Psychology in deception, there are various forms of deception, and some psychological principles are often used in deception. Many swindlers are not very clever, and the main reason for being cheated is the victim himself. Let's look at the psychology of deception.

Psychology in deception +0 1. Halo effect

Halo is the halo around the sun and the moon. Halo effect means that in the process of people's communication, a particularly prominent feature of the other party will cover up people's correct understanding of other features of the other party.

In fact, it is to generalize, for example, first use a person you trust to draw an account, so that you feel that it is also credible, which controls people's trust and appropriate imagination.

Seeking truth from facts can effectively resist this guidance, without denying a person's central characteristics, but it is also impossible to cover up the loopholes through imagination.

2. Demolition effect

In the "cut-in" process of killing pig dishes, the effect of demolishing houses is widely used. China people always like reconciliation and compromise. If you say the house is too dark, there are always people who don't want to open the skylight here, but if you advocate tearing down the roof, they will compromise and be willing to open the window.

Just like an uncertain account, some people say to be cautious and ignore it. Some people say that what if it is true? It is better to look at it first, so that the liar can make the next plan according to the audience's situation.

In fact, the same is true of the embedding of people's contacts. As long as you can't completely cut off their information and swing in uncertainty, you can open an opening for subsequent fraud.

3. Self-authentication control

The reason why the fraud pretending to be a public prosecution law is enduring is that it applies a very important psychological principle-self-certification control.

First stand on the position you believe, then question you in the second step, then ignore your mind and guide you to prove yourself. Like an opinion leader, I question that your mentality has changed and you don't love him enough, ignore your constant attention and interaction, and guide you to pay more to prove your love.

Ask yourself before testifying. Do you need to testify yourself? Need more than love? Do you owe him anything?

4. Exposure to adverse effects

When a liar creates a person for himself, he will not make himself perfect, but will deliberately expose several shortcomings.

A person who exposes his shortcomings properly will make people feel that he is an ordinary person who can get along with, because no one wants to get along with "perfect" people, which will lead to depression, panic and inferiority.

At the same time, you may be disappointed for a period of time, but it is easy to forget his shortcomings in the follow-up, and it is easier to pay attention to his advantages, resulting in * * * feelings in interaction and deepening emotional input.

5. The effect of stepping into the door

The so-called entrance effect, that is, the so-called push your luck effect, will naturally go further and further in this direction as long as you compromise one step, and then give the impression to the outside world that you have the same position for your own cognitive coordination.

6. Sunk cost effect

After deep intervention, it is easy for people to continue to invest time, money and feelings in the follow-up process for the sake of consistency of cognition and position, which is also a bet on their own reasoning and judgment.

When dealing with sunk costs, it is easy to go in two directions. First, I am afraid that there will be no income after continuous investment, that is, I will give up my previous efforts; The second is to continue the original mistakes and cause greater losses. Most people tend to choose the second one, because many people are irrational and hate the loss caused by sunk costs like gamblers.

Psychology in deception 2 1. Push your luck effect

Also known as the foot in the door effect, it means that once a person accepts a trivial request from others, in order to avoid cognitive disharmony (or give others a consistent impression), it is possible to accept a bigger request.

For example, I once met such a liar at the railway station, saying that I had no money to buy a ticket and asked you to borrow 9 yuan. If you take out 9 yuan, he will say 19 fast money, deliberately ambiguous about the specific amount of money, and finally cheated 59 fast money.

Deception begins with getting you to agree to a trivial request, and gradually increases the tricks that get you into it.

Make a public commitment

This is most common in MLM brainwashing organizations, usually in the form of shouting slogans and giving speeches.

When you make a promise or express your attitude in front of many people, your actions have set an example in advance. In order to support your' actions', your mind will become more firm. At the same time, an open method will make you have scruples about judging others, especially in such a closed environment, which will make you deeply involved.

3. Group effect and implosion phenomenon

Telephone fraud usually isolates members from their previous social support system, which means you are not allowed to communicate with others.

