Rus Articles Journal

The technological chain of manipulative process in business communication of

the Manipulator most often assumes to receive a unilateral prize, considerably infringing at the same time upon interests of the partner. The addressee of manipulation is, as a rule, focused on the compromise and mutually acceptable solution of a business problem. Such divergence defines difficult and inconsistent expansion of manipulative process. The balance of opposite directed personal forces of the manipulator and the addressee of manipulation can constantly change and exert impact on manipulative process. Nevertheless it is possible to allocate several key links making a framework of manipulative process which can be applied in interpersonal business communication.

Feature of a technological chain of manipulative process in business communication consists that its “scenario“ in its main parameters is set by the partner - the manipulator which initiates manipulative process proceeding from concrete circumstances of a business situation and the object set by it. However concrete filling of manipulative process is carried out always as the interconnected process between the manipulator and the addressee of manipulation which initial intentions significantly disperse or are opposite.

the Manipulator most often assumes to receive a unilateral prize, considerably infringing at the same time upon interests of the partner. The addressee of manipulation is, as a rule, focused on the compromise and mutually acceptable solution of a business problem. Such divergence defines difficult and inconsistent expansion of manipulative process. Psychological characteristics of the manipulator and the addressee of manipulation, their ability, motivation, intelligence, temperament, communicative and professional competence face in continuous fight. The winner in it, as a rule, appears the manipulator which thought in advance of the is information - power providing and developed scenarios of manipulation. Of course, it is only theoretically possible option of manipulation. It can develop also according to other scenario or arise spontaneously when the opportunity for manipulation which it will surely use in view of tendency inherent in it to manipulative receptions and tricks unexpectedly is represented to the manipulator in concrete circumstances of a business situation.

the Balance of opposite directed personal forces of the manipulator and the addressee of manipulation, and also situational forces arising in the set business situation can constantly change and exert

considerable impact both on dynamics of manipulative process, and on consecutive formation and substantial filling of its main links. Nevertheless it is possible to allocate several key links making a framework of a technological chain of manipulative process which can be applied in interpersonal business communication.

First link. the Initial link of a chain of manipulative process is “reading“ by the manipulator of image and psychological characteristics of the partner - the addressee of manipulation. Relying on “verbal investigation“ (small conversation) and using socially - psychological mechanisms of identification, a reflection and causal attribution, the manipulator “diagnoses“ the main psychological characteristics of the addressee of manipulation. Establishment of these characteristics allows the manipulator to define possible targets of manipulative influence.

to the manipulator the key psychological parameters of the addressee of manipulation, its “painful points“ and mental complexes are, as a rule, already in advance known to

In situations of interpersonal communication in the working group. In such cases the psychodiagnostics of the addressee of manipulation is minimized, “curtailed“ and limited only to “verbal investigation“. It also signals about volume how situational mental condition of the addressee of manipulation is suitable for manipulative influence.

the Second link a technological chain of manipulative business communication - the choice by the manipulator of targets of psychological influence. As targets the manipulator can use the most various structures of mentality of the addressee of manipulation, his mental states, requirements, interests, tendencies, cognitive orientations, is information - informative blocks, valuable installations and vital meanings. The choice by the manipulator of this or that target substantially is defined by the features of individual mental structure of the addressee of manipulation set by parameters of a communicative situation, the social importance of the discussed business problem.

Relying on own subjective interpretation, the manipulator chooses that which is the most suitable target for manipulative influence among local mental structures of the addressee of manipulation. In the absence of an influence target, ready, suitable for manipulation, the manipulator itself “makes“ this target, introducing it in mentality of the addressee of manipulation. For example, in administrative business situations the head - the manipulator can purposefully cultivate tendency to domination at any member of the working group subsequently to use it as a target for manipulative influence.

the Third link a technological chain of manipulative process in business communication - “start“ of mechanisms of manipulative influence. These mechanisms transfer psychological influence from the manipulator to the addressee of manipulation. Mechanisms of accession, an extension, introduction and an introjection are the intrinsic center of mechanisms of manipulative influence.

