest
replied, - a man of Kiriath - young man. "Asyou can see, its already vast superiority over the
subordinate status Procurator reinforces the promise to submit it for an award. In such cases,
experienced slave's ears are accustomed to waiting for additional instructions ... Inquiring about
the Judas of Kiriath, "... the procurator paused, looked around to see if anyone on the balcony,
and then said quietly: - So here's the thing - I got information today that it will kill that night.
guest here not only threw a glance at the procurator, but even a little detained him, and then
replied: 105 - You, Procurator, too flatteringly about me. In my opinion, I do not deserve your
report. I do not have this information. - You deserve the highest award - the procurator replied -
but such details are available. - I dare to ask, from whom this information? - Allow me to say this
has not yet, especially since they are random, obscure and uncertain. But I have to anticipate
everything. That is my position, and above all I have to believe in his apprehension, because it
has never lied to me. Reduction of the matter is that some of the secret friend Ha-perturbed
monstrous betrayal of the moneychangers, conspires with his accomplices to kill him tonight,
and the money received for his betrayal, throw the high priest with a note: * Returns the damn
money! " Aphranius was necessary to understand the hidden meaning of the words of the
procurator of the information obtained. Carefully looking at the owner of the palace, he began
to investigate. First sentence checked is conceived not anything against him. Then tried to find
out the source of the information. The combination of uncertainty in the first sentence and the
Procurator-details-raising plan summary murder indicates a probable website design. Chief of
the secret service still had to check the power imperiously contained a hint. * More of his
unexpected views on the head of the secret service did not throw the hegemon and continued
to listen to him, squinting, and Pilate went on: - Imagine pleased to be the high priest in the
festive night to receive such a gift? - Not only nice - smiling, replied the guest - but I believe,
Procurator, that it would cause a very big scandal. - And I am of the same opinion. That's why I'm
asking you to do this thing, that is to take all measures to protect Judas of Kiriath. - The order will
be executed hegemon - spoke Afra-tion, - but I must reassure the hegemon: the idea of villains is
extremely difficult to perform. After all, just think - guest speaking, turned and went - to hunt
down a man to kill, and even see how much got to manage to get the money back so high, all in
one night? Today? - And yet it slaughtered today - stubbornly Pilate - I have a feeling, I tell you!
There was no case 106 so that it deceived me - here spasm passed over the face of the
procurator, and he rubbed his hands briskly. - Listening - dutifully responded Guest, rose,
straightened up and suddenly asked sternly: - So slaughtered, hegemon? - Yes - Pilate replied, -
and the only hope for your astounds all diligence. "ThenPilate said that once took from
Aphranius money for alms to the poor."- Oh, Procurator, it is some kind of trifle! - And about
trifles should be remembered. Here Pilate turned, lifted the cloak, lying on the chair behind him,
pulled out from under him a leather bag and handed it to his guest. The man bowed, taking it,
and put it under his cloak. - I'm waiting for said Pilate, - the report of the funeral, as well as in
the case of Judas of Kiriath tonight, hear Aphranius today. Convoy is ordered to wake me up as
soon as you appear. I'm waiting for you! "Whatwe are seeing in the episode, which is taken from
the novel by Mikhail Bulgakov's" Master and Margarita ", in terms of the proposed scale of
interpersonal relationships can be qualified as a contest. Partners are to some extent aligned to
the force, because without the chief of the secret service Pilate did not carry out his plan, and
order - to put yourself in a vulnerable in terms of loyalty to Caesar's position. Attempts to
manipulate, no matter how thin it is held, is doomed to failure in the first place, because of the
severity of the expected Aphranius action, and secondly, because of his experience on the part
of the intrigue. Therefore, a balance between manipulation and competition produces
something hybrid, in which the implicit rivalry connected with not quite the secret manipulation
and supplemented rudiments Partnership (payment as part of the contractual relationship).
Chapter 4 manipulative technologies Now we have to focus on the actions, which manifests itself
in the manipulation and that characterize the activity of the manipulator in manipulative
situations. Under the situation of (psychological), we mean a relatively stable for a certain period
of time, a combination of intentions and of the terms of their implementation. Changing the
psychological situation occurs either as a result of changing human intentions, any change in the
conditions caused by the activity in it that person, other people or the objective circumstances.
As part of the problem leading component range of intentions that determine the nature of the
situation as manipulative, is manipulative intent. Realization of this goal leads to actions that will
be called a manipulative attempt to influence or manipulative. Degree of success in manipulating
a large extent depends on how wide arsenal of tools used by the manipulator psychological
impact and how the manipulator flexible in their use. Presented below gives an overview of such
funds approximate idea of their diversity. First, however, we will briefly take a look to the terms
of the problems discussed in the literature on manipulation. It should be emphasized that the
manipulation was subjected to detailed consideration mainly in political science papers.

* A meaningful distinction between manipulative attempt and successful manipulation done J..
Rudinovym [Rudinow 1978]. In general, it is consistent with common sense: a manipulative
attempt is only an attempt to influence the recipient is hidden, it may be possible, but maybe
not. In the latter case, by J.. Rudinovu, we have only attempted manipulation. 108 The
overwhelming majority of the actual psychological research on this issue is devoted to
applications or private aspects of the manipulative effects - review papers could not be found.
Following the logic of the current course, we use the results of research on the manipulation of
public consciousness (not limited, however, to) for production of concepts that can be applied to
the level of interpersonal relations. 4.1. The main components of the manipulative influence in
the process of familiarization with the literature on manipulation pretty soon found frequent
repetition of the same as those in different combinations as keynotes included in the issues
discussed by the authors problems. The combination of these topics can be reduced to several
groups (listed "in order of frequency of mention): 1) manipulation of information, 2) concealing
the manipulative influence, 3) the extent and means of coercion, force, 4) target feedback and 5)
theme robotoobraznosti , machine-recipient similarity effects. 4.1.1. Targeted transformation of
information all over the information produced by a variety of operations can be grouped into
several parameters. misrepresentation varies from outright lies to partial deformation, such as
the manipulation of facts or offset semantic field of the concept when, say , fighting for the
rights of a minority served as the fight against the interests of the majority [Goodin, 1980]. L.
Vaytkunene describing the features of image and stereotype as a means and mechanisms of
psychological impact, notes that the image - it's specially made image, in which the "main not
what is in reality, and what we want to see what we need "[Vaytkunene 1984, p. 65]. This image
is the result of "distortion of individual phenomena of nature and social life" [ibid]. 109
Withholding information in the most complete form is shown in DefaultFormat - concealment of
certain topics. Is more commonly used method of partial or selective coverage of the material
[Cassirer 1990; Goodin 1980]. Method of information often plays a decisive role to the reported
content was perceived necessary to its sender manner. For example, an abundance of
information in the raw and / or unstructured form "allows you to fill air flows useless information
even more difficult for the individual and the already desperate search for meaning" [Schiller
1980, p. 45]. Similarly, information filed in small portions, does not allow its effective use
[Goodin 1980]. In both cases, however advance removed the reproach of concealment of any
information. Closest to the actual manipulative effect, as it is understood in this paper, it is worth
taking a special arrangement in which, as it suggests the recipient information on a quite definite
conclusions. For example, in one series (category or section) are reported curiosities and
someone's hunger strike. Considerable role played by the time of submitting the information.
The most well-known technique - the show in the most (least) is convenient for the viewers
time. Interested in receiving detailed parsed V X. Ricoeur. Depending on addition, the order in
which questions are put to the vote or discuss items on the agenda meeting, the final outcome
of the vote or discussion will be different because of the influence of prior discussion or vote on
the next [Riker 1986]. Similar results were obtained in the experimental study of improving
compliance to the requests of people after first performing a trifling request of the experimenter
[Freedman 1966]. Another common technique - subliminal presentation ofinformation. Many
examples of the use of subliminal techniques podrisovok in print advertising are described in
[Key 1989]. Related reception in the auditory modality - Change the theme song to the
soundtrack when the narration is served in the material on which it is necessary to draw the
attention of the audience. Non-produced 110 freestyle audience reaction to replace the
background increases the capacity of the channel is also meaningful. Most comprehensive
review of information mainly methods of psychological influence is contained in the monograph
of E. Gudina [Goodin 1980]. He describes, for example, "linguistic trap" - the implicit limitations
on the content selected for transmission to the words or phrases, or the way the tradition of
their use, "rhetorical tricks" symbolic rewards, rituals, and so on. D. Interesting is the
classification, particularly receptions, occupying a leading position in the views of the author.
They are grouped under the title "untruth." Their essence is to play the rational ignorance of
people. The classification is based on the following "model of rational ignorance» [Goodin 1980,
p. 38]: 1. Citizens have incomplete information. 2. Citizens know that they have incomplete
information. 3. Expensive or require more information, or to obtain access to it. 4. The expected
benefits of additional information are perceived as less valuable than the fee for it. Different
strategies parasitic falsity of statements in the above model are reflected as combinatorial
combination of the first position with each of the following. For example, the first position
defines a lie as such, generated by intentional acts of the holder or the sender's information.
Simultaneous combination of the first position to the second characterizes privacy as a legal
method of concealment - the construction of it in a special rank restricted for public access. The
combination of the first and third positions generates another strategy manipulation - overload
message recipients by any parameter: cost for obtaining information on the costs of refining, and
costs for its storage, to (not) the ability to use it and so on. N. ; as a result of the consumer
himself is forced to give up its claim on such information. Advocacy is based on a combination of
the first and fourth positions: it is important that people thought in111 formation they do not
need, or that it is dangerous, or that it is too burdensome for them. The original model
information interaction (messaging) proposed OT Yokoyama [Yokoyama 1988]. According to this
model, partners enter into communion, already having a certain set of information known to
both of them: the general

cultural baggage, the knowledge of the situation, some idea of the partner - all that in more
familiar terms for psychologists might be called context information interaction. To
communicate, however, the partners still need consistency on the subject of the current
interaction. Playing with various combinatorial combinations of assumptions about the subject
of the interaction on the part of each partner and the information that is transmitted openly, OT
Yokoyama draws attention to the differences between the model such phenomena as lying,
mistrust, joke, courtesy, tact, manipulation. It has been shown that all they "contain some of the
untruth» [Yokoyama 1988, 149]. Sign manipulative influence the author considers the presence
of double effect - namely, along with the spoken utterance sender impact has very specific
expectations about the actions of the partner, but kakim- or reasons is not going to make them.
This insidious effect is made with reliance on any content ("associated knowledge"), known for
both partners, but not actually mentioned. For the success of the manipulation is essential that
the presence of double effect is not aware of the addressee that he had no idea that the
manipulator has built its calculation on this knowledge. Here is an example of manipulation,
taken from the work cited. A: "I have a hard head hurt." In: "You go to bed earlier today, and I'll
wash my dishes in the evening." Both of them know that today all And do the dishes, but And,
speaking of his headache, hopes that in based on the understanding that "people with headache
should be possible to more sleep," on its own initiative will work themselves, giving the
possibility of A before going to bed. It is on this initiative and hopes And as directly ask about the
service in the he does not want. 112 Politeness is different from manipulation by the fact that,
firstly, the presence of indirect effects of partner is obliged to guess, and, secondly, the impact is
conventional. For example, the question of man on city street, "I'm looking for ..." strictly
speaking is not an issue, but only the message itself. But passer nevertheless realize that you
really would like to know how to get there. Cycle, according to the OT Yokoyama, like courtesy,
the mechanism is different from manipulation, but is used in order not to say out loud that can
be frustrating for the partner. Related examples are cited by R. Conrad (1985), discussion of one
of them will be given in the next chapter. 4.1.2. Hiding impact condemnation and debunking
exposed secret nature manipulative influence. However, in the literature of-unreflected
distinction between hiding the fact ma-nipulyativnogo impact, on the one hand, and the
concealment of intentions manipulator - on the other. Nevertheless, the nature of the
arguments such that the most it is carefully hidden intentions. As has been shown above, both
types of manipulation constitute concealment. Schiller indicates how important purposeful
creation of the myth of neutrality of social institutions in relation to the political forces.
According to this myth, the main goal of public institutions - to serve the common good [Schiller
1980, p. 27]. It is necessary to disguise the purpose of manipulation, and ideally to make the fact
of exposure unnoticed. In other cases, especially manipulative influence can be organized with
the help of rituals and procedures, as masking the purpose of their organizers. Desire to keep
secret the fact of the impact of technology has brought about subliminal effects [Key 1989] - as
in the visual and auditory modalities. In this case, the problem is solved so drastically conceal
that the presence of the impact can only be found with the help of special equipment. 113 It is
important to note that not always the manipulator deliberately hides its purpose and the fact
that the manipulative influence. Often it happens unconsciously and most paddle silently,
"naive" de facto [Shostrom 1992; Lentz 1989; Robinson 1981; Yokoyama 1988]. In this case, the
fact undoubtedly acquires a excusable morally group. However, technologically manipulator can
extract from this - and again, the same inadvertently! - An additional prize - manipulative
techniques in the naive version look more natural. 4.1.3. Means of coercion are often discussed
topic - the nature of the use of force (power). As a rule, it is about the power of the power of
political structures [Etzioni-Halevy 1979; Goodin 1980; Paine 1989; Riker 1986; Rosenberg- 1987;
Winn 1983] or the media [Beniger 1987; Brown 1981; Goodin 1980; Paine 1989]. Discussed the
degree of coercion coercive pressure [Schiller 1980; Davidhizar 1990; Goodin 1980], it irresistible
[Rudinow 1978 Vilar in 1972], the methods of implicit or explicit coercion [Fromm 1989; Key
1989], background power pressure [Cassirer 1990; Shostrom 1992]. Applied to interpersonal
impact through formal social structures discussed manifestation of strong or weak position. So,
let's say, "righteous" position of strict chief practitioner total control or frequently resorting to an
explicit use of its power (the preponderance of post) is regarded as a weak position [Lenz 1989,
p. 12]. The same applies to subordinates: open confrontation on the part of the slave in relation
to an officer means rather his weakness. Conversely, indirect intimidation or implicit (informal)
abuse by a subordinate is a sign of weakness in the position of an officer - it means that the
latter has made any mistake [ibid]. 4.1.4. Target effects most psihologichnoy theme is
undoubtedly the problem of target manipulative influence. I use the 114 concept of "target" for
the following reasons. On the one hand, this is a very popular term (target) in the English
language literature on the psychological impact. However, it is often used to refer to an
individual or even a group of people and less often - in relation to his mental formations, that is,
the steady-term, it seems, is not. It seems to me relevant in the consideration of psychological
mechanisms to use the term "target" to refer to those mental structures, which are influenced
by the effects of the initiator regardless of whether he had such an intention or not. On the
other hand, the concept of "target" in its semantic load very comfortable and as a metaphor - it's
pretty succinctly and accurately below the developing views on the mechanisms of psychological
impact. reproof In our literature is often subjected to the fact that the impact of construction,
based on the baser instinct of man or his aggressive ambitions [Goodin 1980; Key 1989; Sheldon
1982]. These can be, for example, sex, sense of ownership, hostile attitude towards different
from us (him), the instability of the temptations of power, money, fame, luxury, and so on.

N. Noted that, as a rule, manipulators exploit the desire, which is to operate smoothly: the need
for security, food, a sense of community, and so on. n. [Vaytkunene 1984; Schiller 1980].
Manipulators with logic and obvious pattern can be seen clearly: the wider audience to which
you want to have an impact, the more universal to be used by the target. Specialized and
accurate orientation of mass effect is possible when the organizer of the impact of known
specific .kachestva its interesting segment of the population or group of people. Accordingly, the
narrower the intended audience, the better should be adaptive to its features. In cases where
such an adjustment for any reason at all (expensive, once), run again are universal driving force,
pride, the pursuit of pleasure, comfort, desire to have a family atmosphere, promotion, fame -
quite accessible and understandable pain 115 majority of people value. If, however, at the same
time something does not work, it can be seen as the inevitable cost of the initial savings.
"Advanced" suggest ways to manipulate prefabrication opinions or desires, securing them in the
mass consciousness, or separately presented a particular person, in order to could then be
addressed to them [Vaytkunene 1984; Schiller 1980; Cassirer 1990]. For example, the creation
myth of the caring president or respectability of the company, a partner in the belief that he
wants to help, or that he was in danger. 4.1.5. Robotics Of particular note are the leitmotif of
robotic, consists in the fact that people - objects manipulative treatment turn into puppets
controlled by those in power with the help of "the threads" - media [Schiller 1980; Goodin
1980]. On the socialrole level, the dependence of the pressure subordinates organization
transformation servants ... servants (from the word "servant») [Blegen 1989]. At the
interpersonal level, attention is drawn to the existence of programmed actions in response to
certain influences from the partners in dialogue [Fromm 1989; Gahagan 1984; Sheldon 1982]. To
this range of problems may include a plurality of operations to explore and discuss the effects of
the use of stereotypes of mass consciousness, individual habits. Besides the use of "ready-to-
eat" programs stereotyped behavior, many authors point to efforts to unify manipulators ways of
thinking, evaluation and response of large masses of people. Such programming is a common
place for all types of social structure and looks universal rule, and even the law of human
coexistence. As a result of these efforts lead to deindividuation and depersonalization of people,
turn them into compliant object manipulation (no wonder the term "objects" is most often used
in the analysis of such phenomena). 116 4.2. Preparatory efforts manipulator Just as general
background manipulations are added in advance, the specific manipulative event also has some
background to his deployment. In varying degrees, each manipulative attempt requires at least
planning elements that translate into action in tuning to the peculiarities of the situation and /
or destination of impact, and in an attempt to organize the situation and prepare a destination.
4.2.1. Contextual design Communication always happens somewhere, sometime, at some
circumstances. Therefore, before considering the different "somehow", a look at the
opportunities available in the arm for the organization of an environment conducive to the
success of impact. Organization, or the selection of the terms of engagement is to control the
"external" variables situation of interaction - physical environment, cultural and social contexts.
Physical conditions - especially the environment, defining the situation ("decoration"), in which
the communication takes place: the scene (in the working office, in the woods, on the street, in
the classroom, in the car, in bed, in the kitchen, and so on. etc..) sensory palette (especially
lighting, noise, hearing, temperature, smells, weather, etc..), interior (furniture placement, art
style, freedom and nature of movement). Possible, for example, to dissipate attention at the
right time will be different destination on the street or in the kitchen. Therefore, experienced
manipulators so attentive to the conditions are well known ways to solve business problems in a
domestic environment, special abilities provides field trips, and so on. N. Cultural background -.
particular situation of communication defined by cultural sources: the language spoken by the
people, how well they hold the sides, 117 national and local traditions, cultural norms governing
the ways people harmonize their actions (expression, taboo topics or actions, "bad" gestures
limits jokes ...); stereotypical perceptions and strategies to make judgments, significant prejudice
and so on. social context - the set of variables of communication defined by certain groups of
people (actual or contingent). Set of intersecting planes, which have to rely, we can roughly be
divided into two levels. Makrosotsialnyi level determines the embeddedness of communicating
in a broad context of social relations, phenomenologically sometimes difficult to be separated
from the aforementioned cultural. Just as the latter includes a universally valid norms,
widespread stereotypes and prejudices. The difference is that these requirements are more
variable (less traditional) and carry an expression of the interests of a more delineated social
communities. Self characteristic of this level playing noticeable dependence on the social group
to belong to the partners in dialogue ("Sailor sailor flock together") . Equally important, in the
framework of a group will be communication. It is obvious that the behavior of the interlocutor
is expressed by different rules in the conditions of the student group and academic choir
rehearsal. This layer is responsible for the creation and maintenance of well-known patterns of
action, according to which people behave prescribed in certain role positions ("Merchant - even
in Africa merchant "). mikrosotsialnoe level standard form social situations [Gahagan,1984].
Friendly party ranks. dinner, waiting in the waiting room at the doctor, had a brief conversation
in the elevator conversations in the smoking room, the store queue in line for tickets to the
cinema, meeting in a pub, business negotiations, an official meeting, visiting friends, a man and
a woman in

bed, breakfast in a circle family at the weekend, breakfast with the family on a weekday - all
samples social interaction situations. Such situations constitute a ready framework in which
most of the events unfolding. 118 Structure of the social situation involves the allocation of
roles, standard social role prescriptions (and mutual expectations), scene sequences, flexible
rules and norms of relations. 1 Roles standard specifies the relationship between the parties
involved : fellow travelers, negotiation partners, friends, lovers, the host and guests, etc.. Usually
develops or happens, but it can also be selected specifically. 2. Generalized social role
prescriptions (role scheme [Hayes 1993]) how should act a person who has taken a particular
role position. They are the foundation and mutual expectations of each other. Are templates of
action. 3 scenarios - standard sequences that in certain situations the usual accepted to play. Eric
Berne proposed to distinguish between such ways of structuring time: • the rituals -
"stereotyped series of simple additional transactions defined by external social factors" [Byrne
1988, p. 27], which can be both informal (greetings and farewells, exchange news, and so on. N.)
And formal (church, government, military); • pastime - "a series of simple, poluritualnyh
additional transactions, grouped around a single theme," [there , p. 31], is widely used at
parties, and in all cases where it is necessary to pass the time; • games - "a series of consecutive
hidden transactions with well-defined and predictable outcome ... in short, a series of moves,
containing a trap, which -That trick "[ibid. 37]; games characterized by the presence of ulterior
motives and winning; • intimacy that E. Byrne did not specify, but the context is open to each
other and getting joy ("strokes") from the contact; • activities - some joint work in which people
come together for the sake of achieve some common (or similar) objectives. 119 Along with the
"universal" psychological scenarios social situations are also characterized by quite substantive
scenarios "to the doctor" (complaints, inquiries, possibly procedure, recipe, recommendations),
"a chance encounter with a friend» (surprise, questioning, a couple of topics for discussion,
sending greetings, goodbye), "Lovers in bed" (...) and so on. paragraph 4. rules and regulations
define thatspecific forms of relationships - is the result of coordination of interests and habits of
partners that occurred during their dating [Social ... 1993, p. 24-33]. If the history of relations
between these people is sufficiently large, the degree of coordination can block the social role-
playing moments, not only to modify, but also to cancel their action. Giving partners to its
relations of concrete forms is the process of formatting. Formatting capabilities to the greatest
extent due to the flexibility of the rules that are established between specific people. Even if
people are only now met, they immediately begin to adjust to each other, begin to develop the
current rules. Combination of these variables that make up the communication conditions in
relation to a single event, provide the touchpad is quite wide possibilities to increase the
chances of success of their plans. This is important from the standpoint of these circumstances
feature is that they all impose significant restrictions on the behavior, emotions and desires
members even reduce the degree of freedom activity destination. In the fixed conditions of
human behavior prediction accuracy increases significantly because the participants included in
the situation, as a rule, good faith act out scenarios befit the occasion. Example 8of the party
husband tells a story, simultaneously exposing his wife in a not very favorable the light. The story
ends with the phrase: "Is not it, darling?" Wife agrees usually for one of two reasons: a) its own
history in general is quite true; if she does not agree with some small details that may seem
zanudlivym man; b) simply impolite to disagree with a man who has just publicly called you
"dear" [Byrne 1988, p. 89]. 120 In this example, the wife dutifully takes down a shot of her
husband, as guided by standards of conduct adopted by the parties for the participants - this
clearly indicate the underlined words. Almost everyone can recall a case of his own, when he
made a mistake or stupidity largely because to do something based on their interests, it was "out
of place", "uncomfortable" or because "has been put in an impossible position "(more precisely,
in the situation with the programmed output). Obviously, therefore, that the manipulator is
important, the conditions in which to carry out an impact. If possible, the conditions are
matched: sometimes made, formed, but more often simply used opportunity. Among the tasks
that can be solved with the help of crane selection of the terms of engagement, we can
distinguish two types. 1. Preparationsthesubstantive for impact, its security: increase the
likelihood of the recipient of certain reactions; • change the state of destination, to increase the
under-commitment to outside influence - as a rule, destabilize or increase suggestibility; •
isolate, provide an opportunity to influence without interference, as well as the totality of the
impact . • For example, "we can resolve this matter in an informal setting," "let's move, that we
do not interfere," wait for the case where the destination will look awkward to use a festive
carnival, which is allowed to say or do something that the other conditions condemned, and so
on. n. 2 Conducting a major impact by the very creation of the standard social situation.
example, to select (or create) the situation with the ratio of the roles that best suits manipulator
- as did O. Bender while visiting home for the elderly: introduction fire inspector. 121 4.2.2. The
choice of targets of influence in accordance with their intentions and the perception of people
pointing more or less clearly is the kind of impact needed in a particular case. Each of these
effects

involves some changes the destination corresponding to the interests of the manipulator. All the
changes have a certain location in the psychic world of the addressee. This certainty grasped the
concept of target effects. As already mentioned, under the psychological impact targets are
those psychic structures, which are influenced by the initiator and the impact of that change
direction with the goal of exposure. Is immaterial (for definition, of course), he understands the
initiator on any "strings of the soul," he plays: the experience of the successful selection of an
adequate means to achieve their own goals work enough in early childhood, when the reflexive
capacity is not sufficient for its realization. T. Kabachenko S. (1986) as a means of classification
methods of psychological influence proposed to distinguish three groups of targets of influence
(in terms of the author - "mental formations") driving force activity, controls activity and mental
states. To create a classification target the psychological impact of this list, I think, can be
extended to include the cognitive structures and composition of the operational activities (both
external and internal). The amended form of the psychological impact of target classification is
as follows: 1. Driving force activity: needs, interests, aptitudes, ideals. 2. Regulators activity:
sense, trust and operational installation, group norms, self-esteem, outlook, beliefs, beliefs. 3.
Cognitive (information) structure: the knowledge of the world, people, information, which
provide information of human activity. 122 4. The operational structure of: a way of thinking,
style of behavior, habits, skills, qualifications. 5. Mental state: background, functional, emotional,
and so. N. (However, in principle, there can also be different classification, based on which we
can put the ontological strata found in the human psyche: sensory, emotional, symbolic, an
operational, object, personal, spiritual, and others. then targets will be relevant mental
education. In other problematic contexts, apparently, there are other possible targets.) Concept
targets performs a heuristic role, for the suggestion that, how is the selection of appropriate
goals means of psychological influence. Apparently, the idea initiator impact of what he wanted
to achieve, translated into the language of ideas about what behavior (state, opinion, etc..)
Recipient can bring it to the target. The more precisely these ideas, the better is its effect.
Further, on the basis of their - usually unconscious, implicit - the theory of personality and
knowledge about a particular destination, the manipulator is determined (albeit non-singular-
known) with the target exposure. The latter then serve as a clue about what levers can be used
in a particular case. Authors insist [cm., For example, Brown 1981; Zimbardo 1977] that each
type of targets involves the use of techniques relevant to them feedback. It seems obvious, but
many of the techniques are aimed at such a broad set of targets that an unambiguous
correlation to these or other types of targets is very difficult. (However, such an attempt will still
be made in the next chapter.) However, what is not possible in the scientific classification, more
or less, but still a success, it is possible to almost every person since childhood. From the
mechanism of formation and consolidation of habits, attitudes, and personality traits is created
empirical classification 123 tions relating the problems with their corresponding means of
solution. As a rule, it uses a few simple reason that just may be formulated in the language of the
target exposure. Relatively low accuracy of these classifications is compensated firstly, the
possibility of the current correction of their actions, and secondly, dexterity or subtlety in the
implementation of specific techniques. Manipulator to achieve planned results not only uses the
existing features of the person, but also strives to create a new more convenient, easily
accessible and more effective target. Continuing to use the metaphor of pressing the buttons, we
note that the manipulator, like any self-respecting wizard aims to make it the right device.
Preparatory actions can be used by themselves and nemanipulyativnye techniques, but have the
prospect of further use of the results obtained with manipulative purposes. If we use the above
concepts, we are talking about making and implementation ("implantation", "sewing") of such
targets, the destruction of which causes the desired effect of the manipulator. According to the
classification, this means: 1 Preparation facialiator activity: needs, interests, aptitudes, and ideals
- to encourage, to provoke, to direct. Example 9: A young couple like to retire, but the apartment
is constantly busy juvenile nephew. Just to show the door it will not be easy. In such situations,
as we know, the ability to markedly increased ingenuity, so bursting with youthful couple was
not difficult to find a reason and make a point to his restless nephew for "bad" behavior. And
then add: "We'll have to punish you today that no floodplain" desh walk. "In the boy
immediately there is a desire to take a walk. He was beginning to inflate - insist on punishment,
so stubborn small even louder wanted out. When he was obstinate: "I'll go!" - A pair of
hypocritical "inferior" to him, reaching their cherished goal. In the above example clearly
demonstrates situational production of actual desire to go for a walk. 124 2 Formation of the
regulators of: semantic, task or operational units, group norms, self-esteem - to convince
configure, inspire, and so on. N. For example, some parents are making significant efforts to
develop a low or high self-esteem in your child, to relying on it, then send it to the favorites
parents (family minidiktatorami) direction. 3: Create the necessary cognitive structures:
worldview, belief, beliefs, knowledge - to educate, persuade, inform, inform. 4 Formation of the
required composition of the operational activities: a way of thinking, behaviors, habits , skills,
qualifications - to teach, vytreniro vat, house trained, to work. 5 Bringing in a certain mental
state: destabilization, fatigue, impatience, uncritical, concentration, depression, confusion,
indecision, and euphoria. Thus, the selection of target effects manipulator seeks to find such
structures, "clicking" on which we can obtain a planned result. If, in his opinion, in finished form
yet>: target not, in some cases, they are specially made - in advance or situationally. 4.2.3.
Reaching

Every interpersonal communication involves communicating parties entry into contact. The
general notion of contact, introduced above, captures only the fact of coming in contact with
partners in dialogue. Meaningful disclosure of the nature of the contact, its specification, is to
describe the types of contact. Even a simple list of phenomena gives an idea of what variety of
threads connect us to each other. Bodily contact, forming the basis of metaphors touching, in its
various manifestations, ranging from a light touch and stroking to violent hugs and kisses (but
also from injections to blows too) . Contact as a bodily touching is hard to miss, you can only
demonstratively 125 ignore(causing contact itself does not disappear). Other types of sensory
input - visual and auditory - are characterized by the fact that control them somewhat easier by
adjusting the establishment of contact: note or "miss", pay attention or not, and so on. N. A
special role is played by eye contact. Emotional contact is empathy, perception of emotion
partner as essential elements of the situation, the entry in the emotional resonance with the
partner in communication. Alphanumeric contact form built on top of the touch, but in fact can
not be reduced to them. You can see the gesture, but did not understand it due to ignorance, to
hear the phrase, but not hear her: visual (auditory) contact is there, but the sign of contact did
not happen. The operational contact involves understanding the meaning of the work performed
by another person, the values used in this money supply effective feedback to him about it. An
even higher level - substantive contact. appeal can be heard, but to understand or interpret it
incorrectly: the touch, and contact was signed, but the subject - no. Specifying embedded in
words (speech gesture) or action refers to the idea, subject, concept, interests. Decipher the
parcel to reach the object message - is to understand what the points of the communication
partner. Specifying, follow him - the same kind of contact, confirming the reality of the person
giving this instruction. You can select the level of personal contact - an understanding of the
individual meanings invested in them man's relationship to the subject, thoughts, actions, and so
on. In everyday relationships, apparently rarely seen in full. form. spiritual contact is to combine
high-meanings and values. These levels are addressed to different layers of the human psyche, in
advance assuming their existence. At the contact of these layers are combined and updated with
the same in the other partner, forming a joint contact field. Only through such integration of
these layers are available for treatment. 126 special kind of contact is connection - such contact,
which tends to maintain itself by virtue of a positive emotional, motivational or semantic
relationship to it. The term "accession" is used in two linguistic forms almost terminology strict
"adherence to ..." and choppy-unspecified "connection to ..." The first reflects more an
indication of the means by which you are the very "connection to ... ", and the second - on
something important for the recipient, joined with that, we come together with one common
destination in the 'we'."Accession by ... "ismainly used in the paradigm of NLP, which differ:
accession to body movements, gestures and mimicry (mirroring) for breathing, for eye
movements, for predicates, on strategies for behavior. Here it is necessary to add a connection
to emotional states that we inadvertently "shoot" the smile from his face, seeing that our
interlocutor something sad. Various versions of"joining the ...» more prevalent in everyday
discourse, "to join the intent," " to share interests, concerns, "" agree to participate "," join in the
work. " They are built on the assumption that there is another wait, "Be with me, do the same as
I do, do as I do." As for the assumption and expectation for you to view all the same need to
unite in fellowship. In this case - to communicate about any subject of joint activities. However,
accession can take place in a different way: one of the first updated communities, which belongs
to the target (occupation, gender, age, hobbies ...), and already it produced communion. A
typical example - these are the words of circulation "colleague", "countryman" (read: "you're
just like me"). Modification: Treatment in the plural, "colleague", "men", "girl", etc.. Made so
that it is clear that the speaker himself belongs to him ("I'm the same as you"). The meaning of
these methods is the same as in the cry of the tales of Kipling: "We're the same blood." Quite
often, bypassing the intermediate links, the source simply said "we" or "we are with you (with
you)", which usually combines better than separate "me and you (you)." 127 There is no doubt
that these techniques are not only manipulators. More often than not joining organized and
occurs spontaneously, which indicates the effectiveness of community generated, the positive
relation between partners. What techniques are used at the same time, the parties often do not
suspect. Often, people do realize that they have "adjusted" to the other, "looking" approach, but
even in these cases, the techniques themselves are not necessarily manipulative. Addition or
adjustment is needed as an essential sostavlyuschaya communication process, without which it
would be impossible in the least, no, whether for a long time to maintain a relationship. But
despite the fact that in itself speaks joining the technical side of communication, even a subtle
manipulator of these techniques is able to turn in their weapons: and not in the role of a
preparatory or auxiliary means, and as the main reception. Example 10educational talks
involving two teams. Tables are arranged U-shaped. Executives sitting in stolom"crossbar", and
their team (3 people) - one against the other. At that stage, when the delegations exchanged
arguments with respect to the important details of the agreement, K., the head of one of the
teams - to apply the following tactics. When he said someone from the members of his team, he
listened attentively. When the word took someone from the opponent's team, K. slightly leaning
to his colleague, the head and quietly asked any question reference books. Systematic indirect
distraction led to the creation of the players the impression that the command arguments K.
were more powerful. The final text of the agreement as a result of more suit this particular
team. As you can see, only one organized systematically weakening the positive attitude of the
opposing team leader was able to affect the balance of power in negotiations.

