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Nlp and you (1 61)

  1. 1. NLP & You The Science of Living Effectively in Today’s Society By Dr Sumeet Sharma UTOPIA LEARNING BANGALORE ,INDIA
  2. 2. AcknowledgementMy sincere thanks to Dr. William Horton, NFNLP Florida, USA for enabling the easycomprehension of the NLP science. The use of NLP has become more practicable. Myacknowledgement to Dr. Ranganathan, NLP Master Trainer.I thank my friend Daniel Pachcheco, trained in NLP under Co-founder of NLP, Dr. RichardBrandler. He was associated with me in conducting NLP training programmes. A specialthanks to my wife, Mrs. Lalitha Sharma, for editing this book, my son, Samrat, other familymembers and the entire staff of Pansys Infotech Limited.I shall be ever grateful to Mr. Chandra Mouli, W. Q. Judge Press, for helping me in thepublication of this book. And thanks to all you readers.
  3. 3. PrefaceLot of water has flown under the bridge since the publication of my earlier books on Holisticsciences like Reiki, Hypnosis, Dowsing since I discovered the amazing science of NeuroLinguistic Programming (NLP). I was first introduced to this science of techniques by asenior NLP trainer. Upon using the science on all fronts of my life home, work, social, Ifound it to be extremely effective.NLP was a further advancement in the pursuit of my quest to live optimally because theearlier years were spent by me practicing Yoga, Reiki, Pranic, Magnified healing, Hypnosis,Hologram healing, Meditation and such other methods that helped me heal my lifeHOLISTICALLY. I felt my whole being transforming for better. Having experienced thefruits of living thus, I even started offering my healing services to many individuals sufferingfrom various psychosomatic disorders like asthma, diabetes, blood pressure, aches and painscombining the comprehensive methods of healing like Reiki, Acupressure, Yoga, Meditation,Pranic healing, Magnified healing, Bach remedy, Hypnosis and Melchizedek method ofhologram healing. I could see a remarkable improvement in these patients when I made useof the NLP techniques as well. Some of these case studies are even mentioned in the chaptertitled Case Study.Achieving many successes through NLP, I proceeded further by completing the basicpractitioner’s level and advanced Master’s level Trainer’s level and finally also the MasterTrainer Certification from NFNLP, Florida, USA. This organisation has made excellentcontributions in spreading the science worldwide benefiting thousands of people.In early last year I started my vocational guidance institute, Basics and Basics CareerBuilders. I started offering life skill workshops on Personal excellence, MarketingExcellence, Communication Excellence, Stress management using NLP technology thatreaped long term results to the participants.The demand for NLP based training programmes grew rapidly and I was invited by leadingcorporates including multi-nationals, IT companies to conduct regular training programmes.Today, I am glad to have contributed my might for the betterment of nearly 5,000 individualsthrough the workshops. Shortly, franchise Centres would be set up all over the country tomake these life changing skills available to many more deserving people.This book has been written in a Question/Answer format for easy understanding - CDs,Video cassettes and audio cassettes are available on this wonderful science of NLP.
