Social and Psychological Manipulation - Dean Amory

• potential loss: if you don't take advantage of my offer, you will remain restricted in your
actions and possibilities in one way or another. People will always overvalue the thing a
manipulator is restricting. That is why manipulators often resort to creating a state of emotion
in which the victim fears the loss. This is an overwhelming feeling they won't be able to
ignore. Motivated by restriction, the victim will want what you deny him. They will do
anything to get it and the more you deny them, the more energy you give to your cause.
• limited offer: Mr X is also interested, but had to consult his wife first. If she decides to take
the offer, it’ll be too late for you.
3. The law of authority
Manipulators come well prepared and found their arguments with support from experts in the field or
celebrities. This is why so much publicity is presented by celebrities or actors acting like a scientist or
professional: “90% of dentist recommend …”
Or the manipulator poses as an authority or expert himself. When reacting to authority in an automatic
fashion there is a tendency to often do so in response to the mere symbols of authority rather than to its
substance., instead of being critical and asking ourselves what makes this person truly an expert and
how truthful we can expect him to be.
Three types of symbols have been demonstrated through research as effective in this regard:
• Titles
• Clothing
• Automobiles.
4. The law of liking or law of connectivity
Manipulators know the importance of using people’s names, of smiling, confirming and praising
others, touching them carefully, mirror and match their mood, verbal style, body language, breathing
… in order to create rapport. As a rule, people believe much easier what is being said by those who
are similar to them and whom they like.
Effective manipulators understand that the more recognition, praise, acceptance and genuine
compliments they pay their victim, the more likely they are to persuade them to their ideas and ways of
thinking.
The main factors in connectivity are: attraction, similarity, sincerity, people skills (feeling the other is
interested in you and respects you for who you are) and rapport.
The ability to work well with people tops the list for common skills and habits of highly successful
people. Studies show that as much as 85 percent of your success in life depends on your people skills
and the ability to get others to like you
As for attraction: attraction may start with good looks and speaking and dressing well, but it goes
beyond that: it encompasses having the ability to attract and draw people to you. People most easily
like people that are similar to them.
Researchers McCroskey, Richmond, and Daly say there are four critical steps to similarity: attitude,
morality, background, and appearance. When receiving a persuasive message, we ask the following
questions subconsciously:
1) Does the speaker think like me?
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