https://doi.org/10.31261/CHOWANNA.2004.23.14
The author attempts to answer the question of manipulating people depending on their personality and the situation they are in. To this end, she draws on her own research conducted on an appropriate study group. The issue of manipulation and the use of social influence techniques is currently a subject of widespread interest. Both students and participants in psychology training sessions are generally curious about manipulation techniques and eagerly reach for books dedicated to this topic. A prime example is the remarkable popularity of Robert Cialdini’s book Influence: The Psychology of Persuasion. Influence strategies arouse interest because this kind of knowledge is easy to apply in practice. But does that mean we accept manipulation as an inherent part of our social life—that we condone it not only when we are the ones manipulating, but also when others do it to us? And if so, what determines this acceptance? The author asked a group of 80 people for their opinions on the acceptability of manipulation in everyday life. The author was interested in what situational factors are considered sufficient justification for such behavior. The author also wanted to determine whether a personality variable associated with manipulation—namely, the level of Machiavellianism—would significantly affect the opinions expressed. A Machiavellian is a person with a specific personality. They perceive the world as a battleground and others as weak, deceitful, selfish, and untrustworthy. They have a strong need for success, along with a very “flexible” conscience—one that permits manipulative tactics such as flattery or deception, and rejects traditional moral norms. Empirical studies have shown many differences between individuals who score low and high on Machiavellianism scales, including differences in dominance, hostility, locus of control, dogmatism-authoritarianism, psychoticism, psychopathy, and anxiety (both as a state and as a trait). Behavioral differences between those with high and low Machiavellianism scores are particularly evident in situations that allow for improvisation, direct interaction, or that involve conflict. Recently, the concept of Machiavellianism—introduced into psychology in the 1960s—has regained attention thanks to two new and distinct perspectives. Wilson, Near, and Miller attempted to synthesize research from evolutionary biology and psychology, presenting Machiavellianism as one of the strategies of social behavior. In contrast, McHosky, Worzel, and Szyarto proposed integrating research from psychopathology and social psychology, defining Machiavellianism as the equivalent of psychopathy in the population of “normal people.”
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Vol. 2 No. 23 (2004)
Published: 2025-08-18
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