=Paper=
{{Paper
|id=Vol-2588/paper29
|storemode=property
|title=MBTI Principles in Detecting Emotional Manipulators among Digital Platforms Users
|pdfUrl=https://ceur-ws.org/Vol-2588/paper29.pdf
|volume=Vol-2588
|authors=Solomia Fedushko,Sofiia Kolos,Yuliia Malynovska
|dblpUrl=https://dblp.org/rec/conf/cmigin/FedushkoKM19
}}
==MBTI Principles in Detecting Emotional Manipulators among Digital Platforms Users==
https://ceur-ws.org/Vol-2588/paper29.pdf
MBTI Principles in Detecting Emotional Manipulators
among Digital Platforms Users
Solomia Fedushko*[0000-0001-7548-5856], Sofiia Kolos [0000-0001-9811-5997],
and Yuliia Malynovska [0000-0002-1551-9492]
Lviv Polytechnic National University, Lviv 79013, Ukraine
solomiia.s.fedushko@lpnu.ua, otikakolosok@gmail.com
Abstract. The paper deals with the process of detecting emotional manipulators
among digital platforms users by MBTI (Myers-Briggs type indicator) princi-
ples. The main means of manipulation of public consciousness are considered.
Methods and technologies of manipulation, the types of manipulation based on
feelings are studied in this paper. There discussed that types of manipulation
can be reduced to causing three feelings: shame, guilt and fear. Common types
of manipulations are adapted to the online community users. Myers–Briggs
Type Indicator principles were used to classify users by the level of manipula-
tion in online communication. The classification of manipulation level of online
community users is suggested. Ways to approach the manipulation of different
users using Myers–Briggs Type Indicator are proposed in this study.
Keywords: Manipulator, MBTI, Myers–Briggs Type Indicator, Emotional Ma-
nipulator, Digital Platform, User, Manipulation.
1 Introduction
In our modern society the term manipulation has varied meanings. For someone, this
is a period in history where totalitarian regimes have prevailed, yet others may associ-
ate it with different religions or sects, and perhaps most relevant is the belief that
manipulation exists in our daily lives through television, advertising, social networks,
etc. Anyway, as we can see, this term acts as a kind of "brainwashing" or "zombify-
ing” people, because of the impact on the person`s psyche and consciousness.
People, regardless of their ideology and political preferences, are divided into two
types. The first type believes that a person is a big child and manipulation of his con-
sciousness by an educated and wise politician is a "progressive tool". It is not neces-
sary to force a person, but properly manipulate his consciousness, leading him to the
necessary actions. Whip is painful but spiritual drug is nice. The second type thinks
that human`s will is a great value. They reject the manipulation, believing that physi-
cal violence is less destructive to the human race than "zombifying" or robotization of
humans. These two positions are determined by the values and ideals of the person.
You cannot argue what position is right. When a self-respecting person hears about
Copyright © 2020 for this paper by its authors. Use permitted under Creative Commons License Attrib-
ution 4.0 International (CC BY 4.0) CMiGIN-2019: International Workshop on Conflict Management in
Global Information Networks.
the manipulation of consciousness, he or she thinks that it is no longer possible to be
fooled [1]. The person is an individual, a free atom of humanity. An atom is an atom,
but even an atom was split.
Attention is drawn not to the state of rest, but to the situation of breaking a stable
system. It gives the strong impression that a small stream can ruin a huge dam. But
the main interest is the man himself. He is not just a social being; he has a mind capa-
ble of abstract thinking. He has a complex psyche, an important part of which is imag-
ination. It is developed in such a way that a person lives in two dimensions simulta-
neously, in two realities - real and imagined. The imaginary world largely determines
human`s behavior. But it is fragile and malleable; it can be influenced externally so
that a person will not notice this influence.
