Почему жертвы верят мошенникам, а не близким? Гипнолог Иван Рябцев

Why Victims Trust Scammers Over Loved Ones

The talk explains how fraud attempts can succeed by placing the target in a mental state that leads to dissociation—a psychological “detachment” where advice from trusted people may be ignored or overridden.

For example, a boyfriend may call the victim’s father and warn him that it’s a scam, yet the victim continues engaging with the fraud attempt. The speaker frames this as “paralysis of the will”: during manipulation, the person’s ability to stop the action is weakened.

Key Mental Mechanisms (as Described)

• Dissociation

  • Scammers manipulate the victim into a state where normal judgment and interruption from others are less effective.

• “Trance logic” / faulty reasoning under manipulation

  • The victim may use distorted decision-making instead of realistically evaluating the situation.

• “Suggestion”

  • External influence can steer the victim’s behavior in the moment, even against warnings.

Illustrative “Test” (Umbrella Example)

The speaker describes an example meant to illustrate trance logic:

1. A person is given an umbrella in clear weather.
2. They are asked what they would do if it rains.
3. Their response is to open the umbrella immediately, justified as “checking whether it works.”

The point is that the action looks logical on the surface, but it is driven by the manipulated mental state rather than by an actual need.

Presenters / Sources

• Иван Рябцев — hypnologist