How to Avoid being Manipulated

How to Avoid Being Manipulated, Bamboozled
and Seduced by Experts and Authorities
by Sharon Presley, Ph.D.

Thinking Critically: Ask Yourself Questions

The following suggestions are based on what social psychologists have learned
about social influence and obedience and resistance to authority.

Don't let others define the situation for you. Ask yourself:

Is this person really an expert?

Advertisements often include obvious examples of "experts" who aren't really
experts ("I'm not a doctor but I play one on TV") but there are many other
examples of people who make pronouncements without sufficient expertise. A
degree in one area doesn't necessarily mean expertise in another, for
example, an M.D. who gives psychological advice.

How truthful can you expect this person to be? Does he or she have a vested
interest? Does the authority, institution or publication have a hidden
agenda?

Moral justifications for war given by politicians often cover up economic
interests; people pushing a particular social issue aren't always objective
about the evidence; people who want you to join their group may only tell
you want you want to hear.

Is the authority asking me to do something that troubles me, that I have
doubts about, or where there are unanswered questions??

People living in the Nevada nuclear test range area were concerned but the
authorities refused to warn them of the danger so they remained; physicians
sometimes make mistakes in medication prescriptions or in diagnoses.

You may have side effects from a drug or are unsure about a surgical
procedure but are reluctant to ask questions.

Is the person or authority asking me to go against my own values or
conscience?

Would the actions advocated be considered immoral or inappropriate in
another situation or in a private context (if a government demand)? Will my
behavior or assent result in harm to innocent people?

Sales managers often ask clerks to use deceptive sales practices; killing
goes on in war that would be considered monstrous (like the My Lai massacre)
if done by private citizens.

Is the authority demanding unquestioning obedience or attacking anyone who
dissents?

Cult groups may tell you must trust their guru or you are not worthy;
political groups may demand "political correctness" or you will be vilified;
religious groups may tell you you're a sinner or "evil" if you don't agree
with their point of view.

Is the person or authority using mind control tricks or manipulation? Is he
or she using emotional reasoning? Pushing an "us" vs. "them" perspective?

Is the person or authority appealing to ugly impulses or fears that
encourage you to put others in an out-group that will suffer?

Calls for restricting immigration often take this form, with hidden racism
at their core; demands for harsh punishment against real or imagined
infractions of social rules are often cover-ups for personal inadequacies.

Am I letting myself be taken in by extraneous trappings like fancy title,
clothing or setting?

Am I letting myself be swayed by a person's Ph.D. even though it may be
irrelevant or the person isn't being sensible? Do I respond favorably (and
uncritically) to a well-tailored business suit, an impressive uniform, or a
prestigious institution without looking more closely at the message? Or am I
rejecting the person just because s/he doesn't have a fancy credential
without investigating whether they have appropriate experience or knowledge
gained in
other ways?

What are my own motives for responding favorable to this authority or
person (if I am)? Am I letting him or her define the situation because I'm
too lazy or too fearful or too anxious to think for myself?

It's a lot easier to just accept the TV news at face value rather than
reading opinions in diverse publications; going against the boss might cost
my job; objecting to the illegal shenanigans of my "friends" might make them
dislike me (do I need friends like that?)

Separate the message from the characteristics of the person trying to
persuade you. Look for discrepancies between the words and actions of the
person.

Ask yourself:

Am I responding favorably because I like them or like their looks?

Advertisers exploit the halo effect of attractive appearance. We may be less
critical of our friends than others.

Am I responding to this person - either negatively or positively - because
of their ideology or reputation, without looking more carefully at what
they're actually advocating or saying?

Regardless of ideology, no one is necessarily right - or wrong - all the
time. Feminists may reject Rush Limbaugh but not be critical of Gloria
Steinem. Conservatives may do the opposite just as a knee-jerk reaction.
Neither may really be looking carefully at the message.

Am I ignoring hypocrisy or troubling behavior because I like the person or
agree with them on other issues?

Politicians ignored warning signs about the authoritarian behavior of Jim
Jones and the result was the tragic mass suicide in Guyana.

Some fundamentalist evangelists profess Christianity and presumably, the
Golden Rule, but preach hatred of others who are "sinners" and advocate
intolerance.

Some conservatives who profess individualism and individual rights advocate
serious infringements on personal liberties. Some liberals who profess
compassion and concern are now advocating punitive "law and order" bills.

