Contents
introduction
1 you are not a gentleman: the principles of influence
a brush with a telephone scammer ~ the basic methods of confidence tricksters, cult recruiters, and other manipulators ~ examples from history ~ cialdini’s influence model
2 recruitment: the way to unhappiness
the processes of recruitment ~ the typical path of entrapment ~ the ‘hard sell’ technique ~ how reinforcement maintains membership ~ hallmarks of a manipulative group
3 manufacturing fanatics
the behavioural models of lifton, singer, festinger and hassan ~ the tragic results of applied manipulation ~ the insights of a survivor of radicalisation ~ the participatory dynamics of extremism
4 groupthink
mass sociogenic illness ~ the natural basis for compliance ~ the robbers cave experiment ~ milgram’s obedience study ~ the stanford prison experiment ~ the ingredients of groupthink ~ ideas to die for
5 the mind’s I: consciousness and identity
the nature of individuality and its biological roots ~ group dynamics ~ the democracy of bees ~ the inner alligator
6 the imitation game: from mimicry to hypnosis
the mechanics of hypnosis ~ cognitive dissonance in more depth ~ selective perception and ‘filling in’ ~ convictions without conscious thought ~ the neurophysiology of prejudice
7 life is a pitch (and then you buy)
the expansion of undue influence through innovations in communication ~ advertising and propaganda as methods of influence ~ government mind control programmes
8 undue influence: the science and the law
how presumed authority enabled sexual assault via telephone ~ the strange case of Mrs Death ~ Derren Brown’s demonstrations of manipulation ~ undue influence and genocide ~ radicalisation as totalism
9 the way forward
the necessity of education in the principles of undue influence ~ the influence of the arts ~ honest persuasion versus coercion ~ how to talk with a fanatic
10 from groupthink to followership: bringing the living back to life
critical thinking, meditation and self-care ~ intelligent disobedience and courageous followership ~ a non-authoritarian model of education ~ whistle-blowers, pluralism and tolerance
afterword: the open minds foundation
introduction
‘When you believe in things that you don’t understand, then you suffer.’
Stevie Wonder, Superstition.
We live in an age where unethical persuasion is applied every day, all day, to subvert reasoning through direct appeals to one’s emotions. Throughout history, people have been unwittingly influenced to act against their own better interests. But today, more sophisticated forms of influence have been devised, posing a significant threat to a free and open society. It is persuasion so sinister and subtle that it can derail critical thinking and overwhelm even the most intelligent of people, reducing them into unthinking compliance.
Manipulation, undue influence and brainwashing, or whatever one chooses to call such exploitive persuasion, challenges the very notion of human rights. The use of it by unscrupulous cults, totalitarian groups and abusive individuals is growing at an alarming rate. Yet, undue influence remains a well-kept secret in the media and for the general public. This book will show how the human mind is cajoled into submitting to unethical, uninvited external influence.
Nine years inside Scientology left me wondering how I had been so completely taken in by its bizarre belief system. After exiting and spending a dozen years helping former cult members, I gradually came to understand the intricate dynamics of undue influence and tactics of the manipulators.
Undue influence is rife in our society. It is used by terrorists to radicalise young Muslims; by paedophiles to groom innocent youngsters; by white supremacists and criminal gangs to lock in new recruits; by human traffickers to keep their workers enslaved; and to persuade millions of members of pseudo-religious groups to violate the basic human rights of even close family members.
Only by understanding the principles of undue influence can our society be made resistant to extremism. These principles are grounded firmly in scientific research, yet the writing of this book is the first time the components of this covert approach have been brought together in a single, accessible volume.
This work challenges the belief of some social scientists that we are the product of our environment, compelled by forces that we can neither control nor fully comprehend. While research demonstrates that people all too often act almost as a herd, there are ways to develop resistance to group influence and to increase both rationality and responsibility to the benefit of society.
We must offer some preventative medicine, because cult-like thinking is powerfully on the increase in our world. Hundreds of millions of people have given their allegiance to fanatical groups and even democratic governments at times use undue influence on the electorate. Only by exposing the tricks of undue influence can we slow down this pervasive expansion of mind-control techniques and create a far safer world.
Over 30 years ago, when I left Scientology, it became apparent to me that cults are a microcosm of the larger society, where powerful social forces are played out. According to eminent psychologist Margaret Singer, ‘cults are not at the fringe but at the very heart of our society.’ My investigation into the secret world of manipulation, undue influence and brainwashing has included every type of group from the interpersonal to the international. It has followed all of the branches of propaganda from product advertising to political spin-doctoring and outright lies, and many other methods of influence from hypnosis and psychotherapy to mass indoctrination.
I have considered belief systems from the emergence of human culture, tens of thousands of years ago, to the present vogue for art without object. I have studied the history of belief in some depth and followed the debates about fundamentalism and atheism. I have relied upon findings in the social sciences, primatology, neuroscience and traditional ideas from many different cultures and philosophies.
From this study come new suggestions about issues ranging from education to environmentalism, and positive proposals to curb both terrorism andthe War on Terror. It is my aim to demonstrate conclusively that while evil is largely indoctrinated, true goodness comes about through personal decision. We can only become truly ethical when we separate ourselves from the crowd, and think and choose as individuals.
By writing this book I hope to begin a long-overdue conversation that will raise public awareness and lead to better research and education into this almost neglected subject. By recognising undue influence, we will greatly reduce conflict, better conserve our environment and lead more fulfilling lives. We have the tools to make a better world.
jon atack, nottingham, november 2015
‘Believe nothing on the faith of traditions, even though they have been held in honour for many generations, in many places. Do not believe a thing because many people speak it. Do not believe on the faith of the sages of the past. Do not believe what you yourself have imagined, persuading yourself that some god inspires you. Believe nothing on the sole authority of your masters or priests. After examination, believe what you yourself have tested and found to be rational, and conform your conduct thereto.’ The Buddha, KalamaSutta