You can program people's behavior through external influences, such as by apply-
ing electrodes to the brain, or by influencing the higher nervous system through phys-
ical fields and chemicals. Lobotomy (surgical operations on the frontal part of the
brain, after which a person loses rebellious spirit and becomes happy with every-
thing), sterilization of women and castration of men (actively used by the Nazis
against Semites) - all this changes the psyche and behavior of people. In this perspec-
tive you need to determine what kind of influence is defined as manipulation.
In the dictionaries of the European languages, this word is interpreted as referring
to objects with a definite purpose, intention. The modern figurative meaning of the
word is a deft attitude towards people as objects or things. The Oxford English Dic-
tionary interprets manipulation as "the act of influencing or managing people with
dexterity, especially with disdainful implications, such as covert control or pro-
cessing." The metaphor of "agility of hands and no fraud" is based on perception and
attention, on knowledge of human psychology. If the magician has the skills, then it is
difficult to notice the manipulation, although everyone looks very closely. The con-
cept of manipulation is also seen as imposition of the manipulator's will in the form of
latent influence. The basis of manipulation is the exploitation of human emotions.
The first book on manipulation was a book by a sociologist from Germany, Gerber
Frank, "Manipulated Man" (1964). He described the manipulation as "a psychic influ-
ence that is produced secretly and therefore to the detriment of the people to whom it
is directed. The simplest example is advertising." So manipulation is not violence but
temptation. Each person is given the spirit and the will. It turns out that one is loaded
with responsibility - to resist, not being tempted. But most people don't listen to rea-
sonable evidence - they seem to want to be fooled. The main condition of manipula-
tion is the reluctance of people to spend time and mental forces to doubt the reliability
of information. It is easier to passively immerse yourself in the flow of information
than to process it critically [2]. This will not be sufficient if one does not possess
some set of controlling "mental tools" that by themselves, without effort of con-
sciousness and will, analyze information on one trait: are there symptoms of manipu-
lation? It is necessary to identify the message from which there are too many "noo-
dles", cooked to hang it on the ears of the object, and think about the question - and
who is the cook, who benefits? Finding hidden content is a psychologically difficult
process. The ancient Romans discovered the most important principle of social her-
meneutics - "look for someone who benefits."
The main types of manipulation are:
interpersonal;
mass;
political.
The last type is the hidden management of the political consciousness and behavior of
the people in order to force them into action or inaction on the contrary to their own
interests. Methods of political manipulation are: direct falsification of facts, conceal-
ment of unprofitable information, prejudiced interpretation of facts, providing falsi-
fied information, labeling for politician discrediting, use of group interests, etc. [3].
The main means of manipulation of public consciousness are in table 1.
Table 1. The main means of manipulation of public consciousness
Types of means of manipulation of
Explanation
public consciousness
Linguistic the use of certain stamps, terms, ideo-
logical and political clichés
Non-linguistic blocking or withholding “disadvanta-
geous” information, presenting infor-
mation in a context that is favorable to
oneself
Active instilling stereotypes and values
Passive fragmentation of information
Manipulation becomes particularly important with the improvement of information
technologies, which significantly expand the range of manipulative strategies and
tactics [4, 5]. The graphical tools of the text help to make it clear and emphasize the
message, enhancing certain parts of it. These tools can be used individually or in
combination with iconic tools, enhancing the manipulative potential of the verbal part
of the message. The accompanying images enhance the impact of verbal argumenta-
tion through the selection of iconic elements that corresponds to the general manipu-
lative intent of the addressee. This is also facilitated by color separations, which at-
tract attention to the message and, through the properties of colors, in a certain way
affect the human psyche, adjust it to a particular emotional perception of information.
In this case, it is appropriate to give an example of the social network Instagram, be-
cause particularly there mostly images or videos are featured.
Yes, the media uses sign language as a mean of manipulating the mind of the ad-
dressee, posting photographs that have a certain appreciation of the non-verbal behav-
ior of the object (for example, emoji) [6]. Generally, non-verbal elements confirm the
assessment contained in the verbal part of the message, making it more effective.