4.3. Control variables interaction Since the establishment of contact between communicating
parties formed a psychological interaction space. Like physical space, it has a 128 its topography
and its measurement. Every event that happens in this area, someone from the partners
initiated, organized in a specific way, and its development is directed somewhere - the event
takes place between the partners in dialogue. To describe both the static states of psychological
space interactions and changes that occur in it can be used the following concepts: the territory,
distance, extension, initiative, vector, pace and pause. With these concepts, we can be analyzed
and actions of the manipulator, to understand how he manages to influence events in
accordance with their intentions. 4.3.1. Interpersonal space Specificity of psychological space is
expressed in terms of territory, distance and extension, each of which reflects the different
aspects of it, the management of which is an important part of the arsenal of psychological
impact. Area - part of interpersonal space that one or other partner is committed. In accordance
with the ontological strata of the human psyche, which is contacted, you can find them for a
specific kind of psychological territory. On a kinesthetic level is the physical territory: an office,
desktop, "own" half of the classroom table, snout under his feet in a crowded bus, and so on. N.
[Pease 1992]. On the emotional - the right of "ownership" in the mood, the reaction - they are
mine. At operational "my" work, individual way of its execution, its operating style. On the object
- my thoughts ("I just spoke differently - not distort"), my occupation (all philatelists in this sense,
are about the same area). On a personal - what is important to me ("do not go into the soul - not
yours.") In the accession, as has been shown, the same type of mental formations are combined
in the common fields, each of which are defined by their "own territory" and "no man's "zones.
Any psychological impact inevitably means entering someone else's psychological 5 - 848 129
territory. The difference is that this entry may be the result of an invitation, forced entry or
secret penetration. For manipulative effect is more common recently. Distance - a function of the
interpersonal barriers standing in the way of making people. These obstacles may be external
physical barriers, if they play a role equivalent psychological barriers: a table, a chair, crossed his
arms, his legs crossed, and so on. G., Pause, stop, transfer the conversation to other topics. But
often it is an obstacle or a spiritual sense. Barrier may be "closed" some ontological layer for
accession. And within each of the joint fields - obstacles to penetrate the "private" area. Thus it
appears that the complete reunification almost never happens, so there is always a distance.
Extension - a term denoting the vertical component of the psychological interaction space.
Reflects the relative "location" partners in dialogue. The most obvious examples are related to
the role positions of the parties: the lord is always higher than the vassal, was emphasized
(signified) ritual elevation, exaltation lord, "Your high-prevoskh-oditelstvo" and all similar words.
This is one of the oldest methods of individual selection of the leader of the crowd. Therefore,
one who seeks to dominate, occupies (or seeks to take) an extension on top, providing great
opportunities to do so. Externally, the extension on top may look like a sermon, condemnation,
advice, reprimand, noting treatment "you", "son", arrogant or patronizing tone, pat on the back,
the desire to occupy a higher place, shaking hands, palm down, the views from the top down,
and more other [see., for example, Nirenberg and Calero 1990; Pease 1992]. Symmetrical annexe
top position - an extension from below, which means the tendency to submission and
obedience. Manifested as a request, apology, excuse, guilty or ingratiating tone, bending the
body, lowering the head and another demonstration of dependence and subordination [ibid].
130 extension on equal - no extensions above or below, desire for cooperation, information
exchange, competition; characterized narrative tone, questions and so on. n. Example 11 Girls
(one for about 4 years, and the second - 6-7 years) play. During a brief pause in the game elder
suddenly waved his hand: * Goodbye "- and pretends that he is going. The youngest was
alarmed and starts to cry. Older returns: * Do not worry, I will not go, "- with pleasure in his
voice calms younger. The game continues ... As you can see, the older girl already enjoys
excellent management interpersonal space to establish themselves in their own "significance for
the younger (or establish itself in her eyes) - imitation increase interpersonal distance from the
threat of interruption of contact and return with an extension on. 4.3. 2 Initiative Initiative can
be defined as the initial moment of interaction process control by one of the partners
(opponents). This concept is used to denote the leading or guiding role of the latter in the
process of communication. Speaking initiator of an event, partner exercises its right of initiative.
doing so he simultaneously takes on the responsibility for this event. Perhaps it is due to a
particularly close proximity initiative rights and responsibilities, it is one of the tools of
interpersonal struggle. P. Ershov (1972) proposed to distinguish between ownership and
disposition of the initiative. Possession - is open to take control of the process of communication.
Own initiative really means to exercise their right (and opportunity) to run and manage events.
Directive - the use of the right to decide who will now own initiative. Dispose - then allow or
prohibit the possession of an initiative to provide such an opportunity, or select. It is obvious
that the order provides one of the partners are ranked higher, providing additional
opportunities. 5* 131 The man who owns the initiative, especially to dispose of it, has more
opportunities to achieve their own goals. Naturally, the communicating parties are trying to take
the initiative, which is to fight for it - the desire to take over, overcoming the resistance of the
opponent. This struggle is expressed as follows: • to take the initiative, if its manifestation
unopposed by a partner;

• seizing the initiative - a quick mastery of bypassing resistance partner; • use - holding hands,
hold for a relatively long period of time; • transmission - voluntary action, cede, release from the
initiative; • loss of initiative happening internally, as a loss, as a concession to an opponent. The
list goes on: "wrest from the hands", "block", "away" and other resembling military action.
However, the "give up" initiative - is also welcome, as can be seen from the following example.
Example 12 In the initial period of operation of a commercial bank - in a super-profits and the
euphoria of its leaders - one of his worker took a large loan for a year. And due to the term ends,
but even the interest is not all paid. Bank manager is clear that the money will not give him an
employee, simply it does not. However, no legal way - through the courts, nor rude - using
bouncers he can not get a refund. The first way to ruin the reputation of a young bank, and the
second can lead to loss of the specialist. A worker is well aware of the balance of power and,
therefore, not to withdraw from the state leadership of indecision, prefers not to be reminded of
its debt. Used her tactics of procrastination paid off - the bank soon went bankrupt and there is
no need to pay duty. 4.3.3. Orientation effects The most important characteristic is the presence
of the manipulative influence of sensible and latent exposure levels. Explicit level serves as a
"legend" or "myth", masking the true intentions of the manipulator. Hidden 132 level is one in
which the effects of a fact, and its aim carefully concealed from addressee. According to J.. D.
Lenz hidden message occurs when a) it is necessary to pass more than one message, and b) one
of them must remain secret [Lentz 1989, 16]. Having a double exposure as a characteristic of
manipulation specifically emphasizes OT Yokoyama [Yokoyama, 1988], which in terms of its
proposed model shows the process of masking the inevitability of manipulative intent, without
which the manipulation is simply not take place. Insidious effect, however, is hidden from the
recipient only psychologically. Phenomenally it is built into the story "legend" as a set of
completely legal elements. They may look or as part of the legend (if sufficiently skilful
manipulation), or as random inclusion, which usually do not pay attention. These elements are
functionally "bait", which it hopes manipulator should "bite" destination. Example 13: Your
partner in the conversation briefly mentioned something weakly related to the topic of
discussion, in this case expressed doubt that you "then" behave properly led. It is very natural
for you to immediately protest in an effort to prove their case. Meanwhile, the conversation has
gone from threads in the discussion which you are interested in more than your partner. In this
example, the legend is introduced as a kind of clarification, explanation, or a message in some
relation to the topic of conversation, and the role played by baits criticism. Consequently, in a
manipulative situation we find at least two flow impact from the manipulator. To say that they
both focus on the destination - say the obvious thing. It is important to more accurately
determine their direction and content specify the vector of exposure. Direction of the impact
depends on the nature of solved subproblems. Their combination can be arbitrarily varied, but in
a manipulative situation can always be allocated at least two groups of vectors: one is the main
purpose of the relevant impacts, while the other is intended to ensure compliance of the
recipient to the Mat 133 nipulyatsii. Thus, in the last example, the main goal - to turn the
conversation to another topic. Related to her activity is directed to the selection and application
of methods of distraction. Subtask - make it invisible to the recipient. Therefore, the manipulator
is also worried about how to naturally and gently enter the legend. Sometimes almost all
manipulative efforts are reduced to the "maintenance" of the main vector, as shown in the
following example. Example 14 To head to the reception came to working with the complaint
that it is up to still living in very poor conditions with his large family. Six months ago, the chief
promised him to identify the apartment two or three, a maximum of four months. Realizing that
this time the mere promise not to do, playing the head of the whole performance: is the deputy
in charge of housing, the chairman of the trade union committee (it was a few years ago), and
requires a report on what has been done on this issue. In the presence of working suits caused
by noisy and requires separation to resolve the issue within one to two months. Sending them
earnestly requests the worker to suffer a little more. Well here we see two directions of
influence: the desire to gain time to implement this earlier promises and the introduction of a
special procedure to improve compliance destination. The second task (support to function, but
leading to expend effort), in turn, can be split into sub-tasks. Firstly, the Director must remove
the responsibility for the wire, and secondly, to convince him on the side of the petitioner, and
thirdly, to demonstrate that in fact the issue is taking specific measures and, fourthly, to give him
hope for a speedy solution . Multivectorness impact thus defined by a desire for totality and
diversity impacts targeted simultaneously at multiple targets mental destination. Related activity
each subtask final link presumes a target - a kind of "button", clicking on which will lead to the
expected result. Multidirectional second source of exposure (in the general case - all behavior) is
polimotivirovan134 of human activities (AN Leontiev). Many sub who decides manipulator,
relate not only to focus on the destination, but also problems of internal order, as discussed in
Section 3.3.3. Both of these factors are the two sides of the same process the search means that
with a minimum of actual costs give the maximum effect on the complex solution of vital
problems. "Read" mosaic vectors in actual behavior can be the following features: direct verbal
appeal to anyone turns the body, face, gaze direction, pointing gesture, as well as something that
can be interpreted as an unconscious pointer equivalent pointing gesture - the orientation of the
foot, elbow, objects in their hands, and so on. g. 4.3.4.dynamics By the dynamic characteristics
of theof communication are primarily tempo, pauses and atmosphere. Under the rate of
communication we mean the rate at which developing interpersonal events performed
implement their actions. The fact

that the rate of interaction can make manipu-of cumulative means universally known, almost
every student skit played out a scene in which the student is trying to snatch a cavalry charge at
the teacher coveted rank. In the example below, the pace also acts as one of the main means of
manipulative influence. Example 15: Start of the day. Runs be too late N. and threshold ("You
have not listened to? ..") Begins to talk about the statement made by radio political leader.
Colleagues to learn what had happened, began to discuss the rapidly brought the news. Head
was also to be discussed include: as a regional deputy, he could not remain indifferent. The very
same N. pretty soon ceased to participate in the conversation, and sat down at her desk. This
example can be easily seen most of the manipulative effects mentioned components. Two-level:
the level of explicit forms an 135 to listen to performances, which once laid "bait"; at the hidden
layer NN tends to distract from the fact that the chief of his tardiness. Vectors: the impact of the
relevant goals just described is implemented through automatism, but there is also one that is
designed to ensure compliance to the chief of the main action. To do this, just apply a rapid pace
and excited tone, rapid involvement in conversation the entire department (the impact to the
head at the same time better disguised, and "warming up" the audience "warms up" and the
head). Noteworthy as organically built a legend. Besides the fact that it distracts attention from
the delay, NA also perfectly disguises its manipulative intent, let me tell you: "I just shared my
experience." It also provides a hint that the hearing speeches on the radio - the reason for
lateness to work N. (automatism thinking, "immediately after" means "because"). In a hint
(induces an implicit inference) that thought just has the greatest force of impact. That can be
used as a pause, can be seen from the following situation. Example 16 The headmaster said an
elderly teacher F. that he faces a difficult problem. Issue of teachers in high school was held
earlier than usual, in March, and the school of the school year arrived young teacher, who need
a watch to the normal load. The question is, where to get them. Since we are talking about the
same subject, that is, and F., it became clear to tend Director. She said nothing. Director began to
talk about the crisis in the education system. F. slightly shrugged ... then we are talking about an
age that does not allow a still intense. In the silence of AF was felt resentment. Director has just
said that it is necessary to pass the new teacher of the load, so to ensure her earnings. And he
adds: "You have to understand - because you have children at her age." Finally the director takes
responsibility for obviously a long time decision and said that the school needs this homeroom,
as next year will load bo'lypaya. So now he insists on the clock to be transferred, and in the next
academic year will receive F. entirely two parallel, in order to make it easier to work with. 136 As
is clear from the description, first with silence, the teacher forced the director to announce his
decision already, not yielding to his manipulative ploy. Contrasting counter manipulation in this
case is justified. And then with the same silence ("took a break - hold") managed a director
promise for the future, designed to compensate for some loss of her earnings. 4.4. Information-
force provision Just as in the general psychological level of consideration through-and ubiquitous
mental processes are recognized as attention and memory, so in terms of interpersonal
relationships through-and pervasive processes can be regarded as the use of force and the
transfer of information. 4.4.1. Psychological pressure manipulator starts his actions, having some
degree of certainty of success. This belief is embodied in an effort to create the necessary
superiority of forces over a partner, allowing for-silit it. To describe this aspect of the relationship
we use the concepts of strength and weakness. Define force as an advantage of one partner over
the other on any impact parameter (qualification, position, possession of information, control of
the situation and so on. D.). Having an advantage is often revealed only in the course of exposure
- now as a use of force that does not negate the fact of its presence in a potential form. When
someone has a certain advantage of TB in relation to many potential partners, he is spoken of
"strong "(specialist character, spirit). Conversely, the person possessing any deficiencies, they say
that he has a weakness, that is, it is not resistant to certain types of exposure. This subtlety of
usage was marked P. Ershov [1972]. He also belongs to the description of the three types of
forces (benefits)partners 137 in communication. He identifies position, dynamic, and business
benefits. The bases of classification were not discussed by the author. Accordingly basis, I think,
can be a source by which to produce an advantage. Augmented classification of forces takes the
following form. Own forces - the actor comes only from what he has at the moment of impact;
set some of the benefits almost always is with him: 1) status: role position, position, and
age,2)business: qualifications, arguments, abilities and knowledge. Borrowed (or borrowed)
forces - the advantages in the creation of which an important role is played by other persons
usually important in situations not provided (although it is not excluded) 3)representative
support - reliance on force or specific enough to certain third parties, it is known "other": "I'm
from Nikolai Nikolaevich," "not for myself because try - for the team and ",4) conventional
advantage - reliance on the power of the generalized" other "on the general requirements:
behavioral norms, traditions, values, morality, and so on. d. example, the often-used method - an
appeal to the audience, in various embodiments, relying for different types of debt forces:
"Yes,you see," "citizens conceivable ..." Procedural forces - benefits that are derived from the
process of interaction with a partner: 5) the dynamic forces: the pace, pause, and

initiative,6) the positional advantages - operation of the emotional tone of previous or current
relationship: reliance on a good relationship, harping hatred, mistrust, admiration, and so on. n.
7) agreement - the result of cooperative agreements, containing a legal, moral or rational force.
Example 17. During the lesson Valera takes Kolya book. The latter can not defend themselves, so
starts complaining loud enough to hear the teacher. Able to defend the book, but now a new
problem - a teacher, not understanding, relative 138 used to read both and puts them on the
"unity." A few minutes later Nick raises his hand, good answers and the teacher corrects the
"one" to "four." In this case, Cole had to borrow status force the teacher to cope with the
physically stronger Valera. Right to ask for help, he could not, so as not to look like a sneak
(pecuniary loss), so I went to a breach of discipline, fair hoping to draw attention to these
teachers. It had to pay for a new nuisance. But now, changing the kind of strength a positional
(and saving annex below), he managed to appease the teacher and correct evaluation.
Weaknesses partner - the power extracted from the mental characteristics of the partner in the
interaction: Sensitivity to praise, a strong love for children, a desire to lead people, pride in the
fact that he had fought in Afghanistan, short temper, silence and others.Example 13 (paragraph.
4.3.3.) is available to receive my winnings by controlling the dynamics of the conversation: the
introduction of new topics and shifting attention of the addressee. Example 14 (n. 4.3.3.) Picture
is more complicated. First used the work force of the former arrangement. Chief, seized the
initiative, took advantage of his status to shift the responsibility to others, and this eased the
pressure on the part of the visitor. As a result, worker, came as a claimant, went as a suppliant,
because, deprived of the benefits of the treaty violator, now forced to submit to status
advantage of his superior. Example 18 The girl was 6 years, parents have limited food, from
which fattening. As a countermeasure, she invented the roundabout way of getting sweets. After
lunch, introduced the tradition of staying up without a mother. Patiently waiting for when my
mother is asleep, quietly walked into the kitchen and made stocks that hide in the nooks of the
house. And then during the day as needed and got out with the pleasure of enjoying them
[Robinson 1981, p. 46]. In this case, a manipulative technique was completed by only one
"weakness" mom - fall asleep quickly and sleep soundly. In all other respects - a simple
concealment or false. 139 4.4.2. Information design Undoubtedly, information level, which now
will be discussed, is logically lower in relation to those that have been discussed above. But it is a
realization (embodiment) of the variables of a higher order: the organization of the interaction
space, access to the target exposure, provision of psychological pressure, programming, etc..
Moreover, subtlety "arrangements" psychological impact, particularly manipulative, to the
greatest extent it depends the skill of the actor in the use of means of communication - both
verbal and non-verbal. Arsenal of such funds is very broad and can hardly even be briefly
described in terms of a short review. Here are just some of the materials from the literature
(mainly linguistic) as an illustration of these funds. (I took the liberty in some cases change the
layout means and to reformulate specific examples.) In the work of TM Nikolaeva [1985] specify
techniques skimping on information in order to provide psychological, including manipulative,
pressure on the interlocutor. (In these examples the underlined words that carry the main
burden of such effects): 1) "universal statements", which in principle can not be checked, but
because they are non-negotiable; for example, "All men are bastards", "The Wise Man
Stumbles", 2)generalization (generalization advanced): • classes of people: "The work here for
half an hour. But they are old ".- hidden generalization:" The old men are not able to quickly
perform even light work »; • Time:" always "," always "," forever and ",3) an implicit indication as
to generally accepted norms," You even the door is not closed for "pushing stronger than a
simple imperative:" Close the door "; 4) Disguise presuppositions:" In spite of their relationship,
they still sent along on a business trip "- it says:" They "are" relations "; or another example: 140
"He not does speak English! He's got a bad pronunciation! "5)indefinite reference code:" The
Institute believe ... "," Some say ... "," They say that ... "indefinite" they ",6) multiplication
operations, action names, situations, "There are all sorts of here ..." (someone was), "Because of
what you are fired chief accountant?" (in fact a dismissal), "Oh, these psychologists me" (in the
address one of us), and many others; 7) "communicative sabotage" in which previous replica is
ignored, and in response introduce new content, "I can you pay for the product?" - "Are you not
read the ads?" " Tell me how to get to Deribas-ical? "-" And what do you need it? "" Look, I
painted yesterday, ".-" You go to the boss tomorrow? "(conclusion is that painted for the boss).
This method contains improvisation E. Poirot - character story by Christi "in alphabetical order."
When he entered the house, adjacent to where the crime was committed, the hostess greeted
him with the phrase, the equivalent of our "There are all sorts of here." Replica Poirot, "I brought
you 5 pounds for the note you prodiktuete for our newspaper" - provided, of course, a magical
effect, instantly turning the absurd into a woman interested witness. Elsewhere [Sentenberg,
Karasik, 1993], we find the following methods, in terms of authors, "the voice manipulation": 1)
ambiguity: "Will try to get your candy" - then we can say that the efforts were not enough; this
method rather could be described as fuzziness criterion

2)replacement of the actor: "History will not forgive us ...", "As we are now feeling?" - in the last
phrase still feels good and psychological dependance on and top,3) the substitution neutral
concepts of emotional and evaluative correlates and vice versa, "second-hand goods" instead of
"the things that were in use," reversibility "spy" - "Scout" and so forth. 141 4) a false analogy:
"Volvo: The car for people who think" - as if all the other cars made for those whose foreheads
are not burdened with the and thought,5) a case switch: "Well, as you talk with the dean?" -
"Why do you have such a tone?" This technique is reminiscent of the already mentioned
"communicative sabotage." The authors suggest that "As a rule, the manipulators fear that their
social status is not high enough, and therefore seek to artificially boost its claims the right to
teach and have a particularly significant information" [Saint-Rothenberg, Karasik 1993, 32].
Anyone who is familiar with the elements of transformational grammar, become popular among
psychologists through the work of R. Bandler and John. Grinder and their employees. (See, for
example, [Bandler, Grinder, 1993]), easy to remember, and other similar means of the above
information thin tapering psychological impact. In this sense, revealing, for example, as follows:
1) The presuppositions - implicit assumptions incorporated in the information exchange linguistic
means: "As you know, I can not do that" - implying, "You are all you know" imposed partner for
granted; 2 ) the omission of the "clear and obvious": "Will you go with us?" - "Where do I go ..." -
an obvious hint of and coercion,3) the modal operators of obligation and opportunity, "ShouldI
think if it is necessary to survive?" "Guys have to be patient,""It is impossible to know when
you're joking" and so on. n. NLP technology is no coincidence that many psychologists are
perceived as vysokomanipulyativnye. Although it is, of course, not the means, and their use
knives all the kitchens are, but they become an instrument of crime is rare and is not due to the
high prevalence. In the psychological literature there are also examples of information
techniques. For example, the phrase "You know what I mean," or "You realize, of course," you
can create the illusion of understanding, and then dolinks 142 to this conversation, interpreting
the subject of understanding in accordance with their interests [Lentz 1989, p. 37]. Russian
example of the use of information found in the speech of phantoms O. Bender at the first
meeting of the "Union of the sword and ploughshare»: ♦ Citizens life dictates its own laws and
cruel laws. I will not tell you about the purpose of our meeting - you know it. Holy Purpose.
Everywhere we hear the groans ... "Aworthy place should be given psychological tricks children
and adolescents. One of the standard - a reference to uncertain parents: "Other parents
allow ...» [Robinson 1981]. To verify such statements guess not every parent's children and their
use. More rigorous method - comparison with a particular parent: "Kolya father always buys ..."
In experimental studies in social psychology revealed a lot of dependencies that make up the
"golden fund" manipulators. They relate to methods and time of application information,
conditions of its presentation, and so on. N. [Brock 1966; Zimbardo 1977; Donaldson 1980;
Exline at all in 1970; O'Connor 1990]. Example: "The effectiveness of the device increases when
he first expresses opinions, views of relevant audience ... represents one side of the argument, if
the audience is friendly in general, or if only given your position, or if you need a direct, albeit
and temporary effect. Present both sides of the argument, if the audience did not agree with
you, or there is a chance that the audience will hear the opposite judgment of someone else. If
opposing views are presented one after the other, the one that contains the last will probably be
more effective ... Warning audience focus on manipulative statements increases the resistance
to it, while the presence of interference, supplied in parallel with the message, reduces the
resistance. »[Zimbardo 1977, p. 20-22]. Another class of techniques that can also be attributed
to the information - the simultaneous filing of conflicting messages. For example, the
contradiction between 143 words and intonation. Destination to choose, to respond to a
message. What would the reaction was, manipulator can always argue that meant nothing. The
contradiction may be between the words and the situation: "I will not take your time its empty
problem" - the statement made after you got involved in her decision, leaves you in an awkward
position. If you recognize the problem worthless, then so will own and works to resolve it. If the
problem is still considered important, instead of its decisions have to deal with the issue of her
relationship to her carrier. In any case, you find yourself in the position of "go right - not snesesh
head, go to the left - you will lose a life." In the following example, the reception of chess fork is
designed so that organizes a significant psychological pressure on the addressee. Example 19 In
the presence of fellow X begins to speak have something not very nice about his qualifications,
and then, as if recollecting himself, stopped, "Sorry, it's not at of all. " We have to choose: a) or
to insist, "to mention, there are no secrets" - and to allow X to say any bad things, or b) to
remain silent, while agreeing with the need for secrecy, thus recognizing that the hide is what. To
this group receptions adjoins the creation of information uncertainty, ambiguity of expression.
For example, the phrase "Sorry, I can not stay longer" in a situation of having some differences
between the present introduces ambiguity about the reasons for leaving, but more "clear" is a
variant of resentment or frustration. Generally, it can be argued that the techniques based on
the Incongruent communication, there are numerous. Apparently, most of them "used"
involuntarily, because of the high prevalence nekongru-entnosti in interpersonal relations. The
need to decide what kind of submitted by the main partner of the posts, there is almost always
because the recipient of the information, as a rule, live in an environment in which to constantly
interpret other people's behavior. 144

** As a result of the review were discussed variables that allow us to describe the phenomenon
of manipulation and analysis used to make This manipulator means. At the same time revealed
the presence of important matches between how specific manipulation of mass consciousness,
and the fact that there is at the interpersonal level. However, we found some important
differences inherent in interpersonal manipulation - a large in-dividualizirovannost, the diversity
of resources, increased accuracy in achieving the desired results, localization of on a limited set
of targets, and so on. N. Perhaps the most noticeable difference between the manipulation of
mass consciousness and individual in interpersonal relations is the nature of the concentration
of responsibility. In the first case often with mass responsible removed. By G. Schiller ultimate
goal of manipulating the mass consciousness - the passivity of the masses, their inhibitions
[Schiller 1980, p. 47]. This inactivation is intended to reduce personal origin of the masses,
inspire thought "for you think the rulers." In interpersonal same manipulations on the contrary -
the responsibility for the decisions mostly passed on to the recipient. Moreover, we found that
manipulative purposes can be used all of the same techniques as in nemanipulyativnyh
purposes. Turns out to be difficult to imagine (at the level of technology) something specific
manipulation yativnoe in the arsenal of psychological impact. Chapter 5
MECHANISMSmanipulative influence "* In the previous chapter it was a manipulation
technology tive impact. Therefore discussed elements that are largely dependent on the skill and
dexterity of the manipulator, its intentions and tasks. This is the part of the process of
manipulation that allows an outside observer relatively reliable separation of its elements -
unlike intralichnostnyh processes destination judge which account for only hypothetically. In this
chapter, we now examine how the energy of desire manipulator is converted into energy of
desire destination, and ultimately in the expected activity of the manipulator. In other words, we
will discuss the mechanisms that implement the manipulative effects that make it possible. 5.1.
"Technology" and psychological "mechanisms" - match reality and metaphor According
explanatory dictionariesword mechanism means: 1) the device (set of units and parts), which
transfers or converts the movement; 2) the set of intermediate states or processes are a
phenomena. In accordance with the meaning of the word "mechanism" can be defined, and the
concept of "psychological mechanisms." Mental mechanisms - is a complete set of mental states
and processes towards implementing some of the results in accordance with the standard or
part of the Greek techno means skill, art. 146 occurring sequence. "Under the mental
mechanism should be understood in a certain way related to the structure of mental action, the
implementation of which leads to a specific result. This is more or less stable scheme of mental
action. " [Nalchadjyan 1988, 109]. ♦ Psychological mechanisms "- this is a concept in which the
merge figurative and metaphorical description (originating in the generic" mechanism ") and
scientific understanding (by the way, is also very metaphorical in dictionaries still does not get
caught) on intrapsychic processes to ensure efficiency - in our case - the psychological impact.
difference between technology and mechanisms in their own tinted R. Goodin. He argues with
the psychological model manipulation, which, in his opinion, "depicts a man as automatically
responding to a certain sort of symbolic stimuli» [Goodin 1980, p. 28] and is based only on the St
- R concepts. Offered them the same "rationalist" approach to manipulation caters more to sell
(tricking) people than the game on the deeper psychological instincts. Developed by the authors
problem thus lies outside of psychological mechanisms, but only in the plane of the detailed
analysis tools to manipulate, i.e. in the plane of skill technology. Every same psychological model
inevitably turns to the intrapsychic processes by which it becomes possible manipulative
influence. In short, in the context of representations of R. Gudina "sell" refers to the technology
to the methods, and the "psychological model" - mechanisms. Distinguishing technology as
external to the destination action, on the one hand, and mechanisms as internal mental
processes run these actions, on the other, convenient both for research purposes and for
applications. Conventionality of this separation is obvious in view of the phenomenological their
unity and complementarity. Apparently, that's why "image" (as external) and "stereotype"
(internal) L. Vaytkunene regards "as a single psychological mechanism of the formation of the
mass consciousness" [Vaytkunene 1984, p. 64]. 147 5.2. Mechanisms of psychological influence
the psychological impact of Aids, manipulative in particular - is an application of effort on the
part of the sender's impact. From a technology standpoint nothing more can be done - more
impact energy should work itself - from its passage manipulator is independent. Affect the
nature of passing through other means of influence can and spend can notenergy. Therefore, we
must find out what happens to the energy impact after it gained access to the inner world of the
recipient: to understand due to any internal processes external action leads to results in, where
do you get the energy for the job. 5.2.1.hold the contact We need toto identify intrapersonal
mechanisms to ensure the reliability and stability of the connection. Convenient to start with the
metaphor. Imagine a magnetic latch that has both contact plates - electromagnets. Switched on
and off, both sides can independently. Enough to stop one of electromagnets - holding force
weakens so that even mild shake enough to touch the plate broke off and separated. From the
point of view of the observer: if connection works, the current is applied to both plates. This
metaphor refers to the plates under the part of the targets of influence (a kind of mental
formations), which is made connection. Here we can use the same classification as that in
relation to the types of communication: touch, emotional,

symbolic (conventional), the operational, object (cognitive), personal and spiritual (sense).
However, a variety of empirical allocated (or rather, used in practice) the target is so large that, in
principle, it can be considered infinite. Fact that in metaphor called shock, giving strength of an
electromagnet, psychologically corresponds to the power of desire, for 148 voltage
requirements. Persistent connection is based on the involvement of motivational energy of both
parties and without it is unthinkable. Need a destination in the union and fellowship, which
operated here in the first place - is not the only acting force. In most cases, it is not one provides
strong contact. Another source of the desire to keep in touch are the subject interests. On the
part of the manipulator is mainly interest concluded in goal, which he intends to achieve. In turn,
the target itself achieve something from the handler may last anything interesting for him, or for
their communication in itself is important for the recipient. Another common source of power -
coercive power of circumstances, third parties or of the manipulator. For example: awkward
break contact in the presence of a friend, who wanted to keep the company; impolite to leave,
unable to bear the "Regulations" period (how much is taken and by whom - is unknown); Chief
of Cabinet without his permission did not go off and so on. In many cases, the energy of
attachment lies in simulating a good understanding of each other. "This has a homespun truth" -
a phrase by which O. Bender joined Basilius Lokhankin. If the addressee does not want it in the
overwhelming number of cases, this contact may be interrupted. If a strong resistance to the
manipulator does not help any secret connection. Another thing is that for this destination will
have to be something to pay: to introduce tension into a relationship with the boss, agree to
look boorish companion, to take responsibility for his comrades nepodderzhanie company and
so on. N. Possible, of course, and most use a trick: refer to the illness, the need to call or go to
the toilet, but it also works, and is not always easy. Therefore, playing on the one hand, on the
various interests and needs of the recipient, and on the other, his fears, lack of freedom or
sluggishness, the manipulator can quite a long time to hold a destination within its in-
emozhnostey influence it. 149 5.2.2. Psychic automatism was already mentioned above that the
elements of the situation of communication and methods of exposure have a very contoured
effect: they are characterized by a programming influence on human behavior - sometimes hard,
sometimes soft, but still defines the high predictability of how it will behave. They are a means
of "on" reactions destination.the word Include implies something to what this key fits, what
needs to be inserted. This is something we denote the notion psychic automatism, which is
defined as a structurally dynamic formation, actualization is a high probability of resulting in the
standard result, whether motivational tension, or some sort of action. Psychic automatism act as
gear levers by which the energy of desire (impact) of the manipulator is converted into energy
aspirations (or action) destination. Studying the pragmatic aspects of linguistic structures, in
particular issues, R. Conrad has revealed the importance of the parameters of the situation for
the interpretation of the sentence as an indirect speech act "The decisive factor in the indirect
interrogative sentence comprehension is the presence of typical" behavioral patterns, "the
obvious and natural for both parties." [Conrad 1985, p. 357]. For example, given in the transport
question "Are you out?" Often refers to as "Pass, please." Scheme of possible events (from the
perspective of the questioner) looks like this: 1) if B goes, it is not an obstacle for A, 2)if B does
not go - And asks him to move - B leaves (does not prevent the exit A). Indirect comprehension
questions "You go out?" is a practical reduction of pre-obvious patterns of behavior.
Requirements of politeness do not allow partner formally "play" obvious scenario and act as
soon as the intention of the questioner became clear (skip to the exit), if it is consistent with
their own goals. Example 20: What can happen if a friend is not formed condensed scheme of
action, can be seen from this dialogue: you go out? 150 - And your cares? - So ... I'm out! - Who
cares? - Well ... miss, please. - Oh, and another thing ... Such a mechanism (pattern of behavior),
according to R. Conrad, is not specific for verbal interaction: ♦ Such reductions have universal
nature ... practical actions nonverbal can also be interpreted as a kind of "indirect speech acts" if
using them can be carried out reduction (complete) patterns of behavior without the
involvement of verbal means "[Conrad 1985 , p. 367]. Proof of the existence in the human
psyche, there are many such structures. Behaviorism for several decades has been studying the
dependence of the scheme St - R. It is hard to imagine that a huge amount of research has not
dried up for such a long time, if it were not for the reality to which they refer. Of course, the
recognition of the existence of mental structures that obey St - R dependence, does not mean
the assertion that the human psyche and their exhausted. As noted by GA Kovalev [1989], the
study of classical behavioral scheme is the essence of the object paradigm of psychological
research and the impact coming from the methodological position analysis of the phenomena at
the level of the universal. This - only one of the possible levels of analysis. In other research
paradigms to address the levels of particular and individual, are found different depending not
deny the universal, and provide additional opportunities for understanding the study of reality
and its transformation. Underlining the important role of psychic automatism as a mechanism
manipulative influence does not mean that other mechanisms the human psyche is not. Careful
attention to the automatic reactions that can be detected in the human psyche, determined by
the singularity of the subject matter - manipulation. Only assert that the ability of the
manipulator to achieve their 151 goals inlargely lies in how he can rely on the automatic
destination.

