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This article is an electronic version of an article
originally published in Cultic Studies Journal, 1984, Volume 1, Number 2,
pages 196-219. Please keep in mind that the pagination of this electronic
reprint differs from that of the bound volume. This fact could affect how you
enter bibliographic information in papers that you may write.
On Resisting Social Influence
Susan M. Andersen, Ph. D.
Philip G. Zimbardo, Ph. D.
Abstract
The thesis of this essay is that “mind control”
exists not in exotic gimmicks, but rather in the most mundane aspects of
human experience. If this is true, it implies that people can learn to
resist untoward influences, which are defined here as influences in
which intentions are hidden and the subtle constraints of individual
behavior are profound. When information is systematically hidden,
withheld, or distorted, people may end up making biased decisions, even
though they believe that they are freely “choosing” to act. These
contexts may thus involve “mind control.” Although resisting cleverly
crafted social influences in not easy, it is argued here that it is
possible to reduce susceptibility to unwanted interpersonal controls by
increasing vigilance and by utilizing certain basic strategies of
analysis. In this paper, resistance strategies are presented which are
broadly applicable to a wide array of mind-manipulation contexts.
Relevant social psychological research, manuals for police
interrogators, and interviews with one-time cult members form the basis
for the present arguments, which blend pragmatic advice with a
conceptual analysis of the basic issues on which vulnerability to
persuasion rests.
Resisting social influences becomes important when such
influences can be appropriately thought of as “mind control.” When information
is systematically hidden, withheld, or distorted, people may make biased
decisions, even though they believe that they are freely “choosing” to act. Such
decisions, in fact, are likely to persist over time because people come to
believe in attitudes and actions for which they have generated their own
personal justifications. The thesis of this essay is that “mind control” exists
not in exotic gimmicks, but in the most mundane aspects of human experience.
Thus, it is possible to reduce susceptibility to unwanted social controls by
increasing vigilance and utilizing basic strategies of analysis and resistance.
Within our framework, the goal of mind control is to
manipulate thoughts, feelings, and behavior within some context over time. We
recognize that most people agree with and adhere to at least certain social
control efforts because these efforts reflect ideals that are intimately a part
of their lives. These tend to be described as socialization rather than
programming, education rather than propaganda, and personal development rather
than brainwashing. Thus, those who convert to my church are “saved,” and those
who fail to convert or who defect are doomed. Fanaticism and self-righteousness,
however, are of particular concern here because they may justify and provoke the
use of psychological coercion, one of the fundamental characteristics of mind
control. Take a father’s concern about inculcating a sense of patriotism in his
son:
I am very pro-American. I have a small son and have
hopes that when he grows up he will join one of the armed forces. To
ensure this, I have thought of talking to him while he is sleeping – no
great speech, but a little patriotism and the suggestions that an army
career would be good. (Caplan, 1969, p. 65)
One might argue that this is merely socialization, that it is
natural and normal. But this argument is difficult to accept because of the
deception involved. Nevertheless, it is clear that we are continually being
influenced and controlled in our lives, although in less dramatic ways.
Politicians influence our votes; teachers our thinking; religious leaders our
morality. Advertisers emphasize our ability to make “rational” decisions between
products they have apparently compared, and then urge us to buy the one of their
choosing whether we need it, want it, or can afford it. Our tastes in food,
dress, art, music, friends, and so on, are all acquired through subtle processes
of social influence. The quality of our social interactions with other human
beings fundamentally shapes our social and cultural preferences.
Not all influence methods, however, should be construed as
normal and justifiable. In particular, deliberate attempts to manipulate someone
else’s behavior seem exploitative when they are covert. One can always imagine
that the “victim” might have resisted had the attempt been more overt or had
“informed consent” been solicited. But attempts at manipulation are actually
most effective when someone is led to believe that he or she is freely
“choosing” to act. Once we have made a commitment, we tend to generate our own
justifications for it, even when we were truly unaware of the important factors
that influenced our decision at the time. Our “choice” of actions, then, is only
as reasonable as the information we have available to us; and reliable
information can be methodically hidden, withheld, or distorted.
Take, for example, the case of government officials refusing
to warn the public about the risks of radiation fallout during the atomic bomb
tests in Nevada in the 1950’s. Residents chose to stay in the area. In Oklahoma,
the Kerr-McGee plutonium plant was found guilty of misleading employees about
the hazards of its operation – after a long struggle to expose flagrant safety
violations. On a broader level, while the Western press was bombarded with
information about the United States’ restraint in Iran during the hostage
crisis, there was little coverage of the war being waged by American-supplied
Indonesian troops on the island of Timor which left as many as 100,000 people
dead. Making decisions about both public and personal issues is enormously
complex when those “in power” in our social and political worlds define reality
for the rest of us. By controlling the information to which we are exposed, they
restrict the range of alternatives from which we are able to freely “choose.”
The Exotic and the Mundane
Formidable quests to gain control over the human mind have
often employed exotic technology. Exquisite torture devices, electroshock
therapy, mind altering drugs, hypnosis, and sensory deprivation have all been
used to get targeted persons to do the bidding of various agents and agencies of
control. Indeed, these methods carry enough wallop to distort and sometimes
destroy the mind’s normal functioning. But they are not adequate for the task of
reliably directing behavior through specific scenarios as designated by would-be
manipulators.