  4. 4. Q.1. What is NLP?NLP stands for NEURO LINGUISTIC PROGRAMMING.Neuro represents the neurological aspect of our experiences that are stored in our conscious,subconscious and unconscious mind.Linguistic corresponds to both verbal and non verbal language one uses and this in turntriggers the neuro chemical responses.Programming is the structure and syntax in which the brain stores information.NLP is not an invention but rather a discovery and integration of several disciplines includingneurology, psychology, linguistic, cybernetic and systems theory.NLP was first introduced by Alfred Habdank Skarbek Korzybski from Russia.Q.2. What is the difference between left and right side brain functions? Longitudinal Somatosensory Fissure Cortex Supplementary Motor Cortex Motor AreaFig. 1 Right and Left side of BrainAs observed in the Fig.1 our human brain is subdivided into two parts - right and left brain.Each of this has two distinct functions. In my earlier book titled, “Reiki and Hypnosis forSuccess and Self Realisation”, I have dwelt in detail with regard to right and left side brainand their functions. However, here are some ready information as to how these twohemispheres of the brain work. Left Brain Right Brain Logical, Sequential Emotional Scientific, Linear Non Linear Male aspect of character Female aspect of character Labels Things Allows experience Rationalises Understands Moods Western Thought Eastern Thought Being serious Playful and mischievous Intelligence Grasps the essence Conscious Hangs loose Mechanical, Worrying Mystical, Impulsive Naming things Faith, Prayers Orders Feeling, Kinesthetic Interprets world of mute hemisphere Sees picture as a whole Egoistic Receptive
  5. 5. Now have a look at the below given cube popularly known as Nestler CubeHuman beings are born with zero software and being self-generating by nature, one becomesconscious and educated as the growing process starts. We rely more and more on the left sideof the brain and get increasingly logical about everything in life. We tend to pick up thesuperfluous and miss the obvious. The creative part, the right brain, is used more by thegenius and the scientists and that is how they have contributed to the inventions anddiscoveries in the scientific world. The right brain is infinite and has no boundary. This factwas proved when the apple fell on Newton’s head and he started exploring the Law ofGravity and Albert Einstein used to fantasise and imagine day in and day out as to how itwould be if he could travel at the speed of light.Q.3. How many minds do we have?We have understood the left and right sides of the brain and their distinct functions. Now letus reflect upon what is our mind and how it works. In fact the mind is the most subtle part ofour brain and registers the flow of thoughts. This could be understood even better with thehelp of the below given diagram. Conscious Mind (7%)WalkingSleep Sub-conscious Mind (38%)Dream Unconscious Mind (55%)The day to day aspects of our life is controlled by our conscious and subconscious mind andall our other bodily functions like digestion, assimilation, breathing, release of harmones,tonality are controlled by the subconscious mind. The right side of the brain is a vitalcontribution to the subconscious mind and whenever the critical factor between consciousand subconscious is by- passed any information or experience gets permanently coded in thesubconscious(submerged consciousness). The critical factor can be by-passed by□ Repetitive statement or say brain washing exercise.□ Under depression□ Under hypnosis and altered state of mind□ When one is in love
  6. 6. All the information first goes to the left brain that functions on DODGE formula> D Deletes unnecessary information> O Omits> D Distorts reality> G Generalises> E EvaluatesIt is thus clear that we only react to external stimulus that is either in our conscious orsubconscious mind.The unconsciuos mind is the 3rd dimension of the mind. In a mysterious way it is connectedto the superconscious or GOD or Universal Energy. The unconscious mind as per Yoga is inour seat of Kundalini power situated at the base of the spine and this is supposed to be themoving force behind dreams and body language. The brain cells have been also found at thetip of the spine very much to the bewilderment of the scientists.If we closely watch our daily routine we can establish that almost 90% of it is carried outunconsciously and a more or less regular pattern is followed without much conscious effortfrom our side.Q.4. How does NLP help?Having understood the two sidles of our brain and the three minds let us see how NLP aidsus. NLP bridges the gap between the left and right sides of the brain for better balance in life.This could be achieved by following certain set of proven techniques. NLP also helps us tounderstand our mind a little better whereby it becomes useful in human communication skills,business consultation, management, negotiation, education, counseling, holistic therapies,inter-personal relations, removing of addictions, parenting, nursing, public speaking, sportspsychology and practically all areas of human involvement.Man made machines work on Newtonian Physics and works on the linear approach whereaswe humans work on the ‘theory of relativity’ which says everything is our own perceptionand nothing is absolute in this universe. If scientific discoveries and inventions are regardedas absolute then perhaps the world would come to a standstill. That is why there is a constantpursuit to understand and know things around us.NLP has been very useful in health areas too especially while treating psychosomaticdisorders like addictions, depression, allergies, phobias and fears, past traumas, behaviouralproblems and marital issues.NLP helps to understand human psychic behaviour and reaction to an external situation.Q.5. How do we perceive the world?The Human mind perceives the external world by> Visual> Auditory> Kinesthetic> Olfactory> Gustatory