Course, the only one using the automatism is not limited. Widespread as their intentional
manufacture - the formation, development, fostering ... good example of this is the practice of
transferring manufacturing technology training animals to humans [K. Pryor 1989]. So, just a few
minutes PW Robinson "taught" four year old child to shake the hose exactly 10 times to ensure
that there came water. He used one of the techniques of conditioning, mastered in his student
years. First, he stealthily turned the water off when the children were playing, and then included
it in only 15 seconds in the moments when she shook her hose. With each time bolstered by
succussions hose was increased by one [Robinson 1981, p. 44-46]. Example of artificial formation
of more complex automatism are experiments with post-hypnotic suggestion. Deconstructing
one of those cases, Erich Fromm to describe formed in this way - "nested", but really working -
the requirements for the commission of any act and their sequences used the term "automatic
conformity" [Fromm 1989]. Thus, the notion of mental automatism allows to identify the
presence of minimized circuits fast transition to action in response to external influences. Their
more detailed substantive analysis will be given in the next section. Meantime, back to the
already gives the example of 15 stories with a latecomer H, which provoked a discussion of
political news for distraction from his late for work (and implicit explanation of its reasons). In
this case, she used the following automatisms: a) the choice of the theme: all employees of the
department are ready to talk about "sore"; particularly relevant political news for the and
head,b)to impose a rapid pace that we are trained not to interrupt the and speaker,c)the use of
intonation excited, "the one who is worried should be heard", 152 g) to engage in a conversation
the entire department, "do as all "(impact to the head at the same time better disguised, and"
warming up "the audience" warms up "and it). 5.2.3. Motivational software,however, no matter
how successful was itself automatism, by which methyl arm, no structure will not work without
motivational support, no action - internal or external - will not start if there is no internal to the
sanctions resolution: "Every content introduced into the consciousness before becoming
immanent individual particle is discussed in it, wants the man or not "[Smirnov, 1994, p. 11].
Where does this sanction shall be taken, if manipulative influence contrary to the interests of the
recipient? This occurs as a result of the fact that the manipulative influence, however, like any
impact among the target always has the motivating structure (final motivational orientation
mani-pulyativnogo effects mentioned above). Conjugacy external influences and internal
processes in the reasoning part is that it is difficult to distinguish between the reception and its
effect (due to a general motivational significance reflected events shown VK Vilyunas [1990]).
Use the results of its deliberations, the means and after a slight modification in relation to the
problem identified such control methods motivational preferences of the person, as a direct
update motifs, simple conditioning and symbolic mediation. 1 Direct update required motif may
occur in response to the stimuli relevant to this motif . Open the motivation on the part of the
actor often takes the form of seduction - from completely legal and innocent to the hidden and
malicious. For example, well-decorated table excites the desire to eat ("drools") - know it all
housewives and professionals with restaurant service. The other - has openly manipulators-tion -
the reception: a statement that begins with "You would not understand" - then there can be
"because you were not poor (black 153, nym prostitute, homosexual, etc..)» [Lentz, 1989, p. 37].
Unexpected wrapping social prestige position in a psychological advantage over the interlocutor
in most cases provokes desire (this is a direct update) to prove his ability to understand.
Basically, you can only update what is already available in the inner world of the addressee. In S.
Grof find the position of having fundamental character, according to which a man found
unconscious matrix of virtually all states and temporal trends. However, they differ in the ability
to access itself, different willingness to update. For the manipulator means - all that he needs, or
will ever need, in every particular person is already there - we just have to be able to gain access
to a particular property or human aspiration. Once such access is obtained, the aspiration to be
actualized, awakened the energy will have to act without external support. C manipulative
purpose of direct actualization motive is mainly used as part of a comprehensive set of
measures: to disguise a major impact ("I was only trying to please you") distraction on the
secondary elements of the situation ("It's great we got lucky with this small restaurant"),
bringing the destination to the required manipulator background state discomfort or, conversely,
thoughtless ease. Sometimes the main razrazhitel generally transported outside conscious
awareness (eg, subliminal exposure). 2 Stipulating - transferring motive power of any motive for
action, which earlier this motive is not encouraged. This mechanism underlies the training of
animals. With regard to the method of conditioning a person is called the creation or
modification of behavior [Donaldson 1980]. (We have already cited the example of the
technique by W. P. Robinson.) These methods appeal to a simpler and more ancient structural
and dynamic formation of the human psyche that brings him to an animal when you can "by"
hidden suggestion "to implement conditioning and manipulation of man" [Frankl 1990, p. 82].
154 3 Motivational mediation - a similar emotional conditioning switch "on the basis of
submitted, imaginary being restored due to the received verbal information events" taking place,
however, on social relations, which "suggest higher levels of reflection and are made in the"
image of the world " and not in the form of actual perceived situation "[Vilyunas 1990, p. 74].
Variety of possible for the human mind, with its iconic device switching allows you to link
everything to everything, no matter how weak or flimsy may seem grounds for such a
connection. Accordingly, the specification of methods of influence invented a lot. As examples,
we mention some of them. 1) shift of motive power motive on the target actions on particular
conditions, the signs, symbols, and so on. N.

2) Change of motive power (one competing) motives. This can be done in the first place , by
changing its values, which involve additional motive power motives, incentives, or can be
summed up with the original motive - and increase its value, or to oppose him, leading to
discredit, reducing its value or significance. For example, using the phrase "real man ..." or "What
are you, like a woman ..." trying to change the weight of any desire, further attracting motivating
force role stereotypes. And secondly, by changing the price it to achieve (ie. E. Wasted resources:
time, energy, services, and so on. N.), And for this purpose to enter situational difficult or,
conversely, to ask the prospect to achieve low cost. It is often limited to the creation of the
experience of the difficulties and costs by simulating light or perspective. 3) Managing the
process of actualization motive and change its motive power, which occurs as a result of the
cognitive processing of information by the target exposure, based on assumptions, data actor.
This can be done firstly, by changing the likelihood of achieving the desired result. In memory
still fresh Kashpirovsky sessions that always began the reading of messages about healing. The
subtext (automatism) simple: "This happens to many - why not this case 155 and ourselves with
you." And secondly, a way of bringing to the conclusion, the varieties of which can vary from a
simple suggestion to create a complex problem situation, the output of which (or repertoire of
outputs) is known in advance. Apparently, the feature of the mechanisms of motivation is to call
the "I" to identification with the source of this excitation. For example, if the name of any social
community addressed to the content associated with it in any parameters, it becomes a point of
reference content, into which the "I", if this point is connected one of the most important
(motivational) strong desires man. Moved to a new position, "I" in solidarity with this
community, up to the identification, and is at the mercy of this community. If the attacked target
has deep connections with the collective unconscious, thanks to the power of the latter
contained in this target is subject to inflation, capturing the personality structures that are
dissolved in it [Jung 1994-6, p. 203], are lost in this content. Subjectively, it seems that the act is
"I", but it is itself already "won" [ibid. 211] due to the adherence to the wishes and interests of
the individual. Thus motivating manipulative impact solves the problem of the use of "local
energy resources" by connecting them to the desired automatism. Master selection
automatisms, their combination, any combination of (almost real manipulation), motivational
"bonding" connection - together constitute the essence of the mechanisms of manipulative
influence. 5.3. Species and processes manipulative influence large scatter in the descriptions of
the manipulation, the researchers observed that the problem is obvious. The reasons for it, I
think, be found not only in the conceptual preferences authors. On the one hand, if we take into
account the existing variety of phenomena of manipulation, it is reasonable to assume that the
authors are addressed to different sets of phenomena. In this case, from the diversity they
choose those facts that are closer or better correspond Ba156 zovym theoretical propositions.
On the other hand, for the mismatched conceptual approaches worth manifold psychological
mechanisms that implement manipulation. Using the definition of manipulation proposed in the
second chapter, allowing several narrow range of phenomena attributed to manipulation. But if
we set out in a similar way to narrow the list of mechanisms to ensure the manipulative
influence, it would lead us to research unjustified losses. Based mostly from the opportunities of
the model description, it seems to me appropriate to distinguish several types of manipulations,
which differ in their means of psychological impact, and the nature of intrapersonal processes
manipulation of images, conventional manipulation, operationallysubject manipulation,
exploitation and manipulation of individual spirituality. These species can not build linearly as
levels or stages of manipulation. Rather, they should be considered as different mechanisms that
can be combined to complement each other, enhancing the overall effect. Description of each
type of manipulative mechanisms will complete a brief summary, made by a circuit consisting of
four items: a) the main active agent - that launches mental mechanisms and work,b)methods of
motivation - motivational switch means (connection), c)target - those mental structure, changes
which achieves the desired objectives manipulator d)automatisms, which are involved in dan as
motivation - the scheme of energy transfer effects from the agent to target, "strings of the soul",
which plays a manipulator. 5.3.1. Perceptual puppets fact that the images have a strong potential
for psychological impact, is well known. At all times and in all psycho-systems - religion,
mysteries, psychotherapeutic schools, teaching practice, art, and manipulation of the images
was pr.-key 157 elements of the technology used: the rites, rituals, methods, techniques. The
mechanism of such effects is based on the association between the image and relevant it needs,
desires or motivational setting. Simplest methods are built on the presentation of such
incentives, which actualize the desired manipulator need. Is based on this principle the vast
majority, for example, sexual tricks: outcrop areas of the body, underline erotically attractive
shapes, the use of motions and gestures associated with sexual games, etc.. Claim. Close to
nature methods are based on the direct management of the imagination of the recipient. An
instructive example is from Pushkin in "The Tale of Tsar Saltan". This is the story of how Prince
Guidon made sure that the king-father visited his city on the island of Buyan. Manipulation is
that Guidon never invited Saltan to himself every time limited to the transfer of complimentary
bows, but in the end still waited (uninvited!) Visit. The hope was that after the stories about
what they saw astonished merchants on the island of Buyan, the king himself expressed a desire
to visit his new neighbor. To Guidon and tried to surprise the merchants - the first manipu-of
cumulative method was successfully executed several times on them. Automatism is simple:
most people it is difficult to resist, not to talk about the amazing things - and this surprise the
listener. The second method - the awakening of desire Saltan visit Guidon - relies mainly on
curiosity, which, of course, and subject to the kings.

To discussing mind manipulation includes those cases in which the actual or perceived mentally
constructed images evoke activity relevant to them archetypes. CG Jung says that the archetypal
manifests itself "exciting, alluring" manner [Jung 1994-6, p. 136]. That's really a godsend for the
manipulator! Perhaps this is why the media often use images and metaphors, which by their
nature are more relevant archetypal layers of the unconscious. Consider, for example, how to
build ads say, "Marlboro". 158 First with a few sketches with the audience, the values of unity
with pristine nature. And the finishing touches are placed so as to emphasize the romantic side
of a long-distance travel. (The audience even more readily lends itself to such a trick, the less he
is able to comfortably seated watching TV, imagine what the journey is actually). Against the
background of a pleasant tickling feeling of reverence for nature there is a characteristic pattern
of a cigarette pack. Deep association with the smoke and the primitive fear give motive-feeding
mixture being imposed on the audience with respect to cigarettes. Next after this homely
"Ministry of Health warns ..." rather acts in support of advertising, getting into the semantic field
of the updated archetype (heroic disregard for their own health, skepticism about the doctors
who are physically healthy people - and it is with them at the moment identify the audience ,
willingness to take risks). A similar mechanism underlies the advertising of a bank to check the
validity of which the reader may even now: "World history the bank" ... ". Well, the missing word
is restored? The images act as an agent of psychological influence can not only belong to the
visual modality. "... The mention of suffocation and repression are found only in the speeches
preceding the war, but not during the war, when there is a real ambience enemy troops. In
addition, charges of strangulation, overlap oxygen or destruction sometimes spoken in the
countries that are not even contiguous. The fact that the masses are emotionally react to the
speech of this kind, and are unable to see their apparent irrationality and absurdity, gives a
general uncertainty and vulnerability in the perinatal dynamics. " [Grof, 1993, p. 452]. In
everyday communication means of the psychological impact through kinesthetic channel is a
handshake. Produced by hands image not only contains information about the man and his
relation to the partner, but also produces a certain impression (from the word "imprint") - the
effect. 159 Thus, perceptually oriented manipulative influence uses the following means: •
Primary active agent - an image; • methods of motivation - direct update motive, seduction,
provocation, creating interest; • target - desires, interests, • automatisms - intermodal
associations, relevant image motif, intended as the target exposure. 5.3.2. Conventional robots
in the process of socialization the child acquires "a set of habits, roles, tastes, preferences,
notions and prejudices, desires and imaginary needs, each of which is representative of the
family and social environment, and not really internal tendencies and attitudes. All of this is a
person. " (Gurdjieff, op. At [Orlov AB 1995, p. 10]). These brought about - and assigned to man -
the elements of his intrapsychic content because of their genetic relation with the society
sensitive to external triggering stimuli. (A list of such incentives as elements of the situation has
been discussed in detail in Chapter Four.) Can recall many instances when due to an exquisite
arrangement of external conditions, or simulate a recognizable social situation and its elements
manipulator can achieve their goal. For example, a well-known trick of many children - "Other
parents are allowed to ..." or "And Wali mom ..." - exploiting parents' desire to be normal
parents. Or when the seller says, "Everyone takes" - it is addressed to such possible "keys" as
Being like everyone else, be better than others (stupid sluggishness),and so on. N. Vivid evidence
peremptory force, in particular, the role position found in experiments S. Haney et al [Napa,
Banks & Zimbardo 1973], we have known mostly as experiments PG Zimbardo. In this prior
study, students were asked to participate in an experiment in which one of them had to 160 play
the role ofprisoners, and others - the guards. No one told them how to behave, so they played
these roles according to their own ideas, derived from the films. The experiment was planned for
two weeks and is organized with the utmost approximation to reality. Those who played the role
of prisoners, quickly fell into a state of apathy and discouragement. White the studio, playing the
guards became aggressive and picky. While at the same time and not subject to direct physical
punishment, they invented many ways to humiliation of prisoners (such as many times forced
them to build and recalculated). When one prisoner was outraged and refused to obey, then as a
punishment was placed in a cramped closet. Prisoners were given the opportunity to release it
for a symbolic sacrifice (to give a blanket), but they refused, and did not want anything for his
brother to do since found it a "troublemaker." The experiment had to be stopped after six days,
as the game became so strict protection and at the same time as psychologically ruthless that
continue the experiment was inexcusable. The authors believe that the guards behaved in this
manner, not because of personal characteristics, and in accordance with the situation and his
role in it. Many of the subjects in his life were very soft and people were shocked at how
behaved: could not even imagine that they were capable of such behavior. Course, there were
subjects who refused to continue to participate in the experiment. They found the strength to
cope with role duress. But there were not many. Most humbly continued to act out unconscious
scenario imposed on them cinematic and detective stories. In the previous chapter, it was many
examples of operation of conventional forces (norms, rules, rituals, and so on. N.), So it suffices
to take a brief summary. Thus, conventionally oriented manipulative influence means: • the
main active agent - social skhematiz-we: scenarios, rules, regulations, 6 - 898 161

• methods of motivation - a mosaic of key stimuli that determine the specifics of the situation of
communication: roles, placement scenario identifiers accommodation reminders (of
understanding of what should be, the forbidden, the expected ...); • target - ready models of
behavior; • automatisms - socially defined and individually learned life programs adopted person
behavior patterns, personality assigned to the submission of a proper and so forth. 5.3 .3.living
tools The main idea ofmanual of mental mechanisms of this type is relying on such automatisms
as inertia force of habits, particularly the distribution of attention between the elements of the
structure of activities, skills, perform some work, and so on. n. Illustrative example of the use of
such gears found in Ivan Krylov's fable "The Crow and the Fox." Problem Fox is not easy: to make
Crow she wanted ... no, not cheese to give, and his mouth opened. That's the genius of the
design is found and cheat - to bring the operation of opening the mouth from the one action
(recoil cheese) and place it in a completely different frame of action, in this case - a
demonstration Crow singing their virtues. deceptive A similar technique is often used with
babies: when a child in the hands of any way is dangerous to the health of the subject, trying to
take away - only to subject him to an even greater danger. One of the most effective ways - to
show him something more attractive. Then the child, reaching for a new thing, he opens his little
hand. Operation unclamping hands is included in the action for the collection of this stuff.
Reception "noose to the lender" is built on a similar dependence. The more the lender has
invested in some project, the more difficult it is to part with the hope of making a profit. Creditor
behaves like the same baby: the less likely to hold the object, the more he grabs for it - and
provides new loans for a lost cause. It's not just about the financial contributions. Starting some
work and halfway 162 finding that the completion of much more than expected, the majority of
people will continue to invest more effort than would prefer to ignore the nested efforts. The
desire to bring the follow through - a property which may be based on manipulation. Particular
case under discussion series - exploitation of human nature. If you understand the nature of a
trend towards the use of typical (or conventional) for the individual methods or means of
achieving the standard situations, the obvious temptation for the manipulator to use this
constancy. No man is able to live without the inertial mechanism by which saved psychic powers:
once something has been done, which is one way, of course continue to do the same, as long as
there is no reason to change anything. And since each person has what is called character, each
bound to a certain predictability for others. Partners is encouraged: for reasons of personal
safety, and because of the ease of operation in a predictable man. In everyday language go
about it "to take advantage of his kindness" (dependability, irritability), "catch on greed," "to
carry water offended" and others that just means the operation of corresponding traits
destination effects. So, operationally oriented manipulative influence has : • Primary active
agent - operational patterns of activity of their inertia, habit, logic execution actions; • methods
of motivation - push, giving acceleration, acceleration, vrabatyvanie addictive; • target - modes
of behavior, structure activity; • automatisms - inertia, the pursuit of completion. 5.3.4.
Controlled reasoning in this case, we will focus on the syllogism as the leading automatism,
which provides the necessary result of the manipulator. In the simplest case, the role of initiating
stimulus performs hint. 'Legitimate' forms of exploitation conclusions we have already discussed
(following other authors) in the examples of the "you get out?" (The Skip 6* 163 Titus, please),
"Could you please submit the salt?" (Apply, please) that will address the conventional character
of polite requests [Conrad 1985; Yokoyama 1988]. Q. exhibits politeness that imperative replaces
interrogativnym, softening the element of compulsion and incentive in relation to the recipient.
Courtesy of the latter is that he understands the hint, rendering courtesy of his partner. In the
manipulative effects, using the same mechanism (psychic automatism), actor hides the fact that
he looked forward to "guess" the addressee. For example, when the son tells his father that he
saw in the Radio Shack console to FM-radio, he calculates that the father of the "guess" to buy it.
The calculation is based on the fact that when you buy the unit in the gift of his son consoles on
sale was not so (logical transition performs the function of automatism), it must buy now. In
more complex cases are built several assumptions on the basis of which is expected to
destination make a very definite conclusion. X. The story L. Borges' Death and compass "trap for
the police detective had been posted with the following thought launching investigations
parcels. The first murder rabbi, occurred in the northern part of the city on the night of
December 3 in a hotel room; on a typewriter found a piece with the phrase "Say the first letter of
the Name." Detective takes all of the books out of the room to find a "purely rabbinical
explanation" murder. Second, another murder on the night of January 3 near the dye on the wall
above the yellow and red diamond chalk was written "Say the second letter of the Name." Third,
re-enactment of murder (with the disappearance of the victim), which has been made of the
third evening in February during Harlequin's Carnival, one of them wrote on the post: "Say the
last letter of the name." Fourth: Commissioner of Police received an envelope in which the detail
plan of the city have been designated place kills, constituted an equilateral triangle. The letter
predicted that the third of March fourth murder will not be performed, because the triangle is
complete. Commissioner delivered a letter to the detective, who carefully studied Uploaded.
And here is a guess, which counted 164 future murderer detective: "These three points really are
at equal distances. Symmetry in time (December 3, January 3, February 3), the symmetry in the
space ... Suddenly he felt that now solve the mystery. This intuitive insight complemented
compass and compass. He smiled, said the word "Tetragrammaton" (recently assimilated) and
called the

Commissioner. " His guess was that the key figure is not a triangle, and the right diamond. Firstly,
the diamond met in plots murders - on the wall of dyeing, clothing harlequin. Second, because
"the Jews day begins with sunset and lasts until sunset the next day," that all the murders
committed by the fourth number, which is also consistent with the idea of the diamond. Third,
everything revolves around the secret name of God, consisting of four letters (Tetragrammaton).
The place and time of the next murder is now easily calculated. "The mystery was his clear as
crystal, he blushed that smashed up on her one day." And he went - towards a fourth murder,
the victim of which was himself. Hunter said so to him: "I felt that you add the missing point.
Point, which completes the right diamond, a point that will establish a place where you will have
to wait for certain death. "So,in conclusion oriented manipulators-tive impact discover: •
Primary active agent - cognitive scheme, the internal logic of the problem, the standard
deduction; • ways motivation - hint, statement of the problem, simulation problem-solving
process; • target - cognitive processes, cognitive installation; • automatisms - controlled
reasoning, the removal of cognitive dissonance. 5.3.5. Operation of the individual recipient is
impossible to ignore the role that the success of the manipulative effects play a proper
personality structures destination - those that define it as the subject of the decision.
Technologically manipulation arises from the recognition of an actor that destination - also a
person. 165 This forced confession as to the manipulation resort when direct coercion or
deception impossible or undesirable. Ideal manipulative influence therefore is the
transformation of the personality of a means of influence on people. In this sense, the operation
of personality structures is the apotheosis of the manipulative influence - to control what runs
itself! Attraction of this mechanism - one of the essential characteristics of the manipulative
effects, this is his strength and power. Base essence of manipulative intent is to try to shift the
responsibility for the actions by the recipient, while the win goes to the manipulator [Fromm
1989; Shostrom 1992; Lentz 1989; Sheldon 1982]. Manipulation is successful to the extent in
which the manipulator manages to shift the responsibility for the desired event on his
destination. However, the responsibility is inseparable from freedom, because freedom is the
freedom to choose the nature of the liability [Frankl 1990]. Manipulator tries to maximize
freedom at its pole, and the burden of responsibility - on the pole of the addressee. Imbalance
between freedom and responsibility is the basis for unilateral win. However, the responsibility
can not be simply transferred - it must be accepted as a result of free choice. But just freedom
manipulator and does not want to provide. Instead, he organizes the impact to the recipient to
createillusion the of their own freedom in the decision. As a consequence of particular concern
to the manipulator becomes the initial stage of the decision related to the recipient's doubts,
which is to weigh alternatives to the internal "balance." Just as the media created the myth of
individualism and personal choice [Schiller 1980, p. 25], the manipulator seeks a particular
person to create the illusion of freedom in decision making. (Illusory nature of freedom noticed
by the proverb "Hunting Forest captivity"). Feeling (illusion), freedom of choice is the result of a
combination of three of the necessary elements: the presence of the struggle of motives, the
moment of choice ("doubts away") 166 and the lack of (understanding) the third-party
intervention . The first element in the overwhelming number of cases generated by the
manipulator as actualized them motive, by definition, is contrary to the interests or intentions of
the recipient: "In case of manipulation of man strives to do two things at once, and does not give
full support to any of them, or deny both alternative intentions" [ Lentz 1989, p. 31]. Doubt - a
subjective feeling arises as echoes flowing struggle between competing motives, when a person
finds out that important to him, or less valuable. Choice is made as a result of the standard
deduction or situational weight distribution of motives, which also can be influenced from the
outside. For this manipulator attracts already described above controls the driving force behind
the motives. The third element, as shown, is also subject to special effort manipulator. Hence,
the last before it, as a rule, has sufficient funds to enable the recipient to create the illusion of
freedom of choice. As a result, the target, yielding to deception, feeling the author of the
decision, voluntarily assumes the responsibility for "their" act. Thus, the exploitation of a person
is expressed in the simulation process of self-selection among alternative motives in creating the
illusion of their behavior [Stolin 1983]. As a result, the movement of the responsibility for goal
setting with the manipulator on the destination. Adopted by the addressee, you can assign
responsibility and imposed from outside the goal. As a result, the goal is "connected" to the
personality, that is motivational, structures, begin to "work" for this purpose. The man is in a
position inducing himself to achieve the objective set by the manipulator. So, based on the
personality structure is characterized by the manipulative effects: • Primary active agent - an act
making the decision; • methods of motivation - update intrapersonal second conflict, an
imitation of the decision; • target - the motivational structures; 167 • automatisms - taking
responsibility for the hard-won in doubt choice. 5.3.6. Spiritual pomykanie mediated mechanism
manipulative influence to the executive structures may also be the highest levels of the psyche:
the meaning of life, values. In the perception of the robot arm, though, it's just "one of" a long
line of possible: "Appeal to nobler motives" - recommends D. Carnegie. Reliance on values
different from reliance on conventional requirements primarily from the fact that the values of
the individual - it is not learned requirements and their own experience through suffering
semantic orientations. Relying on what inspires and animates, is different from the support that
results in or is pushed (when the motivation is more like a compulsion). However, there may be
more on the consequences than on the actual mechanisms.

EXAMPLE 21 Experimental School Director recommends V., his deputy for science, to go on a
business trip to one of the famous teachers. In previous trip B. went at their own expense, as in
the management of education at the time there was no money. To purchase books for the school
she had been promised to send money by telegraph, but never mailed, but it brought them,
having bought with his own money. Since that time has passed for two months, and receipts for
travel and books are still not paid. Now she promised to reimburse all costs immediately upon
return. B. For it is obvious that money and this time will be much delayed, and that once again it
will have to make excuses to her husband. But she once again agrees to go, focusing on the
interests of the school, conducting a scientific experiment. This case external pattern resembles
a simple hoax. However, this is not the case, since V. is not deceived by the promises of
administration expense. Expected behavior of V. is that it took the administration imposed
manipulator "rules of the game." And she takes them, towering over the doubts and grievances,
drawing upon that for which all embarked on the difficult path of pedagogical research. 168 As
you can see, sometimes the victim of manipulation may be in a fairly secure position as finds
spiritual support is the same as that manipulator is used as a weakness. So tempted to assume
that the operation of spirituality less destructive to the victim, as the time is that spirituality,
which can lean arm, then it can rely on the victim. (At the end of this chapter the reader will find
a detailed example of the manipulation of Mozart as a victim.) But, apparently, not all cases of
manipulation, using spirituality as a lever man ends as in the above example. Thus, for based on
the spiritual operation manipulative influence characterized: • Primary active agent - the search
for meaning; • methods of motivation - update existing meanings and values, a boost to the
sense of tension and re-evaluations, an imitation of the search for meaning; • target - the
relationship between the motives, meanings; • automatisms - the usual for this particular person
methods of coping with the sense of disorientation and semantic filling the vacuum. 5.3.7.
Bringing in a heightened state of humility So far we have disregarded such an important - and for
the paddle too - lever control human behavior as mental states. Its importance can hardly be
overestimated, since the specific mosaic distribution of emotional, power or functional elements
creates a mental pattern that can transform any shape to be on it. For this reason, similarly as
the manipulator structure tends external situation interaction it has to worry about
intrapersonal context. The first step in this direction is already using the connection. The
importance of such a step D. Carnegie said, giving him the beginning of his bestselling book
"How to Win Friends and Influence 169 people." He begins with a detailed explanation of
seemingly trivial idea that by criticizing we will not achieve anything, but merely set up a partner
of the resistance. So insistent emphasis on the requirements of the author refrain from criticism
and set yourself on the interest in the partner due to a desire to bring the latest in the most
favorable for the perception of the state of other people's ideas. It is no accident that this state is
organized with the help of techniques such as Interest, smiling, attentive listening, talk to
interesting interlocutor threads underlining its significance, and so on. N. Catching a man will
lend itself to outside influences. Can recall and other a state in which a person becomes more
susceptible to the effects of: • Disintegration of mental processes, such as blunted note torn
thinking skills violation; • euphoria, but in a weakened form - or connivance condescending
attitude to life events; • muted desires, indifference to what is happening ; • increased
irresponsibility in terms of a collective interaction ("the more populous, the irresponsible") and
so on. 5.3.8. Combining Referring again to the definition of manipulation, a summary of which is
given in Table. 2 (Chapter 2), it becomes more than obvious how the various objects were
selected by the authors as a phenomenological framework of their own investigations. In the
above definitions we find such criteria as "a form of spiritual influence" [Bessonov 1971],
"dominion over the spiritual condition" [Volkogonov 1983] "Latent effect on the incidence of
choice» [Proto 1989], "inducing behavior» [Rudinow 1978], "programming thoughts, intentions,
feelings, relationships, attitudes, behavior" [Schiller 1980], and so on. N. Such variation is
inevitable when describing multilevel phenomenon. Trying to cope with this difficulty led to the
creation ofthe list of 170, mechanisms to manipulate which has just been discussed. Dedicated
mechanisms, however, only in our analysis exist as isolated preparations to enable them to be
considered outside the context of a mental context. In fact, most of the mechanisms interact
with each other, in some cases, increasing the effectiveness of manipulation, in other - relaxing.
Sometimes they weave is so large that causes difficulties when trying to distinguish between the
mechanisms themselves. For example, metaphors act upon the importance of at least two
mechanisms: the image and inference (guess, categorization). Add-ons can be virtually any:
orientation to the rules or logic operations, the emergence of the state, for example, confusion,
etc.. Claim. Probably why the use of metaphor as a formula, the most effective address to the
perinatal matrices and archetypes, is one of the most powerful psychological impact. Seems
virtually self-evident that one and the same treatment effect can be provided by different
mechanisms. For example, if in a particular case, a person seeks (with the filing of a person) to
bring to completion the work started, then do it as it can by force of habit, and in favor of the
request of others (for example, in the form of expectations "Principia bring to an end" ). The
mechanism is different, and the external effect of - the same. Thus, we discussed some of the
psychic automatism, providing manipulative effect. Perhaps they really are more characteristic of
manipulation, and maybe, just stronger than others * draw attention to themselves, but
somehow they ended up in our list. Beyond consideration, probably left a lot of other
mechanisms. But even those shown, provided a

sufficiently clear idea of how the energy conversion can be manipu-of cumulative impacts in the
energy of desire destination and ready to act. The fact that the manipulator can not only use the
"ready to use" automatism, 171 but do "manufacturer" required him missing, already discussed
above. A more detailed description of their work allows the reader to imagine ways in which
automatisms can be created and strengthened in the inner world of the addressee. At 5.4.
Generalization of the model of psychological manipulation Motivational effect generally takes
place on the formula of "if ... then ..." [Vilyunas 1990, 65, p. 253-254], in which after the "if" and
after "that" can be any polynomial design with multiple options of substitution: the subject (I,
they, it, circumstances, conditions) + predicate (there does, and looks m. n.) + add-on (so that it
is different, and so on. d.). The presence in the psyche of the motivational mechanism switch
that operates on the principle of conditional jump instructions, allows a person or animal,
adaptable to a variety of variables that define the internal and external conditions of existence.
In view of the operation of this particular psychological mechanism of any psychological effect
must inevitably be ob uslovlivaniem (unfortunately, this term is assigned to a particular type of
psychological impact). Particularly indirect motivation, which is one of the most important
aspects of manipulation, is that a skillful combination of different "if" should lead to the desired
"it" in the behavior of the recipient, which occurs by switching pulse impact on the reduced
patterns of activity - be it external or internal action decision-making processes. At this time, it is
important to be able to move sideways. Ideally, should implement the recommendations of
Carlos Castaneda: "If organizuesh pressure, he is out of this circle" ("Journey to Ikstena-lan").
Idea of selecting the means of different "if" opens the contact point between the concept of
manipulation nonmetaphorical sense (as arbitrary displacement and 172 skillful transformation
of inanimate objects) with manipulation as a metaphor (the use of people as a function of the
objects with which contact is permissible as things). Perhaps so often any indirect techniques
(psychotherapeutic, educational, managerial) effects attributed to manipulative. Of course, any
manipulation based on indirect effects, but the quality is set not to be manipulated by
technology, and the intention of the actor: to achieve unilateral winning destination impose its
own purpose and so on. If we now briefly summarize the passed at this point in our study of the
path, you can specify the following means (a set of "key"), through which performed unfolding
manipulative effects: 1. Determination of the vector effects based subtasks. For example, to
divert attention from a certain region of the recipient, limiting attention to the required content,
reducing the criticality of the recipient, increasing their own rank in his eyes, the introduction of
the desired destination in mind desires, intentions, aspirations, insulated from the influence of
other people, police and other possible interference m. n. 2. Selection of the type of force
(weapons effects) to exert pressure. For example, seizing the initiative, the introduction of its
themes, reducing the time to make a decision to bring in the state (or timing) when criticality
destination reduced advertising himself or a hint of broad connections and opportunities to
demonstrate (or imitation) own skills, appeal to the audience , the creation of the mythical
majority [Nikolaev, 1988], and so on. N. 3. Search for motive, through which you can get into the
psychic sphere, "to get into the soul." Not necessarily it will be striving for success, money, fame,
or sexual satisfaction. "Strings of Soul" can be any significant motive: the experience due to the
low growth (completeness, disease, shoe size), the pride that he had an intellectual in the fourth
generation (the eldest son of Don Cossack), interests, curiosity, intolerance to some type of
people, and so on. d. 173 4. Gradual build-up of pressure on the various lines (if required): •
increase in the density (number of similar content or form of impacts), • the totality of impact -
its diversity of, a variety of channels and targets of influence, • persistence - persistence,
reaching to the molestation, • intensity - increase power of influence. Likewise list mechanisms
that implement the psychological (manipulative) effect: 1. Accession to the inner world of the
addressee - the capture, close contact, "grip". Included in the work in those cases where the
structure of the situation, problem or procedural pattern (pattern of interaction between the
elements of the structure) is similar in its characteristics to the relevant part of the inner world.
This similarity in the case of manipulation often occurs as a result of the simulation (simulation,
creating similarity) manipulator of such a structure (situation, problem or procedural pattern),
which are updated by the attacked part of the world destination - target effects. This process of
moving activity outside to inside (intrapersonal intervention), playing it on the basis of structural
and dynamic similarities of internal and external activities of D. Gordon called transderivational
search ["Therapeutic metaphors"]. In short, "like responds to like." 2. Psychic automatism in the
sense as described above, ie the reduced scheme an intra-interaction, provide the channels fast,
and most importantly - a fixed, precisely known, displacement activity - impact energy
manipulator - a necessary part of the inner world of the addressee. 3. Connecting the "food",
providing the energy of these processes. Occurs by borrowing motifs from the motive power,
which currently has access to. 4. Assignment - a mystery identification of the "I" destination for
its activity. Subjectivity, personal principle in man, for some still little understood laws (whether
illustrate 174 sion, or essence) assigns mental processes and contents, giving them the status of
"mine." This personal element or "I", being deceived, takes someone else's desire for her.
Perhaps this assignment happens so easily because originally the ""

a person is always much less than borrowed. In such circumstances, has been brought from a
foreign recognize sometimes very difficult. Therefore directivity manipulators-tion exposure is
dictated sremleniem paddle to shift the responsibility for his actions by his own instigation of his
victim. Apparently, this circumstance determines the negative attitude toward manipulation,
unmistakable in her presence devastating start. 5.5. Destructiveness manipulative influence
undoubtedly be fair "charge" of manipulation that at its base is often appeal to the basest
impulses or a primitive man. Personality structure addressee, if he is often subjected to this kind
of influence, flattened and simplified. As a result, artificial man lingers in my personal and
spiritual development. However, the destructiveness of this side manipulation is very relative,
because of its own destruction (and in this sense refers to destruction) is not here. In addition,
not every person will allow the manipulator to play their primitive needs. Even once the victim, a
man manages minimal changes, as the effect of flattening personality structure occurs only as a
result of a very large number of unidirectional effects. If we consider that the low-lying or
primitive instinct updated not only with handling, it becomes clear that the accusation of
primitivization destination - not the most correct possible. Especially because a lot of other
(including the most subtle and elegant) manipulations are built entirely on other grounds. Less
destructive of them do not get. 175 Equally true is not specific in relation to the manipulation
and other "charge" - in robotics person turning it into an obedient tool. In fact, regular use of the
same mechanisms leads to stereotyping behavioral repertoire destination. Figuratively, it means
"run over a track", "cut groove", that is to make the inner world of a person is difficult izgladimye
changes. The result is at least a psychological setting, and under appropriate circumstances
(early childhood, or the totality of the prolonged exposure, deep emotional imprint) is formed by
a character trait. However, the same dynamics of change provides the vast majority of
educational systems, wading "form", "vaccinate", "educate", "train", and so on. N. Among them
are educational, political, religious and other systems. They used techniques are not limited
manipulative, but they are all in one way or another create or use of psychic automatism.
Operation of mental automatism - so ordinary and inevitable phenomenon of our lives, that such
an accusation is rather to show the most of our lives. Own a "birthmark sin" manipulation is
necessary to recognize the devastating impact on a person (in the narrow sense of the concept)
human. As already stated, the initial stage of manipulative influence usually creates (or
exacerbates) competition motives destination, initiating its internal vibrations. The same thing
happens in the educational impact, which, however, provides support for Sun-pituemogo in his
personal growth to the contradiction it was used as an additional resource for development. On
the contrary, the victim of manipulation is in a position where the act has already been
committed, but the choice of them is evaluated as incorrect. If (albeit belatedly) arm was
exposed, then, despite the annoying feeling of loss, at least part of the responsibility (blame) the
person can pass on the manipulator. Worse, if the responsibility is on the victim. Then arose the
state experienced as a lesson own fault, that poses a threat to internal discord, violation of
personal integrity. 176 We note in passing that the well-known experiment in which a
phenomenon is detected bitter candy, was built by the manipulyativnoy scheme: the child was
placed in a position of Kehl-Doppler monkey (updated by a simple motif), is concluded with the
"contract" (update competing motif), and then provoked the breach (relief opportunities
coveted candy), and finally - the hypocritical praise (accelerated worsening contradictions). In it,
as in a drop of water reflects the object approach to the person, which is characteristic for
science, is legal dissection of tissue for research purposes. Painting destruction of manipulation
and also includes damage to the manipulator itself. All of these types of damage with no less
"success" are and initiator manipulation. Appealing to the basest motives arm involuntarily
increases their importance in his own eyes (for example, as something very useful or effective).
Deformation or delay of personal growth for the manipulator may fraught with even greater
costs than for aresata, because in this case it is not the victim of manipulation, "he wants it."
Manipulator, particularly successful, for the sake of manipulation narrows your arsenal means of
achieving, so he eventually more and more difficult to break out of "their groove." With regard
to the destruction of the individual, the manipulator and here goes. The technology itself is
manipulative effect requires the manipulator known inner duality. As a rule, such is available, as
is the desire to cope with their same difficulties, to protect themselves from their same "broken
narcissism" leads one to use for the purpose of other people [Hofer 1989]. However, splitting the
other does not go for it completely, because it is achieved by the active exploitation of their own
contradictions. Thus, using a different manipulator harms not only him, but also the most
"currently. Planned to add the sketch to the inevitable difficulties of the manipulator in
interpersonal relationships associated with the reactions of the victims, and we get a joyless
battle-177 panorama in which the attacker suffers large loss than the defender. But let us not
exaggerate. If keying is used sporadically and does not turn into the only way of life, the
destructive effect of significantly lower. Mainly because in this case there is no complete
identification with the human manipulators-tive actions, thereby save the status of dissociating.
latter is, however, also can be considered as a milder version of the internal cleavage. Experience
"manufacture" the tragicof Mozart storyin Edvard Radzinsky "Several meetings with the late Mr.
Mozart" (Diary of Baron Gottfried van Swieten) proposed version of the death of V. Mozart is
different from the well-known, in particular, on "Little Tragedies" Pushkin. Without discussing the
question of the reliability of the author driven version, we will deal analysis of the behavior of
characters in a literary work in which we find several examples of manipulation. First of all the
main attention is drawn - general manipulation, component lead intrigue story, but it contains
also a kind of "sideshow", also worthy of discussion. Baron Gottfried van Swieten claims credit
for the introduction of Mozart's "in the world of great and strict German music ", the opening to
the public of the forgotten genius of Johann Sebastian Bach, the popularization of music by GF
Handel. However, he has another heart's desire:

"We have seen great music happy Mozart. Ahead of us is the greatest music of Mozart's tragic.
Oh, how I look forward to it! "Buta lot to be a little - this Mozart remains be todone. To do this in
the best behavioral Baron - he, of course, unknown traditions engaged by conditioning the
environment in which the composer lived, to make the life of Mozart's tragic. The easiest way to
achieve this was in financial terms, referring to the carelessness of genius in spending money - to
* "Spark", 1992, April, № 14-15, p. 16-20. 178 banality simple concept, built on the apparent
psychological weakness of the victim (in the sense of the word, as we discussed above).
Moreover, that financial difficulties had already begun. Motives Baron also quite ordinary. Firstly,
the claim of "Merit for posterity" it is in music, for which clearly discern the desire to assert
themselves in other people's and his own eyes back in something other than the official status.
Secondly, a pleasant feeling of benefactor and patron of the arts requires its feeding and
appetite, as you know, comes with eating. A means of satisfying their needs Baron chose genius -
only such a victim, apparently, could not satisfy his claim to the role of the Creator - the creator
of the tragic Mozart. And third, triggering resentment goad made of the fact that Mozart
somewhere casually spoke about Baron, saying that he "bore the same as all his starched
Symphony" (of which there were at least a dozen!). These "starched Symphony" and then right
up to the tragic outcome will sound like a leitmotiv Manifesting wounded pride (in this musical
and psychological meaning of the word "motive" polyphonic coincide). Resentment especially
strong that applied in the very area in which the Baron himself was not feeling quite confident,
though chose it as the area of self-affirmation. (We have already discussed that the wound can
be only that within itself is a fugitive.) By the way, about saying Mozart Baron learned from
Salieri, for which the latter is also still get ... heard that the composer began to write again merry
opera Baron worried: "Is - gonna make? Again ■ - cheerful and frivolous Mozart? "But
fortunately it was Baron" The Marriage of Figaro ", the story is considered too liberal. "And then
- in a moment! - I realize all my future intrigue, "-wrote in his diary Baron. Hearing last
rehearsal:"Yeah, it's amazing opera buffa. But for my taste it - the old Mozart. And I dream about
something else ... That just being born and the birth of which threatens to interfere with this
giddy success. "179 Baron contributed to the fact that the opera quickly disappeared from the
scene, and public opinion was opposed to the composer ... After Mozart once again complained
of his lack of money and the fact that it has little invitations to concerts, Baron wrote: "How do I
love him so! .. it begun its true solitude ... the way to immortality ..." Next Opera in this sense,
Baron pleased: "But" Don Juan "is not too funny. This feverish tension. Terrifying frenzy of music.
And this phenomenon Commander ... Breath eternal ... born new Mozart ... I'm happy. "Wesee
that inflation itself to the size of the Creator continues," the former Mozart "-" I dream of
another "," new born "-" I happy. "Soonhe was given the opportunity to strike another blow to
the genius. Mozart Baron asked about a petition to the Emperor of acceptance for the position
of second Kapellmeister. In this position, the composer would have received a very decent salary,
able to provide him with financial stability. But this would mean the collapse of the plan of
Baron. "And though I wish Mozart, but in the name of music ... In short. By submitting a petition
to the Emperor, I escorted him necessary commentary. "Ofcourse, Baron realizes that makes
meanness, depriving Mozart opportunity to create at will, and not only in the order, otherwise it
would burst" in the name of music ... "Butone day there was an event that is, whether it is closer,
it might sober Baron, to show that he is moving out of the fairway, a certain providence: "He sat
heavily in debt and laughed. And then I finally realized that I'm an idiot. Money, poverty ... not
really affect him deeply. Decide that poverty could help him to have a truly rigorous music? What
nonsense. All these terrible words he wrote to me and merchant Puchberg ... it's all just outside.
Inside, it is still fun and easy Mozart. "Butto bow in adoration before the spiritual power of
genius Baron was not capable. He longed to create not. Therefore, 180 Baron tightened and
expanded arsenal of effects, intensifying spiritual programming: "And then, in the language of
my father - court physician, and I had the idea," a potent tool. "Plugmanipulative room Baron
was performed in the home of his old friend: "Count - an excellent flutist. He holds a beautiful
orchestra. But he has a weakness, he wants to pass for a composer, although lazy writing. He
prefers to call the tune secretly good composers. Recently, his wife died ... And when I came to
testify condolences, Earl mentioned that he wants to compose a Requiem on the occasion of her
death. I: It is a worthy idea, Earl. I look forward to wait for your works. In church music, few can
compete with you ... Well, except that ... Mozart. His eyes, I realized that he listened to my
advice. "Analysisof this episode is simple: adherence to the intent of the graph, an additional
motivation (" I look forward to "), the obvious weaknesses of the use of the addressee, a hint.
read further:"At this time, entered the room of his servant ... I know this gentleman: he is
normally performs such delicate tasks. It is long and skinny as a pole as death. In the ever-gray
clothes. I can easily imagine what will happen when he comes to the impres-chatlitelneyshemu
Mozart Requiem, and will book. Yes. I was not wrong! "Baron,often met with Mozart, soon
received a confirmation of his

predictions:"It was insane. He muttered, "I can clearly see it in my dreams. He hurries. Resents.
And you know, Baron: I think more and more that it's not just the Requiem. This Requiem for
myself. " Yes, the first time I saw it through serious. For he ... he was engulfed in the coming
death. And I ... I - that great feeling that it will create. Create - because of me! "Oneof Mozart's
wife Constanza complained Baron:"He insane, Mr. van Swieten. And so I took away his Requiem.
It's been two weeks ... but yesterday he again demanded ago Requiem. I have come to ask you
for advice, Baron: how to distract him from this terrible thought? "Andthen Baron was played
one more manipulative scene: 181" I was terrified: Is this stupid chicken will not complete?
Deprive me the greatest pleasure? And the music - the greatest creation? " I am dear Constance,
of course, you can not return it Requiem. But then you should be thinking how to get taken 100
ducats? I knew her well. She almost cried, "Oh, no! No! In the house are vanity. Believe me, no
florins! "Noticeno psychological pressure, as a matter of food for thought ... And now nearing the
denouement:"On the day he returned to work, and all the days that followed he worked,
worked, worked on the Requiem. Over our Requiem. However, after a few days of such work, he
took to his bed. And no longer stands. "Afew days later Mozart died."And I picked up the score ...
Finally! It is finished! What a beauty ... Divine beauty ... If the "Don Juan" he shuddered at the
upcoming meeting with the eternal, here he tends to her ... the spirit of eternity - this is the
Requiem. I cried. What a tragedy that he is not finished. On the desk, I read his orders
Zyusmayeru how to complete the Requiem after his death. And under these orders, I found
three letters. "Fromthese letters Baron knew that was not it created tragic Mozart - Mozart, who
feels close presence of death. Long before the secret baiting and artificial injection anxiety in a
letter Mozart wrote the "perfect humility, that I surrender to the Will of God" in connection with
the death of his mother: "It is not lost to us, yet we meet with her." In another even more
clearly: "Death - the true and ultimate goal of our lives. I thank the Lord for having given me this
great opportunity to learn the death as a key to our bliss. Now I never go to bed without thinking
that maybe, and I ... as I have young ... the next day will no longer be. "Manipulativetricks Baron,
it turns out, were useless, since only complicate life genius, creativity hindered rather than
helped the comprehension of spiritual heights. The most terrible thing for Baron, apparently,
was the realization that he was back on the sidelines of the event. Spiritually 182 contest with
his genius potential was too small to be on a par with him - an evil genius. Even in the field of
psychological intrigue his qualification was not above writer "starched symphonies.""I fell on my
knees and prayed, and asked," Lord! Lord! Forgive me! "Evenleaving out of the room at the end
of the night, I pushed his mask ... and it broke ... Now there were only the sounds."
Contradictory neurotic impulses, as we see, authoritatively declared itself. Conscious repentance
was immediately balanced involuntary revenge genius: already dead, he killed again - now as a
mask. Perhaps this case and let the Baron realize himself as a murderer. However, in a
conversation with Salieri on his way home from the funeral, he immediately finds a way to shift
the lion's share of responsibility for the interlocutor: * Salieri: How quickly ended the life, which
began so brilliantly. Me: What do you mean, Salieri. Everything about him is just beginning. Now
you do., And I ... and the Emperor, and we all just going to hear: MOZART! Now all we have only
his contemporaries. People love to kill, then praise. But they do not want to admit ... I never
want that they ... that we are all - killed him. No, no, certainly went out and brought one to
blame ... And I keep wondering who they choose this criminal, this immortal guilty? And I
realized. Salieri: Whom? I am you. He did not like you. So did not like that even his wife
complained that he had been poisoned you. Salieri: What nonsense I:Why not? After all, you
poisoned him, Salieri. You would not let him enter the court service. And where the grass, and
there had been poisoned. What is the difference. After all, you therefore come to the funeral. To
atone for sin. But too late, my dear. I liked to scare this narcissistic and, in fact, a kind of a fool.
"Thisepisode - also a magnificent piece, I would say, murderous manipulation: the degree of
destructiveness is brought to a higher intensity. Driven by the desire for somebody to avenge the
defeat of genius, Baron finds an opponent in force, pummeling him with all his manipu-of
cumulative power. We list only those levers 183 which are visible on the surface. Even this bare
list is impressive: • isolation of the new community "Contemporaries of Mozart»; • stereotyping
of its properties ("love to kill, then praise", "never want to admit," "went out and brought one to
blame»); • acceptance of collective responsibility ("we are all - killed him "), including in terms of
responsible and companion; • raising the problem of finding someone to blame; • the delay in
response - increased desire to get his interlocutor; • imposition of (moving) liability; •
justification of laying (for which there is a keen understanding of the psychological fact also their
actions); • «attachment" this responsibility to a sense of remorse, which is particularly acute
moments of the funeral - a variant of anchoring equipment; • fixation already perfect as
irreparable ("late, my dear") - in terms of NLP «accession to the future."

Additional subtleties psychological manipulation find on the linguistic level: the use of an
indefinite number of "people", universal quantifiers ("all", "never"), masterful playing with the
change of the 3rd and 1st person with the transition to the second person (we - they - we - you),
rhythmic repetitions ("and you ... and me ... and the Emperor, and all of us," do not want to - you
never want to, it - it did not like - so did not like) and so forth. entire scene with her tricks
manipulator needed primarily to serve their own problems. By shifting the responsibility on the
other, it facilitates the glow of his internal struggle. And avoid that gets to inherit his victim:
"Salieri took too seriously all that I once said to him. Now, when my prediction came true, when
the glory of Mozart's growing every day, Salieri are strange nervous attacks. I've even heard that
sometimes frightening home, he yells that he killed Mozart. Well - one of us - confessed! "184
Chapter 6 Protection against manipulation devastating effect that produces keying on personality
structure addressee subject opposes counter activity aimed at reducing the damage caused.
protection indicating how and about the manipulation can be seen: a) from the perspective of
the victim - how about trying something to counter the manipulative and influence,b)from the
position of the robot arm - as resisting or opposing the recipient, in ) from the perspective of an
outside observer - as a means of reducing the effectiveness of manipulative influence. give some
examples of anti-manipulators-tion effects: unsuccessful in the first two examples and successful
- in the other. Example 22 For advice approached by a man asking for help to get out of trouble.
In the first 2-3 years of married life, he felt that something unnatural in the relationship with his
wife. It was difficult to explain to myself why there are major quarrel: like and do not drink, but
then washes down for 2-4 days, in general calm in nature but surprisingly satisfied domestic
riots. After going through these long quarrels, reproaches himself. But my wife is usually with the
understanding and participation of treated him after that ... By the end of the third year of living
together it dawned on me: my wife needs his fights. Tracing the details, he found the whole
scenario. First completely baseless allegations in anything from his wife, nitpicking over nothing,
and then increase it until the irritation of the explosion, and then calm for a month or two, and
even more when he does not drink and affectionate wife. Then my wife started to come back in
a bad mood, and start all over again. Tried not to give in to the accusations, but the atmosphere
is tense to unbearable - it was easier to organize a riot, and the stronger the longer the period of
calm. And so another 16 years. 185 Example 23. Buyer asks submit vegetables fresher, "Over
there, in the box" .- "Yes? And the other gets what? "- Retorts dealer, nodding at all. Kick was
accurate: turn invisible tensed, hung a heavy pause, during which the obstinate buyer felt the
brunt of a renegade position. But no, there is strength, "I stood in line and have the right to
choose!" What right? Impatient queue starts to worry. No one has said anything, but such a fool
he himself felt. Twitch was referring to the line: "You, too, slipped silo for a fortune." But it
turned out quite silly: who to call, what to mind - to silence, or what? A salesman calmly played
the role of statues ... Example 24 at the bookstore took over the counter to see the dictionary.
Seller: "Business people have to it and these two books take." Already wanted to buy - sounded
so convincing (and maybe wanted to stay a business man). But then I thought: "What am I,"
business "is it? Cost ". Example 25 Teacher meets with counterpart P. K., starts a conversation,
develop it, and then, almost without transition suddenly says goodbye and goes about his
business. This happens regularly, you can get used to and have. K. But still every time feels
awkward, which now occurs as soon as he sees a colleague P. K. But once in a hurry and first
broke off in mid-sentence, struck by his bad manners. At the heart suddenly become so easy and
fun! Can the scientific terms to understand how is the protection against manipulation, what
happens in the inner world of the addressee impact? Depend on whether these processes on
the characteristics of manipulation? Where the majority of these localized protection: in the
inner world of the addressee or in external actions? Finding answers to these questions is the
main task of this chapter. But first we have to stay a little bit to figure out how to relate to
protective actions discussed with famous psychology psychological defenses. 6.1. The concept of
psychological defenses term "psychological defense" has long gone beyond its parent
psychoanalysis, crossed the borders of other theoretical schools and found a residence. In this
study 186 pF input nuclear idea (something protected from something) is each time different
substantive content [cm., For example, Bassin 1969]. Sometimes the light produced something
quite different from the psychoanalytic "Psychological identity protection is inadequate to meet
the needs of the phenomenon of the individual to be a person, the need for personalization,"
[the Stoics, 1986, p. 126]. Moreover, the concept of psychological defense proved also
transferred to another ontological context: from the intrapsychic events turned in interpersonal
event [Kharash 1987], and even in the inter-group [M-1993 cases]. Neither in the case of the
theoretical expansion of any For extension of the ontological relatedness any serious checking
with the original concept, as a rule, is not carried out. Attempt to reflect on the conditions under
which, the notion of psychological defenses, led by VI Zhurbina (1991) to conclude that we are
dealing with a phantom with an epiphenomenon, is the offspring of the relationship between
patient and physician. These reasons, the original understanding of psychological defenses given
in psychoanalytic work, strongly demands the rethinking. 6.1.1. Psychological defense in
different theoretical contexts

Celebrate the opening of protective actions, undoubtedly belongs to 3 Freud, who took the
concept to modeling the dynamics of mental processes in the psychotherapeutic work. (Birth
Pangs concepts of resistance and repression, as important components of the therapeutic
process, almost visibly felt in his pioneering work "The Interpretation of Dreams.") Followers 3
Freud developed the concept of psychological defenses - not changing it in fact - in the direction
of detail and complement the list of protective mehanizomv new species [A. Freud 1948]. If
there are some differences in the overall appearance of the private nature of the model of
psychological defenses, the main features of which are reproduced in many textbooks and
dictionaries, is very stable. 187 The first of these recognizes the alarm as a factor that carries the
threat and determine the need for protection. It is sometimes behind the scenes is the fact that
anxiety itself is only an indicator of the presence of conflict between the various mental
institutions. A second important feature, secreted by the authors indicates a structure under the
patronage. As a rule, it is the ego and its attributes: self-esteem, self-image, self-concept, and so
on. N. A common feature in the traditional psychoanalytic notion of psychological defense is
their intralich-ductivity localization: it is one of the parties to the flow of internal struggle, in
which the ego protects itself from destruction in a whirlwind of conflict between the conscious
and the unconscious, between the conflicting aspirations between It and the super-ego, and so
on. d. trend of recent decades is that in the psychoanalysis when considering the psychological
dynamics are invited to make going beyond the individual. It is shown that the prerequisites for
this can be found in the founder-meter. So, if before the transfer of the property admitted
patient, manifested in his relationship with the therapist, the subsequent transfer is elevated to
one of the fundamental pillars of the psyche [Modell 1984]. The same happens with the
intrapsychic processes that are increasingly eksteriorizuyutsya language model representations.
The ultimate expression of this tendency is found in Eric Berne (1992). This could not but touch
upon the problems of psychological defenses that are becoming more likely to be addressed to
interpersonal phenomena as their counterparts. For example, attempts to describe the genesis
of protection in terms of relations between the infant and the mother [Guntrip 1977].
Phenomena, which is addressed to psychoanalysis considered localized on intrapsychic horizon.
True, you can reinterpret psychological defenses as derivatives of the interaction between
patient and therapist. Then their phenomenology would be more accessible. However, such a
rethinking explicitly in psychoanalysis I could not be found even whereare made 188 theseefforts
for the removal of psychological defenses of interpersonal relationships, since it is mainly a
question of their ontogeny. In the current mode of interaction between the patient and the
doctor's psychological defenses often thought of as already intralichnostnye. Nevertheless,
clinical practice gradually awakens to understanding the intimate connection between the
protection of the traditional presentation and interpersonal relationships, which are a
continuation of the internal struggle as its external repercussions, funds coping or initiation
factors [Rakkolainen 1982]. Experiments on problems of frustration needs carried out by
employees Lewin, can also be attributed to the study of psychological defenses [Hilgard 1972].
Unlike psychoanalysis, where both conflict and protective actions are a product of mental
reconstruction, these authors experimentally simulated analog intralichnostnogo conflict - state
of frustration needs - and recorded vneshnepoveden-cal manifestations of this condition. They
were: a) restlessness, tension - motor excitation , reflected in increased muscle tension,
restlessness, fingers, sucking them, biting nails, smoking, chewing rubber; b) destructiveness,
expressed in aggressive actions; c) apathy, indifference to the situation, and indifference to the
events; g) fantasizing about desirable or distracting dreams; d) stereotyped behaviors - more
frequent repetition of the same game scenes, daily rituals; e) regression - a return to forms of
behavior characteristic of an earlier age. The parallels with the psychoanalytic defenses are
obvious. Indeed, the psychological defenses almost visibly discern for behavioral manifestations,
since changes of the past are seen as the result of internal defenses. Sometimes themselves
external actions can have an independent protective value. Notion of psychological defenses
eventually become so widely popular that began to be used in contexts little to do with
psychoanalysis, or very far from it. Especially widely accepted, the term 189 received within the
group and psycho-Trenin govoy work. When resemblance in language and semantics used
concept of psychological defenses is very different from the psychoanalytic. On the one hand,
the use of non-strict basic concepts allowed to work with the interpersonal nature of the
defenses, and on the other, the original - the actual psychoanalytic picture of intrapersonal
nature protection simply left in the shadow. As an example, the results of empirical
generalizations, conducted by AW Kharasch, which were divided into three types, as he writes,
interpersonal protection: role self-serve psevdoraskrytie and indecent protection [Kharash
1987]. Their main goal - protection of its self-assessment of the changes that it is subjected to
the partners in dialogue - members of the Tgroup. Intuitive term "interpersonal protection" was
filling clearly delineated and empirically weighty content. As a theoretical concept, however, it
has not been determined. In the flow of group dynamics psychological defenses "discernible"
without difficulty, even theoretically unsophisticated members of the group. Rather, we can say
that the catch at the emotional, empathic, almost directly. But can not be seen if the observer
does not point to them and did not provide further interpretive commentary. Term
"psychological defense" is sometimes used when discussing the problems arising in the course of
negotiation [Fisher, Ury 1991]. Obviously, in this context, it is given a different value. This refers
to the prevention of damage to the part of the negotiating partners. Protection is subject to the
ability to not succumb to the effects that can change the course of the negotiations or the
outcome of an unwanted direction, it has its own interests and intentions are protected in the
current mode of interpersonal interaction.

Thus, from the above review, we can conclude that the substantive content of the concept of
"psychological defense "varies fromdeep theoretical 190 speculation to empirical descriptions of
thoughtful penetration into the mental processes applied to the unreflecting use; applied to
phenomena, extending from intralichnostnoy dynamics to interpersonal and intergroup relations
even. Obvious is the need to find common traits or features that allow to give a definition, which
would fall under the phenomena studied in different theoretical contexts. And even those that
are inherently can also be attributed to psychological defenses, despite the fact that researchers
such terminology and did not use. 6.1.2. Semantic field and the definition of "psychological
defense" etymology of the word protection is very clear: to create a cover (shield), preventing
shock, or damage to the body of a warrior. In dictionaries in explaining the word to protectthe
most frequent concepts of threat and the border. Availability threat indicates that there is a need
to protect: 1) under the conditions of struggle, conflict or war - that is, in a state of
confrontation, or 2) under the presence of destructive malware factor: disaster, adverse or
harmful living conditions. presence of the boundary youwant to protect, indicating that the
protection needs some integrity: the body, the state, organization, structure, and so on. d.
protection of any part gets a sense only as protection against the violation of integrity. In acute
situations, often given as a sacrifice for the sake of the whole. Emergence of meaning behind the
words border and the threat of in the semantic field of protection, is no coincidence, because
they are a response to a question about what is protected and what. Latter is understood in two
senses: a) threatening factor or agent, and b) the nature of the harm that can be done that is
protected. The means of protection already appears as secondary in relation to the concept of
"protection", but is important in describing the different types of protection. 191 Thus, the
concept of "protection" can offer the following description of the scheme: a) the object of
protection (that is protected? ) - meaning any holistic education, and b)the threat (from what?) -
external to the integrity of the factor or agent, encroaching on it, c)damage (to avoid what?) -
dismemberment, destruction, domination, that is, such influence, which leads to the
disappearance of a holistic education as an entity or violation of its and integrity,d)protection
(how?), depend both on the specific features of the object of protection and performance
threats. term "psychological defense" as a species may be charged by narrowing of the generic
"protection" for each of these parameters separately or in any combination thereof. 1. subject of
psychological defense can be any integrity: the state (if there is a psychological warfare
[Volkogonov 1983] there must be a psychological defense), organization, group of people, family,
individual, his body, the psyche as a whole, or any psychic structure. In the psychological
literature almost exclusive emphasis on the latter two of these subjects protection. Most often
referred to as: self-confidence, self-esteem [Hilgard 1972] confidence [Hine 1971], self-concept
[Shibutani 1969], self-concept, self-image, the ego (Freud and 3 followers), self, individuality.
Protection can also subject to, on the one hand, the mo-tivatsionnye Education: desires,
preferences, tastes; On the other hand, cognitive structures: outlook, opinions, knowledge
[Festinger 1957; Schopenhauer in 1893; Povarnin 1992], and the third, behavioral
manifestations: the habits, skills, style of behavior or activity. Behind all this list nonetheless one
I guess, to protect itself, its own appearance and their quality. 2 threats withwhich it has a
psychological defense, often called anxiety [Freud 3; Freud A; Hine 1971; Modell 1984], which
can be vy192 Rank internal conflict [3 Freud; And Freud; Nogpeu 1966; Nalchadjyan 1988;
Kalmikova 1988], the frustration of any needs [Hilgard 1972; Nalchadjyan 1988], the uncertainty
of the situation [Kharash 1987]. But it would be a mistake to limit this list only. By threatening
factors undoubtedly include carrying a threat of action partners, animals, organizations, states -
that is, actions performed by any entity of the psyche, a single or aggregate. 3 Character damage
varies depending on the subject of protection: a breach or non-confirmation (read , destruction)
of the self-representations of the person about themselves, low self-esteem or feelings of
confidence, loss of self or individual uniqueness, wrecked plans, intentions, and so on. n. Either
case the damage is the destruction of varying degrees of certain mental structures up to a total
loss of subjectivity. Generally you can distinguish the following types of possible damage:
complete destruction, suppression or subordination, dismemberment, the alienation of the
qualitative changes that lead to a loss of self, too fast changes or developmental delay. 4 Means
of psychological defense - so their side, which constitutes the greatest psychological protection
as a species. Consider the case when a person is attacked by hooligans in the alley ("Give me a
cigarette"). On the psychological protection is not possible to tell if a result is an ordinary fight.
Another thing, if used exclusively psychological means, from requests for mercy or counter-
threats to manipulation and martial arts characters - then we clearly state the presence of
psychological defense (in interpersonal collision in which the psychological struggle plays a
subordinate role). Summarizing and Paraphrasing the above, we note the following . 1.
Psychological defense is possible only where there is interaction between actors. The latter may
be states, organizations, groups [Mindell 1993] individuals and the integrity of the functional
fragmentation ~! 848193 E psyche. The last statement does not seem a stretch, if in the light of
evolving approach to intrapsychic processes in terms of communication intralichnostnoy [Robert
1987] rethink psychoanalytic theoretical constructs as the description of the processes of
intersubjective interaction. Especially because in the framework of psychoanalysis is
interpretation is not uncommon [Berne; Modell 1984; Rakkolainen & Alanen 1982].