In general, the main purpose of verbal and non-verbal manipulative strategies and
tactics is to form a positive or negative perception of the information provided. And
successful manipulation strategies provide a positive perception. A large number of
specialists from different industries are involved in their creation and implementation.
Political scientists and sociologists are studying their concrete embodiment. The ap-
plied aspect of mind manipulation is important for sociology, since the actual results
of opinion polls in the media can be falsified in the interests of the interested party.
Manipulation of consciousness is the subject of study of such modern fields of scien-
tific knowledge as political marketing and public relations. Methods of influence on
the subconscious are thoroughly studied by psychologists and linguists.
Analysis of the media shows that stereotypes serve as a basis for manipulation of
consciousness, since they are a simplified form of perception of information [7]. By
using stereotypes, the manipulator is able to engage the socio-cultural attitudes of the
audience. Adapting to the existing stereotypes, the manipulator relies on the fact that
the information he provides will be received unconditionally. The stereotypical per-
ceptions observed in the political sphere are less stable than other branches of society.
This is due to the rather high dynamics of change in the political arena. Modern stud-
ies show that the most widely used in manipulation of consciousness is the use of
fear, because fear is the basic factor that determines human behavior (for example,
"don't do this, you know what will happen!"). Crisis, real or artificial, that has a pro-
found effect on feelings, creates favorable conditions for the use of fear [8, 9].
1.1 Methods and technologies of manipulation.
The world is full of different self-help gurus and YouTube seminars that promise
to turn our lives into a fairy tale with the right words, tense optimism, false smiles, or
other nonsense. Like the words they utter are some kinds of magic.
But here's the thing. Our brain is an extremely imperfect machine for processing
information. Therefore, to fool it when using certain techniques is very simple. That
what fraudsters do. Official science has only begun to study this area of life, and here
are some methods of manipulation:
Nonsense repetition method. All political talk shows are built on this method:
they are easy to watch, they gather large audiences because of the politicians
presented there, who, in turn, are happy to earn regular political points and
infect people with their idea. People believe in nonsense because television
and social networks tell that it is truth. It works because if our brain often
hears any thoughts and ideas, it starts to consider them as believes accepted
in its group. Studies have shown that if at least one person publicly repeats a
thesis three times, it has a 90 percent chance of forming around them people
who hold the same views. Researchers at the University of Michigan have
found that there is a phenomenon such as memory corruption. It is a brain
glitch that, with every memory from the past tends to “remember” new
touches. As a result, over the years, some things from the past do not seem to
be what they really are. In essence, this can be called stereotypes. Politicians
also use this skillfully.
Audience imitation method. If you work in a profession where the distribution
of advices brings the lion's share of income, then you probably know that in
order to accommodate an audience, you need to become a part of it. Making
people do some horrible things is easy enough if you pretend to be part of a
group of people, and better still, its leader. Research studies show that people
tend to be more helpful to those they consider "theirs". Customers are more
likely to buy goods and services from those sellers who are most similar to
them - gestures, social status, and demeanor.
The method of believing that it is their own decision. The success of the
course depends on the fact that the visitor of the weight loss and nutrition
course believes that the diet is his own decision, and not, for example, his
family's. In order to persistently resist temptation, people need to believe that
they have made this decision. In the same way propaganda works now: it
does not call for active action, but only properly organizes facts and specula-
tions so that the consumer can come to the right conclusions. Then he will
selflessly believe in "his own conclusions" for a very long time.
Ceremonial method or performances. Man is a creature highly dependent on
rituals. It is proved that for people who are on holidays and feasts, the food
becomes tastier than usual. For exactly the same reason, eating at fancy res-
taurant seems more delicious than a home-cooked meal, although in reality it
may not be so. That’s why charlatans at self-development seminars make us
play stupid social games. Why does it work? For the same reason: when we
perform our rituals, we feel a great degree of involvement in the life of our
group.
