Class: 3

Target: formation of an idea of ​​the mechanism for obtaining information from the surrounding world by a person.

• remember the human sensory system;
• introduce a classification of types of information;
• show the possible advantages and disadvantages of receiving information by different senses;
• improve your mouse skills.

Equipment: lemon, onion, garlic, bread, tangerine; tea, milk, coffee, juice, water; cube, ball, car, rake, mushroom, soft toy; recording of a fragment of the ballet “The Nutcracker” by P. I. Tchaikovsky; electronic textbook “World of Informatics” 1 year of study Mogilev; audio recording of the fairy tale “Fear has big eyes”; textbook “World of Informatics” 1st year of study Mogilev

During the classes

1. Organizational moment. (Slide 1. Presentation)

2. Repetition of previously studied material

Every day we learn something new, scientifically speaking, we receive information. A person cannot live without it. Why? Prove it. Remember the last lesson in which we learned about the concept of “information”. (Guiding question: when crossing the street, the traffic light turned red, did you not notice it, what could happen?)

What is “information”? (Information about the surrounding world)

Can this question be answered this way? (Slide 2)

• what is broadcast on television in news broadcasts;
• weather forecast;
• what is printed in the newspaper.

Which of these answers is the most complete? Prove

3. Conversation about obtaining information by a person

Today in the lesson we must find out how a person receives information, what types of information are distinguished, we will do practical work,

3.1. Introductory conversation

How does a person learn about various events, news, and receive interesting information? (Slide 3)

Everything you mentioned are sources of information.

But a person learns news and events from these sources with the help of something. Maybe you can guess how? Let's give examples: (slide 4)

• the alarm rang in the morning, our ears helped us hear it
• There is an interesting cartoon on TV, we see it with... our eyes
• The fire of the fire burns strongly, we felt it with the help of... the palms of our hands
• the cocktail turned out to be very sweet, we found out with the help of our tongue
• The smell of a flower came into the room from the street, and it was our nose that helped us smell it.

It turns out that we receive all information about the world around us through the five senses of perception: vision, hearing, smell, touch, taste. A person has special organs with the help of which different feelings arise

3.2. Practical work

1. Students are invited by smell identify the item: lemon, onion, garlic, bread, tangerine.

This information is called auditory information. Why do you think?

2. Students are encouraged taste identify the item: tea, milk, coffee, juice, water.

What sense organ did you use to identify the object? (Slide 5)

Why

3. Students are encouraged to the touch identify the object (magic bag): cube, ball, car, rake, fungus, soft toy

What sense organ did you use to identify the object? (Slide 5)

This information is received from the organ of touch, which is why it is called tactile or tactile.

Is it always worth touching an object?

4. Students are asked to identify the author based on a piece of music. (Nutcracker P I Tchaikovsky)

With the help of what sense organ did you identify the author of the work? (Slide 5)

What is this information called?

5. Students are asked to choose from the proposed figures. (Game “Who is attentive”) (Slide 5 - hyperlink to the word information - slides 9-13)

The shapes on the slide are: Triangles, Quadrangles, Circles, Ovals, Stars.

Close eyes. At this time, either the figure, or the color, or the arrangement of the figures, or the size changes

What sense organ did you use to determine what was changing? (Slide 13 - hyperlink to rectangle)

What is this information called?

3.3. Generalization about sense organs and types of information

What type of information is there? (Visual, auditory, olfactory, gustatory and tactile)

What is the name of the type of information associated with? (With a sense organ that transmits information)

3.4. Listening to ML “How we get information”

Let us repeat the safety rules when working on a PC.

