How we change what others think, feel, believe and do
Schein's stages of conversion
Throughout these stages, the person is generally kept unaware of the intent of conversion, and converting activities are framed as being friendly or casual.
The person current beliefs, etc. are shaken such that they start to doubt themselves and seek alternative ways of understanding.
The 'Changing' phase is where new behaviors, beliefs, values, etc. are instilled in the target person. He identified the following activities that are used during changing:
A new identity for the target person is imposed formally in indoctrination sessions as well as informally through personal relations with individuals, tapes, books on group doctrines.
Behavior Modification Techniques
Behavior modification methods are used, including reward and punishment, thought-stopping methods, and the control of environment.
'Mystical manipulation' involves interpreting coincidental and the perception of coincidental or inevitable events as spiritual signs. Recruits are trained that such signs are symbols of the greatness of the group.
Hypnosis, repetition, monotony, and rhythm are often used to numb the thought processes of recruits. These are often carried out through excessive chanting, praying, decreeing, and visions.
Eliciting of Confession
Testimonials and/or confessions are forcibly and continually extracted from recruits as a means of keeping recruits dependent and obedient.
Refreezing involves fixing the new beliefs into the basic patterning of the individual, making them normal rather than new. Thus the person uses these beliefs and patterns without thinking when faced with relevant situations.
During refreezing, it is important to isolate the person from any disconfirming evidence or other persuasive forces that might pull them back to their original beliefs. It is also important that there is a period during which the person is not allowed to criticize or question the new ideas in any way. After a long enough period of being banned from criticism and not receiving any external encouragement, they will come to accept the new beliefs as normal.
Edgar H. Schein with Inge Schneier and Curtis H. Barker, Coercive Persuasion: A Socio-psychological Analysis of the "Brainwashing" of American Civilian Prisoners by the Chinese Communists, New York: W.W. Norton, 1961
And the big