Vulnerability or agitation method. People who show their vulnerability are
always above empathy. That is why experienced professors, when speaking
at the auditorium, always apologize for being excited. It is also proven that
constant repetition of the fact that you are excited about yourself can reduce
the production of stress hormones and help calm down. So if they want to
cheat you, they confess about being exited not only because they want to en-
ter into trust, but also because they subconsciously reduce their anxiety level.
The reasoning method. When you give examples or constructively try to prove
your position, you are much more likely to gain the confidence of the listen-
ers. True to the argument, or not many will check later. But this also applies
to illusion or self-suggestion. If we try to convince ourselves of something
else, then we are manipulating ourselves. Or rather someone has given us
some idea, but we are already trying to reprogram ourselves [10]. Psycholo-
gists say that the essence of manipulation is to cause a person fear, shame or
guilt and use it to meet their goals. However, the manipulator is not always
aware of his actions - often people manipulate because they do not know
how to otherwise achieve theirs needs or are afraid and ashamed to speak di-
rectly about that. We have to figure out how manipulations work, why we al-
low ourselves to be manipulated and why we do it.
Manipulation is the ability to get what you need without the desire of another per-
son. Its essence leads to meeting three biological needs:
food instinct ("if you don't do it, I won't give you money" or "if you do well, you
will get it".)
sexual instinct (manipulation through flirting)
the instinct for dominance ("I make more money and you make less, so you do
what I tell you").
Manipulations are ways of influencing a person for profit. They can happen con-
sciously or unconsciously. If a person understands that he or she is being mean, cruel
and does so in order to achieve his or her purpose, this is conscious manipulation. The
example of this kind of manipulation is shown in the movie “Gaslight”, which
brought the term “gaslighting”. The film is about powerful and thoughtful manipula-
tion, the purpose of which was to obtain wealth. Man was slowly, very carefully and
gradually imposed by the idea that he was getting crazy. Unconscious manipulation is
when people choose such a method of contact because they simply have not learned
to satisfy their needs otherwise. This happens unplanned, instinctively, on the princi-
ple of habit. The types of manipulation can be reduced to causing three feelings:
shame, guilt and fear. These are the feelings that lead to a change in behavior and a
state in which a person is easier to control.
Table 2. The types of manipulation (based on feelings)
Feelings Manipulation in a text Explanation
Shame "Well, how can you, I was As a result, the person tries to get rid
counting on you!", "How of the feeling of shame and does
can you be so untidy?", everything to prove that it is not like
"How could you forget that, trying not to be himself.
about me?"
Guilt “You do not love me” It makes the couple feel guilty and
prove that they love their partner. But
this argument will not be a genuine
expression of love, but will lead to a
feeling not having a sense of guilt in
front of a partner.
Fear "If you don't do it, you will This is blackmail, threats and intimi-
see what happened" dation.
Person instinctively tries to get rid of these feelings and does what the manipulator
wants. Manipulation works where there are many unmet needs, most often basic ones:
the need for love, recognition, and acceptance is what makes us more important. The
manipulator often feels that the victim needed, so he can play to those needs. But this
does not always happen consciously. For example, we often use the phrase "If you …
then I ..." without even thinking it is blackmail, but we just get into the right emotion.
1.2 Common types of manipulations
When it comes to parents’ manipulations, this is usually an unconscious form of do-
ing what is best. Parents do not realize that they can injure their child, and do so be-
cause they were once children and have been taught this method of contact to achieve
their goals. They simply do not know otherwise. Manipulation can also occur on good
deeds: "I have done so much for you, and now you owe me." This is the case with
people who are demonstratively involved in charity work to improve their image. It is
a manipulation that appeals to dominance. If a person is demonstrably engaged in
charity, it shows that this one is different from others. One is not necessarily aware of
this, but can explain it to oneself by most noble motives. Collectives and organiza-
tions often use kind of corporate unity manipulation. We are a team, we all do one
thing, we have one goal, and we don't care that the work schedule is abnormal. This is
often seen in big brands: these companies almost always have traditions that create a
sense of unity. It raises the spirit of the employees, and a sense of belonging to a very
important cause. But if top management condescendingly looks at you when you
leave for home at 6:00 pm, it is no longer about unity, but about using an employee
purely to achieve the goals of the company, regardless of his needs.