3.5. A conversation about the acquisition of information by humans and animals. (Slide 5 - hyperlink sense organs - slide 14)

A person receives the most information through vision: with our eyes we perceive letters, numbers, pictures; we distinguish color, shape, size, arrangement of objects. It is known that over 80% of the information a person receives from the outside world comes from vision, about 10% from tactile sensations, and only 7% is information perceived in text form. (Slide 14 - hyperlink to types of information - slide 6)

Information about the world around us is received not only by people, but also by all living organisms. A shepherd dog can sense the approach of a wolf and bark to warn its owner about it. In India, along the banks of rivers there are thickets of the amazing plant “Shy Mimosa”. When a tropical downpour begins and the first drops of rain fall on the plant, the mimosa hurries to fold its leaves. Information is embedded in every cell of a living organism, and this allows it to grow, develop, and cope with diseases.

Animals also receive information using their sense organs, but the importance of one or another sense organ varies for different animals.

Look at the picture and answer the question: What, in your opinion, is the most important and most developed feeling in an eagle; wolf; bat; dolphin; mole? Slide 6)

Look at the picture and answer the question: What type of information does the average monkey not receive? (Slide 7)

4. Performing exercises to consolidate the material

4.1. Conversation on the fairy tale “Fear has big eyes.” (Slide 8)

Information can be useful, understandable, reliable, and complete. These are properties of information. To prove these words, we will listen to the fairy tale “Fear has big eyes.”

Textbook, page 46.

Do we always correctly perceive the information that our senses transmit to us?

What properties of information can you talk about after reading a fairy tale?

4.2. Game “damaged phone”

Conclusion: during transmission, information can be distorted and become incorrect.

Write 5 riddles about the senses

6. Summary. (Slide 16)

Continue the sentences:

I found out that…

I realized that...

It was interesting to me …

In 1074, the German priest Hans Schmitl, unexpectedly for his colleagues, suggested that his students move on to studying manuscripts, while the main method of gaining knowledge in ancient times was reading rock paintings and papyri. That's where all the information came from. In the 17th century there was a transition from manuscripts to mass printing and reading books, which became the main source of information. In the 20th century, there was a transition from reading (very slowly, unfortunately) books to absorbing information through radio and television, which broadcast huge amounts of impressions and data.

Just as in the 11th century, teachers scolded their students for not going to the excavations of the Egyptian pyramids, but reading processed manuscripts, so in the 17th century, other teachers scolded their students for reading books instead of studying parchments ; the same thing is happening now, when young people prefer to learn news and impressions from television, rather than from a primary source book located in the library, where parents and teachers, tormented by nostalgia for the past, send poor students and schoolchildren. They don’t even realize that the speed of change in the information space has overcome the mentality of the last generation, and now conservatives must fight not only omnivorous radio and TV, but also the ones that are replacing them, not just computers, but personal systems, with the help of which we are beginning to form our own information space . Just as some people use public transport, while others use a private car, so it is with information: you do not use what is given to you or imposed on you without much right to choose, but what is personally interesting to you at the moment. Today it is the Internet system, tomorrow it will be Personnet - in any case, we are moving further and further away from rock paintings, so instead of reproaching children for not going to the library, we should modify the archaic-looking library itself with books on dusty shelves. You ask:

“What is it like for the soul to read Conan Doyle, Pushkin, Shakespeare?” Of course yes. Art exists for the soul, to dream, empathize, suffer and overcome suffering. Balance food for the mind with food for the soul and you will be happy.

Every day you learn something you didn’t know before - you get new information.

The world around us is a world of information. People and other living beings receive primary information about the world around them - about temperature, color, smell, taste, physical properties of objects - through the organs of vision, hearing, taste, touch, smell, through the vestibular apparatus and nervous system.

The Unified Collection of Digital Educational Resources (sc.edu.ru) contains the animation “Classification of information according to the way people perceive it.” We recommend that you familiarize yourself with this resource.

We receive the most information through vision: with our eyes we perceive letters, numbers, pictures, and distinguish the color, shape, size and location of objects.

But can we fully trust our senses? Take a look at fig. 1. What can you say about the size and shape of the figures shown in this picture?

Rice. 1

Chances are you've noticed differences where there really aren't any. Make sure of this by using a ruler.

