5 manipulation techniques that affect us and what we use

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

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

• Related article: "Persuasion: definition and elements of the art of convincing"

Arguing, persuading, and manipulating are not the same

Both argumentation and persuasion and manipulation can take the form of oral or written discourse and in very general terms they serve to defend an idea or an attitude, so it is very easy to confuse them. What makes them different is the purpose that each one pursues, as well as its particular elements.

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

On the other hand, persuasion occurs when the argument has one more purpose: it is not only used to defend or refute an idea, but also is aimed at modifying the interlocutor's behavior.

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 (usually goes unnoticed) and can be the bedrock of violence symbolic, since it has the result of favoring the interests of one party and harming those of the other.

For this reason, manipulation can be analyzed from three dimensions (Van Dijk, 2006): a social one, which is that exercised by elites who have access to public discourse, so their influence is largely scale; a cognitive dimension that consists of controlling mental models and social representations; and a discursive dimension, which consists of using linguistic elements to be able to impact both mental schemas and behaviors of a person or of an entire group.

• You may be interested: "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 media area, advertising and political activity.

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

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

1. Play with feelings and emotions

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

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

2. Simplify the message and include strong affirmations

Consists in control the cognitive elements that allow us to process and understand a message. It is when you use quick and resounding guesses 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 attracting immediately our attention and activate short-term memory, causes us to have a partial or biased understanding of the information.

3. Use what an authority says or thinks

It is when a position is justified by presenting a person or a figure that is socially recognized as a competent authority. This is helpful because we often tend to consider the opinions, directions, or activities of someone we admire or someone in a position of power more highly.

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

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

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

An example is found in the cases that occur when an attack is represented in the mass media as an isolated event, or as the act of a “madman” (with which we are invited to fear everyone who resembles him), instead of representing himself as the result of political and social conflicts complex.

5. Use and reinforce stereotypes

In very broad strokes, stereotypes are the behavioral qualities that are attributed in a simplified and almost automatic way to a person or a group of people.

They are useful as a persuasion technique because allow you to control values ​​and judgments without having to thoroughly justify the arguments and without allowing the receiver to question himself widely, that is, the interest in deep and reflective information is not favored.

Bibliographic references:

• Garcia, M. (2014). Manipulation in the construction of international reality. Reason and Word Magazine, 17 [Online] Retrieved March 5, 2018. Available in https://idus.us.es/xmlui/bitstream/handle/11441/17224/file_1.pdf? sequence = 1
• Roiz, M. (1966). Modern persuasion techniques. Retrieved April 5, 2018. Available in http://imagenes.mailxmail.com/cursos/pdf/2/tecnicas-modernas-persuasion-2442.pdf
• Van Dijk, T. (2006). Discourse and manipulation: theoretical discussion and some applications. Signs Magazine, 39 (60): 49-74.