  7. 7. The visual aspects corresponds to the pictures one sees or creates or remembers.The auditory aspect is when we remember or hear or create sounds.Kinesthetic is when we have feelings or emotions of the past, present and future as well.Olfactory is when we recollect the smells from past, experience in present and create in futuretoo.Gustatory is when we remember the taste of food from our past experience, experience inpresent and create in future too.Human mind can think only using these five senses. Even people having the 6th sense or thepsychic powers make use of these five ways to perceive or interpret.It has been seen that nearly 60% of the population is visual, 30% is auditory and kinestheticand the balance 10% is olfactory and gustatory. One is probably more visual or auditory orkinesthetic or olfactory or gustatory and this is what percolates deep into making of ourcharacter and the day to day behaviour and response to things.Q.6. How do I find out whether I am Visual, Auditory, Kinesthetic, Olfactory orGustatory?Please answer the questions given below and check your score.How to find out your representational strategic inventory?1. When you recall a particularly wonderful vacation you had, what’s the very first you remember? Was it: a. The way the resort area looked b. The different way it sounded to you c. The feeling you got by vacationing there.2. When you drive, how do you navigate? a. I look for road, signs or follow a map of the territory. b. I listen for familiar sounds that point me in the right direction c. I get a gut feeling or sense of where I am3. When I get an assignment at work, it is easier to understand and to execute it: a. It is written or diagrammed. b. It is explained to me c. I get a sense of clarity, purpose or correctness from it.
  8. 8. 4. When my problems get me down, I find it helps to: a. Write them down so I can see them clearly. b. Talk or listen to another until my problems sound easier to hear. c. Sort them out internally until they make sense.5. I find it easier to be with my friends if: a. They communicate using animation and to the point statements. b. They interact with me through easy-to-hear and varying speech c. I get a feeling that they know where I’m coming from6. Which group do I trend to favour: a. Photography, painting, reading, sketching, films b. Music, musical instruments, the sound of the sea, winds chimes. c. Ball games, woodworking, massage, introspection, touching.7. When I buy an article of clothing, after first seeing it, the very next thing I do is; a. Take another really good look at it or picture myself wearing it. b. Listen closely to the salesperson and/or have a conversation with myself giving the pros and cons of buying it c. Get a feeling about it and/or touch it to see if it is something I’d enjoy wearing.8. When I spell, I verify accuracy by a. Looking at the word in my mind’s eye to see if it looks the way that the word should b. Saying the word out loud or hearing it in my mind. c. Getting a feeling about the way the word is spelt9. The subject I enjoyed most in school came about primarily as a result of: a. The way it looked on the board or in books. b. The sound of the subject as it were taught to me. c. My sense of interest as I learned more about it.
  9. 9. 10. At the beach, the very first thing that makes me glad to be there is: a. The look of the sand, the smiling sun, and the ice-blue water. b. The sound of the waves, the laughing wind and distant whispers. c. The feel of the sand, the salt air on my lips, and the joy of serenity11. I know my career is taking for the better when a. I see myself moving into the corner office b. I hear the chief executive say, “You are really going to go place” c. I feel satisfaction in getting promotion12. Before going to sleep at night, it’s important that: a. The room is really dark or pleasantly shade. b. The room is hushed or muted with pleasing back c. The bed feels comfortable13. In the morning, I especially enjoy awakening to: a. The sun streaming in or an overcast sky. b. The sound of a lively wind or rain pelting the windows. c. A warm and toasty comforter of flannel sheets.14. When I experience anxiety, the very first thing that happens is: a. The world takes on a different appearance in some way b. Sounds begin to bother me. c. My sense of case begins to alter15. When I’m very happy, my world: a. Takes on a decline and wonderful shine b. Resonates with total harmony. c. Fits perfectly within the space of my life.