2. Psychological defense arises under the intersubjective struggle. If we consider

intralichnostnuyu communication as a kind of intersubjective interaction, frustration can also be
considered in this series, except, perhaps, when it is caused by objective (without the
participation of the subject) circumstances. 3. Psychological defense arises in response to a
violation or threat of violation of boundaries (often psychological) of a subject that is likely to
result in damage to its integrity or individual isolation. 4. Of all the security options discussed -
the subject, the nature of the threat, the damage and the means - the last is best suited as a
basis for the allocation of psychological defenses as a special kind of protection. As a working
tool, we will use the following definition: Psychological defense - is the subject of the use of
psychological means to remove or mitigate damage, threatening him by another entity. This
definition is able to cover the whole range of phenomena of psychological defenses. In this case,
it is rather limited and does not cover the other - not psychological - phenomena. The definition
also provides a basis for allocation of types of psychological defenses: interacting subjects and
employed remedies. 6.2. Types of psychological defenses seen in the context of this paper types
of psychological defenses can be allocated in the first place, depending on what the subject is
protected by separate 194 people or psychic structure. Accordingly, they can be called
interpersonal and intrapersonal defenses. Second, the psychological defenses may vary in
direction and content of protective actions - obtained in this typology is discussed below. And
thirdly, psychological defenses can be distinguished according to their relevance nature of the
threat. In this case they may be called specific and nonspecific defenses. 6.2.1. Interpersonal
protect themselves and intrapersonal Intrapersonal protection arise in terms of intra-personal
struggle waged relatively independent personality substructures, such as the individual desires,
preferences, tastes, outlook, opinions, knowledge, habits, skills, self-confidence, selfesteem, a
sense of confidence , self-image. Self-concept, self-image, and so on. N. Each of these structures
has its own specific aspirations, which are at least not the same, and in some cases sharply
contradict each other. Each of them contributes to the formation of the external behavior of a
person or to determine the characteristics of his inner world. In this field, there is a natural
competition between them. At the advanced stage of confrontation voltage contradiction
develops into intra-personal struggle, most acutely leaking at a neurosis. It is because of the
presence of this struggle and need the psychological defenses that are appropriate to call the
intrapsychic. Their appearance is designed to protect one intrapsychic education from damage
by other personal substructures. The existence of such defenses consistently found in
psychotherapy, counseling and correctional practice. Phenomenology is the first and most
mnogostorenne was considered in psychoanalytic work. Interpersonal protection also arise in
the fight, but already the struggle between the people. Since entering into the fellowship of
people are carriers of distinct desires, between them arise naturally contradictions. Where is the
contradiction is espe7* 195 particularly acute, and the efforts to resolve it ineffective, there is a
conflict. But even if the fight is not manifested in the conflict, its very presence brings to life a
mutual desire to protect themselves. From what is necessary to defend himself? Oddly enough,
but largely on the strength of the desires and aspirations of the other person. To the extent that
it is more likely intentions of the communication partner realized, rising tensions counter
resistance. The popular notion that to achieve their goals can be largely at the expense of
another, sets people on distrustful and suspicious attitude to the aspirations of those with whom
they communicate. Interpersonal Protection found where we are talking about individual
integrity, correlated with no individual isolation. The subject of self protection act, a person's
personality, his personality (as the presentation of individuality in a relationship with the world,
"guise"). At this point, it is tempting to refer to interpersonal defenses only those cases when
faced individual interests of people, and all the other phenomena associated with role-based
opposition, be attributed to the inter-role defenses. However, in real life, so rarely found cases
where a person would be able to distinguish one's self from their role positions them that this
distinction may be largely theoretical interest. Therefore, further interpersonal defenses will
attribute all the protective phenomenon that can be observed in the relations of individuals, if
they occur in response to a threat (even if imaginary) from another person. Seemingly natural
breeding vnutripsihi-cal and external protection becomes less apparent as soon as we begin to
work directly with the protective phenomena. Of course, physical separation of subjects for
interpersonal forms of protection other conditions than those in which the unfolding
intrapersonal protection. But a large number of similarities indicates their essential
interdependence and mutually reciprocal. The most common for intrapersonal and interpersonal
protection is that ultimately protected individuality, single Ya 196 The similarity of external and
internal protection is also reflected in the similarity of the strategies that are involved. When
Freud 3 during one of his lectures ("On Psychoanalysis") took to illustrate the process of
displacement, he compared it with the situation of visiting room intruder silence, which hefty
audience to the delight of the lecturer and for general peace of mind put out the door.
Elimination of interference, however, was relative, as the noise of the door, which produced the
irrepressible offender, still prevented a steady flow of the lecture. Example given by the pioneer
of psychoanalysis, is not confined to the superficial similarity of interpersonal and intrapersonal
conflicts vicissitudes, and picks the presence of certain patterns. (For more on protection
strategies will talk in the next section.) Similarity on the essential level due to the fact that the
internal and external psychological defenses tightly linked bonds origin. The answer to the
question which of these are primary is genetically different depending on what kind of genesis
will be discussed: philosopher, onto-or aktualgeneze. In the context of the ideas developed in
the national psychology

(cultural-historical paradigm within which formed my professional thinking), is phylogenetically

primary interpersonal struggle, and hence interpersonal psychological defenses. In aktualgeneze
(mikrogeneze) turns ratio so that intrapersonal protect both initiate and determine how the
interpersonal protection (although the functional dependence is a doublesided) [Rakkolainen
1982]. Developmentally, it seems, and they both occur at the same time protecting and some
time are not differentiated. Ontogeny of psychological defenses. Ontogenesis of the defense
mechanisms described largely in line with the psychoanalytic approach. The last of the famous
works of this kind [Guntrip 1977; Modell 1984] significant from the fact that, adhering to
orthodox psychoanalysis, they nevertheless oppose its orthodox version, placed at the focus of
the process of theoretical modeling of only one person - the customer. An alternative approach
is an effort to build a "dyad" psychology («two-person psychology») 197 [Modell 1984], in which
a prominent place is given to the mutual transition and intimate connection between the
structure and the structure of interpersonal communication intralichnostnyh processes. For
psychological science news there was a close link between mother and infant. In a syncretic form
of the mother to the infant performs multiple roles. 1. Mother as a universe from which the
infant has not stood out, the boundary which is not created immediately. Therefore, in the deep
memory baby, on the one hand, there is a sample of the state's own nonseparateness,
simbiotiches Coy touch with the world. And on the other - a sense of non-existence (or part of
existence), arising due to lack of personal boundaries. 2. Mother as a window to the outside
world, through which the infant comes into contact with him. The presence of contact, the
contact sets the first border. Originally a boundary, a shield is a mother herself. Apparently, the
memory of that feeling of security (location for the shield under the cover) is the original model
of state security, perfect its benchmark, in which there are two fusion as its main components:
the distanced-ness - the distance from the uncertain and frightening world, and the presence of
obstacles, which reduces the effect of external influence. 3. Mother as a source of satisfaction of
needs, which lays the foundations of the rental relationship to other people as a means of
solving their own problems. Perhaps it is here that should look for the source control tendencies
of people to manage them. 4. Mother as a source of danger due to the fact that on her part (of
the world through it) receives information about the threat. It is also perceived omnipotent and
that could refuse to close. Reality of the threat requires appropriate means of coping with
danger. To distance and protect themselves from it, the psyche of the child perestrukturiruetsya
so as to create the necessary boundaries. Thus there is an approximation to the standard of
protection that positively reinforces such tumors. At the same time experience is gained by
distancing distancing threats. Another newly acquired - resolve problems through internal
reorganizations. 198 5. Mother as a "mirror" that returns a baby of his own passions, whereby
he begins to perceive them as an observer. Thus, the foundations for inter-personal
communication, unfolding according to the laws of human interaction. However, the information
transmitted is very vague, so the child is free to select the one that he is more impressed by
studying its methods of selection in accordance with their interests. Thus, even in the earliest
mental states can be distinguished all the characteristics of psychological defenses: a) the
distinction I - I'm a non-formation of intersubjective boundaries, b) availability of psychological
threat of destruction of the child, or violation of its borders, c) a sample of state security.
Available as all the prerequisites for deployment process intrapersonal communication: the
selection of individual kvazisubektov, education information and interactive streams.
Vnutlichnostnogo In the process of interaction are also found characteristic of the protective
effects of temporal trends: passive and active distancing, building barriers, readiness to manage
people and to modify the information on the basis of their own problems. So, on the subject of
protection does manage to separate the concept of interpersonal protection against an
intragovernmental protections. Phenomenology them can also be described separately. Closer
examination of the psychological defenses - particularly in terms of practical work - reveals their
very tight interdependence and mutual transformation. Despite the fact that the selected types
of psychological defenses in this case hardly differentiate their conceptual distinction allows a
better understanding of the phenomenology of psychological defenses, especially in the
defensive strategies. 6.2.2. Basic security installations in some cases it appears that the more
important thing is not so much protection, as used in this strategy. And then on the second plan
leaves the question of where they are located: in interpersonal relationships, or in the inner
world of man. Especially as the external and internal 199 nal protection is usually intertwined in
complex ways. A close examination of protective strategies it seems that their number is very
limited. Below we propose the experience of isolating such strategies - generalized methods of
psychological defense, making their typology. Already mentioned that etymologically protection
can be thought of by analogy to the protection of the subject's body. Apparently, in the original
meaning of the concept of protection arises where there is a battle in which there is a danger of
injury. It's not just a different kind of battle actions, but also hunting for wild animals (the
confrontation with them), as well as many other minor clashes, which was always full of life, not
only people but also animals. It is therefore natural for our part will show interest in the horizon
of intersubjective relations, among which it is hoped to find prototypes psychological defenses -
those actions which, by analogy with (or by internalization are) then lined protection ext-
ripsihicheskie. Thus, our search is localized near the source of the semantic concept of
"protection", which is supplied from the depths of phylogeny. At this level of analysis is
necessary to act largely relying on common sense.

Most phylogenetically ancient way of protection, apparently, it is necessary to recognize the

flight, followed by - fading and stashing (care in the shelter), and only then - a counter-attack
against the aggressor or desire to influence its behavior. At least they can be observed in almost
all animal species (the latter, for example, is expressed in specific signals of submission, or to use
all sorts of tricks.) These are the ways we find in the history of human relations: in martial arts
warriors in military operations teams and States. Here we find the full protection of these
analogues have: 1) the flight and its various weakened forms - retreat, evasion, delay; 2)
masquerading as analog fading - the desire to become invisible to the enemy; 3) the use of
natural and artificial barriers and the establishment of shelters in the form of walls, ditches
(directly borrowing ideas from landscape features: density 200 FLOW wooden stockade,
"transfer" of the river or ravine to the walls of the city and so forth.), And as a lightweight
modification - the use of portable barriers: shields, chain mail, armor, and so on. n; 4) attack the
aggressor - active protection, the essence of which is fixed in the truism "the best defense -
attack"; 5) control of the behavior and / or intentions of the actual or potential aggressor -
coaxing, use tricks and other tricks. Predominance of passive forms of protection may be due to
the fact that the active protection of both animals and humans occurs only in cases where the
risk of comes from a subject (human or animal), whereas passive protection also applies in
relation to the elements and other factors nesubektnogo origin. So, we have five original forms
of protection: flight, stashing (care in the shelter), fading (masking) attack (destruction, exile) and
control (control). In this case, apparent to the pairwise correlation of active and passive forms of
protective actions, together forming the independent variables of the protective process. So, a
couple of flight-attack can be combined on the achieved result - increase intersubjective distance
to secure borders. The difference lies in the means of achieving it. In flight erases itself, and in
the attack (which refers to the desire to expel or destroy) - removal of the aggressor. Couple
shelter control correspond to changes in the parameters of effects: shelter involves obstacles
hindering influence on the part of the aggressor, and control, on the contrary, removes obstacles
to the reverse effect - already on the aggressor. Single is fading. However, if you define a variable
that corresponds to the action - namely, the cessation of the flow of information about
themselves, coming to the aggressor - it is easy to recover the second member of the pair -
ignoring that stops the flow of information about the aggressor and threat. The apparent
absurdity of this tactic is relative. Its use is justified if the information itself is dangerous (for
example, charges, rumors, heavy prophecy) or when other forms of protection for any reason
will not be involved, and adapts to the stimulus. (G. Bateson [1994] showed that the 201
electoral ban on the transfer of information is one of the most important laws of system
interaction - from the transfer of genetic information to the religious sacraments.) Thus, we have
six prototype actions, combined in complementary pairs: to escape - to expel , hide - master,
hide - ignore. Each pair specifies a process parameter protection: distancing with the aggressor,
the impact of flow control, control information channel. This action is proposed to give the
status of the basic protective equipment. A slight modification in relation to the level of
interpersonal relationships (see. Table. 4) allows you to fill them with the following contents. 1.
Care - increase the distance, interruption of contact, removing himself beyond the reach of the
influence of the aggressor. Manifestations of this type of protection: a change to a safe topic of
conversation, the reluctance to aggravate relations (bypassing the sharp corners), the desire to
avoid encounters with those who are the source of unpleasant experiences; avoidance of
traumatic situations, interrupt the conversation under the pretext, and so on. n. limiting
manifestation of this trend can be full isolation, alienation, rejection of human contact. Table 4
Typology of protective actions prototype Variable passive form of active form of distancingfrom
aggressor

the

control kind exposure

of

lock information

himselfRemoval: flight, Care lock - nomination hurdle barrier, "shield"; Find shelter About: fading
camouflage,

Removal aggressor expulsion, destruction, aggression Kontrvozdeystvie: control over the

aggressor, submission, of the management on the aggressor: ignoring or denying the threat

202 2. Exile - increase the distance, the removal of the aggressor. Variations manifestations: kick
out of the house, fired from their jobs, send somewhere under acceptable excuse,
condemnation, ridicule, humiliation, quip. Extreme expression of this trend is murder -
Protective origin aggression, carried to its logical conclusion. As we have already accepted as a
model representation of the plural nature of the person, it becomes easily understandable why
the assignment of condemnation and ridicule to a strategy of exile - a partial killing, the
destruction of some of the other: character traits, habits, actions, intentions, dispositions, and so
on. D. 3 . lock - exposure control, reaching the subject of protection, exhibiting obstacles in his
path. Variations: semantic and semantic barriers ("I find it hard to understand what is at stake"),
role patterns ("I'm at work"), "mask", "person" (Jung),

and so on. N., Who assume the primary "impact" ("it's not me - it's my character like that"). The
ultimate expression: a fence full of self-isolation by means of in depth defense. 4 Control -
Controlling impacts emanating from the aggressor, the impact on its performance: crying (the
desire to soften) and his loose views - complaints, whining tone, sighs; bribery or desire to
propitiate; trying to make friends or to become members of a community ("its not hit"); weaken
or destabilize the activity completely inactivate; provoke the desired behavior, and so on. d. This
also misses protective origin manipulation. The ultimate expression - the subordination of
another pomykanie them. 5 Fading - control of information about the subject of protection, its
distortion or reduction of supply. Implication: camouflage, deception, concealment of feelings,
failure of action not to manifest itself (not to invite trouble). Extreme form - numbness, anxious
depression. 6 Ignoring - control of information about the aggressor, the presence or nature of
the threat to his hand, the restriction of the volume or distorted perception. For example,
stereo--pizatsiya ("Yes, he just bullies"), a diminishing degree angle 203 rose explanation positive
intentions ("She wishes me good"). Ultimate manifestation - a critical distortion, loss of adequate
perception, illusion. As often happens with all sorts of typologies, in an encounter with reality is
that you can find a lot of intermediate or combined cases. In relation to the defense of this fact is
not a disadvantage. Knowing the basic settings, we can allocate the composition of two or more
trends, better understand their internal structure. For example, a well-known method, as "left,
slamming the door," contains themselves apart from the main sales installation - self care -
additional features masking escape anger and attempts to influence the agressora- intimidate his
"groznostyu." In the reception of "I'm with you I do not want to say" combined avoiding
traumatic contact exile (rejection) of the opponent and the desire to make it more manageable.
Basic security installations generate a wide variety of interpersonal protective action, playing the
role of guiding the trends that are relevant to the key variables of protection: distancing , flow
control and feedback information. Sources of variability "behavioral manifestations are, firstly,
changes in the intensity of a particular tendency, secondly, in combination units, sharing their
manifestation, and thirdly, in the plastic modifications, especially taking into account situations,
flow conditions activity. Resultant specified influences, as well as other ryadopolozhennyh, is a
specific behavioral act, sometimes far from trivial, despite the fact that it is formed from a very
limited set of primary elements. 6.2.3. Specific and non-specific protection should be noted that
the discussed protection does not cover an entire phenomenology which falls under the
definition of psychological defenses. Example 26 - It turns out that you are not able to cope even
with such a simple task like this. 204 - Charging it, you warned that it is very difficult ... - Then I
talked about its importance, and now point to your disability. - ... It is also said that, apart from
me, no one will be able to do this ... - I was sorely mistaken in you. - You've learned my report? -
It is enough that you have not reached result. - But maybe we are all same loan causes of failure
- it will continue to deal with these problems. - And you will come away with from liability? -
Your right to punish me. But the punishment may be true only to the extent that I did wrong.
And to find out this measure, it is still necessary to analyze the causes of failure. Reproduced
dialogue, out of context, does not allow to make definite judgments, but its volume is sufficient
to demonstrate the protection enjoyed by the employee. (Note, to protect themselves, not as an
official person, and as a person. It is protected from humiliation, and not out of punishment.)
These funds, however, do not fall under any of the basic protective equipment. Why? In the
proposed typology is not taken into account the nature of the threat, its content. This is no
accident. The focus of consideration were mainly procedural, the dynamic characteristics of
behavior that are relevant to a fact of the threat, but not its substantive features. Reason for this
restriction of the search sector lies in the very logic of the subject area, formed back in the
mainstream of psychoanalysis. Last, the focus of which is the consideration of the dynamics of
mental processes, and psychological defense sees primarily the dynamic aspect. Meaningful
moments are discussed only in part due to the sublimation and rationalization that best realize
the positive potential of psychological defenses. This happens primarily because of their focus on
the solution of the problem in a manner more appropriate, more specific in relation to the
content of the threat. Thus opened two different types of psychological defenses, depending on
what they sori205 of oriented: the fact of the threat or its character. Specific shall call such
psychological defenses that are relevant to the nature of the threat, consider its substantive
characteristics. Accordingly, the non-specific defense - is such that the relevant facts of a threat
at all. We consider both types separately. Nonspecific protection, dealing with the structural and
dynamic characteristics of a situation of interaction, are most susceptible to stereotyping and
over-generalization. This is due, firstly, deep phylogenetic roots of protection, and secondly, they
are a powerful foundation installation. Thanks to them is significantly reduced latency response
provided emergency response. The very fact that the threat of acts like a key stimulus, launching
one of the psychic automatism, which consists of a base installation of protective or their
compositions. Nonspecific protection may be subject to generalization in intensity over time and
a broad class of situations. Generalization of the intensity of "spins" basic security installations to
their maximum expression: care - to stampede exile

- to destruction, lock - up to self-imposed isolation, management - to lording it over-tion, fading -

to suicide, ignoring - to functional blindness and so on. Generalized time protection are resistant
and rigidity. A generalization of the inadequacy of a wide class of situations leads to stereotyped
behavior, the impoverishment of the repertoire of methods of protection. All this - the fee for
starting saving strength for the speed of response. Specific protection, taking into account the
nature of the threat, more like problem-solving process, for which there is no ready-made
solutions. This kind of protection is largely represent search operations involving complex
orientation in a problem situation. However, some of the techniques acquired in the process of
learning, gain experience solving a similar class of problems can be played back repeatedly.
Specific protective actions orientated to the standard, often repeated for the subject kind of
threat, like the non-206 particular, can become automatic. Then they become a habit, and
sometimes intrusive symptom. As such, they have already appeared in the field of view of
clinicians and clinical psychologists. Primarily because of their presence could not build a
"beautiful", well-run classification. This happens on what protective actions relevant nature of
the threat, are highly dependent on a number of variable elements of the situation, which are
used as a means of solving the problem: in the course of any changes of the threat, taking into
account whether its content characteristics. Classification of such protections would require
classify lifetime in a variety of its manifestations. Difference between non-specific and specific
defenses like that which exists between protopit-cal and epicritic sensitivity, as they are
understood in the physiology of nervous activity. The first provides a quick way to transfer of
undifferentiated information about the stimulus (in particular, the traumatic impact) for an
overall assessment of its importance for the organism. Epicritic sensitivity provides a detailed
analysis of the nature of the stimulus. The result of the first system - the emotional value (eg,
pain), and the second - the feeling image. The first involves rapid generalized reactions (eg, flick
your hands), and the second - the activity that is configured on the nature of the stimulus. At the
conclusion must also relate the proposed concepts with existing: adequate, effective and
constructive psychological defenses. If specificity was defined as the most relevant content, as
opposed to mere threat of its presence, the value - this is relevant because of the threat,
compliance Substantiality source of danger. In the beginning of this section an example of a
threat (humiliation on the part of the boss) has emerged due to the fact that the boss is angry
because of the failure itself. Without delving into the essence of the problem was to pour out
their anger on the slave. Undertray actions aimed at to resolve this reason - to direct the activity
of the chief to address - should be considered adequate. Inadequate would be: apologize, blame,
to remain silent, and so on. N. 207 Efficiency - the result with the primary objective of protection
- eliminating the threat. Protection may be adequate, specific, but ineffective. Or adequate,
effective and non-specific: if the chief characteristic pluck evil subordinates, it is appropriate to
be on their part not to fall into his eyes when he's not in the spirit - and the desired result is
achieved. There are other possible combinations of the combinatorial variables.
Constructiveness - focus on the protective effects of creation, growth, and progressive
development (relationships, psychological well-being, the effectiveness of joint activity) - can
also be combined with these independent variables. Perhaps, specificity, and provide greater
value for constructiveness. Thus, proposed the concept of specific and nonspecific defenses are
independent features that can be used along with the adequacy and effectiveness, widespread
in the literature on the psychological defenses. Firstly, they introduce a new, still
nerefleksirovavsheesya, the difference between the types of protection that allows you to
accurately identify the area in which the classification of protection makes sense, and indicate
that, where it is unproductive. And secondly, consistent way to help assimilate outlines the
certain psychological defenses phenomenology, still misses the research field. 6.3. Psychological
defense mechanisms Now we have a sufficient set of concepts and can finally begin to describe
the psychological defenses that arise in response to the manipulative influence. First, find out
what feature of nonspecific protective action with respect to manipulation. Then proceed to the
defense, taking into account the specifics of the manipulative process. Among the specific
protection can distinguish at least three subtypes, depending on the level at which these
protecting localized. The first are those that are relevant features of the threat posed by
manipulation, and are localized in the actual personality (motivational) structures. The second
level includes security-relevant 208 nye automatism - mental processes, implementing
manipulative influence. Here defense mechanisms directly correlated with the mechanisms of
manipulation. The third level consists of those defenses that relate to the means used by the
manipulator. Discuss these protection in the order in which they are listed. 6.3.1. Nonspecific
protective action Nonspecific protective action by definition occur in response to the fact of the
threat and ignore its nature (contents). Therefore, this type of protective action with respect to
the manipulation in general coincides with the defenses that arise in response to other types of
psychological attack. Feature, perhaps, only in how these defenses appear. Because
manipulation is mostly clandestine nature, the presence of the threat perceived by the
addressee mostly unconsciously. Protective actions also go unnoticed with his hand, and when
they notice they are assigned to these terms and conditions acceptable explanation - given
motivation. Therefore, interpersonal origin protection in its manifestations are very similar to
textbook examples of intra-personal protection. Behavioral manifestations of manipulators-tion
protection in general also look familiar. Example, care may occur in an attempt to break contact,
change the subject of conversation, to change anything in the environment. Explanation every
time will be quite robust ("You do not mind, I close the window? Through."). Expulsion may
occur that a person begins to attack more partner organizing manipulative pressure to release
the barbs, annoyed. Lock may well look like a distraction (not following the thread of
conversation) or extension to discuss less important in non-verbal

- As an organization "shields" between himself and partner, and so on. Management often turns
into kontrmanipulyatsiyu [Shostrom 1992]. With appropriate qualifications in the external
behavior is easy to notice signs of the destination occurrence of nonspecific defenses. Familiar
with the practice group tre-ningovoy or correctional work easily remember a few examples of
this kind: 209 • gentle swaying addressee head in the horizontal plane at a time when he was
almost ready to accept (the last spike of the unconscious resistance - denial); • voice and fallen
slightly Slow down when the trap was sprung, but have not yet become clear what happened
(fading); • acute urgency to the bathroom, emerging at the destination in the most important
moment for the manipulator (unconscious flight). Different types of non-specific protection
against manipulation may have varying degrees of effectiveness. Such a variable as a distancing
from the aggressor as whether care or desire to oppose the expulsion of the manipulator to
increased contact with the victim (accession) and in this sense is really able to provide protection
to the addressee. Conversely, ignoring the threat of manipulative invasion may be only on the
manipulator arm. 6.3.2. Patronage personality structures has already been shown, the main
target of the manipulative effects are strictly personal (motif-tional) structure. A major
destructive effect is to split personality structures. These central (from the standpoint of the
interests of the recipient) especially manipulative invasion and protection from it a convenient
tool for the description in terms of interpersonal interaction. Success manipulation unthinkable
without creating an ally of the manipulator in the spiritual world of the addressee. "To someone
else's word has come into the mind as" own "it is necessary that in this consciousness was the"
place "for another, openness to it, a willingness to meet with others and to hear his voice. This is
possible only if the other is already living in the consciousness, if it is not outside the perceived
object and the inner content of consciousness "[Smirnov, 1994, p. 11]. Start creating
intrapersonal ally occurs at the moment of actualization motive competing with the existing
reality. As a result, generated vnutrilichnostnyi conflict in whichface, 210 subjects claiming to be
one and the same resource (time, energy, human rights, and so on. N.) [Borodkin, Koryak 1983].
Manipulator important step is to take care of strengthening its ally, to strengthen its positions, as
well as the weakening of opposing it motifs representing the interests of the recipient.
Moreover, the smaller number of subjects involved in the internal conflict, the easier the actor
to control the outcome. Indeed, the manipulator is beneficial: a) to deal with the motivational
hierarchy, possible split into specific automatisms with their "princes" -pobuditelyami headed; b)
include the interaction smallest possible number of subjects to work with "isolated preparation,"
extracted from the individual. Hence comes the main devastating effect of manipulative
influence - splitting personality structures of the addressee. Consequently, the target only able to
show the quality of the subject of the decision, if still possible - ive available capacity - a survey
of all subjects (sub-personalities), constituting the personality. This (private) committed an act of
the whole person as a whole, as a result of "vselichnostnogo referendum." Therefore, the
recipient manipulative influence on the defensive in the first place from the splitting of his
personality, from the isolation of one part of the whole context. Example, the manipulator is
addressed to a role position, artificially isolating it ("Well, you're in the first place man! (Actor,
the Soviet people , military, businessman) Forget about the rest "). In this case, the target will try
to enter (recall or think) a few other role positions or declare themselves as a person ("But I'm
still ..." - this "but" and provides resistance.) Thus, protection against manipulation is primarily
protect their identity, resistance to creating a "fifth column" in it, destruction or expulsion of
"defectors" - structures objectively working for the benefit of the aggressor, succumbed to his
promises or provocation. The main task - to stay holistic, that is, such as internal conflicts recede
into the background and all the sub-personalities present a united front, rallying around all
important goal (hence the integrity). If the destination is 211 manipulative attacks will not do it,
his soul strings will be in the hands of the manipulator obedient tool in achieving their goals. L.
Proto in his book "Who's playing on your strings? How to stop the manipulation on the part of
their own personalities, "offers the following ways to control their own strings. 1. «He-
identification" I sub-personalities. He compares the I "impartial and effective chairman who
encourages the statements of members of his committee, while retaining for a final decision;
with the charioteer who reins to direct energy teams in the direction in which he, and not the
horse wants to go; or still sleeping host, waking up from the fact that some of the guests surpass
themselves, while others feel the anxiety and lack of care - and again breathes new life into the
party, so that all the senses are included »[Proto 1989, p. 128]. "The more conscious is the" I
"becomes, the less it allows you to fully capture the identification with thoughts and feelings,
insertion of some sub-personalities, at any time, control of the situation, and so is less likely to
be prone to unilateral decision or action hastily" [Proto 1989, p. 128]. 2. Resolution of internal
conflicts. The author compares the "I" with a mediator or arbitrator, which aims to give a voice
to all sides of the conflict. As a result, the parties reach an agreement or trust the mediator to
work out a balanced decision.h. 3 Self-acceptance. In general, this has already become a
traditional recommendation aimed at improving the realism of their perceptions of themselves,
the sincerity to himself. In the context of self-acceptance antimanipulyativnoy protection allows
us to identify the qualities that make a person susceptible to foreign influence from the outside.
This creates the conditions to overcome them and implement structural changes in themselves.
4. Transformation. Underneath L. Proto understand personal growth and promotion to expand
the scope of awareness, achieve balanced motives, inner harmony, "The more we cultivate self-
awareness,than more than 212 self-acceptanceallow, the more complete we become as heal
themselves from internal division" [ Proto 1989, p. 131].

ideal internal relations L. Proto considers the achievement of human dialogue Selves, elimination
of concealment and suppression. As you can see, intrapersonal relationships are built them
following the pattern of interpersonal relations. Otherwise it is difficult to contemplate, since the
laws of constructive engagement at all levels of intersubjective relations are the same. In some
cases, however, made isolation and disable some part. In this case, the "affected" part is placed
in a special position, reminiscent of pop persona grata. Perhaps this is, firstly, because the very
"I" can be divided into "lower" and "higher", "supple" and "persistent" on "human habits",
"human will" and "moral person" [Orlov, 1991]. And secondly, due to the fact that most of the
parts you can say "I". To minimize the damage is much easier to say "That's my character a", "will
is not strong enough", "summed up the nerves," etc.. Claim. During the ensuing intrapersonal
interaction "side" find a way to remove the difficulties which have arisen. Well, if it is
constructive. Otherwise, the unresolved conflict increases neurotic ballast. 6.3.3. Protection of
mental processes Since the manipulator seeks to find the key to inner peace destination last tries
to somehow cover up their weaknesses and do not let them touch. The resulting resistance,
which explicitly may take the form of "do not go into the soul (under the skin)," "Do not pick at
the wound," although it is rarely expressed in words. The struggle between the manipulator and
target mainly deployed for control automatisms - mental processes that make up the
mechanisms manipulators-tion of influence. In principle, each described in the previous chapter,
the mechanism of manipulation can be mapped to its own methods of psychological defense.
Simple mirror presentation, however, it would be a boring affair * 213 and unproductive, so we
will discuss the general principles of kontrpriemov and give a few examples. To avoid repetition,
some of the already known things will be discussed in more free metaphorical expressions. Most
important mental processes at the level of challenge for the destination - not to allow the
manipulator "pushing buttons." You can do this as a generalized "universal * methods, and
actions aimed at blocking the automatic reactions that make up the gear levers manipulative
attacks. The most versatile - and at the same time specific enough for this level - defensive
technique is unpredictability. Her motto is: "When you're unpredictable, you're invulnerable"
(Castaneda). If the destination is itself so that it can not "count", the touchpad is not what will be
arranged - much harder to pick up the keys if the locks are constantly changing. But in our
culture, unpredictability is not encouraged. We are under the authority of, on the one hand,
mental stamps behavior, emotions or thinking, and on the other, - the expectations and
requirements of the people around them. This power was built keying P. teacher in Example 25
(the beginning of this chapter). Teacher K. coped with it that violated the standard, which he
followed, - "education". Until now, this standard in its relations with the PA makes it vulnerable
to exploitation. Having broken the shackles of educational stamps, K. felt a sense of liberation
from dependence. It does not necessarily become ill-mannered enough not to become a slave to
his upbringing. Universal second and equally specific to the protection of mental processes at
the level of reception - delayed automatic reactions. Breaking curiosity to listen to the singing of
the Sirens, and repressed fear to be their prisoner and killed, Odysseus found a way to block its
automaticity, though not psychological, but quite natural way: ordered to tie him to the mast.
This external way of coping with them can serve as analogue and internal coping - delayed
reactions at the output. (By the way, he has saved his men from the singing of the Sirens that
blocked sensory input - ordered to fill his ears with wax. Vnutrilich214 difference analogue of
this technique is already known as a lock). Delay resulting reactions can manifest in the fact that
the recipient will act more cautiously than usual, or to spend more time to make decisions. For
example, the sensation of some unnatural situation can lead a person to delay the response to a
very attractive at first glance offer - begin questioning, procrastination, county approaches.
Latency first automatic impulses may also give rise to doubt, hesitation. As for kontrpriemov,
they are to some extent contain elements of these universal techniques - unpredictability and
delay automatic reactions. But in general, act as the activity of the alternative, which is
actualized. For example, in response to the charges against him or image destination may
spontaneously or intentionally create a new image or so transform proposed that it is relevant
other reasons - that are more consistent with his personal interests. For example, seeing the ad,
built on the romance of travel, the viewer can remember about mosquito bites and slushy night
recent forays into nature - the effect is seen to have a ... In another case, when someone will rely
on the recipient's shrewdness, the latter may be unusually neponyatliv, * gently blunt. " It is also
conceivable that the desire to contradict the often occurs in response to someone else's desire
to make the person susceptible to its influence. (The last two methods, generalized to
adequately wide range of situations, form the corresponding character traits.) 6.3.4. Towards the
manipulative techniques briefly discuss some protective actions relevant manipulative
technology - used by the manipulator means of exposure. In principle, the set of manipulation is
so great that an attempt to elucidate the possible protection in response to even a short list of
elements of technology, which is listed in the fourth chapter, risks becoming a separate
publication. We will discuss only the basic defense strategy, and possible concrete means the
reader can come up with your own. 215 In principle, it is possible to think of the two most
common strategies for dealing with manipulative technique: Focusing on the impact of the
destruction of the technological elements and setting up on their use to their advantage. First
defense strategy. technological efforts of the manipulator, the recipient may oppose a counter
activity that destroys its promanipulyativnye action. This strategy is more typical for the
installation to fight with arms, when the defense is thought of as one of the parties mutual
desire to harm each other - in this case the damage in a weakened form. Protective activity of
this type is related primarily to the elements such technologies as covert nature of the impact
and the provision of psychological pressure.