Table 3. Common types of manipulations
Types of manipulations Explanation
"What's wrong with you?", "Are you a man or a
Take on the weak
chicken?"
Reinforcement "No one ever does it", "It never happens"
"You don't notice me, you don't love me, and you
don't appreciate me." This is the position of the vic-
Pity manipulation
tim that leads to a benefit - I am so unhappy, but later
I will get what I wish for.
"Yes, of course, I am bad, I know nothing" - also a
Consent manipulation
call for a pity.
This is usually a very painful moment in parent-child
relationships where parents punish the child with
silence. Then the child experiences an acute sense of
Another type of manipu-
loneliness, and to overcome the tension, begs for
lation is silence
forgiveness first, even if not guilty. And then as an
adult often unknowingly chooses a partner similar to
silent parents, who uses such manipulations.
There is a healthier form of manipulation at work when companies create the most
comfortable working environment for people at the workplace. With such concern, it
is worth the goal of making more profit. This is the norm of the capitalist system of
the state, with which you have to put up if you want to earn money, but knowing your
rights and defending them will not hurt.
1.3 Recognition of manipulation
If you have been all right before contact with a person, and you feel shame, fear or
guilt after contact, you are most likely being manipulated. Another sign of manipula-
tion is a sudden change of mood. You can acutely feel negative emotions or euphoria.
The feeling of euphoria is that you suddenly find yourself in need of someone, you
are important, they notice something that no one has ever noticed in you, they start to
love, appreciate and respect you. It is very difficult to recognize manipulation for a
person who has low self-esteem, minimum confidence and no inner core.
To monitor this, one must have awareness. It is necessary to pay attention to psy-
chological and physical feelings. The first signal is body discomfort and tension that
comes after contact with the manipulator. This can be manifested in different ways:
the heartbeat, breathing, and sweating increase in especially anxious people. If a per-
son is tracking this, but it is difficult to deny and defend their boundaries, it is worth
taking a pause and at least saying, "I need to think." During this time, it is possible to
understand if you need what you are offered and you can do it or not.
You can also ask directly, "What do you want? I understand that you are manipu-
lating me, say directly what you need". It knocks out of the track, so the manipulator
who is not accustomed to such, retreats and realizes that the number has not passed.
1.4 Why people become manipulators
One of two persons is unconscious manipulator. We resort to this because we do not
understand how to get what we want. We are not used to a healthy way of contact,
where we can say about our need directly. To do this we need to be sure, feel our
limits and respect the other person's borders - then we can act directly.
Often, unconscious manipulators are the children of parents, who expected too
much from them. Because the children couldn't give it all, they learned how to bypass
confrontation through manipulation. It is scary to ask them directly; because there is a
fear that they will do something bad and they will experience negative emotions.
The manipulator affects others through feelings of fear, shame, and guilt, but does
so for the same reasons - he is scared and ashamed to act directly. “If I ask and I am
denied, I will be ashamed. So, I am unimportant and unnecessary". Because of our
unwillingness to face guilt and fear, we choose indirect ways of interaction. These
feelings are difficult, but it is important to interact with them to reach a new quality
level of contact with people and awareness of themselves.