Don't just passively react. Be aware of the irrelevant factors in the
situation that could unconsciously influence your behavior. Ask yourself:

Am I being taken in by trappings and symbols that evoke emotional responses
or lull me into a false sense of complacency?

Uniforms have the power to elicit obedience, even when the request is
inappropriate or immoral. Do you look beyond the police uniform, the
priest's robe, the repairman's garb to look at the actual message?

Clothing and appearance have more impact than we realize. Would you defer to
someone in a expensive business suit because you unconsciously assume that
their presumed status means they know what they're talking about? Do you
automatically trust people who dress like you or who have a "normal
appearance" without considering whether their request is inappropriate or
even dangerous? (Rapists often have "normal appearances"). Do you
automatically reject people who look and dress differently from you?

Am I going along in a situation that I'm uncertain about or have doubts
about just because everyone else is? Do they really know more than I do or
are they just as uncertain?

The behavior of other people in the situation affect us in both conscious
and unconscious ways, as many social psychology experiments have shown.
Don't fall victim to the fallacy of "social proof." e.g., in an ambiguous
situation, looking around to see what everyone else is doing. They may not
know any more than you!

Am I passing the buck and giving responsibility for the outcome to someone
else? Am I thinking about the consequences of my actions? What will happen
to others? To me?

Lots of people say, "I don't want to get involved." Kitty Genovese was
stabbed to death outside her apartment building in Queens, NY over a period
of half a hour while 38 ordinary people who "didn't want to get involved"
watched from their windows. They all assumed someone else was calling the
police.

Am I letting myself be pressured into a commitment or action-decision
before I'm really ready or while I'm under pressure?

High-pressure salespeople try to get people to sign on the dotted line
before they walk out the door.

Am I letting labels imposed by the authority or another person cloud my
judgment?

Labels that dehumanize or put others in a category that can be viewed as
negative can evoke automatic "knee-jerk" responses (e.g., not just obvious
ones like "wetback'," "honkey," and "nigger," but "illegal immigrant, "
"airhead," "women's libber," "radical," "girl," or "sexist pig")

Am I getting submerged in the crowd, letting a feeling of anonymity loosen
my normal moral standards?

People will do things in a crowd or when they think no one will notice that
they would not do otherwise.

Be sensitive to initially small, trivial steps that can escalate into big
commitments.

Beware of ``entrapment'

Religious cults start out by asking you to just come to their meeting; then
they gradually ask you for more and more time and eventually money too.

Don't be consistent just for the sake of consistency. Keep the larger
perspective in mind.

Do I find myself in a situation I'm unsure or have serious doubts about but
keep on going?

We may have been taught not to be a "quitter." People in the Milgram shock
experiment on obedience to authority got caught up in this idea of "I've
gone this far, I can't quit now." They felt they had to finish the
experiment and lost sight of whether the experiment was appropriate. Or we
may feel "I don't want to lose my investment." This was part of the
rationale for staying in the Vietnam War even after it became clear that the
war was a bad idea. But if thousands have died, would the death of thousands
more make things any better?

People stay in bad relationships because of the "investment." hang-up. Maybe
they should be cutting their losses instead!

Don't react just out of habit. Be willing to question the way things ``have
always been done.'

Ask yourself:

Am I just going along with authority because I've never thought to question
it before?

Do we lack a "language of protest"? We may be so used to doing what
authority tells us that we can't even formulate the issue in terms of a
question. We may not even have the words to say to the authority: "There's
something wrong here." We need to recognize that we have the right to
protest when we think something is wrong or inappropriate or immoral. We
have the right to ask
questions.

Am I just responding the way I was taught to react to authority by my
parents, school, etc.?

"Social programming" teaches us to be "good children" who know our place. It
teaches us to be polite, cooperate, never make a scene. We are rewarded for
going along with the group.

Am I going along with the status quo because it's easier?

Are you unwilling to make waves?

Am I going along with others (friends, government) say just because I'm
being mentally lazy and don't want to bother to think about the issues?

Do you vote the way your spouse or friends do because you don't want to take
the time to think about the issues yourself?

Question social roles and relationships for hidden assumptions and
expectations about authority and power. Ask yourself:

If you answer yes to some of these questions, maybe you are in an unequal
power
relationship that needs to be questioned.

Parent-child:

If a parent, do you tell you children to obey you because "I said so"?

Teacher-student:

If you are a teacher, do you impose rigid rules that discourage dissent and
creativity?

If you are a student, do you go along rules or behavior that are
inappropriate out of passivity or fear?