The Unified Collection of Digital Educational Resources (sc.edu.ru) hosts the “Optical Illusions” virtual laboratory. We recommend working with this resource and performing the necessary measurements using virtual instruments.

To obtain more accurate information, in addition to the senses, people have long used various devices and instruments: ruler, protractor, thermometer, barometer, scales, compass, telescope, microscope, etc.

Types of information by presentation form

People deal with different types information perceived by the senses. A person can process and present the information received in text, numerical, graphic and other forms (Table 1).

Table 1
Types of information

Man's need to express the information he has led to the emergence of speech, writing, visual and musical arts.

A person tries to remember important information for himself, and if he does not rely on his memory, then write it down, for example, in notebook- save.

People think about the information they receive, draw certain conclusions, in other words, process the information. Finding the right word in a dictionary, translating text from a foreign language into Russian, filling out a weather calendar, coloring contour maps, inserting missing letters in a Russian language exercise - all these are examples of information processing.

Reading a newspaper, memorizing a rule or poem, solving a mathematical problem, taking a photograph are human actions with information. But, for example, preparing dinner involves actions with food. But in order to prepare a dish, you need to have information about how it is done. Only then will it turn out tasty and healthy. A person performs every action with something based on information about how it is done.

The most important

Information is information about the world around us.

A person receives information through the senses: vision, hearing, taste, touch and smell.

Types of information according to the form of presentation: numerical, text, graphic, sound, video information.

A person constantly performs actions related to receiving and transmitting, storing and processing information.

Questions and tasks

1. Tell us what you know about the information.
2. Name the feelings and sensory organs of a person with the help of which he receives the following types of information:
   1. visual information;
   2. audio information;
   3. taste information;
   4. olfactory information;
   5. tactile information.
3. Animals also receive information through their senses, but the importance of a particular sense organ varies from animal to animal. What sense do you think (vision, hearing, smell, touch) is the most developed in an eagle? wolf; bat; dolphin; mole?

It will be easier for you to answer this question after watching the animation “Perception of information by animals through the senses,” posted in the Unified Collection of Digital Educational Resources (sc.edu.ru).

1. Are the listed actions actions with information: watching a TV show; game of chess; oral solution of an example in mathematics; memorizing a poem; game on computer? Explain your point of view.
2. Is painting the walls an example of an action with information? Give examples of actions that are not related to actions with information.
3. What information does a person starting to renovate an apartment need?
4. Is it possible to lose information? Give examples.

The question “Why?” is one of the most difficult, putting in a difficult position. You can discuss anything, in general or in detail. And the question “Why is this needed at all?” can be confusing.

We talk a lot and often about the fact that a computer is an important assistant to a person in getting what he needs. Indeed, the computer is most often used in this capacity, as an indispensable assistant in searching and processing information of interest.

Everything seems to be simple and clear. Until you ask the question: “Why do we need information at all?” The same information for the sake of searching and processing which we make unprecedented efforts. Why is it needed?

And this is not an abstract scientific question.

Some patterns

Why know the prices of goods? – To make the right choice of goods, to evaluate the possibility of purchasing them. Or to get an idea of ​​the situation on commodity markets.

Why know the current situation in Honduras? – To compare this with the situation at home and evaluate it. Or to know what is happening in this distant (but at the same time close!) country.

Why know the habits of birds? – To avoid walking under roof overhangs where birds rest. Or to understand why migratory birds fly to warmer climes for the winter.

The list of such questions and answers can be continued endlessly. At the same time, certain patterns can be noticed. If you think about each question, then quite often the answer to this will be 2 options.

First option. A person needs information to make a decision. The answers “To make the right choice” or “To avoid walking under roof overhangs” are the essence of “decision making”.

Second option. A person needs information for them to accumulate knowledge. This knowledge will be useful to him not now, but in the future. Moreover, it is important to understand that much of the knowledge gained may never be useful. Or they may come in handy, and no one knows in advance. The answers “To get an idea of ​​the market situation” or “To know what is happening in another country” are new knowledge that may be useful in the future.

