Why do we allow to manipulate and how to fix it
Forming / / December 19, 2019
Have you ever wondered why even intelligent and educated people believe feykovye news and fall for the bait scams? We understand what cognitive distortions prevent us to resist manipulation.
We see what we want to see
Imagine you bought a hyped smartphone. You've read a lot of positive reviews about the bright screen and high-quality camera and can not get enough to buy. But after a while start to notice that the phone body slippery, buttons and ports are uncomfortable, and the battery becomes exhausted quickly. If this happens, you may become a victim of selectivePerception and misperception of bias in human judgmentOr selective perception.
Briefly describe this cognitive bias may be so, I see only what I want to see. When we fall into such a trapSelective Perception - and it happens very often, we notice only that coincides with our view of the world. And the fact that it does not fit, just ignore.
In the case of the phone we were convinced that he had a stunning screen and a high resolution camera. And at first we look only at these parameters, not noticing anything else. And only a few days mean that the smartphone is not very convenient. Although there may be more to blame one trap -
distortion in favor of the choice made. This kind of psychological defense, which makes us believe that we have done everything right and did not spend time in vain.Another canonical example - ExperimentThey Saw A Game: A Case StudyDuring which the participants showed a recording of the match between Princeton University and Dartmouth College, and then asked to list the violations made by "their" and "foreign" team. It became clear that viewers do not notice half fouls, which allowed "their" team. But the enemy players to notice the error is very scrupulously - brings to mind a saying about the mote and the logs.
Selective perception attributed to the fact that in our brain every day comes with too much information and it is forced to filter it, protected against overload. In this play, advertisers and sellers - when our attention to a certain quality of the goods, and lead him away from the others.
And of course, a variety of promoters and crooks - when manipulated facts palaver and rubbed into the trust. For example, women who have imposed a huge credit for cosmeticsI think that going on a relaxing beauty treatments. Indeed, in their picture of the world does not fit that in a beauty salon they may deceive for a large sum.
In addition, selective perception affects our relationships with people. If we have already made about a person an opinion, that in all his words and actions will seek confirmation of its judgments.
For example, teachers often do not notice the blunders of their pets of excellent and just ignore the successes of "lazy" students.
This trap thinking is closely related to other cognitive biases - the effect of focusFocusing effect. Because of him we only get a piece of information, but we think that we see the whole picture. This distortion is very fond of using the yellow media - for example, caught Kate Middleton with a disgruntled look on his face, and wrote that she had quarreled with Meghan Markle. Although the princess, as well as any other person, may be a million reasons to be discontented: if she has not slept or her rubbed shoes.
How to avoid pitfalls
Let's be honest: it is almost impossible. Biologist and popularizer of science, Richard Dawkins compares selective perception with veil. A man looks at the world as if through a narrow slit in the dense black fabric. And this happens not only because of our biology and physiology, but also because of narrow-mindedness and lack of education.
So there seems to be only one way not to fall into the trap of selective perception - to raise their level of education. Read scientific and popular materials, analyze and check any incoming information. The more we know, the broader look at the world.
Find out more🤔
- 20 cognitive biases that affect your decisions
We forget important information
Why do people still I believe in every heresy? Scientific and popular science books and articles are freely available - do not want to read. Doctors, scientists, lawyers have pages on social networks - there are complex questions can be asked. Nevertheless, obscurantism and stupidity does not become smaller. Why? Perhaps the fault effect of sleep.
Imagine you're reading an article, for example, that due to vaccinations in children developing autism. At the end there is a note: "Scientists have refuted this information, and initial study about autism and vaccinations have been carried out properly." You nod, you say to yourself: "Yes, well, that this myth is debunked, and can be safely vaccinated children." But a few weeks later suddenly you start to believe the original promise: vaccinations cause autism. It works so this effect.
We get the message that seems convincing, but in it there is the so-called depreciating stimulus. That is what puts the information into question. For example, an unreliable source - the yellow press, bloggers who are already caught in the rigging and fake. Or contradictory facts - as in the example with the vaccine.
At first, we talk sensibly, and our attitude to the problem remains the same: "I will not believe that this policy He stole billions of rubles, because talking about it his opponents and also does not make a strong evidence. " But after a while we catch myself thinking: "But he is a thief and a bad man."
this strange quirk of the human mind actively used for any propaganda denigrating the competition, and so on.
You can add to the message a few contradictory facts - and people believe him much more willing.
In addition, under this approach, no matter how truthful information and that will be the source of her places: if the material submitted convincing the reader (listener, viewer) after a time change his opinion.