  10. 10. 16. I get along better with people who: a. Relate to the world through the way it looks b. Relate to the world through the way it sounds c. Relate to the world through the way it makes them.17. When I get totally motivated, the first thing that happen is: a. I see things from a new and resourceful perspective b. I tell myself how this state is going to create new possibilities. c. I can actually feel myself getting psyched up.18. Having rapport with someone is: a. Seeing him or her is a wonderful way and easy to be with way. b. Hearing the person communicate things exactly the way I would. c. Feeling toward the person the way he or she feels towards me.A - Visual B - Auditory K - KinestheticAdd the scores of As, Bs, Ks separately. The letter with the highest number indicatesyour primary representational system.Q.7. How to find out who is Auditory, Visual and Kinesthetic Neuro-Linguistic Programming Indicators Visual Auditory KinestheticBREATHING High in chest Even breathing Deep breathing, Cessation of breathing in the diaphragm or low in stomach area Shallow breathing with the whole chest, with a typically prolonged exhalationOCCUPATION Engineering and Music, literary arts Athletics, tactile artsAND SKILLS drafting, the visual arts (writing, poetry, etc.), (sculpture, ceramics, (painting, drawing, etc.), linguistics and etc.), manual labor sciences (physics, languages (construction, nursing, mathematics, housekeeping, cooking, chemistry, etc.) etc.)VOICE: High-pitched, nasal Clear, resonant tonality Low, deep tonality; voiceTonality Changes and/or strained tonality is also more breathyVOICE: Quick bursts of words Even, rhythmic tempo Slow tempo with longTempo Changes and a generally fast pauses tempo
  11. 11. Physiological IndicatorsBODY Thin, tense body In between that of a Kinesthetic Internal visual and a kinesthetic Full, soft body (The body will soften if the individual is aware Kinesthetic External of internal auditory Active, muscular body, information; more i.e., tactilely sensitive tense or tight if the focus of attention is external.)POSTURE Shoulders hunched and Tendency for shoulders Kinesthetic Internal neck extended (head to slouch somewhat, The head sits much not aligned with torso). head slightly tilted to more solidly on the From a side view the one side, body tends shoulders, which tend body would look to lean either lightly to droop. The body is somewhat like a forward or slightly well centered and to question mark. back (forward: auditory a certain extend external; back auditory blocky. internal). The person’s Kinestheic External arms are often folded Broad shoulders with or crossed. erect athletic posture. The head is also solidly rested on the shoulders.Source: Mind with A HeartQ.8. How do we perceive reality?During the process of growing we perceive small chunks of information using sensory modesof visual, auditory and kinesthetic, olfactory and gustatory and by process of generalisation,distortion and deletion, we make our own maps of realityWorld realityInput ChannelsVisualAuditoryKinestheticOlfactoryGustatory
  12. 12. UniversalModelingProcessGeneralisationDistortionDeletionOur realityMap of realityVerbalisationWordsLanguageHence what we see is not what is but a reflection of our minds as per our conditioning. Agold ring, bangle and a necklace when displayed would surely receive the response as thepieces being ring, bangle and necklace although the essence is only gold beneath it but givendifferent name and form.Vedic concepts have mentioned 5000 years ago that although we perceive things separatelyin essence we are all the same consciousness. Please refer to my book titled ‘All you wantedto know about Dowsing’ in which there is a detailed mention of aspects of perception andreality.Q.9. What is the history of NLP?The science of NLP was co-founded by Dr. Richard Bandler and John Grinder. Dr. Bandierwas a computer programmer and mathematician at the University of Santa Cruz, California.Dr. Bandler developed keen interest in psychology and started pursuing the same keenly. Hefound that by modeling behavioural pattern of people he could produce similar results as ofthose whom he modeled. This was the breakthrough in Modeling Human excellence. He latermet Dr. John Grinder, an associate professor in linguistic who had excellent command overlanguages, accents and cultural behaviours and his personal goal was to uncover the hiddengrammar of thinking and action.With the joined effort of Dr. Brandler and Dr. Grinder was born NLP. NLP came to beknown as language of change and they involved the Gestalt therapy developed by Fritz Peris,Ericksonian Hypnosis developed by master hypnotist Dr. Mlton Erickson who had foundedthe American Society of Clinical Hypnotists. Dr. Erickson used to induce deep trance throughstories and anecdotes. He contributed the hypnotic language patterns and embeddedcommands which is understood by the unconscious mind only.There are a few others also who have contributed a great deal to NLP and they are NoamChomsky, anthropologist, Gregary Bateson, Robert Dilts, David Gordon. In the recent timesNLP has been further refined by Steve Andreas and Charles Faulkner. They also run the NLPcomprehensive Training Team in Europe. Renowned authors like Anthony Robbins and JohnBradshaw have written inspiring books on NLP and have conducted many successfulseminars world wide.
