What Is Suggestive Influence?
Suggestive influence, or suggestion, is a psychological effect on a person’s consciousness, where information is perceived in a special, uncritical way. To use this psychotechnic, a person employs specially crafted verbal or emotional constructions, which we’ll discuss in this article.
Rational influence appeals to a person’s logic, facts, and reason. Suggestive influence, on the other hand, targets the unconscious and emotions. Suggestion includes both verbal elements (special speech constructions) and nonverbal elements (a particular tone of voice, gestures, and emotional coloring of what is said).
Main Methods of Suggestive Influence
1. The “Yes Set” Technique
The first method of suggestive influence is the use of the “Yes Set.” This technique involves the influencer making a series of statements that the listener will agree with, followed by the suggestion that needs to be accepted. For example: “Alexander, you’ve been working at the company for three years. You’re a valuable employee. The board of directors recognizes your contribution to the team. When it was necessary to finish the last important project and stay late, you always stayed. Today, you need to stay.”
2. Implication
Another method is implication. The essence of implication is that the message to be suggested is presented as something self-evident and unquestionable. For example: “During our meeting next week, you will see…” (implying that the meeting will definitely take place).
3. Double Bind
The next method is the double bind. This technique offers a choice without a real alternative. For example: “Ilya, when will you take out the trash—before or after you wash your cup?”
4. Vivid Imagery
One marker of suggestive influence is the use of vivid, descriptive words that are easy to imagine. The power of suggestion depends on how striking these words are. For example: “Today after work, on this cold, damp autumn evening, I think I’ll have a glass of aromatic, hot, scalding mulled wine at our favorite bar.”
5. Speech Tempo and Tone
The tempo of speech and tone of voice also play a role in suggestion. People using these techniques typically speak with soft and friendly intonations. During key phrases, the tone of voice lowers and there are deliberate pauses at climactic moments. A word can be turned into a suggestion by highlighting it, slightly changing the tone. In written texts, such suggestions are often emphasized in bold.
Important Considerations
It’s important to remember that no suggestion guarantees a 100% result. Any suggestion can be rejected. Indirect suggestion bypasses conscious control, but it can still be refused.
Observe your conversation partners, learn to recognize these psychotechnics, and use them when necessary!