John Marks’ expose of the CIA’s secret mind control program
(see The Search for the “Manchurian Candidate”) suggests that no
foolproof way of “brainwashing” another person has ever been found. After a
decade of intensive, costly research into the technology of such control, the
CIA’s MKULTRA program was deemed a failure. Covert operations could claim little
more than being capable of turning unsuspecting victims into “vegetables.”
Effective mind control exists in most mundane aspects of
human existence: the inner pressures to be bonded to other people, the power of
group norms to influence behavior, the force of social rewards (such as smiles,
praise, a gentle touch). We influence one another, intentionally or
unintentionally, using the most basic principles of social psychology,
motivation, and social learning. It is people in convincing social situations
and not gadgets or gimmicks that control the minds of other people. The more
worried we are about being seen as ignorant, uncultured, untalented or boring,
and the more ambiguous the events are that are to be evaluated, the more likely
we are to take on the beliefs of those around us in order to avoid being
rejected by them.
Basic Training in Compliance
What ensures the success of undesirable social influences,
whether they involve buying new products, entering new relationships, or simply
maintaining the status quo in a contrary environment, is our blindness to
the potency that situations possess. Etiquette and protocol are powerful
inhibitors of unconventional action. When people around us behave alike and as
they are expected to, it becomes difficult for us to evaluate their actions
critically or to deviate from what is expected of us in the situation. The kinds
of social programming we are all subjected to in childhood circumscribe our
perception of such behavioral possibilities with a neat cleave. The “good child”
learns his place in all social settings, stays put in her seat, is polite,
speaks only when spoken to, is cooperative, does not make trouble, and never
makes a scene. As children we are rewarded for going along with the group and
for not insisting on getting our way. It is the wiser course of action, we are
taught, to go with (or around) power, not to challenge it.
By taking social roles for granted in a context, we can be
unwittingly led to take on companion roles in the various scenarios being
enacted. If she wants to play “guest”, we become “host”; if he is quick to
assume responsibility, we passively surrender some of our own; if they are a
couple in conflict, we become mediator. And once ensconced in some social role,
our behavioral freedom is compromised in subtle ways. Interviewees answer but
don’t ask questions, guests don’t demand better food, prisoners don’t give
commands, audiences listen, “true believers” believe, rescuers sacrifice, tough
guys intimidate, others recoil, and so on. Expectations about what behaviors are
appropriate and permissible within the structure of a role can come to control
us more completely than the most charismatic of persuaders. As a nation, we saw
in the Watergate cover-up how the “best and brightest” caved in to the pressures
that required “team players” to win this one for the President. Unquestioned
protocol persuaded them to betray their public offices.
Those who occupy social roles that carry prestige and
credibility in our eyes can work wonders. The most potent influences are eased
around to us by our buddies or by reputable “experts,” rather than by those whom
we think of as “enemies.” A neighbor tells us to stop by for a chat with some
interesting people, our doctor prescribes a new antibiotic, a businessman offers
us exciting financial prospects, brother says he’s impressed with a new pastor.
Such testimonials encourage us to take the first step along most of the paths
we’ve chosen for ourselves, good and bad, because such influences are basic to
being engaged in social life.
Saturation and Detachment
Unlike our response to “overtly” persuasive communicators who
may beseech us to buy the latest gourmet cookware, to jog daily, to elect
particular politicians, or to give to certain charities, situations with “normal
appearances” (see Goffman, Relations in Public) don’t seem to require
skepticism, resistance, or even our conscious attention. We often move through
them “on automatic” and are thus prone to being influenced without our slightest
knowledge.
To counteract this possibility, people could refuse to play
social roles, to seek social rewards, join organized groups, or notice modeled
behaviors – but only if they are also prepared to withdraw from society
entirely. Alternatively, people might choose to detach themselves emotionally
from certain aspects of social life, but this has the probable drawback of
leaving them without social support, friends, lovers, or anything in which to
believe. Thus, while being detached enough to observe and analyze is intimately
related to resisting social influences, utter detachment can lead to isolation
and to paranoia. A prisoner at a federal penitentiary we know of, for example,
was held in solitary confinement for several years, and then “beat the system”
by turning off his emotions before the system could get to him. Now he feels
nothing at all, which did not prove to be worthwhile.
Passionate involvement, serious commitment, and emotional
investment are some of the richest forms of human experience. We want to be
passionate, playful, and spontaneous, because these things help us to feel that
life is worth living. Yet such emotional “saturation” can be problematic. People
can lose themselves in their emotions, and they can become so enthralled with an
idea or situation that they miss the “cues” that suggest they ought to exit or
refuse to participate. People in “cults,” for example, are trained to think
positively and programmatically about what they do. Viewing one’s own and
others’ actions from a variety of perspectives is simply not done. Orders are
followed and much information is systematically withheld. To take some specific
examples, prospective Peoples Temple and Unification Church members have been
asked to “open their minds” to exciting new identities, to saturate themselves
with new meanings, a sense of belonging, and to refrain from being judgmental.
Guru Maharaj Ji suggests liberation from one’s own mind in these terms:
So mind really gets to you, mind really affects you,
in very, very subtle ways, in very, very subtle manners. And what is the
reason, that I come out and I scream and yell, “Don’t listen to your
mind.?” There is something within, inside of you which is much more
beautiful than that crazy mind.
