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Salute, virtuality will always be not only brighter than reality, but will also clearly rely on the cognitive map of your consciousness, when you know what should be pressed there.
This can be done with a certain correspondence between the old and new models of the world, to which the object of influence leads. Even with a clear rejection of what is proposed from the point of view of a political position, one can find other dimensions of this person, another version of his identity, besides the political one, which will easily agree to the proposed changes.
At the same time, it should be remembered that social engineering is also built on the manipulation of trust, when hackers penetrate computer networks by establishing contacts with the weakest point of protection of any computer system - a person.
This is practically what we see in the case of a telephone luring out of money in a domestic situation with the help of a call “your son had an accident”. By the way, in this case, the removal of resistance is carried out due to the suddenness of a negative event. Although it is fictitious, a person reacts to it as if it were real. That is, the most important thing here is to establish trust. The so-called gypsy hypnosis is another variant of this manipulative influence [see. here and here]. And then there are totalitarian sects with their own methods of recruiting and retaining members. And this is another equally important problem of impact and the same problem of protection from this impact.
Let's start by looking at the recruiting process for the industry professionals. American counterintelligence agent Drik formulates these rules: “ It 's easy to lead people when you put their needs first, but it's almost impossible if you only think about yourself. If you accept the other person's goal as yours, why don't they follow you? If you don't, then why should they? ".
As you can see, a lot is decided outside of specific communication, since we are talking about the convergence of interests and goals. They emphasize the interests of mass consciousness and political technology, as well as advertising and public relations. They all take the position of the “savior” of the population, professionally taking into account the pain points of mass consciousness for building such communication.
We will also be able to see nudges in the way the intelligence agencies formulate their rules for recruiting agents. In the past, for recruitment, for example, the CIA used the MICE model: Money - money, Ideology - ideology, Coercion - coercion or Compromise - compromising, Ego - ego or Excitement - excitement. Here all the words are clear, they are triggers of new behavior.
Taking into account the interests of the target of influence can also be seen in the model of modern recruitment. Today, RASCLS is becoming a model with the following components that correspond to recruitment cycles: Reciprocation - mutual exchange, Authority - authority, Scarcity - scarcity, Consistency - constancy, Liking - sympathy, Social Proof - social proof.
These behaviors date back to the six principles of the renowned researcher of influence Cialdini. Recruiters of agents reinterpret them in the following form [Cialdini RB Psychology of influence. - SPb., 2016]:
Let us draw your attention to the fact that all these characteristics are simultaneously characteristics of building communication with people whom they want to recruit. They find themselves in artificially constructed social situations, which, with a certain degree of probability, lead them to the next level.
Here are a few more phrases from real work:
Over time, the main motivation changed: if in the 1940s it was ideological, then from the 1980s it became financial [Michalak S. Motives of espionage against ones own country in the light of idiographic studies // Polish Psychological Bulletin. - 2011. Vol. 42. - No. 1]. Even those spies who worked for ideological motives gradually changed their interest to a financial one. And this is confirmed by other studies. Here is the opinion of Pike, director of GlobalSecurity.org: “ People usually spy for a combination of emotional pleasure and reward. But whatever the reason, in almost all cases today, people keep track of money . "But this is again the stimulation of communication.
A large number of texts come from the pen of specialists when they leave their teams for business. It is the psychological trust-building tool that is needed everywhere from intelligence to business.
Here, for example, is the conclusion from one fairly specific analysis of him: “ Determining the type of personality and communication styles of a person, and then mirroring these characteristics by the investigator can help in building relationships. Law enforcement officers using this behavioral toolkit create stronger rapport and can gain valuable insight as they work on their cases . "
In a more general understanding of the psychology of espionage, the CIA emphasizes three factors: personality dysfunction, a state of crisis, and an easy opportunity. The first are certain deviations that a person has. The second is the crisis in which he may find himself. The third is that a potential spy can have access to other interesting people, not just classified information. These vulnerabilities can be related to each other.
Navarro outlines a general interest in information: “ Espionage is probably one of the oldest professions, for as long as there is one person who has advantages over another, one army or one agricultural or trade advantage, there is no doubt that one will secretly try to get this information or technology. As one convicted spy once told me: "The most valuable thing in the world is not gold or diamonds, but information." In this regard, he is right. Information of any kind has its value, depending on who needs it and why . "
Overall, however, the conclusion of one study is that the psychological motivation behind espionage is very complex. And then a good phrase follows: " Like the weather, behavior is predictable, but only to a certain extent ."
Spies, of course, have all the defects in human behavior. Therefore, deviations in their behavior can also be read by professionals. Many spies are not heroes, one study emphasizes.