  13. 13. Q.10. What are presuppositions of NLP?By now it would be clear that our life is governed by experiences coded in our subconsciousand unconscious mind in a mysterious way and our thoughts are having an underlyingbehavioural pattern.However, the co-founders laid down some basic fundamental principles that are called as‘Presuppositions of NLP’1. Map is not the territory: A single event is coded in different patterns by differentpeople. No two individuals make same mental map.2. Every experience has a Structure: All our experiences whether good or bad is codedin the brain in a certain set of pattern that can be programmed or deprogrammed orreprogrammed.3. If one individual can do a certain task then every other individual too can do it:This is the greatest gift of NLP which enables us to form role models and just duplicate theirbehavioural pattern and strategies to get the same positive result. A sports-person wanting toreach the equal or better position than the best in that field can easily achieve his goal withNLP. He just needs to copy his role model. To quote an example Sachin Tendulkar, thefamous cricket player role models Sunil Gavasker who is yet another successful cricketplayer. Similarly a statesman too could duplicate what his predecessor or contemporaries aredoing. One such example that is popularly quoted is US president Bill Clinton modeling latethat of the former US president John F. Kennedy.4. Mind and Body are the part of the same system: Every thought creates emotion thatis ‘energy in motion’, motion in turn creates ‘action’ and action creates ‘characters’ andcharacter creates ‘destiny’. Hence cognitive changes done will affect the down-lineautomatically. This is the greatest gift of NLP to psychology.5. People have all the resources they need: All of us have the potential energy within usto achieve whatever we want provided we have the will, commitment, consistency to achieveour goals. Dreams can be made into destination by proper strategy for goal setting.6. You cannot not communicate: We either communicate verbally or non-verbally. Evenwhen we maintain silence during an angry mood or a depressed state, we are communicatingto others our internal feelings through nonverbal communication or say body language.7. The meaning of Communication is the response you get: When we communicateour words, tonality, expression, diction and gestures directly or indirectly affect the otherperson’s unconscious mind and he responds positively or otherwise depending on what wewant to convey.8. Underlying every behaviour is a positive intention: We do not blink even our eyeswithout a purpose. Hence when we criticise we want to be noticed, we shout for the sake ofacknowledgement and hide to feel safe.9. People are always making the best choice available for them. All of us write ourown history and its script depends upon what we value most. From our choices we gothrough the experience.
  14. 14. 10. If things are not working out for you do something else: “If you continue to do whatyou have been doing, you will get what you have been getting” is the famous managementjargon hence to get something new we have to do something new by unleashing our creativeideas.These are the ten commandments of NLP and are assumed to be there not because they havebeen proven and tested but because they are held in the mind. They give the holder a muchgreater degree of freedom of choice and opportunities.Q. 11. What are the Eye Accessing cues in NLP?Eyes are the window of the soul which tell everything about the person provided one isobservant. It is said that the eyes of the babies are like that of the doe very innocent andpretty. But as they grow they undergo lot of conditioning and thus pick up negative emotionsof hate, jealousy, ego, foolish desires and it is these things that are reflected in our eyemovements unconsciously as per the chart given belowRichard Bandler and John Grinder have said that we can think in five different ways.• Visually - When we build mental picture.• Auditorily - When we remember or hear sounds• Kinesthetically - When we have feelings or emotions.• Olfactorialy - When we remember the smell of something.• Gustatorily - When we remember the taste of something.Can you think without using your five senses i.e. Eyes (Visual), Ears (Auditory), Touch(Kinesthetic), Smell (Olfactory) and Taste (Gustatory?Richard Bandler and John Grinder have observed that people move their eyes in systematicdirections depending on the thinking they are doing. These movements are called eyeaccessing clues.The eye accessing clues for a right handed person are:Up and Right (their right)Constructed Visual Images.Up and Left (their left)Remembered Visual Images.Sideways Rightfor Constructed Sounds.Sideways Leftfor Remembered Sounds
