Page:Psychology and preaching.djvu/243

 SUGGESTION 225

vain persons it may even help for it to take the form of gross flattery. This is one of the well-known artifices of the po litical demagogue ; indeed, is a favourite method of demagogy in every sphere of life. But with an average audience or an individual of experience it must be used with caution lest it defeat its own ends. It is fatal to make the impression of flattery; for the paradox holds true that while there is no body who does not like to be flattered, everybody resents flattery and despises the flatterer. But when attempting to exert suggestive influence upon a highly developed person ality the visible indirection of the method is, perhaps, even more fatal to success than a direct effort to control him. In any case the indirection should not be obvious to the subject. Hence it is that a most effective method often is a great show of frankness and straightforwardness, which is the very perfection of indirection.

But indirection is essential to the effectiveness of nor mal suggestion not only because it respects personal inde pendence, but because it avoids arousing into activity what ever contents of the mind may be opposed to the idea sug gested. The idea which is presented directly is far more likely, under normal conditions, to call into consciousness ideas of an opposing tendency. It comes boldly knocking at the front door and will not be likely to gain admittance with out at least waking up the inmates of the house and increas ing the chances that it will be challenged before crossing the threshold. If the idea is presented in such a way as to make the person feel that it has occurred to him, is the product of his own mental activity, it has the advantage of enlisting self-respect on its side, and this adds greatly to its suggestive force.

2. It is important to secure the confidence of the sub ject. To do this the first essential is to make the impression that the suggestion comes from a disinterested source. If in making the suggestion there is any indication that the sug- gester has a personal end to attain the effect is, of course, at once fatal to success. If the impression is conveyed that

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