Perhaps we don’t want to be wholly critical and alert at all
times, but mindlessness is often promoted as a way of encouraging passive
acceptance at the expense of individual discretion. The hook is that when we are
faced with complex problems we often yearn for simple answers and rules of thumb
for how best to proceed. Immersing ourselves in the teachings of a powerful
leader, in the say-so of the dominant partner in a relationship, or in the total
ideology of any highly cohesive group can be comforting. But when we lose our
desire to formulate unique, creative ideas in any situation we begin to lose our
sense of self there. Thorough, unquestioned saturation can hinder our ability to
evaluate our actions critically when it is in our best interests to do so.
The problem is paradoxical. Although detaching ourselves from
social life to avoid “being taken” is obviously absurd, the more we open up to
other people’s thoughts and ideas the more likely we are to be swayed by them.
We want to feel connected to others in the community. We want to be “saturated”
with living and to feel we can suspend, for periods of time, our evaluative
faculties, our cautiousness. Yet we must be able to pull back and monitor our
experiences, reflect upon the choices we have made, and assess the “goodness” of
our involvements. Oscillating between these poles, immersing and distancing
again at “appropriate” intervals would appear to be the best compromise and
perhaps, then, a reasonable solution.
Is it possible to recognize those social influences that can
distort our integrity and freedom of choice amid the many benign pressures that
surround us daily? Can we act to avoid or counter these influences? These
questions are complex in the sense that the most skillfully contrived situations
effectively prevent us from recognizing that we are about to be “taken” or that
any amount of persuasion is intended.
Nevertheless, at the prevention stage, it is important to
recognize the operation of effective persuasion tactics, so that it is possible
to know when one is in a particularly powerful situation. When the targeted
individual feels hesitance or reluctance about a persuasive communication at the
outset, of course, he or she should avoid taking even the first step of
involvement, e.g., agreeing to hear more of the sales pitch, looking through the
brochure, accepting the free gift. Once a commitment has been made, recognizing
and resisting control tactics at the system level is critical to retaining
individual integrity with the system or to arranging one’s escape, if necessary.
Because most research on persuasion and influence in social
psychology has been undertaken from the point of view of the powerholder, not
the consumer, there is virtually no experimental literature on the business of
resistance, i.e., on what the consumer might do to be able to resist persuasive
messages and influence strategies. Nevertheless, it is possible to examine the
literatures that do exist for clues as to useful means of resistance. The
strategies that follow have thus been drawn from a diverse body of information,
including: (a) psychological research on persuasion and attitude change, the
situational control of behavior, and social learning principles of behavior
modifications and self-control; (b) training manuals for police interrogators
(see Psychology Today, June, 1967) and sales personnel; and (c)
interviews and personal experiences with one-time “cult” members.
Developing a Critical Eye
To assert the freedom to choose options that are not apparent
in any situation, we must be simultaneously committed to our social worlds and
sufficiently disengaged from them to maintain a critical analysis. For this
reason, developing a critical eye is central to counteracting compelling social
pressures, whether they occur one-on-one or within a social system. To acquire
the kind of sensitive skepticism needed to detect undesirable influences when
they arise, people must learn to be vigilant to discontinuities between
the ideals people espouse and their concrete actions. Separating the preacher
from the practice, the promise from the outcome, the perceived intention from
the consequence is at the crux of resistance because it is too easy to mistake
the label for the thing labeled, to deal in symbols and concepts instead of
people and their behavior.
Many notable politicians, for example, gave their support to
pastor Jim Jones without questioning why he was surrounded by a half dozen
guards, why his church had locked doors, and why newcomers were searched before
being approved by the Welcoming Committee. Peoples Temple members admired “Dad”
because he cared for them and because he said he cared most of all about the
children. But they failed to critically appraise or to even acknowledge the
reality that he punished them severely (at times with electric shock) and
subjected them to public ridicule for minor transgressions.
The biggest lies are often hidden by a compelling context and
are discovered later on the basis of discontinuities that in hindsight are
obvious. The unanticipated nightmare of the slave labor camp Jim Jones created
in Guyana thrived on his systematic distortion of every detail of the reality of
Jonestown: there was mild weather, he said, and abundance of food, no
mosquitoes, easy work days, no sickness, no death. The discontinuities were
there to be perceived. “The moment I got off that plane I knew something was
wrong,” said Richard Clark, who led an escape party out of Jonestown through the
jungle the morning of the massacre. It was the opposite of what had been
promised – a jungle hell where people worked long hours on menial jobs in
sweltering heat, often hungry and sick. But denial en masse of these
obvious discrepancies kept Jones’ system of total mind control going until the
very end. For most non-defectors, however, the situation had deteriorated slowly
but surely from a tolerable to an unbearable one, amid strict social norms about
“positive thinking.” According to Margaret Singer’s extensive studies of former
cult members (see Psychology Today, January, 1979), those who left cults
without the aid of deprogrammers did so because they had “grown bitter about
discrepancies between cult words and practices.”
Comparing the concealed purpose of a communication to its
manifest content is, in fact, one of the central tasks in analyzing all
propaganda. It is not unlike decoding what we think of as “Freudian slips” in
which the “error” conveys the speaker’s intention. Too often we overlook blatant
discrepancies by automatically supplying semantic corrections that render
statements or situations into “good form,” thus allowing contexts to cover over
discontinuities.