1.5 Remember your beliefs, desires, and goals that you aspire to.
It is very easy to manipulate a person who does not know what he or she wants and
how he or she treats this or that phenomenon. Then the manipulator is left to give the
"victim" the direction in which he should go in order to receive the long-awaited ben-
efit. Therefore, in order to avoid manipulation, you must clearly understand what you
want, what goals you are pursuing, and what you are 100% sure about. Then any ma-
nipulation will be noticed by you as it will be contrary to your goals or beliefs. And as
long as you are convinced that your goals are right and life is fully satisfying, it is
difficult to manipulate you. It is worth creating a list of your core values, for example:
"I will never allow arrogance to my side", "I will not allow to use myself ". These are
all things you definitely don't want and won't do. The better you understand yourself,
the easier it will be to understand when you are being manipulated and to resist it
[11]. This is the main problem with children and teenagers. They do not know what
they want, do not know themselves, and in general, they simply do not have enough
life experience. That is why it is easiest to manipulate such an audience. So much
garbage and dirt is now being stuffed into the infant and teenager’s brains that a child
simply cannot refuse and is manipulated.
The children and teens spend their primary time at school. The dilemma of our ed-
ucation is that children are not taught to give themselves advice in today's real world
and to be able to think critically. And even in the screen of their devices, they also
will not learn all this, because it is not profitable. Here are just a lot of examples of
such profitable manipulation of children. These are various music groups, books,
films that affect the psyche, as well as sects, suicidal groups, etc. And all this infor-
mation comes from most of the social networks.
There were these death groups: Blue Whale, Red Owl, Run or Die, Momo [12].
The moderators of such groups provide a variety of tasks and the victim`s videos or
photos have to prove that the task has been completed. The ultimate goal is suicide.
The spread of the game is explained by psychologists - the number of children try-
ing to commit suicide has really increased at times because teenagers think that their
life is not happy. The provocation of such actions is that teenagers complain about
lack of future, not finding their place in society, inability to do something when they
grow up. Adding to this phenomenon is the lack of trusting relationships in teenagers
with parents.
The principle of tracking down the victim's place of residence is very simple. The
curator sends a link and after victim`s clicking on it he finds out the victim's IP ad-
dress. Then through the provider curator finds out the house address and apartment
number. This way he blackmails and intimidates teenagers and children. The curator
himself may be in the other end of the country, and the poor child believes in manipu-
lation and ventures into a hopeless act [13]. Most death groups were in Russian social
networks like VK, and in different messengers like WhatsApp and Telegram. For
example, after blocking hashtags associated with the blue whale in VK, the game
went massively to other networks - Instagram, Twitter, and various messengers.
2 Classification of online users-manipulators using MBTI
Myers–Briggs Type Indicator (MBTI) principles were used to classify users by the
level of manipulation in online communication [14]. According to individual four
opposite pairs, or "dichotomies", we determine which user is easier to manipulate in
Table 4.
Table 4. Classification of online users by the level of manipulation in online communication
(MBTI principles)
Dichotomies Explanation
Extrovertion (E) - It is easier to manipulate an extrovert because he almost
Introversion (I) always contacts the society and it affects him.
Sensing (S) - Intui- People who prefer sensing make decisions suddenly and
tion (N) impulsively, and intuit thinks before making a decision.
Feeling (F) - The feeler responds to the burst of emotions, and the thinker
Thinking (T) does not.
Perceiver will not waste his time planning or checking
Perception (P) – something out.
Judgement (J)
Level 0 - the least manipulative
Fig. 1. Classification of user manipulation level.
According to these parameters, each of these users can act as a manipulator, but in
different ways. Manipulations are carried out by Table 5.
Table 5. Types of manipulators
Manipulators Explanation
Extroverts in the prospectus of a wide range of people, acquaint-
ances and strangers
Introverts in a narrow circle of people, or over a single individual,
mostly acquaintances
Sensors in the nearest time prospectus. Directions for now.
Intuits in the distant time prospectus. Destinations for the fu-
ture.
Feelers emotions, feelings, experiences
Thinkers facts, arguments, information
Perceivers improvising, not planning in advance
Judgers planning each step in advance
3 Ways to approach the manipulation of users using MBTI
3.1 First among the first: status motivation
Representatives of the group with the motivation "status" aspire to be first in one form
or another. They are all sensory extroverts. As sensors, it is important for them to
provide material proof of status, whether it is expensive clothing or a large house. As
extroverts, they want to show success to others. They say, “I have a big house in the
center! See what I have achieved?”.