Relationship between decision making and knowledge

To make a decision (the first answer to the question “Why?”) information is needed. The more complex the decision, the more information is needed.

But this information must be true, otherwise the decision may be incorrect. And here knowledge begins to play an important role (the second answer to the question “Why?”). The more we know, the less information we need to make a decision.

And vice versa, the less we know, the more reliable, true information we need to make a decision.

For example, if we talk about the topic “Computer Literacy,” let’s assume that the PC began to malfunction. If we have knowledge about the causes of PC crashes and this knowledge helps us find out the reasons for the crashes, then we can make the right decision about the methods to fix the problem.

And, conversely, if we encounter such a variant of PC failure, when our knowledge is clearly not enough, then we need a lot of specific information about how such PC failures can be eliminated. Moreover, in this case, we become extremely dependent on how reliable the information we receive in the absence of our own knowledge is.

What does this connection between information and knowledge lead to? Generally speaking, we strive to know as much as possible and not to depend at the time of decision-making on the presence or absence of the necessary information.

But since it is impossible to know everything, we begin to resort to outside help. Including computer help.

What do you need to know more? It is necessary to have as much reliable information as possible and systematize it to transform simple unrelated information into structured knowledge.

What does that mean? We strive to have as much information as possible, including “for future use.” And we strive to pre-structure this information stored for future use. We strive to connect individual scattered pieces of information and turn them into knowledge.

At the crucial moment of decision-making, we need to know the answer and solution here and now, without delay, without any doubt. And if doubts still remain, we need to find, obtain and process the missing information as quickly as possible.

About the accumulation of information

We not only strive for the constant accumulation of information, but also do everything in our power to transform this information into knowledge. And this is because this is how a person, or rather his brain, works.

Everything that our brain records is stored in memory. Scientists say that the brain is able to remember everything that a person saw or heard or felt. He remembers all the information that comes from his senses.

The brain does this memorization constantly, without missing anything. But at the same time, in order to save itself from overload, the brain places the information it sees and hears where it is not easy to get. This is done so as not to interfere with the work of the brain and not to overload it with information that is largely unnecessary at the moment.

And only at the right moment, when this information is really in demand, will the brain be able to find it and process it to make decisions. This perfect mechanism of memorization and recall is a consequence of the long evolution of living beings on Earth. The result of development and evolution spanning several billion years.

The computer is an indispensable human assistant. It is a kind of continuation of the person himself in terms of storing and processing information. Therefore, here too, each individual person and humanity as a whole adhere to similar approaches.

Namely. We receive information, accumulate it and store it in computers, not trusting our own memory. We systematize the accumulated information and use it for its intended purpose at the time of decision-making. This is about an individual person - a PC user.

If we talk about humanity as a whole, it has created global networks of the same computers. And this is again for the accumulation of information, its systematization and use for decision making.

We cannot and do not want to act differently, since the entire course of centuries-old evolution tells us the most acceptable way to work with information. Acceptable because with this approach the information and knowledge we need to make a decision will be received by us in the required quantity and at the right time

Pleasant and unpleasant consequences of information accumulation

The most important consequence of the constant accumulation of information and its transformation into knowledge is the fact that any information we accumulate is redundant. We accumulate this information in abundance. For future use, in reserve. Just like the brain does.

We download files we need and those we don’t need onto our PCs. For what? Because we do not know when and what information may be useful for making the next decision. And so we collect more and more data.

In an attempt to systematize the accumulated information, we come up with various systems of connections. From the simplest folders, in which we place them in one order or another. To the most complex, specially structured databases and knowledge bases in which information is stored in a systematic way.

We (people, humanity) do the same on a global scale. We created the global Internet network. We connected many servers to the network. They posted huge amounts of information on them. Then they created the so-called search engines, which systematize these arrays of information day and night without interruption so that, for any request of any user of this network, they can give him the maximum a large number of authentic information and knowledge.