Because effective manipulators provide as coherent a
situation as possible in which to gain our compliance, detecting discrepant or
ulterior motives is difficult. Although becoming obsessively critical or
suspicious would be dysfunctional, carefully appraising the credibility of the
source of a message and the quality and intent of the appeal makes sense. On the
other hand, most persuaders recognize the importance of standard operating
procedures, that is, of form and style in their persuasion efforts; these
appearances undercut our ability even to recognize that a persuasion effort is
taking place. According to sociologist, Erving Goffman, persuasive individuals
typically conceal their intent amid “normal appearances.”
We are more likely to go along with whatever is happening and, perhaps, to be
“taken” when the situation we are in appear normal. Suppose we’re just “having
fun” with friends, being “entertained” or “educated,” or are simply engaged in a
common social interaction. We usually feel no need to attend to the details of
what is going on, of who is influencing whom, and of what is affecting our
behavior. But any variety of social pressures can prey upon the unquestioning
attitude that we may don in these situations, and on our adherence to standard
protocol. Being able to disobey simple situational rules when we feel we should
is important – both for men and for women – and requires, at a minimum, an
ability and a willingness to critically evaluate situations. Information from
Rape Prevention Centers, for example, suggests that entering dangerous
situations with potential rapists may seem “natural,” tantamount to being polite
or helpful, for a person who has been trained to be obedient and ladylike.
Answering all questions with a friendly, gracious smile, refusing to make a
scene, or unwaveringly deferring to the protection and judgment of men, even
when they are strangers, is not the best idea. Nor is being courteous and open
with service personnel at the expense of requesting proper identification.
Actively monitor social
interactions. Establish a critical distance periodically to examine
situations from other perspectives. Search for situational pressures in
your physical and social surroundings, for the small details as well as
the big picture. Practice thinking ahead, anticipating what will come
next, checking for discrepancies, and noting how you feel about them.
Be willing to disobey simple
situational rules when you feel you should, to sound false alarms
occasionally, or to cause a scene. Be careful about doing things you
don’t believe in just to appear normal or to get someone off your back.
Be able to recognize the
conditions under which you are most vulnerable to accepting persuasive
appeals (the conditions we will describe in the next section). Should a
potent persuasion tactic be present in a situation, postpone making a
decision on the matter, if possible, or allow yourself to say “no.”
At the very least, try to get
more information so that you can carefully consider the consequences of
saying “no” to something that could turn out essentially “good” (could
you return in a week or a year and say “yes”?) or of saying “yes” to
something that could turn out essentially “bad” (could you lose your
money, pride, or life?). Obtain and utilize all available information
and search for new, reliable sources, if possible.
Resisting Persuasion: Confidence, Clarity, and Persistence
Effective persuaders not only influence people, they win
friends “in the bargain.” After intensive interrogation for the murder of two
socialites, George Whitmore, Jr. “broke” and gave a 61-page confession of guilt.
He went on to express his admiration for his interrogator, a detective, whom he
now claimed to respect more than his own father. Subsequent events established
that Whitmore had actually been persuaded to confess to a capital crime he did
not commit.
The best persuaders always appear to be just like us.
They understand our problems, empathize with our predicament; in fact, they were
there once themselves. They speak our language, share our needs, and know the
inside jokes. When someone appears to share our concerns, he or she becomes a
cohort, an ally, someone we can trust and give the benefit of the doubt. The
tactic is powerful because attitude change, like all socialization, is most
effective when it goes unnoticed. The conversation is slowly led through small,
continuous approximations. In the end, we perceive that we have brought it about
on our own.
Check for signs of
ingratiation, for an overemphasis on mutual interests, and for requests
for just one small commitment now – with an open-ended contract for
later. How deep do the stated similarities go? How well does the
persuader really know the common friend you supposedly share?
As trivial as it may seem, a major persuasive device is the
expression of confidence in the beliefs espoused and courses of action
recommended. Research shows that powerful people express confidence and
self-assurance across all channels of communication – through body language,
through words, and paralinguistically. Regardless of someone’s “real”
credibility, what we end up responding to is how competent, confident, honest,
and stable he or she appears to be. Someone who looks us straight in the eye,
stands reasonably close and speaks articulately is not intimidated by us, and is
perfectly in control of the encounter. In reaction, those who get persuaded
express doubt; they do so as much by what they say as by what they don’t say.
Minor hesitations like “uh,” “ah,” “er,” or a pause can be capitalized upon and
manipulated because they convey momentary lapses of thought, momentary
vulnerabilities. Similarly, an unwillingness to stand up for oneself, to
contradict the persuader, or to ask for clarification, can become the worst
indictment – an open door for influence.
In fact, training manuals for sales personnel are filled with
tactics for skillfully manipulating the choices people come to make in
bargaining situations. And desired results are obtained. Millions of Americans
are subjected to stress and intimidation in the presence of those whom society
has termed “expert.” Automobile mechanics, for example, often make thousands of
dollars each year for labor and supplied they don’t deliver. In 1978, over two
million Americans underwent surgical operations that they did not need (at a
cost of over four billion dollars). Because it is difficult to feel efficacious
around people who ostensibly have more knowledge than we do, we are often
inhibited from asking the appropriate questions, from thinking critically and
carefully about decisions that may affect our lives.
Practice “seeing through”
programmed responses to authority. Pay attention to the social roles you
and others occupy in a setting and the subtle indicators of those roles
that you may be responding to (business suit, repairman’s uniform,
doctor’s white coat, etc.).
Be aware of who is
controlling whom in social situations, to what end, and at what cost.
To the extent that it seems
possible, refuse to accept the initial premise from someone that he or
she is more powerful, more competent, more in control than you are.