They like the recognition of others. These people, when starting their business, will
call it by their name - and will be extremely proud by the title of founder. It is also
important to them how their position officially sounds: not a "Public Relations Spe-
cialist" but a "Senior Public Relations Specialist".
You want to get this person to do more work for the same money - change the
name of his or her position and let all employees know about it. Expensive things are
therefore appreciated by them, showing the status of the owner. A separate office
indicates career success. Even marriage to the owner of this type of motivation serves
as a marker of what he has accomplished in his life.
3.2 The only and unique: uniqueness motivation
Recognition of society in one way or another is necessary for all extroverts - other-
wise what extroverts are they if they do not want to share the results that they
achieved with others? But people with the motivation of "uniqueness" - extroverts-
intuits - want to tell not about status, but about their own exclusivity.
Designer and rare things are the weakness of people with "uniqueness" motivation.
Often, the arguments like "you will never find it" are decisive when buying. By the
way, many advertisers are betting on the uniqueness motivation. The slogans of "Be
Not Like All" or "It's Just for You" series are traditionally found in advertising a wide
variety of products - from women's cosmetics to expensive cars.
The “uniqueness” motivation is partly related to the club of researchers. Do not
feed them - let them explore new things. New methods, models, theories are not so
important - the main thing this is something new. If the extrovert researcher is not
eager to get involved in the project, just say that he is dedicated to developing new,
unique techniques. It can be added that no one has ever used this technique before.
After these words, he will be ready to spend the night literally at the enterprise.
3.3 Money Forward: Welfare Motivation
Introverted researchers are a bit more complicated. In psychology it is believed that
introverts are generally more difficult to motivate or to persuade - at least it will take
longer to convince them. Introverts are more focused on themselves and their needs
than on the praise and recognition of others, so they take more time to make deci-
sions. Well-being motivation for sensory-introverts can be expressed in a short
phrase: "Pay me, and I will do." Remember: this is the only group whose members
between a very interesting and very well paid job always choose the second one.
The key to understanding and motivating introverted sensors lies in the very word
“well-being”. In the minds of people, especially introverts, it is associated with stabil-
ity. "You are investing in your future", "You are going to get a quiet old age" - are
those familiar slogans? It is believed that they are for senior people but they really are
for introverts. For such people in the store will work phrases "This thing will last you
centuries!" or "This is a wise investment!".
3.4 Leave your neighbor alone: motivation for "self-sufficiency"
It’s time to talk about intuitive introverts that are motivated by "self-sufficiency". The
good news is that sometimes you don’t have to pay these guys. Completely they really
can work for the idea. Only on one condition - they should be very curious about what
they do (especially if they are introverted researchers). In this they are similar to the
motivation "uniqueness" - they are also driven by curiosity, interest and positive eval-
uation. But they make this assessment for themselves. It is not social recognition or
status, but internal self-realization. Sometimes, to motivate such a person, it is enough
to tell him: "You will have as much time as it will take." Introverts-intuitions (not
always, but often enough) are very slow. And they are driven to life by different peo-
ple: the boss at work, the cashier in the store, even the casual neighbor in line. Anoth-
er feature of intuit introverts, and of all introverts in general, is that they make very
slow decisions. And they hate to do it. It`s enough to leave him alone, not hurrying
him up, not demanding this momentary decisions, allowing him to do what is interest-
ing for him - and voila. Another employee is ready to work extra hours at your service
[15].
4 Conclusions
The manipulation is often paradoxical. On the one hand, we may think that no one is
manipulating us and we are completely free people, but in fact someone without our
knowledge uses it very favorably. Or when self-suggestion occurs, you realize that
you are causing yourself that someone manipulates your thoughts. You can continue
to live in the illusion that you are a skeptic and know that you are armor and do not
trust anyone. But what can you do here; human nature is such that it can break at any
moment. So try to be skeptical in moderation, and kind advice - trust, but check.
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