All this leads to inevitable redundancy of accumulated information. And this is a bad consequence of the accumulation of information. The result of a bad consequence is that a lot of unnecessary or outdated information is stored on our computers, stored in reserve. And no matter what we do to clean computers of unnecessary information that has become unnecessary, we will never ensure that the PC (or network servers) contains only the data files we need. This is impossible, since redundancy of information is the fundamental basis of modern information technologies.

A good consequence of information redundancy is that we have learned to use huge amounts of data to make timely and correct decisions. Both computers and networks have become our allies in these matters, despite the fact that they are overloaded with redundant information.

Science fiction writers of the mid-20th century described the so-called “central information centers” in the form of huge computers, where, according to the plan, all accessible and reliable information and knowledge of mankind was supposed to be stored. This meant that for any question in this grandiose system one or more completely accurate answers could be found. According to science fiction writers, there is no redundancy of information.

The engineers who created the PC and global networks acted differently, and even exactly the opposite. They created conditions for storing and processing redundant information. But this made it possible to simulate the accumulation and processing of information in the same way as it happens in a person’s head, in his brain. Therefore, computers and networks have become indispensable human assistants.

Of course, it would be nice to have a single “central information center” where there are answers to all questions and where all the knowledge of mankind is stored. True, it is impossible to imagine who and in what time frame will be able to fill such an “information center” with knowledge. And do we ourselves have answers to all the questions? Do we know everything?

Truth and lies in computer science and in life

Is the information provided to us true or false? computer systems(PC, networks, Internet, etc.)? Can it be relied upon and used to make decisions?

IN computer programs ah (in programs whose texts are understood and executed by a computer), the concepts of “true” and “false” have their own unique representation. Any expression understood by a computer can only be unambiguously interpreted as true or false. Errors excluded!

To interpret these concepts, truth and false are constant and variable quantities that have the values ​​“true” (sometimes denoted by the number “1”) or “false” (here the number “0” can be used).

Therefore, for example, in the texts of computer programs you can see such expressions that are meaningless from a human point of view: 5>2=1 or 4>9=0. The first means (translated into human language) “the statement that 5 is greater than 2 is true.” The second means “the statement that 4 is greater than 9 is false.”

You can perform arithmetic operations with numbers; they can be added, subtracted, multiplied, divided, etc. And with logic (“true” and “false”) you can also perform so-called logical operations. There are only 3 of these actions: “not” (or in other words, logical negation), “and” (logical multiplication) and “or” (logical addition).

The logical action "not" means negation. It's simple: a programmatic statement "not false" means "true", and a programmatic statement "not true" means "false".

The logical operation "and" means logical multiplication. If we represent “true” as “1” and “false” as “0”, then “and” (logical multiplication) can be replaced with a multiplication sign. Then any multiplication by “0” gives the answer “0”, and only multiplication of two units will give the answer “1” (1×1=1). Thus, the result of logical multiplication can only be "true" if two "truths" are multiplied. In other cases, the answer will be “false”.

The logical action "or" means logical addition. In a binary system (in which there are the concepts of “true” - “1” and “false” - “0”), a zero result of addition can only be if two zeros are added. In other cases, the result will be “1”. Thus, the result of logical addition can be “false” only if two “lies” are added. In other cases, the result is “true”.

And with the help of this simple and somewhat primitive set logical operations all are being built that are designed to determine the truth or falsity of certain computer statements. This simplicity means that the computer cannot make mistakes when interpreting the truth or falsity of expressions (of course, if the program is written correctly, but that's a completely different story!).

However, such error-free behavior of a computer is only possible if it is initially clear what is “true” and what is “false.” What if it’s not clear? But here the computer can’t help us with anything!

If you initially enter deliberately false information into the PC, but at the same time assume it to be true, then all further computer error-free logical transformations will not make sense. And since information enters computers from outside world mainly with the help of people who themselves sometimes cannot distinguish truth from lies, then unrestrained reliance on the PC in finding the truth or false information is at least irresponsible.