Accepting this premise may be, in part, what makes it so.
State you arguments with
conviction if the other person does so.
Learn to retain a sense of
self-worth in the face of intimidating circumstances by creating an
“appearance of competence” equal to that which an effective persuader
conveys through his or her voice and actions. Carry with you a powerful,
concrete image, replete with tactile sensations, sights and sounds, that
reminds you of your own competence. Remember a time when some person or
group of people thought you were the very best; think of a violin if you
are a virtuoso, a photograph, a person, or place, anything that makes
you feel exhilarated and alive, that you can retain as an inner core
that cannot be violated. Apparent competence can reduce feelings of
helplessness in stressful situations.
Mind control typically involves coming to accept a new
reality. The errors of our old ways of looking at the world are exposed as such,
and a new reality is embedded in their place. Elaborate but inadequate
justifications for recommended actions can be very confusing. Once confused, we
can easily be persuaded by false analogies, semantic distortion, and
convenient rhetorical labels because we will tend not to question them and
to think about them creatively, but to accept them at face value. John Dean
reminds us that the entire Watergate cover-up was shrouded in cute euphemisms,
jargon, and rhetoric. Instead of referring explicitly to the money involved in
the scandal, they spoke only of the “bites of the apple.” At the extreme, it is
easier to “waste an enemy” or to engage in “revolutionary protest” than to
murder other human beings.
Inconsistent or ambiguous descriptions with confusing
terminology can lead us to accept invalid conclusions that we would otherwise
resist. Research on metacomprehension reveals that this is precisely what many
children do. They are able to understand the simpler component parts of a
complex message so they overestimate their comprehension of it as a while and
accept it as adequate. This can also take place among adults.
Never accept vague
generalities when a message is actually confused or ambiguous (and
perhaps intentionally so); and avoid attributing your confusion to your
“inherent” inability to think about the matter clearly, especially if
someone suggests that “you’re just too stupid to understand” or “women
get too emotional to think logically.” Interrogate yourself about the
meaning of a communication to see if the conclusions follow from the
arguments, and if the expectations you form while listening are
confirmed or disconfirmed.
Paraphrase other people’s
thoughts both aloud and to yourself to see if you are understanding
clearly.
Practice generating creative
arguments and counterarguments as you listen to persuasive messages to
avoid slipping into “automatic” processing.
Tentatively assess the
meaning of an ambiguous situation or communication once you have some
reliable information, but don’t forget that the assessment is tentative.
Be willing to take new information into account.
Seek outside information and
criticisms – especially from family and friends – before joining a group
or making a commitment to invest time, energy, or money in some
endeavor.
Train yourself and your
children to notice the “tricks” in deceptive information packaging, such
as those utilized in television commercials. Knowledge of make-believe
constructions, of audio-visual distortion techniques, the use of
celebrities, experts, and overgeneralizations can build the kind of
skepticism in children which is the front-line of all resistance
efforts.
Susceptibility to control becomes greater with increased
self-consciousness. When people are induced to focus attention on themselves
by being made to feel awkward, deviant, or silly, and to worry excessively
about what others think, they can be led to resolve opinion disparities with
others in the favor of the other person’s opinion.
At the extreme, Manson family member Leslie Van Houten
described Charles Manson as controlling his followers through unrelenting
intimidation and strict isolation. “I was always frightened of not being
accepted even in school,” Leslie reported. “But Charlie played on that; he saw a
danger in my humor and outgoingness . . . He’d try to make me feel I was missing
something. He said I didn’t know what was happening and that I was really
stupid.”
Be sensitive to (and avoid)
situations and people that put you on the spot, make you feel different,
awkward or inadequate.
Try to focus attention on
what you are doing rather than on thoughts about yourself. Keep an
especially firm handle on generating negative dialogues about yourself,
and never accept a chronically negative view from someone else.
Maintain some non-social
interests that you can satisfy while you are alone, such as painting,
carpentry, working on cars, reading, or writing. If you can develop a
concrete sense of self-worth, a sense of who you are, what you are
interested in, and where your competencies lie, quite apart from the
values, interests, and judgments of others, you may feel better about
yourself in their presence, as well as in their absence.
Be willing to look foolish
now and then, and to accept being “different” as being “special” rather
than inferior.
Effective persuasive appeals get their oomph by reaching
beyond reason to emotions, beyond awareness to unspoken desires and fears,
beyond trivial attitudes to basic concerns about self-integrity and survival.
Clever persuaders are adept at detecting what we want from a situation, what our
fears and anxieties are, and what areas of supposed mutual interest will best
gain our attention. Once someone has our trust, he or she can change our
attitudes by inducing an emotion-laden conflict that requires immediate
resolution. By making us feel fearful or anxious, the manipulator is in a
position to ease our discomfort by providing reasonable explanations and
soothing solutions. Much advertising is based on this principle. So are many
social interactions.
A 60 Minutes documentary (1/28/79) reported that
sellers of Industrial Insurance have their working class clients nearly
paralyzed with fear over spiraling medical and burial costs. But relief is at
hand as the salesperson unfolds the insurance policies that will resolve any
uncertainties the future may hold. If the client owns other policies, they go
unmentioned or are dismissed as inadequate. All that is clear is the imminence
of death and an eight-inch replica of a satin-lined mahogany coffin in the hands
of a credible-looking businessman who adds in a deep clear voice, “Wouldn’t you
prefer your loved one to rest in a beautiful casket like this than to be buried
in an old pine box?”