Responding to the secret influence whichconsists in concealing the fact of the impact and goals
of the manipulator, there is a desire to reveal the intentions of the manipulator, as well as the
very existence of implicit influence. That is, we can expect the emergence of efforts to ensure
that the secret to make explicit. It may look as updates with the intonation of distrust, doubt,
clinging to the words, direct questions about other purposes ("Where are you driving at?" "And
tell right"). But it can turn around and the whole "research" program with their test methods.
Countering psychological pressure is likely manifested in the fact that the recipient will search for
this kind of power, in which he has an advantage. Typically, this will be familiar to his measure:
for example, developed the prepared themes and subjects of conversation, or inappropriately
inserted pause (destabilization of the partner), or imposed friendly tone relations. But it may be
overriding in exactly the same media. For example, the manipulator asked ductile slow pace,
gradually (but implicitly) exhausting the patience and wait for the moment when you can make a
basic attack: for example, to excite hostility to any person (an unpleasant condition in the current
situation is linked to the image of the man). The target may set the pace even slower, joining in
the conversation turns to thinking about their own affairs. Effect of resistance, further reinforced
by the incomplete its inclusion in the situation. 216 second defense strategy. Technological
vanity manipulator can be countered by targeted transformation of manipulative influence in a
direction such that its effect is consistent with the interests of the recipient's manipulative
influence. For example: 1. If the addressee will notice that the manipulator takes the
conversation away, he can "help" the manipulator and maintain distraction on a particular topic,
but one that is not less favorable to the recipient; or by making a loop, you can return the
conversation back to the original topic. 2. Imagine that we begin to understand a hint of the
manipulator, guess what he wants us to bow. You can directly ask whether we have understood
his intention. If the goal is really unseemly, crane likely refuse. Based on this statement, we can
"agree" to such a scenario - further efforts manipulator useless. Both examples are counter-
manipulation, then initially manipulative situation turns into a reflective struggle - the desire to
beat the manipulator. The following example looks more constructively. 3. The child does
something usually forbidden by their parents in the presence of guests, believing that if they are
unlikely to be his fault. Kontrhod parents may be that in order to discuss this problem with the
guests: see, they say, like a child trying to use situational difficulties parents. It is important to
make sure that the child is able to hear the conversation. 6.4. The problem of recognizing the
threat of invasion manipulative As we have seen, an important feature is the manipulation of the
secret nature of the impact. Therefore, it is reasonable to ask how this threat is seen by the
addressee? and how it is perceived by them? Analysis of the literature reveals the following
feature. Experimental work [Brock & Becker 1966; Christie & Geis 1970; Pandey 1988; Rosenberg
& McCaf217 ferty1987; O'Connor & Simms 1990] deal with a ready manipulyativnoi situation -
ask her (and often create) as one of the variables of the experiment or one of its conditions.
Theoretical and review papers [Rudinow 1976 Winn 1983; Goodin 1980; Riker 1986; Beniger
1987] mainly describe andthe explain manipulation. And only designed for the general reader or
practitioners books [Robinson 1981; Lentz 1989; Proto 1989] discusses the problem of detecting
manipulation, its recognition discharge from the communicative flow. This is understandable,
because the problem for the detection of manipulation occurs when a person is in a position of a
user. One such interested users is undoubtedly a destination manipulative influence. In the
previous chapters we have been in the position of an outside observer who seeks to understand
something, it does not directly affecting. Here we are, with the position of the victim
solidarizuyas manipulyativnoi attacks become interested observer: psychologist-practitioner,
trainer, consultant, and so on. N. Characteristic feature of such a position - contact with a specific
isolated phenomenon. Quite understandable difficulty lies in the fact that as soon as we turn to
the analysis of individual events are not always able to solve, we are witnessing the manipulation
or something else. Argue that this particular event is manipulation, ^ you can often only as a
hypothesis. Needless judgment is largely interpretation relies on the interaction of a plurality of
elements of the situation; interpretation, in which the preferences of the observer sometimes
play a decisive role. Thus, the position of the user according to his ability and means - is none
other than the position of the interpreter. Proposed to address this issue from two perspectives:
on the one hand, to find out what we, as researchers, on the basis of theoretical considerations,
we can assume as a possible means detection manipulative attempts, and on the other, the
means by which the threat of manipulative effects can be recognized "naive" victim in a daily
dialogue. 218 6.4.1. Possible indicators try to imagine for a moment that the client (customer)
asked about what methods to detect manipulation. How can we help him? That we could offer
the recipient manipulative attacks as a means of finding it? Finding ways to recognize
manipulative threats can go in the following ways. The first way - tracking changes the situation
generated by psychological technology (in this case, manipulative) exposure. The second -
through the analysis of the mechanisms of manipulative influence. Of course, all the features
that will be able to detect, can only give reason to believe that the situation has manipu-
interaction of cumulative attempts. Unequivocal decision only on the basis of the analysis of
these features render impossible, but without careful consideration, we remain armed only
undifferentiated experience. Discussed below are highlighted signs based on the above
theoretical research and represent their simple operatsionali-zatsiyu. Tracking changes of the
situation relatedto the psychological impact of technology, can detect effects that are especially
manipulation. A common feature of the presence of manipulative attempts to appear to be an
imbalance of

certain variables interact. Therefore, we should list the possible deformations, shifts,
inconsistencies, and so on. N. Those can be: a) An imbalance in the allocation of responsibility
for the actions and decisions. This happens when we suddenly notice that something "should",
not knowing where it ought came from. Or on the contrary - we have shown an unexpected or
incomprehensible for us irresponsibility in making a decision. B) Distortions in the ratio of
winning - fee manifested in the fact that the obtained result is not as invested effort. This can
occur due to errors committed by us in the planning or execution of the decisions, but also as a
result of someone else's manipulation. 219 Understanding the causes of this deformation will
help in this, and in the other case. C) Availability of power pressure is also one of clues pointing
to the possibility of manipulation, although rather is only an indicator of interpersonal problems,
difficulties, one of the reasons for which, of course, can be a threat of manipulation. g) Violations
of balance elements of the situation - in this case may bring to the attention of some degree of
unusual situation of interaction: 1) unusual targets of influence (the theme of conversations,
change vectors and t. n.) For example, on the evening in the company of friends you are
introduced to a new person, and it is unclear why, most of the time is dedicated to you. Or, say,
someone you have a courtesy or services that go beyond the usual, especially if they are mostly
and one-sided,2)the unusual layout or presentation of information, such as, say, a shift of
emphasis on the importance of the minor details. For example, inadequate long addressed the
issue of how to stay: your partner all the time tends to sit by the window and for some reason
every time so that the sun blinds your eyes uncomfortable. D) incongruent behavior
(communicative message) partner - different channels broadcast conflicting information. For
example, if you compare the contents of words with hand movements or facial expressions, you
may find that the other person does not look you in the eye, and somewhere above you or to
the side ("bullshit drives?"), And maybe down (very uncomfortable for you? ). Often, certain
words contrast with the bustle of hands: pulls button, mindlessly shifts something on the table,
"breaks" the fingers, and so on. D. E) The desire of the sender impact stereotyped behavior vat
destination - those cases where it becomes apparent that to someone something you want us to
behave "in accordance with ..." More often than not, it looks like an appeal to some of our role
positions, the desire attributed to a particular category of people, addressed to our own habits
or rituals established between us. 220 course, The above list may look different. (For the
independent compilation of the list of indicators of this kind the reader may use the material of
the fourth chapter.) At the moment, much to show, firstly, that the indicators concealed effects
exist and they can be found, and secondly, that predict what these signs can be based on the
results of preliminary theoretical research. If we start from the analysis of the mechanisms
manipu-of cumulative effects, the problem of detecting manipulation is to be attentive to the
reactions of the recipient. You must learn to recognize the moments when they are included in a
job (or start to work in a modified mode) some components (links) mechanisms that implement
an external intrusion. You can specify at least the following types of indicators: 1) Explicit
overexposure or stressed obvious manifestation of psychic automatism in the behavior of the
recipient's and exposure,2) a regression to infantile reactions - crying, aggression, depression,
loneliness, and so on. N., Especially if it precisely timed to a particular situation or and event,3)
the lack of time allottedfor making the decision; important point analysis of the situation in this
case - to find out who created this deficit, if not to those who are pressed for time, it is
necessary to assume the existence of and manipulation,4) narrowed aconsciousness that can
manifest itself in restricting the discussion of ideas, in the cyclical * "statements (eg, immutable
wording or regular return to the same topic), staged only situational purposes (to the detriment
of prospective) and so on. 5) unexpected changes in background states: tension, aggression,
restlessness, etc.. arising mainly as a response to the damage caused by that feel (albeit
unconsciously) the impact of the addressee. Signal about the threat of harm or damage already
done is the emotional reaction of the victim of manipulation - a worsening of mood, anger,
resentment and other deaf shifts in the direction of negative emotions. Especially should alert
case 221 teas unjustified in terms of the situation of emotional shifts. Latter criterion provides us
with an important mechanism of subjective sensory diagnostics indicators. By itself, the
reception is not new, but in the case of manipulation it can be used not only as an indicator of a
threat, but even as a pointer to possible quality. This method of diagnosis, proposed by D.
Dinkmeye-set and BD McKay [Dinkmeyer & McKay 1976], based on the fact that our feelings and
reactions reflect the result of the unconscious processing of information from the outside world.
In the early stages of interaction emotions are an expression of the unconscious (involuntary)
response to the nature of the impact partner. Example, if we feel anger and we want to get rid of
the presence of a partner, then perhaps this is not because it is unpleasant to us, but from the
fact that partner seeking to master our attention to a greater extent than we desire. Probably,
we have a negative reaction to his desire that has somehow manifested itself in his actions. If we
feel the infringement of its authority, undermining their power over a partner and we want to
prove their strength, to show the benefits, it may be that he seeking to master our behavior can
be given orders. (However, since it can be assumed only if the partner does not explicitly gave
their intentions. If his intentions are expressed transparently, rather it should be assumed
attempt to provoke you into a show of strength.) Sometimes, especially if we woke up a little
late, it may be that our emotional state points directly to what I wanted to achieve partner. In
other words, he succeeded in its effect. For example, we caught ourselves on the fact that feel
an

inexplicable grudge, even the pain, I want something to offend partner for something to settle
the score. This may indicate his intention to take revenge on us. If at some point to work with
their subordinates or colleague, we felt the futility of his efforts, his hands started to drop, I
wanted to give up on him hand and 222 himself to do the job, then it is useful to assume that
your partner is trying to prove his unfitness for this work. Why? Likely to assume it in you. Thus,
even a priori, we find a rather large list of tools that can be used to recognize the manipulative
influence. However, it would be naive to believe that the funds as a result of a theoretical
analysis indicators manipulative invasion still remained unknown to the ordinary participant
interaction. There is no doubt that most of them, even while remaining unreflected, one way or
another are taken into account in the daily lives of almost every one of us. There may be such
indicators, which in this study was not mentioned at all. 6.4.2. Detection of manipulation in living
communion But to be in the position of a third party (even if interested) observer and be a
member of the event, which to us is manipulative influence, not the same thing. This difference
is approximately the same as that between theoretical and practical thinking that BM Warm
noted: 1. Navigate falls on actual existing conditions, which may not fit into the familiar or
known theoretical schemes. 2. Demands placed on the non-rational means of analysis
(interpretation) of the situation and the problems contained in it: the feeling, intuition and
experience. 3. Have to act in the mode of the current time, the recipient, as a rule, there is no
such as a researcher, a chance to stop and how much is required to analyze the problem
situation. This is not the only interpretation of the actions of (someone else's), but also the
interpretation of the action of (his). * Example of other work [Lentz 1989], where this technique
is recommended for target recognition manipulation, if I regularly think of sex in the presence of
the the same person, it can mean that he seeks to sexualize aphid relationship. I should add that
it is fair to assume and own unreflected desire. 223 4. Determination plays an important role -
the ability to capture the right moment to start the action and perform this action with optimal
cash situation tenacity and perseverance. Available recipient manipulative effects include:
current situation and interpersonal communication prior experience - like all life, and to this man
( or anything resembling it). The problem in its most general form is to adequately establish a
link between the situation and the psychological baggage participant interaction. Compound the
situation with the experience occurs as the active inclusion of the person. Each such switch
occurs on the basis of an integrated assessment of the situation and relate it to their interests
and intentions. This evaluation includes a complete emotional assessment, intricately fused with
a partial analysis of the situation. Therefore, the representation of the subject of the recognition
results threats, actually reading it, apparently, can occur in two forms: emotional perception
(integrated assessment) and rational recognition. Emotional perception. Estimated function of
emotions is well known [Vilyunas 1984]. , Leading to a current evaluation of each piece of
relevant events, in which the individual lives, in particular, situations of interpersonal interaction.
Emotional reaction reflects the test result of an event on the importance asking potrebnostnoj
significance of what is happening. In this brief emotional reaction signaled the danger can not be
seen to fail to reach the awareness to stay on the subliminal level, causing only a vague anxiety.
If assessed the whole situation, there is a feeling of "something's wrong here." A total effect, for
example, from reading incongruent messages partner appears as a weakness of his sense of
action (disbelief). According to the hypothesis "pervovideniya" put forward by E. Yu Artemieva,
"perception of an object is passed by at least two fundamentally different mechanisms by step"
the first 224 vovidenie "- when the object is estimated indivisible whole, he and" vtorovidenie "-
when it (the object) is given by analyzing poaspektnoe classifying systems ... At pervovideniya
turns ratio of the object and the subject (good if not dangerous right?). .. emotional and
evaluative properties are leading "[Artemyev, 1980, p. 32]. Experimentally established time
interval in which the fit process * pervovideniya "is 0.2-0.3 seconds [Ibid, p. 14]. The presence of
fast integrated assessment of the problem situation also show revealed in experiments on
solving chess problems patterns. This - the presence of an emotional reaction, immediately
preceding the time of location (awareness) of the decision, as well as the ability of players to
highly skilled instant comprehensive assessment of a chess position in terms of its presentation
tahistoskopicheskogo [Tikhomirov, Vinogradov 1969]. The latter situation is the plot close to the
problem faced by the addressee manipulative effects: a comprehensive assessment of the
balance of power, balance of interests. Most people can rightly be attributed to the high-end
players in interpersonal relationships - at least because of the incessant daily involvement in the
process of psychological interaction. Teacher speaks experience losses, which may include
resentment, frustration, disappointment in people. Well, if these emotions are, and the person
has a balanced understanding and tolerant attitude towards those from whom he had suffered
as a scar from vaccination. Difficult to expect such an outcome where manifest anger, rage or
anger. It is clear, therefore, that the inner emotional interpreter of all people have different
qualifications. But no matter how "naive" destination manipulative influence on the language
rapidly changing psychological states in varying degrees, it is able to give a response to a very
wide range of signs of manipulation. Another thing is that these reactions are often too weak to
have any serious impact on the situation or too late to gain the necessary effective force when
the return or change events is impossible. 8 - 898 225 Rational recognition of the threat can be
based on knowledge of the features of the current situation or participants involved in it. For
example, the introduction in the environment of the current domestic entrepreneurs often
follow a

standard pattern: Part 1 - "dialogue-intelligence", in which it turns out the importance of partner
relations, the prospects, the degree of susceptibility to influence, Part 2 - "advance", that is
advertising itself and their prospects, Part 3 - "demandsupply", which tied a business
relationship. Anyone who knows about this scenario, already at the first step required to assume
that his partner can give "advance" and make the appropriate amendment to not fall for his
tricks. Recognize manipulation of a person can also, based on its own history of the relationship
with a specific person. I once with oppressive guilt leave the office of his boss - direktrissy
institutions, which happen to a heart attack at a time when I refused to perform unusual for my
office work. Experience was not long. Ten minutes later, casually passing by the same office, I
heard her laugh. Of course, these "attacks" have perceived me as an artful dodge. Probably every
person living in the community have similar knowledge about how to identify the cases that we
call manipulation. So manipulative danger can be detected at the level of feelings, and at the
level of understanding. In both cases, the judgment of a manipulation imposed as a result of
(perhaps unconscious) interpretation of the information obtained; as emotional assessment and
rational understanding are not necessarily recognized, but in most cases anyway influence on
human behavior. Just as allocated nonspecific and specific types of psychological defenses, we
find the distinction and recognition in the media of the threat: on the one hand - it's emotion,
pointing to a fact or definition * According to the IV Lyalina - entrepreneur, a psychologist by
training (with preservation of vocabulary). 226 Barking probability manipulative invasion, and
with other - practical experience and knowledge, prompting the quality of danger, possible
targets of the manipulator. 6.5. Do I need to be protected from manipulation? There are a few
cases where there is no need to protect themselves from manipulation. Firstly, technological
tricks manipulator are as adept and time-consuming, complex and obscure that they increasing
trend towards self-destruction. The effectiveness of these effects is that they are designed to
resist. If there is none, they just lose their power. In such cases, it makes no sense to spend
money on their understanding and destruction, you can just let them happen - it will cost
"cheaper" in terms of the emotional cost. (Something similar offers MB Litvak [1992] called
tactics depreciation intentionally emphasizes concessions to the aggressor. However, he
considers this method as a means of conducting interpersonal struggle). Secondly, there are
games, which include the manipulation. For example, sex games, where manipulation and stroke
(the recipient is obliged to guess) alternate with each other. Indeed, in most cases, these games
start with seducing action initiator. Game disappears if erotic foreplay to begin with the words
"Come on ..." So for those who prefer to play, the destruction of manipulation would be
undesirable. In addition, there are many sexual and otherwise, that E. Berne called good games.
But even if we are talking about manipulation, not related to the above, each of us can recall
instances where a manipulative vanity could treat indulgently, and to the manipulator -
generously. For various reasons, sometimes due to the understanding of human motives,
sometimes due to the adoption of its individual characteristics, and sometimes - just because of
the unwillingness to stoop to the level of manipulative. This blissful state of detachment and
elevations allows a person to maintain their self. Then came peace and tranquility let
manipulator celebrates his win - heaven will judge us ... 8* 227 Head of the secret guards
protected under Pontius Pilate ... - Please put me on trial, Procurator. You were right. I failed to
protect Judas of Kiriath, he was stabbed. I ask the court and retire. [...] Aphranius pulled out
from under the mantle of corny blood pouch, sealed with two seals. - Here is a bag of money
had been planted in the house of the high priest killer. Blood on this bag - the blood of Judas of
Kiriath. [...] - Where dead? - I do not know - with quiet dignity said the man, never parted with
his hood, - this morning's start tracing. Procurator shuddered and left belt sandals, which does
not buttoned. - But you probably know that he was killed? It procurator received a dry response:
- I, Procurator, fifteen years on the job in the West. I began service with Valerie Grate. I do not
necessarily see the corpse in order to say that the man was killed, and here I am reporting to you
that the one who was called Judas from Kiriath, a few hours ago, stabbed to death. As you can
see, Aphranius began his report with the attack. Why? The delicacy of the situation in which he
found himself, is that he came up with a report on the implementation of the order, which was
not given in an explicit form. To the head of the secret custody is a difficult task - to report on the
implementation of a hint to give details, but did not give a reason to blame himself that he
himself had organized the murder of Judas. He has something to fear. Now that it's done, the
balance of forces has changed: Pontius Pilate again became stronger, and he is easy to imagine
Aphranius killer. Enough to blurt - and Procurator will be forced to punish a subordinate for
arbitrariness. Head of the secret guard his attack aims to deprive the procurator possible attack.
When he expressed some doubt, even allowed himself to some stiffness that immediately paid
off - continue to Pilate spoke to him very politely. - Excuse me, Aphranius - Pilate replied, - I have
not yet woken up to be, why, and said, it. I sleep badly -Procurator 228 smiled - and all the time I
dream of a moonbeam. So funny, imagine. If I walk along this ray. So, I would like to know your
suggestions on this case. Where are you going to find him? Sit down, head of the secret service.
[...] - I'm going to look for him near the olive pulp to Gath-Simanska garden ...

Then the whole conversation could be called "finalizing the Legend", during which the sides
were refined important details: the place and the motives of the murder, the possible ways to
organization and so on. Towards the end of the conversation Aphranius made a decisive attack in
his defensive campaign - I immediately start looking for the murderers who tracked Judas in the
country, and the same time, as I've already reported to you, go to court. - For what? - My guard
missed it in the evening in the bazaar after he left the palace of Caiaphas. As it happened, did
not comprehend. It has not yet been in my life. [...] - So. I declare to you that I do not consider it
necessary to give you a trial. You've done everything we could, and no one in the world - here
Procurator smiled - could not have done more than you! Seek to detectives who have lost Judas.
But here, I warn you, I would not want to foreclose was even a little strict. In the end, we did our
best to take care of this wretch! Yes, I forgot to ask - the procurator rubbed his forehead, - how
they managed to throw money Kaif? Thus Aphranius received full - almost in plain text - the
approval of their actions. Moreover, the Procurator expressed his satisfaction with the quality of
his work. Next Procurator seem mostly enjoyed the good news, happy to asking about the
details. - You see, Procurator ... It is not particularly difficult. The Avengers have been in the rear
of the palace of Caiaphas, where Lane dominates the back yard. They have thrown the package
over the fence. - With a note -Yes, exactly as you would expect, Procurator ... [...] - I can imagine
what had Caiaphas. - Yes, Procurator, it caused great excitement. They invited me immediately.
229 Even in the darkness could see his eyes sparkle Pilate. - It's fun, interesting ... - I dare argue,
Procurator, it was not fun. Boring and tedious affair. Chief secret guards now dares not only mind
but also expand his attack to the point where the procurator be safer to stop difficult for
Aphranius conversation. - Yes, Aphranius, that all of a sudden it occurred to me: Do not kill He
himself? Oh no, Procurator - even leaning back in his chair in surprise, said Aphranius, - forgive
me, but this is absolutely incredible! - Oh, in this city probably is! I'll bet that in no time at all the
rumors about it will spread throughout the city. Here Aphranius hurled procurator his eyes, he
thought, and said: - It may be, Procurator. 'Lookslike head of the secret guards got a new job ...
procurator, probably all could not part with this issue ... though so it was all clear, and even
asked with some reverie: - I would like to see how they killed him. - he killed with extreme skill,
Procurator, - said Aphranius , with some irony looking at the procurator. - How do you do it, you
know? This, however, was already delayed provocation by Pilate. - Kindly pay attention to the
bag, Procurator, - said Aphranius - I'll vouch for the fact that Blood gushed Judah wave. [...] - So
it's over, do not get up -No, Procurator, he gets up, - said, smiling philosophically, Aphranius -
when the trumpet of the Messiah, which is expected to sound over it. But before it snaps! -
Pretty, Aphranius! This question is clear. Chapter 7 STUDY OF INTERACTION manipulative stated
at the beginning of the monograph focus on the hermeneutical paradigm is already embodied in
a few moments. Firstly, in an effort to maintain the widest possible context of interpersonal
interaction in which there unfolds manipulation. Second, the appeal to the metaphor and
figurative language to grasp the concept, variable or process in its entirety. Of particular note is
the use of metaphor in the construction of the definition of psychological manipulation. And
thirdly, the hermeneutic method of free interpretation was used in the analysis of life situations
and texts taken from fiction. It has been done to illustrate and clarify the author's position on the
issues. Therefore acted as an expert author himself - so rather simplistic method solves the
problem of qualification of the interpreter. It's time to discuss possible research methods of
manipulation and protection against it. Without claiming to be exhaustive description of all
possible methods of this kind, I guess some consider only as an illustration. And yet - to compare
the methods used in terms of their capabilities and limitations, to assess their potential
hermeneutic. Frames declared paradigms allow you to use a fairly wide array of methods. In this
paper we used: 1. Analysis (interpretation) situations. 2. Free interpretation of literary texts. 3.
Content analysis of the recommendations of experts in the subject area under study. 231 4.
Content analysis of the behavioral repertoire of literary characters. 5. Quasi-experimental study.
With the first three reader is already familiar from previous chapters. The present methods are
to be used under the numbers 2, 4 and 5 begin with the latter. 7.1. Protective action in the
manipulative effects The study was performed in the genre standard psychological experiment.
In the course of his research to solve such problems:

1. The principal possibility of analytical (quantitative) selection phenomena as manipulation, and

protection from it. 2. Check how effective inherent in the definition of signs of manipulation and
psychological defenses, that is, whether or not an external observer (judge) is able to find any of
this phenomenon. 3. Check the extent to which protection against manipulation have features
noted in the theoretical chapter include: • the presence of non-specific defense reactions:
withdrawal, expulsion, blocking, running, fading, and ignoring; • specific protection against
manipulation is characterized by: the immediate protection of personality structures, increasing
the unpredictability of behavior, delays automatic reactions, secret desire to make explicit
opposition to powerful pressure, the desire to transform the manipulative effect in accordance
with their interests; • psychological defenses appear in the behavior even when there is a threat
of manipulation is not realized. 7.1.1. Planning During the organization of the study had to solve
a few problems. 1. Environmental friendliness. Firstly, as manipulative influence and
psychological defenses relate to the processes 232 that you can not callwithout affecting the
important human personality layers. Required to find an acceptable consequences for
"packaging" for the procedures for obtaining empirical data. Suitable primarily for subjects not
to leave negative emotional residue. In the works that I know of such an opportunity has not
always been excluded [Brok et al. 1966; Christie et al. 1970; O'Connor et al. 1990; Pandey et al.
1988]. Second, it was required to comply with the ethical standards associated with the need, on
the one hand, deliberately expose people to the manipulative effect, and on the other - an
attempt to "spying" for their behavior. Way out was found in the organization of training. Subject
Trenin-threshold-employment defined as "protection from psychological attacks." Consequently,
participants knew that each of them can be the object of a psychological attack: coercion,
humiliation and manipulation, but were at some risk in the hope to learn to be more secure. This
ensured, on the one hand, voluntary participation in the classroom, thus eliminating the ethical
difficulties, and on the other participants received compensation for the risk in the form of
acquired skills. Nature of employment was very gentle. Motivational intensity of interpersonal
struggle arose mainly through game situations and did not exceed the usual level of training
groups. Suffice it to say that none of the four groups spent 20-30 hours each, there was left of its
members. 2 Reproducibility. Was necessary to ensure repeat play of the same controlled
situations, containing the phenomena studied. This problem was solved by using as the "raw
material" recordings made during the training sessions. Participants were informed about the
lessons that the video will be used for educational or research purposes. Therefore, subjects that
the students were asked not to show, not included in the material being analyzed and have been
erased. 233 3. Control variables. To isolate the actual ma-nipulyativnyh phenomena need to be
compared to the repertoire of behaviors that show the subjects in the presence manipulyativnoi
threat to the conditions when it is not. At the same time necessary to avoid mixing the two
aspects of the manipulation: the actual threat of psychological invasion and its concealment.
Therefore, comparisons required to check another condition in which the threat of psychological
invasion would be present in an explicit form. Had to choose two of the tactics of influence:
humiliation (denial, condemnation, ridicule, humiliation) and coercion (imposition, pressure,
demand, order, threat). The choice fell on the second, first, as a less painful for the recipient, and
therefore more acceptable from an ethical point of view, and secondly, more suitable for the
gaming simulation. Thus controlled by three conditions: 1) manipulative influence on the part of
one of the participants dyad, 2)open (explicit) psychological pressure of one partner in the
interaction on the and other,3) the interaction that does not contain any threat of psychological
attack. 4. Save context. Communication process takes place within a set of contextual
framework: the physical situation of interaction, social situation [Gahagan 1984; Cody 1985], the
psychological situation. Any element of the interaction can be understood only on the occasion
with the context. Example, movement of the hand at waist level in the direction of the partner
can not be perceived as a move - element of the interaction in the communication process - if
not set meaningful connection with the entire situation with the context. To figure this
movement somehow signified - touch the hand of a partner to pull over a button, a hug around
the waist. But in a system of interaction, while the movement of the hands underdetermined, it
is not yet part of communication. No touch of the hand or hug the waist can not be called
progress, yet we do not know the important details of the context: sex partners, the physical
environment (location, interior and so on. N.),social 234 real situation (in the elevator at work, in
a walk in the park, at a dinner party), the content of the conversation - and many other details.
Change the slightest of them instantly pereoznachivaet produced gesture, giving it a situational
meanings depending on whether a part of a scene he made. On the other hand, to understand
the details, we have to deal with the isolation of the individual elements for nearest their
consideration [Raad 1985; Vocten 1985]. In the first of these works, which is a collective work,
are special funds decryption (fixing on paper) videos. The authors have created a special
language characters that appear in the text, including an audio series. Their goal - to convey
paralinguistic components of speech intonation, tempo, attack of the sound, pause, different
overtones, imposing sentences partners on one another, and so on. N. Thus, researchers seek to
capture the elements of communication in their relationship, keeping the immediate context.
Solving the problem of preserving the context we have chosen to correlate the structural
elements at various levels. Proposed the following elements: a step (move) - the smallest unit of
the communication process and the scene - the period of interaction, during which things are
moving relatively stable and predictable. Released by Dimension - figure-rity features locking
orientation activity, rather than its quality - seems to more adequately reflect the essence of

communication as a process of interaction. In one study, Charles Osgood is shown that the study
of verbs gives results comparable to studies of phenomena of communication, these verbs
described [Osgood 1970]. In another study [Raad 1985] found that personality descriptive
adjectives in the descriptions of others were used less often (only 11 cases out of 113) than their
characteristic behavioral manifestations. Important difference between the course and the stage
is that the course - it unilateral action (impact), while the scene - is a fragment of the interaction,
when the intentions of the partners came to a temporary balance and situational complement
each other. For example, persuades - refuses 235 is joking - supports a joke, is fighting for the
right to decide - is fighting for the right to decide, and so on. N. Offering Expert highlights the
scene, we had hoped, on the one hand, a more rigorous structure their work, the effect of
applying the theoretical construct and, on the other - to get an explication of context, focusing
on who the experts are assessing the steps used by the partners' communication. 5 Description
Language. amount of features that can be described as the process of communication, virtually
immensely, especially if we refer to a fundamental review [Ga- hagan 1984]. Sometimes,
however, the authors of cost and a small set. So, M. Argyle [Argile 1973] discusses only two
variables: the dominance / submission and egoism / altruism. These variables Rudenko IL used in
his empirical study [Rudenko 1988]. M. Metё in the original model of the process of "interaction
face to face" highlights: a) the structure of activity (in fact committed acts), b) climate
interactions, and c) the means of communication, performing tasks: referential, expressive,
regulatory and co-presence (reflecting joint product of interaction: consent, courtesy, and active
participation in dialogue) [Mathiot 1983]. most successful list of variables of communication was
given Charles Osgood [Osgood 1970]. In four series of experiments (theoretical modeling and
three - empirical research) on verbs denoting the process of interpersonal interaction, he
consistently received variables union / separation, ego-orientation / alter-orientation-tion
dynamics (power and activity), an initiative / reactivity finite / infinite (listed in order of
decreasing averaged explanatory power factor), and others. The list of variables used in this
study, part of the criteria directly related to the above variables: the distance, the nature of the
extension, in whose favor the impact, the pace of the initiative. These mainly procedural
measures were complemented by two substantial (actions and intentions of partners), three
criteria reflect the emotional component of communication (see. Annex 236 for 2). Thus, in the
list is absolutely no new variables requiring detailed descriptions. However had to make a
selection of the minimum sufficient quantity. In the first embodiment, the total reflection found
variables of the interaction space (extension, distance, area), dynamics (initiative, tempo,
pauses), emotional tone (character, warmth), the balance of interests and substantive variables.
However, after the first trial the initial set of criteria had to significantly reduce both the
excessively time-consuming (even in a shortened form, it requires experts working for 5-8
hours). In the final version retained the criteria that seem to be more informative. At the same
time were kept basic groups: space, dynamics, emotional tone, the balance of interests and
content.'reExplain for what purpose intended selected criteria. Extension. According to her
character can be judged on the presence or absence of struggle. For example, the dominance of
one partner over the other more often (assuming common sense and practical experience)
provokes resistance in the other - hence the appearance of struggle, possibly reduced. (This is
even more so if there is a change of extensions.) However, where there is a struggle, and there is
protection. Therefore, the presence or absence of psychological defenses can be judged by the
nature of additions and their dynamics. Distance directly corresponds to one of the pairs of basic
security systems - increasing distance (flight or expulsion). Food for thought can give and the
dynamics of its change: a reduction or increase. Temp more semantically close combat and can
also be an indirect sign of her. The escalation of the struggle often correlates with the
acceleration of the process of interaction. Initiative - an important means of process control
communication. Of the eight options proposed by experts for analysis, three points (the struggle
for ..., interception and loss) directly reflect the intensity of the struggle, while the other three
(the taking, use, transfer or abandonment of the initiative) are addressed rather to secure
relationships. However, the failure of the initiative, for example, in combination with signs of
struggle in other transition 237 mennym may indicate a defensive position - or denial of care.
Particular importance take items "ownership" and "disposal" [Ershov 1972] introduced in order
to be able to catch the dual position, often occurring in a manipulative interaction. In general,
the detailed division of types of initiatives taken with a view to consider in detail the dynamic
nuances of interaction. Emotional tone in options relationship to the partner and the interaction
of the atmosphere is a good indicator of the presence of protective processes. Breeding of these
options can provide additional information, based on which it will be easier to judge the
mechanisms of interaction. Benefits harms and directly reflect the properties of manipulation,
and introduced to capture the dynamics of the balance of interests of the partners. Qualitative
information on the content of communication was supposed to get filed intentions, actions and
emotions . Thus, for specific tasks from the general list of funds has been selected to produce
only a part of a specific set of units of observation [Nikiforov, 1985]. 7.1.2.Procedure Test- Parties
training groups consisted of school teachers, few people - students training courses for school
psychologists. Age of the participants ranged between 25-40 years. Most - female. In movies that
made up a number of Stimulus for peer review, featured four men and twelve women. Tackling
empirical material produced by the method of peer review.

Was first prepared a set of 17 short movies or fragments thereof, which contained the signs of
the required conditions. They were mounted on a film with illuminations, the number before.
Then the subjects were assigned to the conditions. It made four experts (one - Ph.D., and the
rest - graduate psychologists). Experts are selected not only forFor 238 Liciatheir psychological
skills, but also competence in everyday communication. First expert evaluation was carried out
according to the scheme of the iterative procedure with a full-time group interaction experts
[Shoshin 1987, 28-30]. This was done in order to improve the consistency of expert judgments.
Such a concern - not an excess, because, as has already been shown in the second chapter, the
concept of manipulation very differently interpreted by researchers involved in it. The more
natural range of opinions from those who are not involved in this issue. The experts were the
following objectives: a) to determine what kind of interaction situations are recorded in the
video: a manipulation, overt pressure or communication that does not contain the threat of
psychological attack; b) For each situation indicate a person, who directed the impact (the target
exposure). criteria by which must be diluted with the situation: 1. Manipulation: a) the impact of
a secret (the recipient is unaware of the intentions of the manipulator), b)reliance on the "Keys",
"weakness", the desire to "get hooked", "hook for a living" and so on. N. (Impact on
automatisms); c) the desire to create the illusion of self-sufficiency at the destination decision - it
is as if he wanted to do something that achieves the manipulator (see. definition of manipulation
in Chapter 2). 2. Open psychological pressure: a) the actor says about your goals, and b)the
presence of coercive actions, such as intrusive persuasion, threats, orders. Such representation
within the meaning is different from the author's arguments made in the context of comparison
with other kinds of manipulation of the psychological impact [Rudinow 1978 ; Winn 1983; Godin
1980; Schiller 1980]. Difficulties in cultivation of these concepts from the experts did not arise.
239 3. Lack of psychological threat: a relationship that can be assessed as a partnership and
friendship. The failure of the actor's attempts to use the partner as a means of achieving their
goals. Estimation procedure in more detail and the results of videos on the conditions given in
Appendix 1 second (main) series of expert evaluations was to analyze the behavior of the
recipient's exposure to each of the movies. Composed of experts has been completely updated.
They were selected by the presence of, first, psychological skills, and secondly, the experience of
working with groups of communication training or research on problems of communication.
Experts working individually and independently from each other. No additional (beyond the
written instructions) comments on the objectives of the study was given. Instructions for
experts: "Dear Colleague You have to: 1. Sequentially in each of the 14 movies to share the event
on the stage, giving them any name (for example, * A asks B "," seeking "approaches, and so on.
N.). 2. Within each scene dissect the behavior of participants in the events, which will be
specified as the object of observation, into individual steps and give a qualification assessment
for each step of the proposed scheme (see. Code table in Annex 4). Clarification on the partition
of events into fragments and meaning of the applicable evaluation criteria you will find in the
relevant sections. In order to ensure the possibility of combining the production of various
experts, try to stick to the suggested evaluation criteria, even if you yourself have different
opinions about them. Thank you for participating! "Expertswere given additional explanations
(Appendix 3) of the code table (Appendix 4) and answer sheet. Worked simultaneously to two
experts, protocols they completed independently. 7.1.3.the results of A detailed description
ofthe collection protocol processing and statistical calculations is given in Appendix Table 5. 5
contains the median, characterizing the distribution of ratings within 240-level each interactions
(respectively, manipulation, coercion, and a safe environment). The last two columns indicate
the presence or absence of factor (attribute) the nature of the response: "O" corresponds to the
null hypothesis (no difference between the levels), "1" indicates a rejection of the null
hypothesis (respectively, Kruskal-Wallis test criteria and Dzhonkhiera). Since the criterion
Dzhonkhiera establishes the existence of an orderly dependence, the largest median we can
determine the direction of the laws. TABLE 5 degree of manifestation of signs of interaction in
different experimental conditions (as explained in the text) 1 - "above" 0.38 0.25 0.130 0 1 2 -
"from below" 0.26 0.365 0.875 11 1 1 1 3 - "on equal terms" 0.405 0.265 0.1 1 4 - the number of
shifts 0.32 0.415

5 -points sum 6- reduction 7 - Increase 8 - the amount of points 9 - 10 deceleration acceleration

11 - the fight 12 - Possession 13 - Instruction 14 - the partner 15 - "chill" 16 - "warming" 17
-atmosphere 18- "chill" 19 - "warming" 20 - "Me" 21 - "partner" 22 - "Me" 23 - "partner"
4.04 0.165 0.275 4.46 0.19 0.3 0.325 0.21 0.26 0 0.245 0.13 0,295 0,135 -0,925 0.41 0.28 0.185
0.105

4.490.1 6 0.185 3.8 0.315 0.2 0.33 0.11 0.165 0.315 0.165 -0.605 0,2350. 33 0.19 0.275 0.375
0.41 0.255