Navarro in his book "What every body talks about", dedicated to the secrets of non-verbal communication, devotes a separate chapter to how to recognize deception [Navarro J. What every body is saying. - New York, 2008]. He talks about the difficulty of such discrimination due to the great practice of deception that everyone has.
He began his work in this area by publishing his own model of lie detection, in which there are four factors, in the FBI bulletin. These factors are understandable by their names: comfort / discomfort, accentuation, synchronization, perception management. For example, about accentuation, he says that non-verbally we always emphasize what we say verbally. Liars don't make that kind of non-verbal emphasis. They think about what to say and how to cheat, but rarely think about exactly how to present a lie.
There is an interesting analysis of the Trump-Clinton debate. There is no particular specifics, but certain rules of communicative behavior are named. For example, he talks about lying: “ The difficulty with lying is that we all do it from a very early age. As a species, we can easily mislead others. If you need your mother's attention, you can pretend that you are hurt . "
The same complex methods of luring a person exist in the FSB. It is also said about the training of a special kind of agents: “ In a country where there was allegedly no sex, a whole cohort of seducers was brought up: future agents were shown pornographic films, including those with all kinds of deviations. A special school was opened near Kazan, to which fiery Komsomol members entered, in order to get out of there as cold cynical seducers. However, not only girls, but also boys of non-standard orientation studied at this school . "
The FBI, by the way, is also conducting research in another area - negotiations with terrorists to free the hostages. Among some tips, there is this: " Do not be afraid of the word" no " ".
The FBI model has five parts:
And in this area not only the FBI works, which also has research on addiction to gambling and suicide, but also the police. The New York police were the first in the world to create such a team of negotiators. And it was back in 1973. Their methods are both close and different from those discussed above. By the way, to get into this group, you need to have 12 years of experience in the police.
What conclusions from all this experience are suitable for working not with the individual, like theirs, but with the mass consciousness. It is clear that building trust is also a cornerstone of communication with mass audiences. Only in this case can we hope that, for example, the propaganda message will work. Here and there, emotional characteristics will dominate over rational ones. A significant difference will be that in negotiations with terrorists, on the one hand, there is an opportunity to hear the other side, but, on the other hand, the difficulty is that it should be transferred to the opposite position, which is not present in such a pure form in propaganda ... The negotiator must be able to hear well, and the propagandist must rely on sociology to understand what they want to hear in a particular region. But also the one
An interesting rapprochement with propaganda can be found in the fact that modern negotiators avoid talking face-to-face, considering such a conversation with an armed criminal or a psychopath to be dangerous. They communicate with the help of technical means, leaving a personal-type contact only for those cases when there is no other possibility.
A significant difference between propaganda and the directions considered is that they do not have such a clear step-by-step differentiation of their actions and the achievement of specific goals at each of the stages. In this regard, recruitment and negotiation are "tougher" communications, and propaganda is "softer", which can be explained by the difference in personal communication in the case of recruitment and negotiations and more mass communication in the case of propaganda. "Hard" communications, moreover, are aimed at achieving a specific result in a close time period, which is not in the propaganda.
Now even the military has a need for influence operations and other methods of soft power, which in turn gives rise to the concept of cognitive security. Even aviators are worried about information warfare. An article in an aviation magazine emphasizes: “The complexity of information warfare lies not in theory, but in practice. "Victory over heart and mind" seems intuitively obvious, but turns out to be extremely difficult to achieve. How to convince the population that you are right when you are a stranger, do not speak their language and do not know their culture? An irregular war brings to mind the famous line of Sun Tzu: "Know the enemy and know yourself, and no one will defeat you in hundreds of battles." This is undoubtedly a sensible observation, but how can you "know your enemy" during a one-time brief deployment? Therefore, it remains a mystery how to use the air force as a tool to achieve a common political goal without destroying such a cause as the use of excessive force. Information warfare is a particularly challenging task for the air force and aviators."
One way or another of working with the mind today is in almost any profession. The presence of people in solving any problems has both strengths and weaknesses. However, all this is done with the help of various kinds of communications.
This can be done with a certain correspondence between the old and new models of the world, to which the object of influence leads. Even with a clear rejection of what is proposed from the point of view of a political position, one can find other dimensions of this person, another version of his identity, besides the political one, which will easily agree to the proposed changes.
At the same time, it should be remembered that social engineering is also built on the manipulation of trust, when hackers penetrate computer networks by establishing contacts with the weakest point of protection of any computer system - a person.