A crucial issue concerning
our needs and vulnerabilities is whether, when, and how to reveal them.
No matter what the relationship, avoid getting sucked into unwanted
confessions that may later be used against you. Many cults and mind
control systems utilize public confessions, self-exposure “games,” and
the like to catalogue the weaknesses of their followers, for later
exploitation.
Avoid making decisions when
under stress, particularly in the presence of the person who has
triggered the emotional reaction. Tell him you will decide tomorrow.
As you feel yourself becoming
uncomfortably anxious or guilty, begin taking slower, deeper breaths to
help your body relax. Imagine the air flowing through your muscles and
loosening the tension in your shoulders, the back of your neck, your
upper arms, and down through your chest, abdomen, and lower back. Relax.
Interrupt the natural processes the persuader has set in motion.
Gnawing feelings of guilt can also provide a powerful
impetus for personal change. Feelings of self-disgust, a desire to confess, to
do penance, or perhaps even to experience suffering, are all potent persuaders
in their own right. Simply being in the presence of those less fortunate can
often be influential, particularly if we are somehow made to feel responsible
for their plight. Professional beggars make it their business to make passersby
feel guilty for being well dressed and well fed. Organizations that support
themselves through donations often thrive upon the proceeds collected by mildly
handicapped solicitors. More broadly, the pivotal contingency in Patty Hearst’s
psychological transformation at the hands of the Symbionese Liberation Army
appears to have been the guilt she was led to feel over her family’s privileged
position, the disparity between their wealth and the poverty of so many, and her
life of noninvolvement in the struggle of oppressed peoples. All conflicts were
slowly relieved with each step she took in the directions of accepting her
captors’ definition of reality.
Letting someone do favors for you can also make you feel
indebted and guilty. Diane Louie, who escaped Jonestown with Richard Clark the
morning of the massacre, recounted for us her experience in the hospital there.
She was suffering from a severe intestinal virus, feeling duped and dissatisfied
when Jim Jones came to her bedside. “How are your living conditions?” he asked.
She shifted uncomfortably in her cot, trying not to raise her eyes to him. “Is
there any special food you would like?” She thought of her stifling, crowded
bungalow, the maggots in her rice, her exhaustion, the broken promises. “No,”
she said, “everything is fine; I’m quite comfortable.” To us she said, “I knew
once he gave me those privileges he’d have me. I didn’t want to owe him
nothin’.” She was one of a handful of people able to escape the mass murder and
suicide.
Be aware of the situations
that provoke guilt or anxiety in you so that you can circumvent their
illicit use by skillful manipulators. Learning to confront your
frustrations and fears is the most potent way to prevent their being
exploited unbeknownst to you. Start by thinking about the least
provoking aspects of problematic situations while in a state of
relaxation, and work up to more difficult ones.
Don’t let people make you
feel indebted to them by accepting a definition of a situation that
suggests sacrifices are being made on your behalf. Although reciprocal
exploitation and need fulfillment are part of every social contract,
when you feel justified in doing so, be prepared to acknowledge the
sacrifices of others with a sincere thanks, instead of the expected
repayment in kind.
When the opposition is about to yield, successful persuaders
employ tactics of ingratiation to build the bonds of liking and respect that
will extend past the initial sale. Once aware that their prey is bagged, they
emphasize the victim’s freedom of choice – after tactfully constraining the
alternatives. The newly persuaded person chooses “freely” while the context the
influencer provides bolsters his or her decision. Properly executed persuasion
never appears to be “designed” to induce change, but rather ends in a natural
resolution of mutually generated concerns. New attitudes and behaviors that are
accompanied by the feeling that they have been chosen without extrinsic
justification are particularly enduring and resistant to change.
Skillful persuaders may also deny us our freedom in
order to control our behavior with the help of the reactance principle.
Studies have shown that when we perceive severe limitations on our behavioral
freedom we sometimes move to reassert this freedom by advocating the opposite
position, which may be exactly what the opposition wants. ”Excuse me for saying
so, sir, but this is quite an exclusive line; you probably cannot afford it.”
“So, you’re gonna let that guy (or nation) get away with treating you in that
shameful way!” “No salesman could possibly sell more of this product in such
hard times!”
Remember that reacting
against someone’s dogmatic assertions about what you should do is not
your sole avenue to freedom of action. Sometimes it is best to test
their intentions by giving the impression you will comply so that you
can observe their reactions. If they start pushing in the opposite
direction or simply look befuddled, you may have uncovered a hidden
agenda.
Be wary of people who
overemphasize how free you are to choose among the options they have
prescribed. Electing Anacin over Bayer is not the same as deciding
whether you want an aspirin. Nor is the question, “How many bombs should
we drop?” the same as “Should we drop any bombs?” Test the limits of
your options by selecting “none of the above” or by proposing unexpected
alternatives, at least tentatively, especially when you create them
yourself and believe they are better.