  15. 15. Down and Rightfor feelings and internal emotions.Down and Leftfor Internal Dialogue.Straight ahead, defocused.For visual images, remembered or created.It is easy to find out whether a person is telling the truth or lie by observing his eyemovements on questioning him about the event. Detectives and police personnel are trainedin NLP so that they have an additional tool during interrogation.For example, a person who is visual upon hearing a sound would first look up make a mentalpicture and then bring it horizontally left or right to denote past or future association withregard to the event/thought.What kind of vocabulary visual (V), auditory (A), kinesthetic (K), olfactory (O) and gustatory(G) people would use? You will see from the chart detailed below the words frequently usedby V, A, K, O and G people. This would help us in finding out what type of person yourpartner / the person you are conversing with is so that you will be able achieve a betterrapport with him/her.Public speakers, orators and effective communicators use a mix of V,A,K,O and Gvocabulary because they aim at capturing the attention of the entire group/audience gathered.Here is a story of a couple who are happily married for some years after a brief love affair.The husband is visual and wife is auditory. The husband buys beautiful jewelery and exoticclothes for his dear wife practically every month but the wife is not too satisfied and keepstelling him “You don’t love me the way you used to love me.” The perplexed husband oneday asked his wife the reason for this statement because he is delighted even with the idea oflooking at those beautiful dresses and jewels worn by his sweet heart. For which she replied,“You no more tell me I love you the way you used to tell before our marriage”. This showsthat auditory person wants to hear pleasant things rather than see and posses beautiful thingswhich are a matter of pleasure to visual people.Statistics have shown that men are generally visual and women are more auditory orkinesthetic.Here are some expression used by V, A. K, O and G on a daily basis.Key words used by people who are either V or A or K or O or GVisual Auditory Kinesthetic Olfactory/ GustatorySee hear feel tastePicture tone touch smellsBright loud warm staleClear tune smooth fragrant
  16. 16. Vague amplify soft freshFocus sound handle sweetFlash tell grasp saltyDark say tight sourColour click rough bitterView talk hard pungentDim volume impactLook rings tenseIdea, think, know, decide, change, understand, meditate, and learn are some unspecifiedwords used by V, A, K, O and G people.Expressions used by V, A, K, O & G people.Visual:- Kinesthetic:-The future looks bright Hold on.He is in a black mood today Heated argumentI look forward to seeing you A cool customerThat was a colourful expression Warm regardsMy point of view Lets firm up on this.I see what You mean. I have got a handle on it.Auditory:- Olfactory / Gustatory:On the same wavelength A bitter experience.Loud and clearIn bad taste.Tell me how is it sounds? Smell a rat.What do you say? A nose for business.Things clicked into place A taste for the good life.I’m glad to hear it. As sweet as sugar.Effective communicators naturally use language that appeals to all five senses. Excellentcommunicators naturally use the system preferred by the person to whom they are speaking.This ensures that they are talking the same language and are easily understood. If you want tobe an excellent communicator learn this skill and appeal to the eyes, ears and feelings of yourlisteners.Q.12.What are sub-modalities in NLP?Sub sense or sub modalities are the small building block of the five senses. It is the way thecomplete picture appears sounds with feelings and tastes and smells too.Sub senses is something like the sub conscious mind. We may not be aware that these subsenses exist but now that we have been made aware off, we can use it to develop ourselves.Awareness is the first step on the road to development.We have to make use of these sub senses to identify those that are critical for us. When wechange a critical sub sense or a combination of them it has a powerful effect on our internalexperience.On recalling a past experience we need to find out the following details by probing the event
  17. 17. VISUAL: (Proving Questions)1. Colour / Black & White - Is the image in Colour or Black and White?2. Brightness - How bright is the picture?3. Size (to life) - How big is the picture?4. Distance - How far is the image from you?5. Movement - Is the picture like a movie or a slide?6. Number - Is there one image or more than one?7. Framed / Unbounded-Does the image have a frame?8. Location - Where is the image located?9. Shape - What is the shape of the picture?10. Disassociated / Associated - Are you observing the image or picture as an observer orare you in the picture yourself ?AUDITORY : (Probing Questions)1. Mono / Stereo-Does it come from one side or both?2. Speed - How fast is the sound?3. Loudness - How loud is the sound?4. Clarity - How clearly can you hear it or is it muffled?5. Rhythm - What type of flow does the sound have?6. Music/Noise/Voice-What type of sound is it?7. Number-Can you hear one or more than one sound?8. Distance / location - How close is the sound and where does it come from?9. Words/Sounds Is it words or sounds?10. Continuous/Discontinuous - is the sound continuous?