That they effectively “started working“

, the manipulator needs to carry out them “tool conducting“ on all chain of manipulative process. The manipulator begins it with technological “inventory“ of those variables which can make the greatest impact on functioning of mechanisms of manipulation. As soon as such variables are established, the manipulator on separate links, monitors their influence on operation of mechanisms of manipulation.

among situational variables also. Influence of “channel factors“ forces to replace the manipulator type of mechanisms of accession. So, using at the initial stage of “start“ of mechanisms of manipulation updating of the mechanism of accession on a group community with the addressee of manipulation (for example:“ We are colleagues and we can understand better our common problems“), the manipulator can then, for acceleration of manipulative process “turn on“ other mechanism of accession, for example accession on commission of any behavioural actions, joint with the addressee of manipulation (for example:“ I sign our contract in such option and insistently I suggest you to make the same“).

the Fourth link manipulative technological process in business communication - search by the manipulator of options of motivational providing mechanisms of the hidden psychological influence.

the Hidden psychological influence is concealed by

from the addressee of manipulation, it is not realized by it and rationally is not processed. On the basis of cognitive processing of the verbal and nonverbal information obtained from the addressee of manipulation, the analysis of its stereotypic mental reactions the manipulator carries out direct updating of the most available and suitable motive, leaning on which it is possible to take root into its mental structures. As such motive the manipulator can use any motive possessing the situational importance: aspiration of the addressee of manipulation to professional success, status advance on an office ladder, material remuneration, dominion, domination, conformism, etc.

If direct updating of motive is impossible

, the manipulator tries to increase its valuable importance for a business situation, to lower expensive resources of its achievement in comparison with the competing motives. Depending on situational distribution of the importance of motives the manipulator can use the incentive power of additional motives - incentives and thus to expand space of motivational providing. As a rule, as additional motives - incentives the manipulator uses such motives which logically lead to any standardized conclusions, definite answers (for example: “Tell directly, you agree with such solution of this problem?“), to stereotypic behavioural actions (for example:“ As realization of your option of a solution will cost very much to firm, I suggest you to accept other option“).

in general motivational support of mechanisms of the hidden psychological influence is built the manipulator in such a way that the addressee of manipulation begins to induce himself to that aim which is pursued by the manipulator.

the Fifth link a technological chain of manipulative process in business communication - “turning on“ of mechanisms of an introjection.

Productivity of manipulative technological process in many respects is defined by that, the introjection mechanisms connected with internal assignment by the addressee of manipulation of intentions and desires of the manipulator how effectively “started working“. In practice of interpersonal technologies of business communication mechanisms of an introjection were widely adopted enough. They are shown and as mechanisms of psychological protection, and as mechanisms of development of mental processes of business partners. In the convincing technologies of business communication mechanisms of an introjection promote removal at the addressee of impact of the internal psychological conflict and a discomfortable mental state in such business situations when values and installations of other partners work as external threat. Appropriating to these, values and installations without analysis and rational processing, the addressee of influence gets rid for some time of what irritates him or mentally injures.

Feature of mechanisms of an introjection in manipulative technologies of business communication consists that the addressee of manipulation appropriates such installations in the solution of a business problem which were not inherent in it initially. Introyektami they became because were introduced in mentality of the addressee of manipulation with the manipulator as a result of the hidden psychological influence.

by

Than bigger spontaneity and discrepancy characterizes mentality of the addressee of manipulation, the more in it mental complexes, the introjection mechanisms “work“ more effectively. Intensity and density of the introduced introyekt constantly changes under the influence of a ratio of intensity of opposite directed prepotent mental forces of the manipulator and the addressee of manipulation. Manipulation successfully comes to the end as soon as prepotent mental forces of the manipulator in this ratio begin to prevail. Its installations and intentions introyektsirutsya and become own installations and intentions of the addressee of manipulation. Now the addressee of manipulation builds the behavioural actions and strategy according to them and bears full responsibility for them.

Thus, “the tool framework“ of a prepotent technological chain of manipulative process in business communication appears in a look logically and the links which are operationally interconnected among themselves which sequence of “inclusion“ is set by a target orientation of manipulative process.