3.16 0.225 0.07 3.480.11 0.095

11 00 11 11111 1

0.065 0.38 0.17 0.805 0.15 0.105 1.05 0.105 0.09 0.495 0.72 00

11110 0 11010 0 11110 1 0001 1111

241 7.1 .4. Discussion Analysis Table. 5 shows that the manipulative condition generally occupies
an intermediate position between the other conditions of the interaction. Conditions for open
pressure is characterized by: the greatest distance (p. 5), the least number of additions to the
equal (p. 3) and the maximum - extensions below (p. 2), the greatest manifestation of signs of a
struggle (p. 11), the coolest emotional characteristics ( Nos. 14, 17). For a safe environment
values directly opposite. Manipulation in this case is closer to the pole of "hostilities." For
example, an addition often changes the person who is open pressure (p. 4). This probably
reflects the desire to avoid the influence of the recipient by a partner, find them beneficial for
this position. In manipulative conditions the number of shifts additions were somewhat lower,
but more than three times higher than the safe working conditions. Same is also found in
respect of the distance which, in a manipulation almost as large (n. 5) that in open coercion .
direct reflection of interpersonal struggle - the struggle for the initiative - to manipulate (to
combat hidden) is practically on the same level as the struggle for explicit (p. 11). Confirmation
of this is found in the fact that under pressure, the initiative seems to be unable to hold (p. 12) -
permanently withdrawn. Several excellent results look on grounds related to the tempo. The
maximum rate (p. 8) appeared typical for manipulation and coercion to situations it is close to
the level of secure communication. Apparently, this can be explained by the different dynamics
of the flow of interpersonal struggle. When handling the tempo increases strongly (p. 10),
perhaps because the outcome of the struggle is not yet clear. (Confirmation of the fact that this
is a fight we get in paragraphs 11, 22, 23 - manipulative conditions gave rise to a significant
number of signs of a struggle for the initiative, and the presence of damage to both themselves
and the partner - a direct result of "combat" operations.) In situations enforcement activity of
the victim is often slowed down (n. 9), which may indicate an attempt to defeat or delay the
already predictable ending. 242 With regard to non-specific protective effects, it is possible to
point to a greater increase in the distance (p. 7) in terms of manipulation than in the face of
pressure. This occurs presumably because of the desire to remove a partner, what may indicate
the corresponding maximum extensions above (p. 1). The success of anti-manipulation indicates
p. 22, which shows that the manipulation for incurred "loss" is even slightly closer to safe
conditions. Perhaps this is why the overall emotional tone of the atmosphere (p. 17), even when
the negative sign, is more close to the safe conditions than to pressure. Can not be said about
the attitude of the partner (p. 14). Recent results show that the emotional tone (like atmosphere
interaction and relationship to the partner) can really serve identifier possibility of manipulative
attacks. This is evident from how the tone in terms of manipulative noticeably "cooler" than in a
safe. Testifies to the same progressive and "cooling" (pi. 15, 18). Summarize. 1. Repertoire of
responses recipient manipulative attacks on the content and characteristics mainly occupies an
intermediate position between the open struggle and safe relationship, but closer to the fight. It
is necessary, apparently understood that manipulative influence relates to interpersonal struggle
that few relaxed, on the one hand, caution manipulator, and with another - the lack of insight of
the victim, in some cases, unable to recognize manipulative intrusion. 2. Showed signs of non-
specific protective actions arising in the state of interpersonal struggle: a marked increase in
distance for even a brief period of interaction that is inherent in all analyzed the situation, a
certain tendency to managing partner. 3. Obvious signs of specific protective action is not
revealed. True, one could point to the fact that the manipulative influence did not go unnoticed
by the addressee, but it is difficult to say how it The results of the 243 nitsatelnosti destination,
and how - rough action of the manipulator. Regarding the proposed instruments should be noted
isbytochnost use signs "ownership" and " disposal "initiative (paragraphs. 12, 13). They cause
trouble with experts while working, and the results were maloznachaschimymi. Brought

no significant results and breeding emotional tone relationship to the partner and the
atmosphere - results under almost overlap. However, it seems that indefinite "atmosphere" is
more sensitive to the state of relations than do the individual relationships between partners.
7.1.5. Free interpretation of the movie will try to use the Legacy in chapters 4-6 concepts for
direct analysis of the video. Below is a complete presentation of a peer-assessment Movies (№
11), with commentaries thereto. This is the shortest story of those who came into the category
of manipulative. In contrast to the previous procedure, expert assessment will analyze the
behavior of both sides of the interaction. (1) - I know that at school we have a travel voucher to
Alma-Ata. I would also very much like to go. (2) - And how did you know that in the Alma-Ata
vouchers? First danger signal - the substitution of vector activity: instead of discussing the
essence of the request raises the question of the source of information. Many of us remember
the childhood times when we naively reported parents everything they were not asked, and
then heard from the older guys, "six". Since then, we have worked Controller: and not hurt my
information to anyone? (Automatism). We therefore alarming when we ask: Who said that? In
this case, this question is contained in the word "from." All manipulative attempt lies in it.
Earnings: a) to know the source, b) to withdraw from the discussion of the subject matter. (3) -
Well, they say that the trade union committee already has approved lists ... 244 Protection:
avoiding a direct answer. Double attack: a) an allusion to the impossibility of further
concealment, since it moved to the compilation of lists, b) demonstration of his knowledge (the
kind of strength - a business advantage). The initiative captured the attack itself - promoting his
"figures" forward. (4) - You know ... I do not know the first time I hear it. Simply false, as
indicated by the conflict with the first sentence: "How did you know ...", which implies the
existence of what could be learned. (5) - Well, there are already eight people just go, but the two
places - so questionable. Protection: Ignore statement, which is equivalent to its negation.
Development of an attack on the same vectors. Adding a third vector, saying that "there is a
place for me." (6) - It was in Alma-Ata? Question to the very first statement petitioner. Since it
could begin. And now, after a 4 stroke, it means a retreat: the attempt of deception has failed.
The purpose of the question - to gain time. (7) - Yes. Skipping stroke. The attacks stopped due to
the retreat of the enemy. (8) - Who should go there? Seize the initiative. Lines of attack: 1)
Intelligence - search strings, for which it will be possible to grasp, 2) the "who" in question is able
to transform into a "with whom" in the perception of (possible automatism), 3) attempts to
manipulate, "Security Considerations" (legend) takes recognition of the fact of their lies (win).
Motivational introduction - the recipient must want to answer questions. (9) - Some of it is
confined ... so ... for the tenth anniversary of the school. A two trips while free, is there refused
to people who have been allocated ... 245 Eagle Eye: fluttering helplessly repeating the pro tour.
Attempting to charge the spent case. A great example of how the same content argument
becomes different course depending on the context. (10) - Well, the 10th anniversary, huh?
Tightens to the trap, and maybe stalling. (11) - Yes. Goes on about. And it was a great
opportunity to go on the attack: 1) return the conversation to the point of its request, for
example, like this: "Well, of course, and I can make them a great company" - an invitation to a
joke and at the same time a hint of your work experience, 2) put cast doubt on the question: "Is
it so important?" (12) - Well ... How old you are working in our school? clearer idea: hope that
the experience of work in the school significantly less than ten years of its existence. (13) - Eight.
Goes with the flow. (14) - Eight, eh? And you can not call who is going? Failure. To fill something
gaping hole, again uses the same question, but in the strong form: "Who is?" (15) - You know,
the rumors that go around the school, Love B. rides, Galina ... perceptible weakening of the
position of a) corresponds to an insignificant question, b) a reference to the rumors, and c) the
beginning of the bows, "You know," - all extension below. (16) - Well, they are not so often
traveled on vacation. Comparison of "not so common" - operation of automatism, which is
deeply ingrained throughout the evaluation system of education built on a comparison. This
Zaden - anything forgotten. Initial manipulative task is successfully solved: under the guise of a
legend "talk about 246 the allocation ofvouchers" or "I figure," the petitioner led by the nose,
making the deal with irrelevant questions. (17) - You know, I'm for it all the time never went.
Teacher groups went repeatedly, and I never. I've got little kids were, was not possible. But now I
have exactly the case when I could go. Automatism (compared to others) load. Even the
comparison criterion is preserved: they drove a little, and I - even less. (18) - Well, you've
certainly excuse you because we have a leading historian. His replacement Grade 11 - how can
you leave? 11th grade, release them, do not forget, time is.

Throws previous argument as not to justify himself, and introduces a new, more powerful: the
interests of production. However, continuity is obvious - both arguments are searching in the
inner world of the petitioner his agent - a subject which should enter into polemics with the
desire to get a ticket. This is the case when interpersonal confrontation translates into
confrontation intrapersonal. As a rule, it does not need to transplant into the new figures - they
are already there. Imagine for a moment if the recipient was missing something called a sense of
responsibility. Then welcome, which has just adopted the trade union leader, would have no
chance of success. But manipulator assumes knows or expects that such internal entity has
previously been grown there as early as childhood. Note how to change the tone: "You have, of
course, I'm sorry." For what? And here is why: "Do not forget ..." That is, an apology - an advance
before proceeding to forced humbled. (19) - You know, I talked to Vladimir, and he agrees to
replace, directly at all hours. Continue bows, the desire to propitiate (hope to gain position)
Arbiter. But at the same time is done and remarkable constructive work: Demonstrates a ready
solution to the problem. Positive decision in this context, an additionalperformed 247 tasknyaet
reflection opponent's attack and go on the offensive. (20) - but he can not replace you!
Protection: denial without verification. (21) - He has the load for a few hours, and now my
schedule just fits. Drive in nails for most hat, and as a result ... (22) - Well, it's not an argument, it
does not apply to what we really have to give a ticket. Finally, we are talking about the content of
the requests! Typical substitution argument: instead of discussing the possibility of absence from
work introduces the problem of motivation, on which can be given a voucher. (23) - And do you
have any other arguments? Seize the initiative: after such matters partner has to offer
something. Good move by the fact that allows us to determine the position of the trade union
leader. (24) - Of course, of course. Firstly, the fact that you just can not go, because really,
release, and it is very difficult for you to have gone for the moment. And not so long ago did you
go have a package tour, Lyubov, namely the class. And in general, you are not the first one to
come and ask for this holiday. And if you just look in relation to you, it's hard to take all the
arguments that have led you to me. It is necessary to take into consideration the team. Massive
Attack - just four arguments in a row. The latter - the use of borrowing power of the collective.
(25) - Love Pavlovna, but you go with the same teacher and 11th grade. And they, too, release,
and also exams. And why's it I? Answer only to the first argument. The first signs of emotional
destabilization - resentment: "A why me? "(26)- But not only great in the first place. (27) - Well,
you know, for a few days, then, just five days, you can certainly leave. 248 Run-exchange kicks
like" you're wrong . "(28)- What else you tempted by this trip, only that you have never been, it's
somewhere you hurt? Or you have some kind of goal pursuing? Starting a new round of
manipulative influence. Problem: to destabilize the mental state of the recipient, to stop the
conversation. (Perhaps the idea of manipulation was induced unexpectedly tucked reaction
resentment supplicant.) After the failure of the "external" motivations preparing to attack
directly on the personality structure. The word "hurt" is perfectly suited for the task.} (29) - No,
no. That you know, for me it was the most difficult year of my life. Morally. I so wanted a little
rest, to move away from everything. Protection: denial of the threat of invasion, "Oh no." But
immediately revealed ... Even we, quite outside observers, we can feel already in the soul of the
teacher - which is still on? (30) - Moral what? Here it is - the most devastating blow. The
manipulator is close to victory. (31) - Well, it's you know, so ... family. Seriously ... I do know a few
months ago my father's funeral. It's such a tough year. (Pause. Crying. Addressing the
participants of the training group, "This is indeed so it was.") Stop can not, every next word is
increasingly being pulled into the vortex of feelings. Manipulation, carried to its logical
conclusion, now put itself manipulator morally unattractive position than weakened his position.
Probably now the trade union leaders will have to give. Now discuss the relationship between
the steps of the replica. The most senior (in one scene) the level at which they are combined, are
scenes: 249 1. The fight over the issue of availability of permits (replicas 2-6). The petitioner has
the initiative, attacks, trade union functionary is forced to retreat. 2. Uncertainty, swinging
weights. Union leaders seized the initiative (replica 7-14), is carrying out exploration. The
petitioner has lost momentum, remains pending. 3. Declination cup fracture (15-17). Petitioner
followed the initiative changed and an extension, standing on the step below. 4. Terror
bureaucrat (18-24). Feeling the slack, the trade union leader rushes to the attack. The
culmination of the attack was already under the sign of humiliation, not manipulation. 5. Mental
destabilization petitioner (25-31). In some scenes could be set aside even more fractional
structural elements. As regards manipulation, there are two separated short period of
humiliation and protection from it. The purpose of the first manipulative effort was to withdraw
from the main problems to solve that trade union leaders did not want to. When the
conversation came to its discussion, it is no longer necessary in the manipulation and has been
applied tactics of

open repression. But since the petitioner still did not give up, and aggravate relations union
leaders did not, then she moved to the manipulation with a new purpose: to make the petitioner
unable to continue the conversation. However, not calculating the force, brought to tears, thus
putting himself in the position explicit aggressor. Protection see: care (p. 3), ignoring, more like
an attack (p. 5), fading (pp. 7-14), control aggressor as its calming (pp. 1418) and complaints -
converted crying (24-29). Of specific protection against manipulation: a) the question in Sec. 23
can be regarded as an attempt (likely unreflected) reveal manipulative intent (to divert from the
topic of conversation, destabilize), b)there is a power struggle, very bright - in paragraphs. 3, 17,
and 32,c)the blocking of automatism is not observed, d) protection of himself as the subject has
resulted in persistence. Weaknesses, where the defense did not work: a) yielding to provocations
(start automatisms): ♦ enemy retreated, I'm waiting for the triumph "- in Sec. 7," the question
requires an answer "- in several places had corre250 chat on the blank questions in n. 16 fallen
for the bait comparison, under pressure humiliated, offended by applying resentment
b)Substituting the sore spot of the soul on the line. We have analyzed a number of verbal only.
But even so, in terms of comments are significantly higher than the text itself. But out of the left
a lot of material paralinguistic and nonverbal, which can greatly affect the interpretation of the
verbal text. For example, if we consider that the teacher all the time stood as the hostess's office
has not invited her to sit down. Or this episode: "Well, it's not an argument" - and turned away
from the companion, his eyes downcast, shadow flashed a grin on his lips. * In empirical studies
it was demonstrated that the selection as a manipulation, and protection against it using
analytically criteria. Also been opened JavaScript phenomena protection psychological impact -
mostly non-specific reactions. Specific psychological defenses are allocated only to the
evaluation of available formalized concepts. As part of the nonspecific protective actions
primarily includes such primary security installations as flight, expulsion and management, while
fading, block and ignore - often. In the analyzed plot revealed only part of the discussion of
specific defenses. As for the signs used in the expert series of evaluations, it has been found out
their lack of specialization of for the task. Qualitative analysis of the sample plot was built largely
in the language of the proposed concepts. Sometimes used figurative and metaphorical way of
describing. This means that the proposed concepts have a high explanatory power and good
discriminatory capacity. More detailed methodological issues will be discussed at the end of the
chapter. In the meantime, the reader is an example of the hermeneutical reception to the
stimulus material, which combines the features and written text, and behavior as a "living text."
251 7.2. The scammer and victim: anyone got more? This section provides the experience of
interpretive research carried out within the stated hermeneutical methodology both used tools
and language analysis. This research method has been used in literary materials for the 3rd, 5th
and 6th chapters. There, these sketches served as illustrations to discuss the contents. The
peculiarity of this sketch is that the analysis is not exposed to anything one (manipulation or
protection from it), and the interaction itself, which included a variety of methods of
psychological influence, including manipulation and protection against it, that is, the description
of the experience offered interaction (in the sense as it was explained at the end of the second
chapter). 7.2.1. Story of howthe great schemer hogging the former leader of the nobility reader
can easily find the story in its original form in the novel I. Ilf and Petrov "The Twelve Chairs" (end
of Chapter 5 and Chapter 6). I do not think that the psychological analysis could become an
ornament to the original text, but our task - just take a closer look into it. I hope we can find the
author's text (fragments of which are highlighted) image identified in the theoretical analysis of
the characteristics of the interaction, bearing the stamp of manipulation. (All emphases in the
original text made by me - ED) Vorobyaninov, embarrassed by the presence of an outsider in the
lodge, ... wanted to run, but Ostap Bender briskly jumped up and bowed low before Ippolit
Matveyevich. - We though not Paris, but you are welcome to our hut. 1st step - connection.
Objective: not to frighten lucrative client. Means (methods) support the chain of command,
agrees with the objection: 252 - I'm not from Paris. - Well, you are not from Paris. Of course, you
come from the Coloniesmane visit his deceased grandmother. At the last sentence has been laid
irony - the basis for a future attack. 2nd step - insulation destination. Objective: To give yourself
the opportunity to influence without interference Vorobyaninov. Means "not given the janitor
and squeak" - put it out of the lodge, putting his hands in the ruble. The context of events of the
day it is clear that for a drink - it ensured sufficient reserves. 3rd step - the weakening of the
addressee. Objective: To make Vorobyaninov helpless, and themselves - fit him (the main
technological problem of manipulation). Means: 1) labeling the emigrant who is in trouble with
the authorities and the law: - The heat is now in Paris? ...- You through any border? Polish?
Finnish? Romanian? 2) injecting Dixit: - the modern development of printing in the West to print
a Soviet passport - is a trifle that is ridiculous to talk about it ...

3) suppression of objections opponent useless information flow, an abrupt change of subject.

4th step - psychological pressure. Purpose: to break the resistance. Equity: insistent repetition
and combination of the same techniques. Direct suppression: Vorobyaninov have never dealt
with such a temperamental young man, Bender, and felt bad. - Well, you know, I'll go, - he said. -
Where you go? You have to hurry. GPU itself will come to you. Again joining: - I did not come
from Paris, and of ... - Weird, wonderful! From Morshansk. 253 Andso as long as the main goal
was achieved. Psychologically (machine-level) it worked well. Main impact (relevant purpose)
was directed to the most vulnerable spot destination - "former" under the new government
were trodden down, powerless, and therefore powerless: Vorobyaninov ... could not bring
himself to leave. He felt a strong shyness at the thought that an unknown young man blabbed all
over the city that came former leader. Then - the end of everything, and maybe even go to jail. -
You still do not tell anyone that I have seen - said pleadingly Vorobyaninov - can and really think
I'm an expat. Gorgeous feedback for Bender, testifies to the success of his efforts! Arrogant
aggressor from that moment no longer uses the device of joining - it is driven by absolute
certainty that Vorobyaninov already fluttering on the hook: - Here it is! That's it! This congenial!
First of all asset: there is an emigrant who returned to his hometown. Versatile: he fears that his
being taken to the GPU. Draw attention to the obvious substitution: first, Bender himself threw
this idea, and now assigns it to his opponent. - Why, I told you a thousand times that I am not an
expat. - Who are you this? Why did you come here? (Substitution of subject) - Well, came from
the town of N in the case. - For what cause? - Well, on a personal matter. - And then you say that
you are not an expat? .. Funny? But exactly the same method was used by "experts" of the GPU
in the period of mass repressions. After just a few years after the writing of this satirical
masterpiece similar scenes played out already as a tragedy. Vorobyaninov, driven to despair ...
resigned. - Well, - he said - I'll explain everything. Amazing! What is he submitted, if Bender
never (!) Vorobyaninov asked about why he came? 254 Conquering force: just recognized the
power of the aggressor - and powerless. "In the end, without an assistant hard - thought
Vorobyaninov - a crook he seems great. This can be useful. "Manipulationof success: Dough
pleaded demon-powerful and he (it did not ask about it) decided to take Bender's assistant.
Ensuring impact (support vectors) based on the use of surprise (destination unprepared for the
attack - weakened protection) and pressure from two directions: the tempo and dynamic
(overload and suppression) and information (overload and mnogotemnost not allow focus).
Victim's ability to comprehend the problem situation and its differentiated assessment is
gradually reduced - increased suggestibility, uncritical, disorganization. Natural consequence -
the need for organizing principle. Henceforth, it will be concentrated in the hands of the
manipulator. Matveye As for Hippolyte, his protective fluttering over this time have undergone a
certain dynamics, "embarrassed and wanted to run" - "felt bad" - "do not know what to say" -
"unfriendly looking at Bender "-" feeling an unexpected dependence on the talkative young man,
became on his way to the diamonds "-" angry ... could not bring himself to leave "-" felt a strong
timidity "-" imploringly said "-" driven to despair ... resigned . " Its main weakness: the lack of
experience "never had anything to do with such a temperamental young man" and fear - "at the
thought that an unknown young man blabbed all over the city that came to the former leader.
Then - the end of everything, and perhaps even sent to prison. "LossVorobyaninov as victims of
manipulation is that in order to restore the disturbed emotional about it sacrifices control over
his actions. But to admit the loss of control is not desirable, so triggered a defense mechanism to
ignore the fact of enslavement. This protection, in turn, once again masked 255 is a rational
explanation as necessary assistant (only in this form carries a confession of weakness) and use a
rogue. Negative assessment of the aggressor ("rogue") is fused with the positive ("assistant").
New alloy gives different characteristics: as rogue became an assistant, there is a regular shift of
personal values in the criminal side. As you know, it ended up that Kish killed his "assistant",
familiarity with which began for him with the experience of victims of psychological rape.
However, all of this in the future. In the meantime, being in a state of recovery time (artificial
harmony, as told to Karen Horney) Vorobyaninov ♦ ... decisively cleared his throat and said
Ostap Bender, first met them rogue, all that he knew about the diamonds. "Andbefore tipster,
winged opened perspective ("Things are moving, gentlemen of the jury! Things are moving"),
had a new goal: to secure a larger share of receiving is possible treasure Madame Petukhov. To
do this, he needed to first prepare a partner for the upcoming "negotiations."

12 - 848 313 manipulation is based on the ability to pay the minimum necessary complement to
the already existing desires destination. The paradox is that the more subtle manipulation, the
less it is different from partnerships, in which many of the results achieved through compromise.
As for the ability to manipulate, it is tightly associated with the ability to not be manipulated.
Only then manipulation - a means, not obsession (an end in itself) or a trap for the manipulator.
This does not mean to abandon manipulation, and limit it within the adequate application.
Manipulation is relevant and admissible only where used as appropriate to the situation and
tasks aid. It is used, first, to create all kinds of myths in school ("You yourself can do") and
corrective processes (psychotherapeutic myth), in the management of organizations; secondly,
to create a halo leader, teacher, educator, or consultant. Third, in many cases, enables
manipulation rather economically achieve their goals through mitigation of psychological
pressure or coercion, masking psychological impact, and so on. N. We discussed criteria, tracking
which can impose restrictions on the use of manipulators-tion measures: • breach of contract: of
employment (the principal has the right to manage the subordinate only to post, and not as a
person), as well as between the counselor and client; • substitution of the purpose of exposure
(interaction), caused by the introduction of additional intentions: solutions leader, educator or
counselor of their own problems or exaggerated use of technological tools; • ethical restrictions:
infringement of the personality, shifting responsibility, maintenance of integrity and value
preferences of man, a violation of universal norms; • destructive or costly nature of the impact.
Hopefully, manipulators and with the advice pritsiMemo, make manipulation more
"environmentally чистой». 314 !ШтодШ!тОДДООД«№ШЭД|ОДДООДШКШОДШтэдт«^^
ЗАКЛЮЧЕНИЕ Думаю, in the book, each found a something useful. Manipulators got a rare
opportunity to improve their "theoretical knowledge", and can be also expanded their craft
skills. Perhaps part of the handles become stronger in their aggressor intent, "increasing"
qualification to the cynics, manipulators; I hope by them was information about how such a
position is not profitable and self-destructive, and that in a few weeks the new rapture Handling
capabilities and notice that fees paid for their "successes." Perhaps then they will turn their
attention to himself and finally see what they do with their microcosm. And if these
manipulators will find in themselves enough inner strength to just be a human being weak, and
sufficient external weakness to be spiritually strong, a society in their face got great managers
and leaders, and humanity - the power support to progress. Victims manipulation hopefully got
a few tips on where to look and how to invent ways to protect against manipulation; learned
how to organize such protection. Perhaps someone proved to be important to understand the
structure already existing in his defense. I would be glad if the victims manipulators realized that
they sacrifice themselves, giving the reins of our own inner world in untested hands. Therefore,
no matter how cunning manipulators were not, for the most part they are powerless against
those people who know exactly what they want, whose interests are well aligned with each
other, just "fit" between themselves and under the leading personal values. * 12 315
philosophical moralist, I think, drew attention to the discussion of the problem of distribution or
moving responsibility for the presence of powerful manipulative tendencies in society, the
relationship of psychological and ethical practices in the discussed, and so on. n. psychologist
practices, it seems to me, has collected the most bountiful harvest. Firstly, because their
theoretical constructs, I tried to do so, in order to facilitate their use in practice, and secondly,
much of the material was directly addressed almost works as a psychologist. Dual - theoretical
and practical at the same time - focus of the work is not surprising, as there is currently almost
every psychologist seeks to (or forced) to dive into the practical work. I myself am no exception
gladly surrendering to the solution of practical problems, changing orders, gladly return to the
position of several detached observer to make sense of their new experience. Psychologist and
researcher, I think, also received a lot of food for thought about the role of personality structures
as mechanisms manipulative influence about the processes of inter-personal interaction and
their similarity to interpersonal communication, the nature of the manipulation of the laws of
the psychological impact of the psychological defenses, and so on. p. I would like to read a
monograph could not only psychologists, but also representatives of related disciplines:
managers, educators, political scientists, sociologists and others. desire to take into account the
interests of different categories of readers led to the mixing of styles. But how was it to avoid, if
all of life - a solid eclectic. As you advance in their study I increasingly had to turn to the
metaphor. This is explained, on the one hand, the fact that the lack of adequate terminology
forces resort to allegory - use old words in a new sense. On the other, promoting deeper into the
psychic world as an adequate means of describing involves the use of more and more blurred,
while more inclusive concepts. For the sake of gaining self-confidence so I had to deal with the
comprehension of its 316 methodological position. As part of the claimed hermeneutical
approach I was surprisingly easy to work, so I'm looking forward to learning and curiosity the
reaction of my colleagues. I am far from thinking that the ideas advocated in the book, I have to
stand up and will continue to. It may well be that in a month, a year or three new information
will require a revision of some provisions. Therefore, it would be unreasonable to expect the
reader to agree with the author persistent about the key ideas of the monograph. But in any
case, the work done is not in vain - someone can certainly be interesting or helpful my thoughts.

APPENDICES APPENDIX 1 Distribution of video clips on the experimental conditions: the

procedure and the results of peer review. Experts first briefly viewed fragments suggested videos
to get acquainted with their character and quality. After viewing kazhdygo plot (no comment)
followed by a discussion in which experts exchanged experiences and offered his own response
this result. If required, the plot could not be shown again. The moment of reaching consensus by
experts or lack of convergence of their positions served as the master (non-experts) to signal an
end to the discussion. Experts in turn handed down their judgments, which were recorded in the
minutes. Selected to work the story lines that the results of expert evaluation received at least
three (of four) of identical ratings. That is, for example, money-pulyativnoy considered the
situation, which is not less than three experts was identified as manipulative. Ambiguity in the
definition of player - the impact was not the recipient. Total 14 movies were selected. 1. A
conversation between two friends. Analyze the behavior of thatright - Volodya. (To the right of
the observer.) 2. Left - the director of the school, right - the teacher. Director has caused to his
teacher to report that a positive feedback on the program made the teacher. Analysis: the
behavior of the school principal (left). 4. Two friend's who rarely meet, talk, while their girlfriend
is busy in the kitchen. Analysis: Lena (right). 318 6. Head teacher parse open lesson, which
transits led a young teacher. In conversation there is a teacher with experience (the man on the
left). Analysis: a) young teacher (right) b) the head teacher (center) - a separate protocol. 7.
Checking assistant principal design magazines. Teacher, ♦ pass the test "- Marina G.. Analysis: a)
the head teacher (left), b) teacher (right) - a separate protocol. 8. Two friends talking about
earrings, which gave one of them her husband. Analysis: the one in the white jacket (initially
seated on the left). 11 Speaking of the tourist permit between the trade union chairman (left,
sitting) and a teacher (right, standing). Analysis: teacher. 13. The meeting between the director
of public schools (with all sorts of innovations) with his mother one of the students on the treaty
of tuition fees for the next academic year. Analysis: female (right). 14. The guy is being advised
by an astrologer. Analysis: man. 15. Talk about where are going to do to learn. Analysis: man. 16.
Talking about the features of the profession policeman. Analysis: Vick (right). 17. Gossip
girlfriends. Analysis: Lena (right). These situations were as follows from the experimental
conditions: Condition Situations number manipulation open pressure 3, 4, 66, 7a, 8, January 11,
6a, safety (partnership) 76, 13, 14, 15 , 16, 17 ANNEX 2 Criteria for expert evaluation movies
Annex - term for the vertical component of the psychological interaction space. • top - the desire
to dominate; outwardly may seem like teaching, conviction, advice, reprimand, notes, addresses
"you", "son", arrogant or patronizing tone, pat on the back, the desire to occupy a higher place,
shaking hands, palm down, the views from the top down, and more; • bottom - looks like a
request, apology, excuse, guilty or ingratiating tone, bending the body, lowering the head and so
on. n. • on equal terms - no extensions above or below, desire for cooperation, information
exchange, competition; characterized narrative tone, questions and so on. n. Distance -
interpersonal distance, which is determined by the number of obstacles standing in the way of
making people. It can be external physical barriers, if they play a role equivalent psychological
barriers: a table, a chair, crossed his arms, his legs crossed, and so on. G., Pause, stop, transfer to
other topics of conversation; but it is often an obstacle or spiritual sense. temp - speed
development events, the rate at which an action is performed. Initiative - the initial time in the
implementation of process control by the interaction of one of the partners (rivals), marking its
leading or guiding role. • Possession -open to take control of the process of communication; own
- then use; • disposal - control those who will own initiative; dispose - then allow or prohibit the
possession; • Take - without resistance on the part of the partner; • fighting for - the desire to
seize the initiative, the presence of resistance on the part of the partner; 320 • interception -
taking with overcoming resistance; • use - retention in the hands, possession; • transmission -
voluntary action, the rejection of the initiative; • loss - forced, as a loss. Emotions, feelings - you
must pick up 1-2 words to describe what is going through observed. For example, angry, worried,
confused, secretly triumphant, sympathetic, and so glad. D. Important not to get off on the
description of the action: laughing, fooling around, dodging. Benefits harms and divorced in
order to be able to capture the dual nature of the relationship of interest.

Actions - anything you want, for example, is indignant than ever asks asks anything dodges
prohibits presses, presses pretends to support ... cheating does the work remained silent insists
finds intentions partner agrees Intentions - expected results, for the sake of which the observed
player performs his actions. ANNEX 8 Additional explanations given by experts in the main series
of evaluations. PARTITION Videos on FRAGMENTS Chess game as a whole is made up of smaller
parts - combinations of rearrangements, waiting, and so on. n. most smallest unit is a separate
entrance. A similar structural relationship is found and in communication. Each event can be
identified periods, during which the action takes place is relatively stable and predictable. We
call them scenes. Inside scenes sequence moves as if in one direction, along the same lines, it is
possible to identify, for example, as "seeking agreement", "trying to convince", "arguing about
something," "A quiet B", "fooled" and m. g. moment when changing the direction of motion
events, is the boundary that separates one scene from another. Each scene in turn, consists of
individual steps or moves that produce participants of the event, based on their intentions and
their terms of engagement. It can be a replica (a phrase, a word, a gesture), the views, the
silence - all that could be interpreted as a separate course. Stroke - the elementary unit of the
interaction process, the expansion of which is impossible due to the fact that lost its connection
with the situation of communication. The presence or absence of such a relationship - it's a
problem of interpretation. For example, the cast from the side view may not apply to the process
of communication, if there is reason to believe that it was caused by an external stimulus, but it
can be regarded as an element of interaction and give it a certain value (a sign of insincerity, the
desire to discontinue communication, thinking any thought , doubt, and so on. n.). Your main
task is the selection and analysis (interpretation) of the individual moves. Qualified expert is
nothing to replace. ANNEX 4 main series of expert judgment: a coding table. Criteria Possible
answers Key 1. The nature - top 4. t of the - bottom extension - on equal 2. Distance of 12 3 4 5 6
7 trust complete score at strangers 3. Temp

12 3 4 5 6 7 ductile slow rapid

score at

4. Initiative

Possession -order - taking - the struggle for - interception - use - transmission, failure of -3 -2 -1 0
+ 1 +2 +3 -3 -2 -10 +1 +2 +3

lossR of1 X + 1

Emotional tone: 5.relationship to the partner 6.atmosphere interaction 7. Emotions or feelings

experienced by the observed 8. Mainly in favor of whom turned

rating scale score at

Optionally

- your - partner - mutually -draw

January 1011 00

- Yourself - partner - both - anyone

January 10 11 00

moose action? 9. To harm?