There is another reason when you cannot rely on the PC in this matter. This reason is time. The fact is that any true information can become false over time, become outdated, lose relevance and even meaning. Everything flows, everything changes, and our ideas about the world, things and events change.

This means that you cannot rely on computers and networks irresponsibly. What should I do?

How to distinguish truth from lies?

Information can be roughly divided

• for technical and
• humanitarian.

Technical information is information relating to any technical devices and systems, information about the interaction of technical devices with each other, about the interaction of humans with machines. Technical information is formalized and digitized. It is more or less accurate and can often be measured with instruments.

Humanitarian information is information about relationships between people, between communities of people, between entire countries and peoples. Humanitarian information is poorly formalized information; it is most controversial regarding the truth or falsity of certain provisions and statements. It is more difficult to measure and sometimes completely impossible to evaluate objectively.

Therefore, everything related to technical information, it is easier to distinguish true (accurate, reliable) information from false (inaccurate, unreliable) information. But there may be problems here too.

Imagine, for example, a hypothetical case. Suppose aliens (if, of course, you believe in their existence!) connected to our Internet and posted there a drawing of their flying saucer. Technical information? Yes, technical. Shall we believe it? Let's say. Can we make an analogue for it? Hardly... Why?

Because the drawing was earlier unknown device– this is still far from complete information. How to make all this? From what materials? How to create these materials? What equipment can this be produced on? Are there any drawings of this equipment? And again, where is the technology for producing equipment for the production of flying saucers? And so on. The more questions, the fewer answers.

True, in the given fantastic example, the drawing of a flying saucer can be conditionally considered true, since, suppose, it is given to us without any distortions. But since we cannot do anything about it, the questions of the truth or falsity of this information become insoluble.

The same can happen with completely earthly technical information. It exists, but is it true? Try it, check...

But with humanitarian information, even without aliens, it is impossible for us to understand from the point of view of its truth or falsity. Can certain relationships between people, philosophical categories, and reasoning about life be considered true? For some, this is truly what they were looking for. For others, it’s not at all the same.

Conclusion. Whether the information provided by the PC and the Internet is true or false - this decision remains with the user who requested this information. As they say, the company does not guarantee! You cannot completely rely on a PC, especially if the fate of a person or humanity depends on making decisions based on computer data.

Still, the computer is an indispensable human assistant.

Why then do people constantly use PCs, including where they need to constantly make decisions? Why do people trust computer information?

Why are computers often trusted even with human lives? I'm talking about computers that control planes, cars, and trains.

It's actually simple. We talked about the fact that the computer does not make mistakes; it interprets information, accurately separating truth from lies in its internal programs. And this invaluable property is very useful to us.

It is human nature to make mistakes even when receiving objective and true information. Why? Because of emotions, because of fatigue, because of overexertion and similar factors. The computer does not get tired and does not have emotions (not yet!).

But PCs have a significant drawback. He cannot distinguish truth from lies at the moment information is entered into him. If this information is entered into it by a person, especially if the information entered is humanitarian, not subject to strict measurement and.

What if this disadvantage is overcome? But as? Yes, very simple! Let's firstly try to enter information into the PC without human participation. And where this is not possible, secondly, let's make sure that this information is entered by the most knowledgeable person, the smartest and most competent in this matter.

The first option (entering information without human intervention) is used when managing technical objects. For example, an airplane computer receives a lot of information from sensors that operate automatically without human intervention. If the sensors are working properly (and for this purpose options for their duplication and redundancy are provided), then the incoming information (for example, about the speed of the aircraft, flight altitude, etc.) will be true. Accordingly, the computer can be trusted to control the aircraft. Since he, having received true information from all sensors and instruments, will choose the most optimal piloting options. No emotions, no mistakes.

The second option (information input by the most knowledgeable people) is used in human-machine systems. For example, a cashier in a supermarket punches a receipt for a customer. Everything that he has entered into the buyer’s receipt (by hand or using a scanner, which reduces the likelihood of entering erroneous data about the product) can be automatically entered into the computer. This means that the information entered about the purchase made is true. Then the computer can process it and produce the true results (who bought and how much, what products and goods are bought the most, etc.).

