1. Covert influence/hypnosis 2: uncovering mostly classified information which has secretly influenced your life

2. Psychology of persuasion ( Robert B. Cialdini ) 1.Reciprocity: we want to repay, in kind, what another person has provided us 2.Consistency: desire to be (and to appear) consistent with what we have already done 3.Social proof: to determine what is correct find out what other people think is correct 4.Authority: deep-seated sense of duty to authority 5.Likeability: we say yes to someone we like 6.Scarcity: limitation enhances desirability

3. Basic principles of covert influence 1. Attract attention (with stories or unexpected actions) 2. Bypass the critical factor (If the guard at the door is busy with something, then it is easier to slip in.) 3. Activate unconscious response (anchoring)

4. Techniques for principle 1 & 2  Pacing and leading technique : originally for training horses.  Saying things absolutely true, to lower the shield of the audience and make them ready for the following commands.  Example of Obama’s speech in 2004: American dream -> himself -> John Macane

5. Techniques for principle 1 & 2  Overflow of message technique: surprise people with unexpected moves.  In this way people enter a sudden trance, or minimal energy state, and accept suggestions more easily.  Example: handshake induction  Example movie: The Sting

6. Professional techniques of covert influence  Conversational mode  Onion-like stories  Visual-verbal synchronization  Embed commands  Reinforce commands  Trigger actions

7. Conversational mode  The true intention is hidden in conversations  Message implying a command: Was the door left open? (Command: Close the door.)  Double bind: Will you wash dishes or clean the table? Will you do your homework now or do it after eating some ice cream?  Same word with two meanings or two words with similar sound. (Example: It seems that you’re like me.)  Vague meaning is also used in cold reading.

8. Onion-like stories  Stories with multiple layers put people (especially kids) into trance easily.  Well structured (just like some great movies which induce strong feelings).  Structured in a special way to confuse the listener (so the true meaning slips in).  From describing he/she/they to you/we.  Metaphors

9. Visual-verbal synchronization  Mimic movements/gestures (delay 2 sec).  Tonality, rhythm.  Use similar words and repeat ideas.  Tempo of breathing.  Speak when he/she breathes out.  These techniques are pacing.

10. Embed commands  If direct commands do not work (no matter how angry you are), why not embed them?  Derren Brown (http://www.youtube.com/watch?v=jTwCMX5sUQU) (http://www.youtube.com/watch?v=fcURS3tHhWo)http://www.youtube.com/watch?v=jTwCMX5sUQU) (http://www.youtube.com/watch?v=fcURS3tHhWo)  Subliminal messages.  Slightly change some words or use different tonality for the commands.  Negative or question forms (Don’t think of a pink elephant).  Presupposition with double binds.

11. Reinforce commands  Multiple rapport channels  Notice the sensory system he/she uses more frequently.  Hypnotic sentences: when …, you ….; because …. ; it means....  Utilize NLP eye patterns.  Example of overt plus covert persuasion in interviews.

12. Trigger actions  Detect and utilize existing anchors.  Set up new anchors with multiple sensory systems.  Trigger actions with multiple sensory inputs.  Example on Youtube: Derren Brown Subway Amnesia  Example of techniques used by self- development courses.