In this way, there may be a phenomenon of social implosion: external contacts are gradually weakening, and everyone only contacts liars. Once they lose contact with their family and friends, they can't argue.

Liars often don't act alone, and telephone fraud often has many people playing different roles, forming an illusion that there are many people opposite, which is very credible. This is the power of groups to shape people's opinions and behaviors.

4. Attitude immunization strategy:

This method is the most common in health care products that deceive the elderly.

Why do some people still believe it after being cheated, even if the police or people around them point out the routine of liar to him? That's how unscrupulous liars are immune to your attitude.

Attitude immunity, just like using a vaccine to fight an epidemic, thoughts can also be vaccinated. This method is called attitude immunity in psychology: refuting this belief by providing ourselves with a little information in advance will help us resist persuasion in the future.

Health product salesmen often give vaccinations to the elderly in advance, but they are borrowed by scammers. When other people's rumors are distorted and explained, who will pay a little attention?

Psychology in deception 3 The first kind, "threshold technology"

This technology comes from the fact that when a salesman sells from door to door, he first puts one foot into the door in order to get in.

150 housewives received a phone call asking them to allow a research team to enter their home. The team needs about 2 hours to count how many household items are in the home and classify all household items. As a result, 88% of housewives flatly refused: "They will make a mess of my house by counting things!" "Home is a private space, and I don't like others walking around."

In addition, 150 housewives also received a phone call at the same time, asking a little request like "put one foot in the door first" and asking a question: "What brand of soap do you use at home?" The question was easy for them, and almost everyone answered it.

After a while, these housewives received another phone call and asked, "What brands are your kitchen supplies?" A large number of people answered again.

Finally, they were put forward a bigger requirement: on-site inspection. Just like the previous 150 housewife was asked at first. But the difference is that this time, only 32% people refused.

This method of putting forward a smaller requirement first, and then putting forward a larger requirement is a common technique that makes people obey, called "threshold climbing technique"! It was met by Li Zhixuan in the above article.

As for why the threshold technology will take effect, it is very simple. When people agree to the first small request, their self-image will also change, and they will begin to think that they are helpful and caring people. After that, in order to keep consistent with this improved self-image, people will basically give whatever they want: "Come on, I am also an open person!" " "

Second, the low ball technique.

First, provide a cost-effective transaction to gain the commitment of others, and then increase the cost of executing this transaction after obtaining the commitment.

This strategy is surprisingly effective.

Salespeople often "throw the ball low". Take selling cars as an example: they lure customers to choose cars at extremely low prices, and then let them go back and arrange funds to increase their commitment to cars. When the customer makes a choice, the salesman will "go back on his word" before signing the formal agreement, saying that the price is miscalculated, or the manager doesn't agree to the deal because "they will lose money if they sell it like this". At this point, many customers have made strong internal commitments to the car, so although they are unhappy, they tend to continue trading.

When the factors that car buyers value (cost performance) no longer exist, why do they continue to buy "stubbornly"? Because, when you actively choose something, people's attitude towards it will become more positive and unwilling to give it up! At this time, people will underestimate the economic significance and start to talk about "feelings": "It is worthwhile to spend more money on a car I like!" But they forgot the purpose that they liked it.

Third, marking technology.

Speaking of which, it reminds me of a once-popular TV series "Legend of Wulin", a mantra of Star Shoutou-"I am optimistic about you"! And the core of this technology is this line!

For example, the teacher will say to the students, "I think you are all smart people." It is very important for a person to know whether the handwriting is good or not. " In the following week, these students are more likely to practice calligraphy privately.

This marking technique is actually an incentive to achieve the desired effect. When the deceived person is suddenly "lifted" to a certain height by the other party, it is difficult to fall back to the "original place" on his own. Even if you die, you should continue to act according to the expectations of the other party, "don't be responsible for the Tathagata, don't be responsible for his clearing"! .