Stereotypes are overgeneralized beliefs about groups that may be exaggerated or offensive. They involve assigning qualities to people related to their race, nationality, or sexual orientation. Prejudice is a rigid, negative attitude toward another person or group based on their membership in that group. Discrimination involves negative actions toward a social group based on stereotypes and prejudice.

1. STEREOTYPES AND
PREJUDICE

2. STEREOTYPES
are…
Topic 8 STEREOTYPES AND PREJUDICE
1) generalizations, usually exaggerated or
oversimplified and often offensive, used to describe or
distinguish a group;
2) fixed, over generalized beliefs about a particular
group of people;
3) qualities assigned to groups of people related to their
race, nationality, sexual orientation etc.

3. PREJUDICE
is…
Topic 8 STEREOTYPES AND PREJUDICE
a rigid attitude that is based on group membership and
predisposes an individual to feel or think in a negative
way toward another person or group.
DESCRIMINATION…
involves a negative action toward a social group or its
members based on a stereotype and prejudice.

4. PSYCHOLOGICAL INFLUENCE IN
THE COMMUNICATION PROCESS
Topic 9Topic 9

5. Sponsored
Medical Lecture Notes – All Subjects
USMLE Exam (America) – Practice

6. Topic 9 PSYCHOLOGICAL INFLUENCE IN THE COMMUNICATION PROCESS
PSYCHOLOGICAL MANIPULATION
is a type of social influence that aims to change
the perception or behavior of others through
underhanded, deceptive, or even abusive tactics.
By advancing the interests of the manipulator, often at the
other's expense, such methods could be considered
exploitative, abusive, devious, and deceptive. Social
influence is not necessarily negative. For example, doctors can
try to persuade patients to change unhealthy habits. Social
influence is generally perceived to be harmless when it
respects the right of the influenced to accept or reject and is
not unduly coercive. Depending on the context and
motivations, social influence may constitute underhanded
manipulation.

7. Basic ways that manipulators control their victims
(according to Harriet Braiker) are:
Topic 9 PSYCHOLOGICAL INFLUENCE IN THE COMMUNICATION PROCESS
•Positive reinforcement
•Negative reinforcement
•Intermittent or partial reinforcement
•Punishment
•Traumatic one-trial learning

8. Manipulative techniques
(according to Simon)
Topic 9 PSYCHOLOGICAL INFLUENCE IN THE COMMUNICATION PROCESS
•Lying
•Lying by omission
•Denial
•Rationalization
•Minimization
•Selective inattention or
selective attention
•Diversion
•Playing the victim role
("poor me")
•Vilifying the victim
•Playing the servant role
•Seduction
•Feigning innocence
•Brandishing anger

9. Manipulators can have various possible
motivations, including:
Topic 9 PSYCHOLOGICAL INFLUENCE IN THE COMMUNICATION PROCESS
•the need to advance their own purposes and
personal gain at virtually any cost to others
•a strong need to attain feelings of power and
superiority in relationships with others
•a want and need to feel in control
•a desire to gain a feeling of power over others in
order to raise their perception of self-esteem

10. PRINCIPLES OF INFLUENCE
RECIPROCATION
Topic 9 PSYCHOLOGICAL INFLUENCE IN THE COMMUNICATION PROCESS
COMMITMENT AND CONSISTENCY
AUTHORITY
SOCIAL VALIDATION
SCARCITY
LIKING AND FRIENDSHIP