The underpinnings of manipulation

Although manipulation is often decried unreservedly, it is definitely an integral part of human relations. Charm, intimidation, careful “arrangement” of the truth are all roundabout means to get people to do things they would have refused if asked directly.

In the business world, manipulation is a common means of influence, used wittingly or unwittingly, for purposes that may be noble or base. Having a firm grasp of the underlying mechanisms is therefore extremely important.

From our study of publications by several social psychologists on this subject, we have drawn the following conclusions:

– Most people exhibit a certain number of automatic behaviors that are triggered subconsciously;

– By playing on these automatic behaviors, the most effective manipulation techniques often go unnoticed;

– Manipulative attempts can be defused to a considerable degree by acquiring certain reflexes.