This is practically what we see in the case of a telephone luring out of money in a domestic situation with the help of a call “your son had an accident”. By the way, in this case, the removal of resistance is carried out due to the suddenness of a negative event. Although it is fictitious, a person reacts to it as if it were real. That is, the most important thing here is to establish trust. The so-called gypsy hypnosis is another variant of this manipulative influence [see. here and here]. And then there are totalitarian sects with their own methods of recruiting and retaining members. And this is another equally important problem of impact and the same problem of protection from this impact.
Let's start by looking at the recruiting process for the industry professionals. American counterintelligence agent Drik formulates these rules: “ It 's easy to lead people when you put their needs first, but it's almost impossible if you only think about yourself. If you accept the other person's goal as yours, why don't they follow you? If you don't, then why should they? ".
As you can see, a lot is decided outside of specific communication, since we are talking about the convergence of interests and goals. They emphasize the interests of mass consciousness and political technology, as well as advertising and public relations. They all take the position of the “savior” of the population, professionally taking into account the pain points of mass consciousness for building such communication.
We will also be able to see nudges in the way the intelligence agencies formulate their rules for recruiting agents. In the past, for recruitment, for example, the CIA used the MICE model: Money - money, Ideology - ideology, Coercion - coercion or Compromise - compromising, Ego - ego or Excitement - excitement. Here all the words are clear, they are triggers of new behavior.
Taking into account the interests of the target of influence can also be seen in the model of modern recruitment. Today, RASCLS is becoming a model with the following components that correspond to recruitment cycles: Reciprocation - mutual exchange, Authority - authority, Scarcity - scarcity, Consistency - constancy, Liking - sympathy, Social Proof - social proof.
These behaviors date back to the six principles of the renowned researcher of influence Cialdini. Recruiters of agents reinterpret them in the following form [Cialdini RB Psychology of influence. - SPb., 2016]:
- Mutual exchange is the creation of a feeling of appreciation, for example, in the case of recruitment, it is paying for lunch at the first meeting,
- authority - it is known, then prestige is expensive, submission to authority brings pluses, disobedience - minuses,
- lack - what is available in less quantity is valued more by people,
- constancy - society rejects people who are not constant and predictable in their actions,
- sympathy, for example, is expressed by the following observation: "we like people who like us",
- social proof is a reliance on social approval of behavior.
Let us draw your attention to the fact that all these characteristics are simultaneously characteristics of building communication with people whom they want to recruit. They find themselves in artificially constructed social situations, which, with a certain degree of probability, lead them to the next level.
Here are a few more phrases from real work:
- " " In counterintelligence, everything is based on psychology and pride. "This is exactly the idea my curators at the FBI tried to instill in me. The goal was to play on the" subject "'s self-esteem so that he did what you wanted him to do. Manipulation and opposition to Russian manipulation is what I did during those four years when I was a double FBI agent working against Russian military intelligence ”;
- “ Russians are slowly and very carefully building relationships with potential recruits. In my experience, Russians refuse to do business by phone or email, always opting for face-to-face meetings. This process of building relationships always includes three critical phases, which involve minimizing risks for Russians and maximizing their opportunities in the process of assessing a potential agent. "
Over time, the main motivation changed: if in the 1940s it was ideological, then from the 1980s it became financial [Michalak S. Motives of espionage against ones own country in the light of idiographic studies // Polish Psychological Bulletin. - 2011. Vol. 42. - No. 1]. Even those spies who worked for ideological motives gradually changed their interest to a financial one. And this is confirmed by other studies. Here is the opinion of Pike, director of GlobalSecurity.org: “ People usually spy for a combination of emotional pleasure and reward. But whatever the reason, in almost all cases today, people keep track of money . "But this is again the stimulation of communication.
A large number of texts come from the pen of specialists when they leave their teams for business. It is the psychological trust-building tool that is needed everywhere from intelligence to business.
Here, for example, is the conclusion from one fairly specific analysis of him: “ Determining the type of personality and communication styles of a person, and then mirroring these characteristics by the investigator can help in building relationships. Law enforcement officers using this behavioral toolkit create stronger rapport and can gain valuable insight as they work on their cases . "
In a more general understanding of the psychology of espionage, the CIA emphasizes three factors: personality dysfunction, a state of crisis, and an easy opportunity. The first are certain deviations that a person has. The second is the crisis in which he may find himself. The third is that a potential spy can have access to other interesting people, not just classified information. These vulnerabilities can be related to each other.
