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Tactics of manipulation.

D M Buss, M Gomes, D S Higgins

    Journal of Personality and Social Psychology
    |June 1, 1987
    PubMed
    Summary
    This summary is machine-generated.

    People use six manipulation tactics to influence others, with specific strategies for starting or stopping actions. These tactics consistently reflect individual differences and personality traits.

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    Area of Science:

    • Psychology
    • Social Psychology
    • Personality Psychology

    Background:

    • Manipulation involves altering environments to align with individual characteristics.
    • Understanding manipulation tactics is crucial for interpersonal dynamics and social interactions.

    Purpose of the Study:

    • To identify and categorize the specific tactics individuals employ to elicit (start) and terminate (stop) the actions of others.
    • To examine the consistency of these manipulation tactics across different contexts and their relationship with personality traits.

    Main Methods:

    • Conducted two studies involving factor analyses of four instruments to identify distinct manipulation tactics.
    • Collected self-based and observer-based data, correlating manipulation tactics with established personality scales and social environmental characteristics.

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    Main Results:

    • Identified six primary manipulation tactics: charm, silent treatment, coercion, reason, regression, and debasement.
    • Found that manipulation tactics exhibit strong individual difference consistency across various contexts.
    • Observed that charm is more frequently used for eliciting behavior, while coercion and silent treatment are more common for terminating behavior.

    Conclusions:

    • Manipulation tactics are consistently linked to individual personality traits (e.g., Neuroticism, Extraversion) and social environments.
    • Findings support an interactionist framework of person-environment correspondence.
    • Results contribute to expanding the taxonomic understanding of personality and its links to other scientific disciplines.