Physician-patient; Therapist-client; Lawyer-client, etc.:

If you are a professional, do you encourage your client to ask questions? Or
do you expect deference? If you are the client, do you question advice that
is unclear or troubling? Do you seek a second opinion when you have doubts
about the advice? Do you change doctors when they treat your in a
condescending way or refuse to answer your reasonable questions?

Boss-employee:

If you are a boss, do you discourage criticism, treat employees with
disrespect, or in other ways lord it over them? If you are an employee, do
you speak up when something inappropriate is going on?

Church-member:

Have you thought carefully about your religious views or do you just accept
what you've been caught without question? Have you thought about whether the
principles of your religion really make sense to you? If you are troubled by
them, have you explored other alternatives? Does your religion advocate
ideas that may result in harm or humiliation to other people simply because
their views are not the same as your religion? Does your religion claim that
those who
disagree with their principles are "evil" or "sinners"? Does it claim that
it is the only "one true religion"? Does it insist on behavioral rules that
are nothing to do with being kind and compassionate to others (the Golden
Rule)? Does it insist on rules that seem to have less to do with thoughtful
reverence for life or God and more to do with social control of your
personal,
private behavior?

Political group-member:

Does your political group claim it has a corner on the truth? Does it vilify
people whose views are different? Does it have a "politically correct" line
that must be followed or else?

Peer or social group-member:

Does your group make fun of members who deviate from their norm whether in
ideas or clothes, etc.? Does your group make fun of others outside the group
in mean and humiliating ways? Does your group engage in behavior you
disapprove of?

Husband-wife:

Do you accept traditional rules and roles (who makes certain decisions, who
does the housework, whose career is more important) without thinking about
them? Or do you work out mutually acceptable and beneficial duties and
decisions? Are housework and childcare duties unequitably distributed (e.g.,
the wife does most of the housework and childcare even though she has a job
outside the home)?

Steps for Dealing Critically With Experts and Authorities
(based on You're Smarter Than They Make You Feel by Paula Caplan, Ph.D.)

1. Right to question. If you feel as though you have no right to question
the experts, as though you need their permission to do so, ask yourself,
``Why do I feel this way?' Do I feel that it is morally right to grant them
(or for them to have) the power to make me feel this way? Would I want them
to have such power over my friends or loved ones?

2. List of questions. Before you have an appointment with or write your next
letter to authority, make a list of questions that you would like to have
answered.

3. What questions answered. At the beginning of your conversation or letter,
tell the authority how many questions you would like to have answered.

4. Disarming question. Try to begin by asking a question that you know the
authority may be willing to answer and may feel good about.

5. Take notes. As the authority speaks, take very careful notes.

6. Ask to explain jargon. When experts use jargon or say anything you do not
understand, continue to take notes and ask, ``Would you please explain that
in words I can understand?'

7. Ask for written information. Ask for brochures or articles that you can
take away with you, so that you can think critically about the issues when
you are on your own or with friends or family.

8. Consult with others. Tell friends and family members what the authorities
are saying to you, and have a brainstorming session with them aimed at
identifying which questions you need to ask and which ones you have asked
but for which you have not received satisfactory answers.

9. Is bias present? When you recount your interactions with authorities to
your friends and family, ask them if they hear signs that the authorities
are biased.

10. Check for range of options. Check with your friends, other people who
have been through the same system, and librarians about the full range of
your options.

11. What has to be true? Identify a claim or a piece of advice the authority
has given you and ask yourself, ``If I were in that authority's position,
what would have to be true for me to make that claim or give that advice?'

12. Is this treatment unfair? If you yourself need help from the system,
always ask yourself,

``If my parent or child or best friend were being dealt with in this way,
would I consider it unfair or biased or cavalier? In what way? Is the
authority simply too rushed to give me a full explanation of what is
happening, and would I be furious if s/he treated someone I care about in
that way?

13. Watch for lies. Watch for the blatantly false statement.

14. Who else can help? If the authority with whom you are currently dealing
is not helping you or is seriously upsetting you, think about who might be
more willing to help

15. Inappropriate politeness. Don't worry about the authorities' thinking
you are too pushy or impolite or simply not very nice for asking questions.
If they are treating you badly, why should you care what they think of you?

16. Model someone else. When you are feeling too intimidated to ask
questions or push for answers, pretend (in your own mind) that you are
someone else.

Copyright 1994, 1995, 1996 Resources for Independent Thinking
http://www.rit.org/critical/nomanip.html