To sum up, we can say that

Obtaining true information using a PC and networks is guaranteed to be possible if the information entered into the PC and network is true. And if this information has not become outdated over time.

In all other cases, if the computer user is not sure of the accuracy of the entered information (or cannot verify the accuracy of the entered information), the information received cannot be trusted one hundred percent. Beware of fakes!!!

And it is not yet clear when solutions will be found to guarantee users the reliability of the information received through PCs and networks. And are such solutions possible? I consider this unlikely given that we are moving in a completely different direction. By ensuring maximum redundancy of information, rather than ensuring that only reliable and one-of-a-kind information is stored.

Anyone who doesn’t believe all of the above should try clearing the disks on their PC at least once so that only the information they need at the moment remains on them. I suggest that before carrying out this experiment, you first copy separately all the information stored in the PC so as not to lose it irretrievably.

I'm sure the experiment won't work. Because we cannot exist without excess information, this is predetermined by the entire course of life development. We need excess information environment to obtain and develop knowledge, and ultimately to make responsible (and not so responsible) decisions.

There is no such thing as too much information! There is false and unreliable information. And sometimes it is reliable and accurate. We always need the latter like air.

Give information, more information, more, more!..

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In life, we sometimes come into contact with people whom we see for the first time. If we are interested in the interlocutor, we want to know more about him, we want to structure the conversation in such a way as to also interest him. For business, information is money. And the more information you have, the less uncertainty, the easier it is to reach your goal.
How to get information from and about your opponent?

I offer some observations, methods that people most often use in business to promote their opponents for information.
These methods are not always honest; sometimes it is a conscious manipulation, sometimes an unconscious one. I am a proponent of a win-win situation.
But, you see, it is better to know the ways to be armed and not give away any secret information when someone uses them.
Or understand what kind of weapon you own and use it for its intended purpose and in the right situations.

This article is for those who want to know how and in what ways people influence each other in order to obtain the desired information.

Ways to promote information

1. Issue an option possible action, opponent's wishful thinking

using affirmative phrases “ I know», « You surely... (you do this, such and such a person, feel this way...)"
And carefully record your opponent’s reaction.

The more incorrect the option, especially the assumption about the interlocutor’s feelings (talking about feelings unconsciously turns off part or all of logic), the more frank his reaction.

Sometimes several options for solutions are given on behalf of the interlocutor, although he did not voice them. Information is obtained by comparing reactions to both situations.
List the problems that most likely exist.“Surely...” And ask your opponent what is interesting from the list and what is not important? Ask an alternative question: either this or that is interesting?
Even if a person doesn’t guess correctly, the opponent is more likely to reveal himself when he is credited with something that is not what he is.
Say what are the reasons for refusal. But at the same time make a challenge: “If I say that all this does not apply to us and prove it, will you sign?”

2. Start a topic with your interlocutor that is indirectly related to the topic of interest.

Moving from a safe, related topic to a relevant one is easier to do, and information can often be obtained by listening to the opponent's beliefs.

For example, someone wants to know about a person's problem, starts a conversation about what causes it.
Do you want to know human diseases? They start talking about food, smoking, stress...
Want to know about a competitor's prices? They start talking about the high cost of supplies, the labor market...
Start a conversation about competitors. About their clients, about their prices... About the differences and advantages of the opponent with them. About the market situation in this segment.
Sometimes described a similar situation that allegedly or actually happened to him with his opponent’s competitor.
Bring up the topic of personnel in conversation. It is always relevant for the manager, just like sales. Start talking about what's new in these matters. Often the opponent himself begins to talk about plans.
Talking about dreams, drawing the desired image. Often managers easily talk about plans that are in dreams, i.e. ideal, not real. But if you listen carefully and encourage conversation, the person himself moves on to real plans and possibilities.