Resisting Systems: Voice, Exit, or Rebellion
When social persuasion moves into the big time, one-on-one
confidence games are not economical. The behavior of large numbers of people
must be managed efficiently. For this reason, persuaders develop “systems of
control” that rely on basic rules and roles of socialization and that impart
a sense of belonging. When interaction among people is restricted to interchange
between their social roles, however, it becomes easier for ethical, moral, and
human concerns to take a back seat. Because people may be ostracized from
organizations (e.g., fired from their jobs) for not complying with the requests
of superiors, resisting any of these pressures may be difficult. When John Dean
refused to participate in the Watergate cover-up after he himself had worked to
initiate it, along with his cronies, he had to part ways with some of the most
cherished assumptions of society: He questioned the morality of Presidential
orders, and he lost his paycheck. According to Dean, “. . . this would never
have been done had it not been done to protect a president. And for a long time
I had trouble separating the man from the office.” Nazi war criminal Adolph
Eichmann accounted for his actions during World War II by saying, “I was just
doing my job in experiments following orders.” Similarly, in Milgram’s obedience
experiments, normal people apparently inflected painful, potentially lethal
doses of electric shock to a stranger at the insistence of a credible
“scientist” in a learning experiment. They did their job.
Tightly structured situations are dangerous when we lose
sight of who we are, and forget that we have feelings and histories other than
those programmed by the immediate setting and roles we are led to play in it. In
order to avoid slipping into acts that violate our integrity, we must be
“present” in our societal and institutional roles as distinctive individuals.
Knowing when to escape and rebel with others, requires questioning the rules
that are laid out there and being alert to role-based constraints on our
actions. Noting frames of reference other than those prescribed by the setting
facilitates thoughtful decisions in situations that don’t encourage independent
thinking.
Test for the presence of
stated and unstated rules that unnecessarily restrict freedom of speech,
action, and association. By subtly violating some rules and roles
and then observing the consequences, we may discover how much latitude
is allowed for idiosyncrasy in the system, for eccentric or creative
self-expression.
Resist the lure of uniforms
and other disguises that make you look like one of the bunch.
Develop a sense of humor
about yourself to minimize utter saturation in your role in the system,
to retain a creative view of your situation, and to gain some experience
dealing with your apparent weaknesses without undue anxiety.
Listen to criticisms of your
most cherished beliefs and institutions. Know them, but don’t accept
them uncritically. Allow yourself to confront the issues so you can
carefully gauge their merit, and perhaps see events not only as the
system you are in expects you to see them, but “as they are.”
Retain your sense of
individual integrity in the system by calling other by name and
referring to yourself by name. If people are typically referred to by
title, try adding their first or last name to the conventional address,
abbreviating it casually, or somehow reformulating the typical approach
so that it draws upon them as human beings instead of as objects that
merely serve instrumental ends.
Make an effort to discover
the person behind the role, to respond to someone’s uniqueness, rather
than to a stereotyped role impression.
Disclose personal
observations about your surroundings and about experiences you’ve had
elsewhere to those you feel might share your views. Elicit feelings and
ideas from them so that together you can disengage the “scripts” that
specify the basic, unquestioned rules of the setting.
Remember that ignoring social
roles is not easy and is sometimes met with censure. Thus, it is
important to be careful. The more rigidly structured our social role
enactments, the less ambiguity people face in the social world.
Accepting a certain amount of ambiguity, however, is the crux of
spontaneity and flexibility.
When a group of people becomes more preoccupied with
seeking and maintaining unanimity of thought than with carefully weighing
the pros and cons of alternative actions, raising moral issues, and critically
appraising decisions, unanimous resolutions are often reached prematurely. As
part of the package, members may be led to support these decisions for better or
for worse. When tightly-knit groups are insulated from outside sources of
information and expertise and their leaders endorse prospective policies before
members have a chance to air their views, decision-making processes deteriorate.
Studies of the dynamics of Presidential cabinet meetings during the Johnson and
Kennedy administrations revealed just this pattern. The Bay of Pigs fiasco was
but one of the blundering outcomes. Psychologist Irving Janis termed the process
“groupthink.”
Furthermore, when people are isolated from those they care
about, from their sense of self-continuity, they begin to feel amorphous and
uprooted, and the process renders them more susceptible to the hands of
makers-over. Isolating feelings from intellectual concerns serves a similar
function. Persuaders bring us to their place of power, separate the good or
aware “us” from the evil or ignorant “them,” and then proceed to limit our
access to ideas that they find heretical, traitorous, or not in their best
interests. This can be true of interpersonal relationships just as it can be
true of memberships in social institutions, groups, or organizations.
When we are isolated from outside information, it is
impossible to make unbiased decisions. Police interrogators question suspects at
the station, not at their homes. Synanon rehabilitates alcoholics and drug
addicts (and keeps its other members in line) by removing them from their usual
haunts and restricting their liberty. Jim Jones isolated People's Temple members
in the jungle of a strange land. When we come to believe so thoroughly in our
favorite concepts that we begin to hate those who don’t share our views, to
develop rehearsed programmatic responses to discrediting arguments, and to
acknowledge only ideas stated within our own terminology, it may be time to
start making our belief systems a little more permeable. Nothing is so simple as
the labels “good” and “evil” suggest. Moreover, they foster utter vulnerability
to the system that is termed “good.”
Try to establish whether you
can actually have an impact upon decision-making processes in a
relationship or group, or whether you are simply part of the clean-up
crew for decisions that have already been made. Watch for premature
closure or initial consensus while discussing an issue. What arbitrary
constraints are placed on the alternatives to be considered? Do rigid
procedural devices limit discussion and suppress unusual suggestions?
Refuse to accept the
“we-they” dichotomy that cuts you off from outsiders and suggests you
should think of them with dehumanizing labels like animals, sinners,
queers, rednecks, women’s libbers, teeming masses, and so on.