Navarro outlines a general interest in information: “ Espionage is probably one of the oldest professions, for as long as there is one person who has advantages over another, one army or one agricultural or trade advantage, there is no doubt that one will secretly try to get this information or technology. As one convicted spy once told me: "The most valuable thing in the world is not gold or diamonds, but information." In this regard, he is right. Information of any kind has its value, depending on who needs it and why . "
Overall, however, the conclusion of one study is that the psychological motivation behind espionage is very complex. And then a good phrase follows: " Like the weather, behavior is predictable, but only to a certain extent ."
Spies, of course, have all the defects in human behavior. Therefore, deviations in their behavior can also be read by professionals. Many spies are not heroes, one study emphasizes.
Navarro in his book "What every body talks about", dedicated to the secrets of non-verbal communication, devotes a separate chapter to how to recognize deception [Navarro J. What every body is saying. - New York, 2008]. He talks about the difficulty of such discrimination due to the great practice of deception that everyone has.
He began his work in this area by publishing his own model of lie detection, in which there are four factors, in the FBI bulletin. These factors are understandable by their names: comfort / discomfort, accentuation, synchronization, perception management. For example, about accentuation, he says that non-verbally we always emphasize what we say verbally. Liars don't make that kind of non-verbal emphasis. They think about what to say and how to cheat, but rarely think about exactly how to present a lie.
There is an interesting analysis of the Trump-Clinton debate. There is no particular specifics, but certain rules of communicative behavior are named. For example, he talks about lying: “ The difficulty with lying is that we all do it from a very early age. As a species, we can easily mislead others. If you need your mother's attention, you can pretend that you are hurt . "
The same complex methods of luring a person exist in the FSB. It is also said about the training of a special kind of agents: “ In a country where there was allegedly no sex, a whole cohort of seducers was brought up: future agents were shown pornographic films, including those with all kinds of deviations. A special school was opened near Kazan, to which fiery Komsomol members entered, in order to get out of there as cold cynical seducers. However, not only girls, but also boys of non-standard orientation studied at this school . "
The FBI, by the way, is also conducting research in another area - negotiations with terrorists to free the hostages. Among some tips, there is this: " Do not be afraid of the word" no " ".
The FBI model has five parts:
- Active listening,
- empathy,
- rapport,
- influence,
- behavioral change.
And in this area not only the FBI works, which also has research on addiction to gambling and suicide, but also the police. The New York police were the first in the world to create such a team of negotiators. And it was back in 1973. Their methods are both close and different from those discussed above. By the way, to get into this group, you need to have 12 years of experience in the police.
What conclusions from all this experience are suitable for working not with the individual, like theirs, but with the mass consciousness. It is clear that building trust is also a cornerstone of communication with mass audiences. Only in this case can we hope that, for example, the propaganda message will work. Here and there, emotional characteristics will dominate over rational ones. A significant difference will be that in negotiations with terrorists, on the one hand, there is an opportunity to hear the other side, but, on the other hand, the difficulty is that it should be transferred to the opposite position, which is not present in such a pure form in propaganda ... The negotiator must be able to hear well, and the propagandist must rely on sociology to understand what they want to hear in a particular region. But also the one
An interesting rapprochement with propaganda can be found in the fact that modern negotiators avoid talking face-to-face, considering such a conversation with an armed criminal or a psychopath to be dangerous. They communicate with the help of technical means, leaving a personal-type contact only for those cases when there is no other possibility.
A significant difference between propaganda and the directions considered is that they do not have such a clear step-by-step differentiation of their actions and the achievement of specific goals at each of the stages. In this regard, recruitment and negotiation are "tougher" communications, and propaganda is "softer", which can be explained by the difference in personal communication in the case of recruitment and negotiations and more mass communication in the case of propaganda. "Hard" communications, moreover, are aimed at achieving a specific result in a close time period, which is not in the propaganda.
Now even the military has a need for influence operations and other methods of soft power, which in turn gives rise to the concept of cognitive security. Even aviators are worried about information warfare. An article in an aviation magazine emphasizes: “The complexity of information warfare lies not in theory, but in practice. "Victory over heart and mind" seems intuitively obvious, but turns out to be extremely difficult to achieve. How to convince the population that you are right when you are a stranger, do not speak their language and do not know their culture? An irregular war brings to mind the famous line of Sun Tzu: "Know the enemy and know yourself, and no one will defeat you in hundreds of battles." This is undoubtedly a sensible observation, but how can you "know your enemy" during a one-time brief deployment? Therefore, it remains a mystery how to use the air force as a tool to achieve a common political goal without destroying such a cause as the use of excessive force. Information warfare is a particularly challenging task for the air force and aviators."
One way or another of working with the mind today is in almost any profession. The presence of people in solving any problems has both strengths and weaknesses. However, all this is done with the help of various kinds of communications.