3. Find common ground with your interlocutor.

“I know that...” “I also had a similar experience...” “I came across...” “I’m from the same area, so I know what problems there are...” “I talked to everyone like you, and they have...”
It is clear that experiences bring us closer together, give us more understanding and trust. And information is given to those who are safe and trusted.
Link to authority.
Sometimes it’s easier to do what someone else has already done before you. And if it was authority...

4. Put the interlocutor into an emotional state.

This can be done through an emotional topic or a “different level” topic of communication.
An emotional topic is a topic that “transfers”, “switches” a person to the sphere of “emotions”. And both pleasant and unpleasant. If you make your opponent scream and start asking the right questions, he can answer, because control over logic is sharply reduced.
Emotional topics are topics that may concern your interlocutor. Money, prestige, his status, driving on the roads and car brands, extreme sports, relationships (including with staff, competitors)…
Call for a discussion of a controversial topic in an opponent’s area, where there is no right-wing 50% to 50%.
It can be in the form of a request from your opponent for advice. “You are an experienced person, I wanted to know the opinion of a specialist on such a controversial issue...”

Now I'll tell you about using different levels of communication to obtain information in business.
There is one system that distinguishes 3 levels of communication: business, friendly and sexual.
Each level of communication implies its own specific behavior, its own vocabulary of words, its own topics, its own gestures, permitted postures, even its own breathing...
The business level involves talking about facts, the friendly level is about feelings, the sexual level is about sensations.
To put your opponent into a trance, or temporarily remove control over the main topic, it is enough to use one level as the basis of the conversation, and insert some element from another level.
For example, men can talk about serious things using sexual or friendly language.
Even phrases to a subordinate woman when concluding a serious contract “I want you” or when concluding a supply contract “I love large sizes” can unconsciously switch the opponent to another level, which already implies a different attitude. And it doesn’t matter whether the opponent agrees to move to another level, it is important that he switched and the thoughts that appeared led him off the main topic, and when they lose control, people can give out information.

5. Give original and on-topic compliments.

Recognize your opponent's advantages.“I know that you have a decision without me. But all my clients also had a solution. And they refused, because... ...But they were interested...Are you interested in development...?”
This method works according to the rule - give your interlocutor the opportunity to win by recognizing the merits, and he will be ready to give it to you.

6. Record a negative or incomprehensible reaction from your opponent

(a person’s silence, his “resistance”), even at the level of “Your feelings,” and describe this reaction out loud to your interlocutor.
For example, “I see that you are silent. You are not interested? What is important to you?” “I see that you don’t want to talk. What should I do differently?

When voicing one’s own feelings or guessing the feelings of another, interesting fact– “sharing of responsibility” for the emergence of these feelings.
To check this, try saying out loud “I have a bad headache” or “it’s stuffy in the room”, and those around you will most likely begin to offer solutions to your problem or suddenly begin to get angry, because... the appearance of a feeling of guilt that they cannot help can cause such a reaction. 🙂

7. Arouse curiosity, interest through a promise or disclosure of one’s own secret.

For example, “I have several solutions, several proposals, but I don’t know which one will interest you? So that you don’t waste time, I want to know the answer to one question, after which I will tell you exactly what is interesting to you..."
Curiosity operates at the level of instincts; it is difficult to refuse to find an answer. And when a person reveals secrets, it’s as if he’s giving up his weapons and becomes safer. And when there is nothing to fear, people relax more and have less control and tension in relationships.
It is not necessary to give away secrets, the disclosure of which could bring trouble to you or someone else, there are simply some revelations or new information for your opponent.

8. Play the role of the client. Ask questions as if you were an opponent’s client who is about to purchase his product or service.

Everyone wants to sell goods and willingly talks about this topic.
It is better to build questions based on possible problems with this product or service.
“Is this being done on time?” “How can I check the quality of your product?” “What if there is...?”

9. Find out the criteria in the opponent’s understanding “ good client"His benefit