How to Coach Yourself and Others Beware of Manipulation | Page 193

75. Information Manipulation
In order to persuade or deceive, a person deliberately breaks one of the four conversational maxims:
•Quantity: Information given will be full (as per expected by the listener) and without omission.
•Quality: information given will be truthful and correct.
•Relation: information will be relevant to the subject matter of the conversation in hand.
•Manner: things will be presented in a way that enables others to understand and with aligned nonverbal language.

It is used to persuade by omitting information, telling untruths, going off the subject and confusing the
other person. Use excuses. Be economical with the truth.
Example
A student is late handing in an essay. They approach the lecture trembling and weeping, saying how
they have just been dumped by their long-term partner and forgot to hand in the essay (they had done it
in time, honestly!).
Defending against it
Question what you are told, especially when you find yourself changing your mind as a result. Probe
for detail. Seek corroborating evidence. Watch the body language.

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