Psychology of management

1. Informing. 
2. Explaining. 
3. Proving and disproving. 
Informing is a narration, i.e. a vivid and figurative exposition of information in order to 
convey to the employees facts and conclusions necessary to induce them to certain actions. 
While telling something to an employee, either inductive or deductive way is chosen. The first 
one demands consecutive viewing of facts, phenomena, events, and only then making a 
conclusion, while the inductive way supposes that first should be stated the general notions, and 
then give the facts supporting them. 
Usually they distinguish the following typical kinds of explanations: 
- 
instructive explanation
, in the course of which an employee should assimilate, or rather 
remember the delivered information. Such explanation is given in a clear language, with short 
phrases; 
- 
narrative explanation
, in the course of which an employee is told facts in the form a 
vivid narration the aim of which is to lead the employee to corresponding conclusions; 
- 
reasoning explanation
, in the course of which an employee’s thinking activity is 
involved by asking him/her a number of questions with consequent logical reasoning leading 
him/her to the needed conclusions; 
- 
problem explanation
differs from the previous ones in that the executive does not 
provide answers to the posed questions. An employee arrives to the answer on his/her own, but 
the materials for the explanation are provided in such a way as to push him/her to the conclusion 
needed to the executive. 
Proofs
at persuading are built according to logical laws of identity, contradiction, 
deletion of the third, and of sufficient grounds. A proof will be the more effective the more it 

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rests on such facts that are either correct in their essence or are perceived by an employee as 
correct. 
From the position of logic 
disproof
is of the same nature as proof. By proving to an 
employee one idea an executive thus disproves another.
As for the psychological plane, there is a certain difference. It is connected with the fact 
that in the process of disproof there takes place criticism of an interlocutor’s certain views with 
ruining of some old attitudes and forming new ones. Hence, it is needed that in the process of 
disproof psychological approaches be used along with logical ones. Persuasion supposes 
obligatory stimulating an employee by means of verbal approval, support of his/her way of 
thinking and acting. While persuading don’t resort to power until all other means are exhausted. 
According to D. Meyers (1997) when making persuasive influence it is essential who, 
what, how, and whom conveys. Let’s have a closer look at these components of the process of 
influence.