  18. 18. KINESTHETIC (Proving Questions)1. Still/Moving-is there a response in one area, or does it move?2. Location-Where is the feeling located in your body?3. Duration-How long does the feeling last?4. Extent-What area does it cover?5. Intensity-How strong is the intensity?6. Temperature-How hot or cold is the feeling?7. Moisture-Is the humidity right?8. Texture-is the feeling rough or smooth?9. Pressure-is there any pressure, how strong is it?Q.13.How can changes in sub-modalities help in bringing rapid changes in our behaviour?We have understood in the sub-modalities that any experience can be detailed to small bits ofsub-senses or sub-modalities and that is how our brain codes experiences in the subconscious.Let us take an example of a person who wants to give up alcohol addiction. Here it is veryessential that the person should be wanting to give it up willingly because no power canchange him unless he wants to do so willingly.Ask the person to recall the picture of the last experience when he was enjoying his alcohol.The experience would more likely resemble a movie with a lot colourful picture, bright inappearance and a palatable tasty flavour and satisfying feeling. He may even hear somefavourite sounds or music in the background. Now what we need to do is to communicate thereframing of the opposite that is to develop a dislike for the alcohol. What we need to tell himis to now visualise him with a glass in a still snap shot, black and white in appearance, verydull and gloomy and drab. Now ask him to imagine as if the taste of the alcohol is like that ofsomething he detests having a very awful smell which probably makes him feel like vomitingand the music in the background too not very pleasing to his cars. Let him have a totally sickfeeling about this reframing picture created by him about the alcohol drink. When thisexercise is repeated for about 5-6 times in a span of 10 days there is every chance that theperson would be wanting to give up alcohol. Perhaps he may even reduce the intake becauseevery time he has a drink he may not feel good about it because reframed picture (of drinkingalcohol not being very pleasant), would come in his mental picture.There are other more effective techniques available too in NLP that would be dealt with inthe subsequent pages.
  19. 19. Q.14.How does one recognise who is Visual, auditory, Kinesthetic, Olfactory and Gustatory?NLP practitioners should train themselves to be very observant people and notice theminutest changes taking place in the opponents, breathing pattern, rhythm/pitch of speech,kinds of words used, tonality of voice, body posture and even eyeball movements.If you carefully study the chart given in this book, you will be able to quickly identifywhether one is Visual or Auditory, or Kinesthetic or Olfactory or Gustatory. It is found that60% of the population is Visual, 20% is Auditory and balance 10% are Kinesthetic, Olfactoryand Gustatory.Q.15.What is Rapport?RAPPORT means ‘Really All People Prefer Others Resembling Themselves’In day to day life also it is the rapport which matters than anything else as it although is theability to relate to others in a manner wherein there is trust and understanding. Rapport is theability to see each others points of view. It does not necessarily mean that one is required toagree to others’ point of view but one can communicate at the same wavelength andfrequency. When one decides to buy something on the basis of rapport built up between theseller and the buyer the deal gravitates towards trust.NLP teaches one to develop rapport by consciously studying the body languages, words,tonality and all other important factor of observation in others. If the cultures, castes andbeliefs and values are similar the rapport is at a deeper level.Q.16. What is pacing and leading?During a conversation NLP practitioner can consciously build rapport with a person by1. Mirroring: To copy exactly all the movements of the other person and using the samegestures and actions. For example while talking if one has the habit of clasping the fingersthen you too do the same very gracefully without making the person feel that you are copyinghis action. When you copy the other person’s action or the body language it works at theunconscious mind. The person with whom you are establishing rapport begins to see hismirror image or reflection in you.2. Breathing: As seen in the earlier pages people who are visual breathe high in the chest andin case you are auditory the rapport will not be formed because you would be breathingbetween chest and stomach. To achieve a rapport you need to consciously match hisbreathing pattern and start breathing high in the chest.3. Posture: Maintain the same posture as the other person. For example visual people haveerect head and shoulders up. You should match the head, hand, torso, legs, feet of the personyou are having rapport with.4. Language pattern: If the opponent is a kinesthetic person and uses more of kinestheticwords, you also repeat the kinesthetic words often in your conversation.5. Voice Modality: Visual people speak faster, auditory speak rhythmically and kinestheticspeak slowly. You can also match the voice and build a deeper rapport.
