5 manipulation techniques that affect us and that we use

There are strategies by which we try to circumvent the rational filter to affect behavior.

Manipulation is an act that implies abuse of power because it involves using discursive elements to control the cognition, affections and behavior of one or several people. It is often confused or mixed with other similar processes: argumentation and persuasion, but they are not the same.

In this article we explain what manipulation is and how it differs from persuasion and argumentation. We also present some examples of manipulation techniques that are frequently used.

Argumentation, persuasion and manipulation are not the same thing.

Argumentation, persuasion and manipulation can take the form of oral or written discourse and in very general terms serve to defend an idea or an attitude. to defend an idea or an attitudeand that is why it is very easy to confuse them. What makes them different is the purpose pursued by each, as well as their particular elements.

Argumentation is an activity that consists of giving logic and coherence to an idea in order to defend it. In other words, it is when we establish a reasoning with a specific purpose: to justify or refute the same or another reasoning.

On the other hand, persuasion occurs when the argument has a further purpose: it is not only used to defend or refute an idea, but it is also aimed at modifying the behavior of the person concerned. is aimed at modifying the behavior of the interlocutor..

In addition, manipulation is when the argument is used to modify or direct the behavior of the interlocutor, but based on two main elements and purposes: power, or rather the abuse of power, which translates into domination.

It can be very subtle (it generally goes unnoticed) and can constitute the foundations of symbolic violence, since it results in favoring the interests of one party and harming those of the other.

Therefore, manipulation can be analyzed from three dimensions (Van Dijk, 2006): a social dimension, which is exercised by the elites who have access to public discourse and therefore have a large-scale influence; a cognitive dimension, which consists of controlling mental models and social representations; and a discursive dimension, which consists of using linguistic elements to be able to impact on both mental schemas and behaviors. of a person or of an entire collective.

• You may be interested in "Are we rational or emotional beings?"

Some manipulation techniques

Studies on how some groups or individuals manipulate others have become very frequent in recent decades, especially in the area of media, advertising and political activity., advertising and political activity.

Thanks to this we have been able to identify some manipulation strategies in which we can fall into very easily without realizing it, both in our interpersonal relationships and in what we see daily on television or the Internet.

Although we could exemplify many more, we will now review 5 of the most common manipulation techniques.

1. Playing with feelings and emotions

Controlling the affective dimension is one of the most powerful tools because it makes the recipients it makes the recipients reaffirm their opinions and positions without necessarily having gone through a logical, reflexive or critical reasoning.

An example could be the activity of the tabloid press, which exaggerates the news, giving the information a touch of sensationalism rather than rigorousness, because the objective is precisely to appeal to the emotional dimension of the readers and their previous experiences, and with this, to increase visits or sales.

2. Simplify the message and include resounding statements

It consists of controlling the cognitive elements that allow us to process and understand a message.. It is when quick and categorical conjectures are used that do not give the possibility of deep analysis, which is basically intentionally hindering the understanding of the argument.

For example, when a small part of a text is printed in large letters, underlined and at the beginning, which in addition to immediately attracting our attention and activating short-term memory, causes us to have a partial or biased understanding of the information.

3. Resorting to what an authority says or thinks

This is when a position is justified by presenting a person or figure that is socially recognized as a competent authority. This is useful because we often tend to give more consideration to the opinions, indications or activities of someone we admire or someone in a position of power.

This can involve anything from the opinion of a priest or a president, to that of an artist or a family member, and Its effectiveness depends on the context in which the group or individual operates..

4. Individualize conflicts and make people think that they are always the same.

It is when a situation, especially if it is a conflictive situation, is reduced to what a single person or a single group of people does, says or thinks, hiding all the other variables, agents or groups that also influence or are affected by that situation, contributing to the generalization of knowledge, affection, attitude or ideology..

An example of this can be found when an attack is represented in the mass media as an isolated event, or as the act of a "madman" (thus inviting us to fear all those who resemble him), instead of being represented as the result of complex political and social conflicts.

5. Using and reinforcing stereotypes

Broadly speaking, stereotypes are behavioral qualities that are attributed in a simplified and almost automatic way to a person or group of people.

They are useful as a persuasion technique because allow to control values and judgments without having to deeply justify the arguments and without allowing the receiver to question widely, i.e. it does not favor interest in deep and reflective information. and without allowing the receiver to question himself extensively, i.e., the interest for deep and reflective information is not favored.

Bibliographical references:

• García, M. (2014). Manipulation in the construction of international reality. Revista Razón y Palabra, 17 [Online] Retrieved March 05, 2018. Available at https://idus.us.es/xmlui/bitstream/handle/11441/17224/file_1.pdf?sequence=1
• Roiz, M. (1966). Modern techniques of persuasion. Retrieved 05 April 2018. Available at http://imagenes.mailxmail.com/cursos/pdf/2/tecnicas-modernas-persuasion-2442.pdf
• Van Dijk, T. (2006). Discourse and manipulation: theoretical discussion and some applications. Signos Journal, 39(60): 49-74.