First discovered the sleep effectThe influence of source credibility on communication effectiveness during World War II, when they tried to change the attitude of the soldiers to war. To do this, the military showed a patriotic movie, but at first no effect they had. But four weeks later the survey was repeated and it was found that the soldiers were treated for combat operations better.
These data confirmed the experiment, in which participants read articles from two sources: one material was written by an authoritative scholar, the other was placed in the tabloid press. And oddly enough, people no longer believe it is a tabloid newspaper. Although when it looked like, where the wind blows, they view me again.
The name of a cognitive trap received from the termsleeper-agent "Sleeper agent", or "sleep spy." So they say about scout who infiltrated into enemy environment, lay down on the bottom and behaves quietly until then, until it receives an order.
The exact reasons why we fall prey to this trap are unknown. Over time, the relationship between the basic information and devalues factor is weakenedA «sleeper» effect in opinion changeWe cease to perceive them in a bundle, and we believe reliable message.
The effect of sleep does not always occur. NecessaryUnder what conditions does theory obstruct research progress?That information seemed convincing enough, and devalues the arguments placed after the main message and causes a person to doubt.
How to avoid pitfalls
it cognitive bias responds poorly to control. But something can still be done. First, carefully filter the information and draw it only from sources that you trust. Discard the tabloid talk shows, public, media and blogs that do not support its reference to the research.
So you just limit the conflicting messages, and your opinion will be more difficult to manipulate.
In addition, question and analyze any beliefs. Here you for no apparent reason decided that doctors hide the truth from you, and in fact AIDS is not and cancer can be treated with soda. Think about where you get this and there is a source of trust. And when in doubt, look for scientific publications and certified professionals opinion.
Study question👇
- Why do we forget the old facts and how to fight it
We want to be good
Sometimes we see a great deception, fraud or injustice, but are afraid to say so. One of the reasons - the so-called syndrome5 Ways to Escape 'Good-Girl Syndrome' good girl. Because of him, people in panic are afraid someone does not like it and remain silent, even when they know that there is something wrong.
From this scourge affects women more often - in fact their society from time immemorial forced to be gentle and submissive. So, the researchersTHE MEASUREMENT OF PSYCHOLOGICAL ANDROGYNY We asked respondents to name the adjectives that they would describe the ideal man and perfect woman. Among the "male" epithets were leading a "strong", "independent", "decisive". Among the "female" - "cute", "warm", "cheerful", "compassionate".
The study was conducted in the seventies, since then the situation has changed, but from women are still waiting for that they will be nice and obedient. Assertiveness and aggression on their part taboo for a firm refusal - for example, in getting acquainted - a woman can offend, hurt or even killKilled for refusing to meet. A Harvard foundNice Girls Do not AskThat only 7% an MBA graduates hesitant to discuss with the leadership of wages - against 57% of male graduates.
In addition, all of us from childhood instill respect for elders - an unwavering and often blind. Parents and teachers can not argue with their opinion it is impossible to challenge and question - even if they are frankly nonsense or do something illegal.
This is a dangerous plant, due to which children are victims of sexual abuse suffer inadequate teachers and trainers.
And then carry the term "senior" on chiefs, Officials, broadcasters or any other people who have an authoritative look. And fear not argue that - even think that this serious, intelligent and an adult can not be right.
This weakness - consciously or not - pressed manipulators of all kinds. Chiefs exploiters - when asked to work overtime without pay of course. How can you refuse such a serious, respected person? Sellers - when vparivayut some unwanted goods to us, wearing a very good-natured and disposing mine. After all, if we say no - but still such a wonderful guy, he was upset, but we feel disgusting.
And then there are advertisers who actively exploit gender stereotypes and our desire to be right. You're a good wife and mother? Then buy our turkey and prepare 28 dishes for your family. You a real man? Eat our burgers and steaks, buy an SUV and a subscription to the rocker. And, of course, not to mention toxic relatives, partners and "friends", who imposed on us their opinions and desires.
How to avoid pitfalls
Due to the good girl syndrome we allow ourselves to use, we do not know how to defend the border and do not live their lives. At the heart of this trap is the fear of rejection and the need for acceptance, so to get rid of her willpower not to come out.
We'll have to learn to say no and to express their desires.
It takes practice - so start practicing on the most "scary" situation. For example, deny the phone spammers and sellers of services. If you can handle this, go to the more severe cases - insolent chiefs and parents-manipulators.
Says no as often as possible - after several failures will give you a lot easier. You can rehearse in advance the conversation before the mirror, to prepare arguments to work with the objections that could fall down on you. Refuse needed politely but firmly and decisively - without apology, no doubt, and not bowing.
see also🧐
- 5 common methods by which the manipulators lead people by the nose
- Why even smart people are conducted on advertising and how to stop doing
- No, no and no again: why not always have to agree with all