This article generalizes scientifically the theoretical knowledge about management and its peculiarities, represents psychological mechanisms which an administrator uses to influence the staff, discovers the essence of psychological influence and its role in management activities, reveals the results of theoretical and empiric investigation of the means of psychological influence as an inseparable part of administrator’s psychological competence. It shows the peculiarities of persuasion as one of the most effective and widely used means of psychological influence applied in management activities of the secondary school headmasters.
An effective management is not possible without the use of psychological mechanisms of influence. They are inseparable and the most important factors in the structure of an administrative work. The problem of a manager’s influence on the staff is now very important, for management means interactions between those who directs and those who are directed. That is why it is evident that at interactions different forms of influence are applied constantly. It is important that the influence should be conscious and purposeful. For the effective influence on staff’s activities, a contemporary manager should have a profound understanding of the psychological bases of management, the ability to provide conditions which stimulate an effective collective work in an organization.
There are a lot of different classifications of the means of psychological influence. But the results of theoretic and empiric investigation show that the most effective means of psychological influence are persuasion, suggestion, contagion, commitment and request, regardless of the age, social status and education differences.
The main attention in the article is paid to one of the most wide spread means of psychological influence – persuasion, which is revealed through process of argumentation. That is why the main focus of our study is laid upon the notion of argumentation as a basic instrument in persuasion formation applied during communicative interactions. The results of investigation represent the argumentation structure, mechanisms and techniques of its achievement.
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