Nexus - 0202 - New Times Magazine-pages

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art 3 In Our Continuing series YOUR "402 MIND here are mass movements without devils but they seldom attain major status. The True Believers are mentally unbalanced or insecure people, or those without hope or friends. People don’t look for allies when they love, but they do when they hate or become obsessed with a cause. And those who desire a new life and a new order feel the old ways must be elim- inated before the new order can be built. know your pay-cheque hardly covers your expenses any more. Well, the answer to resolving these problems is to elect me, John Jones, to the U.S. Senate.” And I think you’ve heard all that before. But you might also watch for what are called IMBEDDED COMMANDS. As an example: On key words, the speaker would make a gesture with his left hand, which research has shown is more apt to access your right brain. Today’s media-orient- ed politicians and spellbinders are often carefully trained by a whole new breed of specialist who are using every trick in the book - both old and new - to manipulate you into accepting their candidate. The concepts and techniques of Neuro-Linguistics are so heavily protected that I found out the hard way that to even talk about them publicly or in print results in threatened legal action. Yet Neuro-Linguistic training is readily avail- able to anyone willing to devote the time and pay the price. It is some of the most subtle and powerful manipulation I have yet been exposed to. A good friend who recently attended a two-week seminar on Neuro-Linguistics found that many of those she talked to during the breaks were government people. Another technique that I’m just learning about is unbe- lievably slippery; it is called an INTERSPERSAL TECH- NIQUE and the idea is to say one thing with words but plant a subconscious impression of something else in the minds of the listeners and/or watchers. Let me give you an example: Assume you are watching a television commentator make the following statement: “SENATOR JOHNSON is assisting local authorities to clear up the stupid mistakes of companies contributing to the nuclear waste problems.” It sounds like a statement of fact, but, if the speaker emphasises the right word, and especially if he makes the proper hand gestures on the key words, you could be left with the subconscious impression that Senator Johnson is stupid. That was the subliminal goal of the statement and the speaker cannot be called to account for anything. Persuasion techniques are also frequently used on a much smaller scale with just as much effectiveness. The insurance salesman knows his pitch is likely to be much more effective if he can get you to visualise something in your mind. This is right-brain communication. For instance, he might pause in his conversation, look slowly around your living room and say, “Can you just imagine this beautiful home burning to the ground?” Of course you can! It is one of your unconscious fears and, when he forces you to visualise it, your are more likely to be manip- Persuasion isn’t technically brain-washing but it is the manipulation of the human mind by another individual, without the manipulated party being aware what caused his opinion shift. I only have time to very basically introduce you to a few of the thousands of techniques in use today, but the basis of persuasion is always to access your RIGHT BRAIN. The left half of your brain is analytical and rational. The right side is creative and imaginative. That is overly sim- plified but it makes my point. So, the idea is to distract the left brain and keep it busy. Ideally, the persuader generates an eyes-open altered state of consciousness, causing you to shift from beta awareness into alpha; this can be measured on an EEG machine. First, let me give you an example of distracting the left brain. Politicians use these powerful techniques all the time; lawyers use many variations which, I’ve been told, they call “tightening the noose.” Assume for a moment that you are watching a politician give a speech. First, he might generate what is called a “YES SET.” These are statements that will cause listeners to agree; they might even unknowingly nod their heads in agreement. Next come the TRUISMS. These are usually facts that could be debated but, once the politician has his audience agreeing, the odds are in the politician’s favour that the audience won’t stop to think for themselves, thus continuing to agree. Last comes the SUGGESTION. This is what the politician wants you to do and, since you have been agreeing all along, you could be persuaded to accept the suggestion. Now, if you’ll listen closely to my political speech, you’ll find the first three are the “YES SET,” the next three are TRUISMS and the last is the SUGGESTION. “Ladies and gentlemen: are you angry about high food prices? Are you tired of astronomical gas prices? Are you sick of out-of-control inflation? Well, you know the Other Party allowed 18% inflation last year; you know crime has increased 50% nationwide in the last 12 months, and you NEXUS - 24 PERSUASION TECHNIQUES YEAR BOOK - FEBRUARY 1991