10 What action commits? 11. For what? (Possible intentions) 323 APPENDIX 5

Arbitrarily arbitrarily

processing protocols. For eight criteria by which expert judgment is made in a formalized way,
was introduced a list of symptoms to be quantification: Annexe

1 2 34

- the number of responses "from above" - the number of responses "from below" - the number
of responses "on equal terms" - the number of shifts of the form of an extension distance of -
the sum of scores for all steps 5 - the number of cases, reducing to the distance 7 the number of
cases increasing distance Temp 8 9 - the amount of points 10 - the number of cases of slowing
down - the number of cases of acceleration Initiative 11 - the number of signs of a 12 struggle
(answers "fighting for", 13 "interception" and "loss") - the number of marks for simple
possession - the number of marks available emotional tone of the 14 - the algebraic sum of the
relationship to the IS responses partner 16 - number of "cooling" - the number of cases of
"warming" emotional tone of the 17 - the algebraic sum of the interaction of the 18 responses
atmosphere 19 - number of "cooling" - the number of cases of "warming" Use 20 - the number
of responses "Me" 21 - the number of responses "partner" Hurt 22 - the number of responses
"Me" 23 - the number of responses "partner" (All the values refer to the metric scale.)
Additionally counted the number of steps (n). Since n was different depending on the situation
and preferences experts to allow combining and comparing the results obtained when
calculating the individual values protocol shared by n paras (324 1, 2, 3, 5, 8, 11, 12, 13, 14, 17 ,
20, 21, 22, 23). The data reflect the dynamics (transitions between steps, which is always one
less than the steps themselves), were divided into n - 1 (items 4, 6, 7, 9, 10, 15, 16, 18, 19). So
were the values that were entered in the table generalized individual peer review. Calculating
results were averaged within groups video clips representing the same reaction conditions
(manipulation, overt pressure or safety). As the experts had 6 people, the result was typed
dataset (3 conditions x 23 x 6 experts attribute.) For further processing were taken 23 matrix size
3x6. All subsequent calculations were carried out using the statistical software package "Step."
Checking the distribution pattern revealed frequent deviations from the normal, so for statistical
calculations were taken free of assumptions about the nature of the distribution criteria: Kruskal-
Wallis and Dzhonkhiera (for alternatives with the ordering), which provides one-factor
nonparametric analysis of variance [Hole-Lander, Wolfe 1983 ]. Calculation procedure criteria: in
a matrix of n × m, where n - reaction conditions (columns), am - Expert reviews (rows) for each
column were calculated averages and medians. If required, the ordering of the columns was
carried out in either ascending or descending order of the medians. And only after that the
matrix was subjected to the specified criteria. The result was obtained by 23 responses on the
nature of communication between the levels. In Table 5 (see. In the text) are given for each
characteristic median characterizing the distribution of scores within each level of interaction.
Furthermore, given information about the presence or the absence of factor (trait) on the nature
of the response: "0" corresponds to the null hypothesis (no difference between the levels), "1"
indicates a rejection of the null hypothesis.

qualitative assessment of results (feelings, actions and intentions) proved to be too

cumbersome, to the same - probably due to a failed instruction - actions and intentions in the
answers of the experts were almost non-separated, they had to be excluded from further
consideration. 325 APPENDIX 6 Ways to achieve the goals used in the story O.Benderom I. Ilf and
E. Petrov "12 chairs". Chapter V. 1. Adventuring homeless: Keying (hint). 2. Establishment of
friendly relations with the janitor: Keying (service) = preparing the means of coercion to return
the favor. 3. Exemption from the presence of the janitor coercion + bribery. 4. Phishing
information from Vorobyaninov: manipulation (weakening + game weakness). Chapter VI. 5.
Signing a contract with Vorobyaninov: suppression (psychological weakening) + threat (hint) +
cynicism. 6. Buy vest in Vorobyaninov: pressure (implicit), deception, demagoguery. Chapter VIII.
7. Preparation of a comprehensive examination of the possibility of the 2nd house sotsobesa:
manipulation (as a means of deception.) 8. Summing up the reasons for the continuation of his
quest: the threat (implicit) + methodical pressure (Playing weakness). 9. Angling in Alhena
information about the chair: Keying (hint). 10. Obtaining information Pasha Emilevich: threat.
Chapter XI. 11. Choice of furnished rooms: blefovanie + deception. 12. "Purchase" receipts from
Korobeynikova: frank deception de-acto (irreversibility), rough threat. Chapter XII. 13.
Requirement "to repay" in Vorobyaninov: deception. 326 Chapter XIV. 14. Secret meeting "Might
and shouted": blefovanie + hype + pressure. 15. His marriage to the widow Gritsatsuyeva:
deception. Chapter XXII. 16. "Purchase" stool Ellochka: distraction + de-acto. Chapter XXV. 17.
Getting a chair Shchukin - husband Ellochka: deception. 18. Decrease in the proportion
Vorobyaninov future income: pressure. Chapter XXVI. 19. Withdrawal stool Iznurenkov: fraud + +
blefovanie de acto. Chapter XXX. 20. Obtaining Kontramarka administrator Theater Columbus:
fraud + blefovanie. Chapter XXXI. 21. Penetration of the ship: the manipulation (using the
situation of shortage of time) + de-acto. Chapter XXXIV. 22. Preparation for lectures and simul
chess club Vasiukov: manipulation + + blefovanie deception. 23. Getting money from the chess
club to organize a chess konkressa: Keying (enthusiasm). 24. Simul: deception. Chapter XXXVI.
25. Equipment Vorobyaninov beg coercion + humiliation. 26. Raising money for the entrance to
the failure: hype + manipulation. Chapter XXXIX. 27. Meeting with Persidsky on the Georgian
Military Highway: begging for money. 28. "Knocking out" money from Kislarsky: manipulation +
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163 p. указатель А Автоматизм Предметный 67, 101, 103, 136, 147, 150- 153, 155-158, 160,
162-165, 168-169, 171-172, 174, 176, 206- 207, 209, 211, 213-215, 221, 282, 239, 244-247, 250,
273- 274, 278- 279, 301 Агрессия 13, 97, 115, 161, 189, 200- 204, 210-211, 221, 227, 250, 254-
256, 259, 266-268, 278, 275-276, 279- 280, 315 Адресат 48, 53, 55, 57, 59-62, 88, 101, 104, 109,
111-112, 117, 120- 128, 127, 133-185, 189, 144-150, 152-155, 158, 163-167, 171-176, 181, 185-
186, 209-211, 213-221, 223-225, 227, 234, 239-240, 242- 245, 247, 249, 253-256, 259- 260, 273-
274, 278-280, 314, 318 Атака 94, 135, 156, 174, 178, 201, 209, 212, 214, 216, 218-219, 228- 230,
235, 245-246, 248- 250, 253, 266-267, 275-277, 280, 285 Бегство Б200-202, 204, 206, 210, 237,
251, 331 Безопасность 115, 163, 198, 201- 202, 230, 237, 241-243 , 245, 270, 279, 282, 319,
325 Бихевиоризм 151, 178. 275, 306 Борьба 8, 23-24, 26, 65-70, 79, 83, 86, 93, 95, 101, 103-
104, 109 , 131-132, 166-167, 184, 188-189, 191, 193-197, 200, 213, 216-217, 227, 233, 237, 241-
248, 250, 266- 268, 275-277, 291 -292, 320, 324 823В. Вежливость 112-113, 120, 150 149-, 164
Вера 29, 100, 304, 812 Взаимодействие 7-8, 10-11, 17, 20-21, 43-44, 46 , 58, 55, 60-62, 67, 74,
76, 86, 88, 90-92, 100-103, 112, 117-118, 121, 125, 128-131, 135, 188-140, 151, 169 -171, 174,
188-190, 198-194, 199, 202, 206, 210211, 218, 218-220, 222-225, 231, 234-239, 241-244, 252,
260, 264, 266, 273-275, 285, 288-289, 294, 300, 304, 306-807, 314, 316, 320, 322-325, 329
Видеозапись 233, 235, 318 Власть 49-51, 53, 63, 70-72, 78- 79, 95, 97, 103, 114-116, 156, 158,
214, 222, 253-254, 258, 288, 291, 293 Влечения 115, 147, 175 Влияние 8, 44-46, 48, 51-52, 57-
62, 72, 79, 88, 95, 97, 102-103, 108, 110, 115-116, 121-123, 146 145-, 150-152, 166, 169-170,
174 173-, 176, 185, 192, 201-204, 213 212-, 215-216, 218, 225-226, 286, 241-242, 282-283, 299,
305-306, 314, 316, 325 Воздеиствие 7-9, 12-13, 20-21, 27, 44, 47-48, 50-63, 69-70, 72, 76, 83-
85, 88, 92, 94, 101-103, 108-115, 117, 121-126, 129-130, 132-188, 140, 142, 146-148, 150- 151,
153-161, 163-177, 181, 183, 185-186, 190, 198, 201-204, 211 207-, 215225, 227, 232-236, 239
240, 243, 249, 251- 252, 254-255, 257, 259-260, 262-264, 266-267, 271-273, 278, 280, 282-283,
285, 288-289, 292-295, 297-301, 303-807, 311-314, 816, 318, 331 328Вопросы 8-10, 12-13, 38,
42-43, 48, 87, 89, 99, 110, 118, 117, 128, 131, 134, 136, 144, 150, 178, 182, 186, 191, 197, 199,
216-217, 220, 231, 244-248, 250-251, 260-261, 266, 268-270, 277, 280, 286, 290, 301- 303, 308-
809, 311, 319-820 Восприятие 12, 27, 29, 89-40, 47, 72-78, 84, 110-111, 118, 126, 142, 154-155,
158, 168, 170, 184, 189, 198-199, 208204, 209-210, 217, 224, 226, 284, 245, 271-272, 282, 335
301, СОС, ССИ Выживание 23, 29, 142 Выигрыш 61-62, 54 , 58-59, 66- 67, 72, 82, 101, 104,
114, 119, 134, 139, 166, 178, 219, 227, 244-245, 247, 261, 267-268, 272, 274, 277 , 292, 294 Д
Давление (психологическое) 9, 13, 89, 98, 103, 114, 116, 187, 189-140, 144, 172-174, 182, 209,
216, 220, 282, 234, 289, 242 -248, 253, 259, 261, 278, 280-283, 286, 298, 314, 319, 325-327
Деиствие 11, 15, 20, 23, 25, 28-88, 38, 43-48, 53, 56 -60, 63, 66-67, 74-76, 82, 86, 95, 107-108,
111: 112, 115-120, 124, 126, 129, 132, 135, 137, 141, 147, 149-157 , 159- 163, 165-167, 169,
171-172, 178 177-, 184, 186-187, 189, 198, 195, 199-204, 206-209, 212, 214-216, 219, 222-224 ,
227, 229, 282, 236 235-, 238-239, 242-244, 251, 259, 261, 264, 268271, 275, 279-280, 295, 298-
299, 302-803, 305, 811 - 812, 320-323, 825-826 Деструктивность 71, 169, 175, 178, 183, 189,
210, 285, 287, 805 Деятельность 25, 29, 82-38, 40, 42, 45, 53, 56, 61 , 64, 90, 95, 101-108, 119,
122-123, 125, 127, 129, 135, 162-163, 172, 174, 192, 204, 207- 208, 224, 235, 278, 283-284 ,
297, 302, 328-329, 331 Диалог 21, 24, 28, 40, 64, 73, 89, 91, 95, 100, 150, 205, 218, 226, 331
330-

Допущения 9, 16-17, 19 -22, 29, 37, 40, 66, 82, 85, 98, 100, 108, 112, 127, 142, 156, 177, 190,
215, 262, 266, 274, 278, 287, 800, 809-310 , 325 • ИТ / »/ТВ Жертва 7, 12, 14, 43-44, 66, 72, 92,
94, 96-97, 161, 164-165, 169, 175, 177, 179, 184-185, 191 , 210, 336 218, 221, 242-243, 252,
255-256, 268, 270, 289, 815 Жесты 81-82, 118, 126-127, 185, 158, 235, 299, 303, 322, 380 3
Зависимость 13, 16, 19-20, 22, 29, 88, 40-41, 48, 50, 59, 75-76, 85, 96, 108, 110, 116, 118, 180,
140, 148, 146, 148 , 151, 162, 186, 194 192-, 196-197, 199, 205, 207-208, 214, 235, 241, 246,
255, 268, 301, 808, 310-311, 824 Защита 8, 10-11 , 13-14, 44, 49, 53, 91, 93-94, 188, 177, 185-
217, 226, 229, 281-283, 237-238, 248, 245, 248-252, 255, 262-268 , 265- 270, 275-281, 285, 291,
300, 804, 315-316, 828-881 Значение 11, 27-82, 87, 40, 44-48, 54, 74-75, 77-78, 90 , 99, 126,
146, 174, 179, 189-191, 200, 207, 288, 240, 242, 262, 318, 816, 322, 324- 325, 328, 330 И Игра
9, 47, 51-52, 55, 58, 66, 71, 96, 98-99, 101, 104, 111, 119, 122, 128, 181, 147, 149, 152, 157-158,
161, 166, 168, 175, 184, 189, 212, 225, 227, 238-234, 266, 270, 272, 274, 277, 279-281, 284,
293, 298- 299, 807, 809, 318, 821, 826-827, 328 Идентификация 69-71, 79, 91-92, 156, 159,
162, 212, 243 Избегание 27, 39, 43, 53, 58, 82, 184, 192, 202, 214, 234, 242, 281, 299, 301, 305,
812- 313, 316 Имидж 109, 147 Индивидуальность 8, 13, 21, 61, 64, 69, 71, 78, 78-79, 84-85,
92, 116, 126, 129-180, 145, 162, 192-194, 196, 227, 240, 263, 271, 278, 282, 284-285, 291, 299,
824-325, 328, 330 Инициатива 31, 44, 104, 112, 115, 122-123, 129, 131-132, 138-139, 173, 177,
227, 236-238, 242, 244245, 248, 250, 259, 276, 801, 821 820-, 823-324 Инструмент 9, 27, 30,
87, 44, 78, 75, 79, 83, 92, 96-97, 99, 103, 194, 212, 244, 262, 265, 274-275, 288, 290, 295, 303,
309 Интеграция 8, 82, 87, 170, 281 Интервенция 97, 174 Интерпретация 18, 28-81, 88-37, 39,
44, 50, 88, 135, 150151, 188, 190, 218, 228, 281, 251-252, 263, 274, 308, 322, 330 Интонация
130-131, 136, 144, 152, 203, 216, 285, 259, 271, 803, 820 Информация 8, 12, 21, 43-45, 54, 74-
76, 91, 106, 109-112, 114, 116, 122, 125, 181, 137, 140, 142-144, 155, 158-159, 166, 198-
199,201-, 204 207, 220, 222, 287-288, 244, 253, 255, 259, 262, 269, 271, 274 278-, 279-280,
292-293, 296, 808, 315, 317, 320, 325-826 Искренность 43, 212, 297, 322 Искусность 14, 45,
47-48, 58-60, 124, 133, 160, 172-173, 226-227 Искусство 14, 29, 35, 49, 146, 157, 179, 230, 287,
800-801, 331 Истинность 16, 18, 21, 25, 47, 69, 72, 111, 132, 180, 182 К Коммуникация 8, 27,
64, 76, 88, 91—92, 140, 194, 198—199, 286 Конвенциональный 19—20, 113, 138, 148, 157,
160—161, 164, 168 Консультация 10, 42, 88, 185, 195, 218, 285, 303—314, 819 Контакт 22, 63,
74—76, 85, 87, 119, 125—129, 131, 148—149, 198, 202, 204, 209—210, 218, 294, 308 Контекст
7, 13, 16—18, 20, 25, 29— 37, 39—40, 42, 46—47, 59, 64, 76, 86, 99, 104, 112, 117—119, 123,
147, 169, 171, 187, 189—191, 194, 197, 205, 211—212, 231, 284—236, 289, 246—247, 253,
262, 268, 278, 282, 285, 300, 303, 305—307, 313 Контроль 11, 18, 21, 45, 51—53, 89—90, 93—
96, 104, 114, 117, 137, 173, 198, 201—204, 211, 213, 233— 234, 244, 255, 257, 259 Конфликт
34, 63, 81, 95, 167, 188— 189, 191, 198, 196, 210—212, 278, 289, 291, 328, 330 Концепты,
концептуализация 28— 29, 74, 88, 156—157, 199, 260 Культура 8, 81, 84—36, 42, 64—68, 72
—78, 78, 81, 88, 93, 97, 99—100, 112, 117—118, 197, 214, 284, 289— 290, 307, 828, 330 Л
Личность 8, 14—15, 87, 46—47, 49, 55, 60—61, 68—64, 68, 70—77, 79— 81, 84—97, 99—100,
102, 105, 107, 109, 114, 116, 128, 125—126, 129— 181, 135, 137, 144—146, 148, 158, 156—
157, 160—162, 165—167, 169, 174—177, 185, 187—191, 198—199, 202—205, 208—214, 220,
224—225, 227, 281—238, 235—286, 242—243, 247, 249, 256, 262, 265—268, 270, 275, 278—
285, 287—288, 290—292, 294—295, 297, 299—300, 308, 805— 306, 314—816, 320, 829—381
Ложь 8, 16, 47, 56, 65, 72, 109, 111—112, 139, 142, 245, 302 Любовь 63, 68, 78, 93, 139 М
Майевтика 301—303, 309, 312, 329, 331—832 Макиавеллианизм 11, 45, 49 Метафора 32, 89
—40, 46—48, 51, 55, 57, 60, 74, 76, 94, 98—99, 115, 124—125, 146—148, 158, 171—174, 214,
281, 251, 266, 268—269, 271, 278, 275, 278—279, 282, 307, 811, 316, 828 Механизм 8, 82, 36,
45—47, 56, 71, 81, 88, 92, 95, 99, 109, 113, 115,

128, 146—148, 151, 154, 156—159, 162—164, 166, 168, 171—172, 174, 176, 197, 208—209,
218, 219, 221— 222, 224, 288, 254—255, 259, 262, 278, 275—276, 278, 281, 308—804, 306—
307, 309, 813, 816, 328—329, 331 Мишень 53, 94, 109, 114—115, 337 122—125, 134, 140,
146, 148, 153, 156—157, 160, 162—163, 165, 167, 169, 174, 210, 220, 269, 273, 278, 280
Моделирование 27, 174, 189, 197, 234, 236 Модификация 20, 86, 120, 127, 153—154, 201—
202, 204, 276, 309 Мораль 7, 10, 31, 53, 58, 69, 72, 80, 94, 97, 100 —101, 114, 138—139, 249,
300, 312, 314, 316, 330 Мотивация 57—59, 64, 78—79, 82, 84—85, 92, 99—101, 127, 149 —
150, 153, 155—159, 167, 172, 192, 208, 210—211, 233, 245, 260, 269, 294, 298—299, 301, 328
Н Наблюдение 8—9, 17, 19, 33, 35, 38, 43—44, 48, 89—90, 98—99, 107, 145—146, 148, 156,
185, 190, 196, 199—200, 218, 223, 232, 237—238, 240, 249—250, 279—280, 284, 312, 318,
321, 323, 329 Навыки 35, 56, 65, 123, 125, 162, 170, 264, 274—275, 308, 315 Напряжение 34,
90, 99, 148—150, 180, 186, 189, 195—196, 221, 267, 292, 298 Невроа 70, 84—85, 93, 183, 195,
213, 281, 287, 304 Нормы 16, 19, 30, 34, 61, 69, 71, 73, 81—82, 94, 97, 100, 102, 118— 122,
125, 188, 140, 161, 238, 278, 280, 289, 300, 314 О Обман 47, 51—52, 56, 65, 73, 94, 103, 106—
107, 162, 166—168, 175, 203, 245, 261, 289, 298, 306, 321, 326—327 Образ 22, 28, 36, 38—40,
84, 88, 90, 94, 109—110, 155, 157—160, 171, 188, 192, 195, 207, 215—216, 279— 280, 284,
295—297, 301, 306 Обратная связь 126, 254 Обучение 9, 65, 67, 90, 98, 125, 176, 199, 233,
263—266, 270—271, 274— 277, 281, 285, 287, 293, 297—298, 338 300—303, 319 Объект 12,
19—21, 26, 32, 38, 40, 43—44, 46—47, 51—53, 55, 62—63, 78, 84, 94, 99—102, 116, 151, 170,
173, 177, 210, 224—225, 233, 240, 274, 288 Объяснение 7, 15, 17—21, 24, 33, 42, 50, 58, 60,
67, 99, 133, 152, 164, 170, 185, 191, 197, 201, 204, 209, 218, 237, 241—242, 256, 281, 292, 296,
308—309, 316 Ограничение 15, 21, 25, 35—36, 53, 72—73, 77, 82, 85—86, 102, 104, 109, 111,
120, 139, 145, 152, 155, 158, 173, 193—194, 200, 203—204, 221, 231, 257, 260, 263, 275, 286—
287, 294, 297, 300, 302, 311—312, 314 Онтогенез 81—82, 84, 90, 189, 197, 329—330
Определение 19, 31—32, 38, 40, 44— 46, 48—52, 54—61, 68, 88, 122, 131, 146, 157, 167, 170,
173, 190—191, 194— 195, 204, 208—209, 231—232, 239, 267, 293, 329 Ответственность 8, 31,
43, 67—69, 71—73, 75, 78, 100, 118, 131, 134, 136, 189, 145, 149, 166—168, 170, 175—176,
183—184, 205, 219, 247, 268, 272, 274, 291, 294, 300—301, 303, 305, 307, 309—311, 313—
314, 316 Отношение 10—12, 14—15, 19—21, 25, 27—29, 31—33, 35, 38—40, 42, 46, 49, 51—
53, 55, 57—60, 62—64, 66, 71, 73—77, 80—86, 92—93, 95— 98, 100—105, 107, 109, 113—115,
117—120, 126—128, 137—188, 140, 144—145, 147 —149, 159, 164, 175— 177, 187, 189, 191
—192, 196, 198— 202, 204—205, 208, 210, 213—214, 216, 225—226, 237— 238, 240, 242—
244, 248, 250, 267—268, 273, 277, 279, 284—286, 289—292, 294—295, 298—300, 305—309,
314, 823—324, 326, 330 П Парадигма 16—18, 20—24, 26, 38, 127, 151, 197, 231, 329
Переговоры 89, 101, 118—119, 128, 190, 256—257, 330 Поведение 10, 13, 19—20, 30, 83, 39,
49, 51, 60—61, 64, 73, 82—83, 87, 92—93, 95, 97—98, 116, 118, 120—121, 123—125, 127, 134
—135, 138, 144, 150—151, 154, 161—163, 168—170, 172, 176, 178, 189, 192, 195, 200—201,
203—206, 209, 214, 220—222, 226, 232—235, 240, 244, 251, 263, 265, 267, 271, 273—278,
280, 287, 293, 298, 300, 318, 331 Поддержка 12, 63—64, 69—71, 93, 99, 127, 138, 153—154,
159, 167, 176, 236, 309, 312 Подкрепление 9, 64, 69, 152, 306 Подчинение 9, 16—18, 42—43,
78— 79, 87, 97, 104—105, 114, 116, 130, 139, 151, 161, 192—193, 200, 202— 203, 205, 207—
208, 222, 228, 236, 277, 288—295, 314 Познание 22—23, 26, 38, 80, 182, 331 Политология 45
—46, 108, 287, 316 Потребности 39, 70, 77—79, 83—85, 88, 93—94, 115, 122, 124, 127, 149,
158, 160, 175, 179, 187, 189, 193, 198, 224, 255, 273, 278—279, 288, 294, 304— 305, 310
Правила 13, 19—21, 30, 38, 69, 71, 82, 90, 116, 118—120, 161, 168, 171, 300, 309, 311
Привычки 17, 29—30, 39, 47, 57, 67, 83—84, 92, 99, 101, 105, 112, 116, 119—120, 123, 125,
160, 162— 163, 169, 171, 186, 192, 195, 203, 207, 209, 213, 216, 220, 223, 259, 264—265, 275
—276, 278, 294—295, 299 Принуждение 51—52, 66, 97, 102, 104, 109, 114, 142, 161, 166,
168, 233—234, 239, 241—242, 258, 261— 262, 286, 291—292, 294, 297—298, 301, 314, 326—
327

Принятие 8, 53, 67—69, 71, 73, 89, 165—168, 172—173, 180, 184, 211 — 213, 215, 219, 221,
227, 239, 269— 270, 273, 292, 300 Присоединение 56, 70, 127—130, 148—149, 156, 169, 174,
181, 184, 210, 252—254, 258—259, 293 Причины 11, 19—20, 25, 35, 45, 59, 63—64, 66, 85, 89,
115, 120, 136, 144, 152, 156, 163, 169, 187, 201, 205, 207, 220, 225, 227, 286, 292, 312
Программирование 11, 45, 51—52, 59, 86, 93, 116, 121, 140, 170, 181, 276, 286 Пропаганда
111, 313, 328 Психоанализ 91, 95, 186, 188—189, 194, 197, 205, 306 Психотерапия 9, 53, 71,
88, 157, 173, 187, 195, 303, 306—307, 309, 313—314, 328, 331 Психотехнический 7, 9, 92,
157, 278, 306, 328 Р Развитие 8, 13, 25—26, 56, 67, 71, 78, 91, 95, 115, 129, 135, 175—176,
186, 193—194, 197, 208, 217, 235, 245, 253, 259, 264, 267—268, 284— 285, 292, 295, 297—
298, 301, 320, 328—329 Различение 54, 64, 86, 88, 108, 113, 147, 196, 199, 226, 263, 284, 290
Редукция 30, 90 Реклама 110, 158—159, 173, 215, 226 Репертуар 156, 176, 206, 232, 284,
243, 260, 275, 293 Ресурсы 24, 41, 70, 73, 155—156, 176, 211, 269—270, 284—285, 294, 297
Речь 29—30, 39, 91, 126, 135, 141, 143, 150—151, 159, 235, 259, 329— 330 Ритуал 31, 111,
113, 119, 130, 158, 161, 189, 220 Роли 7, 11, 20, 28, 33, 43, 59, 68, 75, 82—83, 87, 95—97, 110,
113, 116, 118—121, 123, 126, 128, 130— 131, 133, 138, 150—151, 155, 160— 168, 165, 169,
179, 186, 190, 193, 196, 198, 203—204, 207, 211, 218, 220, 224, 231, 252, 269—270, 275, 278—
280, 284, 291—292, 296—297, 805—307, 312—313, 316, 320, 329 339 с Самость 87, 96—97,
192—193, 196, 227 Связь 12, 17, 19—20, 24—26, 28— 29, 32—38, 40, 47, 74—77, 84, 126, 133,
155—156, 160, 171, 178, 182, 189, 198, 200, 224, 234—235, 249, 254, 282—284, 295, 822, 825
Секс 55, 63, 115, 154, 158, 173, 228, 227 Семантический 25—26, 29, 32—84, 36, 38, 42, 46, 54,
57, 74, 76—77, 92, 109, 115, 159, 190—191, 200, 203, 237, 257, 284, 295, 328 Сензитивность
90, 265, 271, 275 Сила 8, 10—11, 13, 20, 22, 25, 34, 37, 51—52, 55—56, 58, 63—65, 70— 71, 78
—80, 87, 97, 101, 103—104, 107, 109, 113—114, 128, 132, 136— 140, 148—149, 154—156, 160
—163, 166—169, 173—174, 180, 183, 186, 196, 198, 206, 216, 220, 222, 225, 227—228, 282,
236, 245, 248, 250— 251, 255, 257, 261, 266, 268, 278, 277, 279, 282— 286, 288, 290, 293, 303
—304, 306, 812, 815, 328 Ситуация 7, 9, 43—44, 50, 52—53, 55—56, 67, 72, 75, 82, 85, 88—
90, 101, 104, 108, 112, 117—121, 124— 126, 138, 136—188, 141, 144, 150, 154—156, 160—
163, 167, 169, 174, 189, 191, 198, 197, 202, 204, 206— 207, 212, 215—226, 231, 233—235, 239,
242—243, 255, 259, 261, 268, 272—278, 280, 283—284, 288—289, 291, 293 —294, 298—300,
803, 305, 308, 310, 312—314, 318—819, 322, 324, 327 Служба 18, 292—298, 296 Смысл 12—
13, 16, 18, 21, 25, 28— 29, 31—40, 47, 57, 61—62, 64, 67, 75, 77, 82—83, 85, 89, 99, 104, 106,
108, 110—111, 122, 125—127, 129— 130, 142, 148, 166, 168—169, 172, 175—176, 179—180,
191, 200, 208, 208, 210, 227, 235, 237, 239, 252, 265, 269—271, 278, 282—285, 289, 295, 297,
300, 309, 313, 320, 331 Сотрудничество 89, 100, 181, 267, 340 274—276, 301, 310, 312, 320
Спонтанность 40, 90, 128, 215, 276,

299, 329 Статус 15, 18, 32, 64, 70, 81, 84, 89, 105, 138—139, 142, 175, 179, 202, 272, 282, 305
Стереотип 13, 47, 57, 83, 101—103, 109, 116, 118—119, 147, 155, 176, 184, 189, 208, 206, 220,
265, 273, 296, 301 Структура 20, 27, 32, 34, 36, 38, 59, 61, 83, 86—87, 114—115, 118— 119,
122, 125, 147, 150—151, 158— 154, 156—157, 162—163, 165—169, 174—175, 185, 188, 195,
198, 206, 208, 210—211, 232, 235—236, 249— 250, 269, 274, 277—278, 281, 283, 288, 290,
295, 298—299, 308, 816, 322 Т Такт 112—113, 227, 289 Терапия 92, 174, 187—188, 804, 312—
313, 328 Техники 19, 45—46, 87, 89, 92, 110, 123, 142, 152, 154, 173, 184, 257— 258, 267—
268, 298, 301—302, 304— 306, 309, 329 Технология 9, 14, 45, 62, 64, 78, 87, 91, 96—97, 99,
101, 108, 113— 114, 133, 145—148, 152, 158, 165, 173, 177, 215 —217, 219, 227, 253, 264,
266, 269, 271—272, 274, 277, 280, 283—284, 297, 306, 313—314, 328 Толкование 16, 21, 25—
26, 28—30, 82—37, 43, 83, 126, 143—144, 187, 218, 225—226, 231, 244, 260, 262— 268, 270,
274, 822, 831 Требование 16, 80, 37, 57, 69, 78, 88—84, 88, 92—93, 97, 111, 118, 188—139,
150, 152, 168, 170 —171, 181, 187, 197, 207, 214, 228, 238— 234, 256, 264, 272, 296, 299—
300, 318, 325—326 Тревога 24, 53, 94, 96, 131, 182, 188, 192, 203, 212, 256, 259 Тренинги 9,
90, 190, 209, 233, 238, 240, 249, 264 —265, 268, 275, 282, 284—285, 330 У Убеждение 21,
116, 122, 125, 160, 278 Убийство 106, 164—165, 188—184, 203, 206, 228—280, 256, 259
Уловки 48, 65—66, 137, 143, 159— 160, 226, 294, 305 Управление 9, 11—12, 39, 44—47, 51—
53, 60, 67, 73, 79, 82—83, 87, 94—95, 99, 116, 126, 128—129, 131, 139, 153, 155, 158, 163, 165
—169, 173, 198—199, 201—204, 206, 209, 212, 232, 287, 243, 250—251, 266, 270, 279, 281,
288—294, 298—299, 302—304, 313—314, 316, 320, 330 Условность 20, 88, 118, 147, 172, 267,
272, 277, 300, 305, 307, 311 Установка 22, 28, 47, 81, 83, 85, 93, 100, 122, 158, 160, 165, 168,
176, 199, 204, 206, 216, 251, 271, 276, 278, 296, 328 Уход 10, 85, 131, 133, 144, 149, 183, 186,
200—202, 204—206, 209— 210, 232, 238, 245, 250, 269, 321 Учитель 67, 136—139, 225, 247—
248, 297, 301, 330 Ф Феномен 57 Феномены 8, 16—19, 21, 23—25, 28, 32, 40, 42—43, 45—
46, 49, 54, 88, 102, 112, 118, 125, 133, 145, 147, 156—157, 170, 177, 187—188, 191, 194—196,
199, 204, 208, 282—235, 251, 260, 262—264, 280, 282 Филогенез 200 X Хитрость 65—67, 81,
98—94, 99, 106, 149, 200—201, 286, 321 Ц Цели 8—9, 17—19, 21, 25, 31, 33, 40, 43—45, 53—
56, 58—63, 66—67, 70—71, 73, 77—78, 89, 92—94, 97, 100, 102—103, 118—114, 119, 122—
124, 132—134, 186, 140, 143, 145, 147, 149—150, 152, 154—155, 157, 160, 163, 167, 173, 177,
182, 190, 196, 208, 211—212, 216—217, 221, 223, 227, 233, 235, 237—240, 245, 249—250, 252
—254, 256, 259—260, 265, 268 —271, 276, 278—279, 283— 284, 286—287, 289—290, 294,
296, 301, 303—305, 318—314, 326 Целостность 16, 34 —36, 70, 74, 77, 90, 97, 176, 191—192,
194, 196, 231, 281—283, 305—306 Ценности 16, 18, 21, 64, 66—70, 73, 79, 84, 93, 96, 100,
116, 126, 188, 155, 159, 168—169, 256, 269, 283, 288, 291—292, 800, 305, 314—315 Ч
Частичность 82, 85, 94, 109—110, 203 Ш Школа 88—89, 93, 136, 157, 168, 186, 238, 244—246,
288, 295—297, 800, 318—819, 328 Э Экология 24, 28, 88, 282, 274, 299, 806, 318—314
Эксперт 18, 20—21, 25, 27, 30, 33, 85, 37, 41, 231—282, 236—240, 244, 251, 256, 268—264,
806, 308—809, 318, 820, 322—825, 331 Эксплуатация 51—58, 64, 71, 73, 77—79, 98, 115, 138,
149,157, 160— 168, 165—167, 169, 172, 176—177, 214, 246, 268, 274, 290, 314 Эмоции 13,
33, 44, 81, 83, 88, 128, 126—127, 129, 138, 141, 148, 155, 159, 169, 176, 190, 207, 221—222,
224—226, 233, 236—238, 242—244, 248, 257, 259—260, 265, 271, 276, 284, 299, 321, 328—
324, 328, 330— 331 Я Язык 24—80, 82, 37—40, 44, 49, 74—75, 87—88, 93, 115, 117, 128—
124, 163, 181, 188, 190, 225, 231, 285—286, 251—252, 262—268, 266, 292, 299, 307, 309, 330
341 Summary The Psychology of Manipulation is a scientific monograph in field shaped with
superposition of interpersonal communication psychology, psychology of personality and
influential psychology. The fact is that the social reorientation

from to-talitarism to democracy in Russia is often accompanied by manipulative deformations of

social relations. A lot of the deformations cover interpersonal communication. Therefore the
presented book is mainly devoted to interpersonal manipulation. The first chapter The
Methodological orientation provides the research foundation for the investigation. The
hermeneutic paradigma as most relevant for the search tasks is chosen. Some problems are
discussed in this part: human activity as a text, accessibility of the human activity context,
expert's potentiality and language of description relevant to hermeneutic orientation. In the
second chapter What is a Manipulation the definition of manipulation is suggested and minimal
necessary criteria for it are discussed. Interpersonal manipulation is defined as indirect
motivating of another person to act, feel or think in a certain manner by means of deception.
The third chapter Prerequisites of Manipulation deals with five main sources of manipulative
attitudes: cultural, social, interpersonal, intrapersonal and technological preconditions. The
fourth chapter Manipulative Technologies consists of wide observation of interpersonal
influence means that could be used for manipulative aims. There are information control and
transformation, deception, psychological pressure, control or arrangement of interactive context,
careful selection of intrapersonal targets, special contact techniques and so on. In the fifth
chapter The Mechanisms of Manipulative Influence special attention is given to the intrapersonal
processes due to which the manipulative attacks get success. Several kind of the mechanisms
has been selected: standard perception reactions, conventional attitudes, activity patterns,
controlled conclusion, responsibility acceptance and other. It is shown that the destructive
nature of manipulation affects the personality structures because of its inner splitting. 342 In the
sixth chapter The Defence from Manipulative Acts there appeared necessity to revise the
traditional definition of psychological defences owing to the new application of the old term to
the different phenomena other than psychoanalytical ones. The original classification of the
psychological defences is proposed. Particular emphasis is given to the indicating of the
manipulative attempts. Seventh chapter The Investigation of Manipulative Interaction deals with
the empirical searches which based upon of hermeneutic paradigma. Some parameters of
interpersonal interaction important for managing manipulation situations were examined. Eighth
chapter The Training of Defence from the Manipulation is addressed to the communicative
trainers. Therefore special account is taken of searching for the ways preventing or buffering
manipulative deformations in interpersonal behaviour. Several practical recommendations for
trainer are proposed. The recommendations are arranged in five directions: purpose making,
sensitivity improvement, behavioural flexibility, coping psychotechnics and personality potency.
In ninth chapter Is it Possible to not Manipulate? some practical implications of provided