Suspect appeals that
encourage you to detach your feelings from the rest of your being;
assert the harmony of mind-body, intellect and emotion, past and
present.
Try to encourage independent
thinking among group members (as suggested by the strategies in the
previous section). Solidify channels of feedback between members,
between members and leaders, and from outside evaluators to the group.
Remember that the minority
may at times have the only accurate view of the issues. Any worthwhile
group should tolerate dissent or be abandoned.
Allow yourself to question
commitments if they are no longer appropriate for you. Consistency in
the face of contrary evidence is usually not a virtue but a sign of
rigidity, delusion, or prejudice. Make an effort to admit past errors
and to acknowledge old beliefs and commitments that proved limiting for
you.
Continually seek outside
information, reality checks, and critical appraisals of what you are
doing.
Maintain outside interests
and sources of social support and reject the appeal that devotion to the
cause requires severing ties to outsiders. Battered wives, religious
converts, undercover agents, mafia informants, and inmates of prisons
and mental hospitals all suffer from impoverished connections to outside
systems.
Family and friends should
leave the path back home open. Your unconditional accessibility to those
who have strayed, no matter what they’ve done or said, may be hteir only
hope. Disowning children, friends, or relatives when you disapprove of
their decisions is much less effective in the long run than a gentle
hand and some warm words. “Love-bombing” is the favorite tactic of most
cults, because it works best among the love-deprived, those to whom
we have not given love.
The tighter a system is, the more likely that minor
challenges will be met with retaliation. In prisons, mental hospitals,
religious or political cults, military establishments, concentration camps, and
so on, some people have virtually total control over the existence of others,
and minor deviations or threats to that power are intolerable. If we come to
threaten the structure of a coercive system, it is likely to retaliate by
pursuing the tactic, “divide and conquer,” or perhaps, even the opposite, i.e.,
“promote.” By giving us status and responsibility, the system arranges that our
needs no longer run at cross-purposes to those of the system. But when
maintaining the status quo is not palatable, the main question is whether
changing the system is feasible. Those who survived Jonestown did so by escaping
its grasp. And some systems have time on their side; they can wait out the
opposition and have their officers paid for doing so. Supporters of the
status quo are employed while those who oppose it do so as outsiders,
part-time and struggling to make ends meet. In any case, it is often more
practical to challenge systems from without – especially by forming other
systems.
Don’t let your silence pass
for agreement with the system. While talking to others, subtly imply
your discontent in areas where you think they might agree. Avoid
incriminating yourself completely in the face of their utter resolve by
intuiting their responses as you speak and overstepping only those rules
that are of least concern to the system.
Once you establish a group of
allies and decide that you cannot escape the system or that you are
committed to changing it, band together in opposition so that yours will
be a position to be acknowledged rather than a disposition
to be “treated.” A consistent minority, firm in its conviction, can
often undo a majority. Of course, one must then become vigilant to the
potential development of mind control tactics within the new minority
system.
Begin by assessing the power
base of those who hold the reins. Find substitutes for the resources
power holders threaten to withhold from you. Do you really need the
attention, respect, security, approval, money, or whatever these
particular people have to offer? Then, by determining what contributions
you make to the system that are important to its functioning, you and
your allies can collect a significant repository of such resources to
withhold from the system when bargaining time arrives. Citizens’ action,
organized labor, the women’s movement, and so on, base much of their
strategies on such decisions.
Appeal to the same human
needs that the powerholders in the system manipulate in others. If they
are to reconsider their position, they must be led to do so on their own
terms, or effective coercion must prove that their terms are no longer
tenable. Learn to negotiate with powerholders using your resources.
Collective resistance by a group that states its problems concisely,
specifies clear and concrete goals, resources, and strategies is
infinitely more likely to be successful than are disorganized revolts
and spit-and-run tactics.
Exit those situations in
which disobedience is likely to be futile and punishable, if you
can. Escape plans must be carefully thought through in concrete terms,
not wished about vaguely, and it is best not to go alone. Furthermore,
public exposes are essential if the veil of secrecy that conceals mind
control practices in all of their varied forms is to be lifted. Jeannie
Mills, defector from the People's Temple and co-founder of the Human
Freedom Center in Berkeley, was unable to get people to believe her
horrendous tales of Jim Jones’ brutality and deceit until she persuaded
several reporters to check out the discontinuities between his preaching
and his practice. It takes a firm sense of social commitment to escape a
system of mind control, and to then persist in challenging it from
without. Nonetheless, buyers do well to beware: “Every exit is an entry
somewhere else.” (Tom Stoppard, Rosencrantz and Guildenstern are Dead).
Aware citizens must be diligent in seeking out and utilizing
all sources of information relevant to their decisions and in helping to make
this information available to others. The prescription is not that one ought to
become obnoxious and belligerent, but that one must exercise one’s capacity for
careful thought and analysis. It is because we can exercise our ability to
critically evaluate ideas, institutions, and our own behavior that we can
perceive options beyond those provided by convenient dogma and ostensibly
inescapable circumstance. In this way are we “free” to make meaningful choices
and to not be controlled.
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* * * * * * * * * * * * *
This paper is an abridged version of a report prepared for
the Office of Naval Research (Z-79-01). Address reprint requests to Dr.
Andersen, Department of Psychology, University of California, Santa Barbara, CA
93106.
Cultic Studies Journal, Vol. 1, No. 2, Fall/Winter 1984
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