  20. 20. When you match the person at all levels as mentioned above it is called as pacing. This is justa tip of the iceberg and it is not enough to establish rapport. You now need to convince him toaccept your point of view. Hence you change your body postures and other sub-modalitiesslowly. You will notice that the other person is automatically doing the same thing as you aredoing unconsciously. And this is what is called as ‘leading’. To establish rapport you need tocarefully pace your opponent and then lead him.Q.17. How does rapport building help us in business and daily life?We take our relationship on the home front and on the work front for granted. For anyrelationship to work on a long term basis we need to develop a lot of tact, understanding anddiplomacy rather than being authoritative. It helps to be assertive. When you have a deeperknowledge of what your partner or your opponent is like then you can mould your demeanoraccordingly. This way you will be able to get the other person to do things on time not onlyfor you but for him too. Without attaining rapport if you show your authoritative manner todemand discipline or co-operation from others it may not yield positive results. Further lackof rapport may not generate the due respect and lead to backbiting, arguments, disagreementsand stress. After following the steps discussed earlier as to how to understand the type ofperson you are interacting with you may adopt the method of pacing with that person andthen you lead the person to concur with you or accept your point of you without muchprejudice from his side. This results in a smooth sailing in any relationship.People involved in the marketing, sales and customer service departments must consciouslyfollow the techniques because they will be building the rapport work at the unconscious levelof the opponent. The unconscious mind being non-logical, the above techniques go deeperand a gradual trust is developed. This trust is more or less a permanent one.A word of caution to be kept in mind, NLP technology is like martial arts. A person well-versed in this could also have the temptation to misuse the techniques for achieving selfishgoals by cheating the other person. One should not manipulate the other person’s mind toomuch for one’s own benefit because you cannot cheat a person more than once. We all areequipped with an auto pilot within our brains which props up when situation goes out ofcontrol. So take care not to use NLP for manipulating another person’s mind to obtain yourpersonal interest. Rapport works wonders when you make it a win-win situation wherein boththe partners are benefited.Q.18. What are logical level of change in NLP?Logical levels of changeGregory Bateson an Anthropologist created a model for change. Robert Dilits a trainermodified this model by creating six levels. This model is a useful framework to decide atwhich level to work in order to bring about the desired changes.This is the model
  21. 21. Level 6 : Spirituality Level 5 : Identity Level 4 : Belief & Values Level 3 : Capability Level 2 : Behaviour Level 1 : EnvironmentLevel 1 : The EnvironmentEnvironment refers to everything outside yourself. The people with whom you work, theeconomy, the people around you, your business, your family, your friends, your customers.What you think about being in the environment is also a measure of how much you takeresponsibility for what happens to you. For example, if you say “‘it is a tough world outthere” this suggests that you put some power and influence outside yourself.Level 2 : BehaviourBehaviour is what you do and say, what you express externally to the world around you. It isthat part of you that can be seen and heard by other people. Behaviour includes your thoughtsas well as actions. What we do is not random; it is designed to achieve a particular purpose.Sometimes we are not even aware of the purpose.Level 3 : Capabilities.Skills and capabilities are our competencies. We move from a level of unconsciousincompetence where we do not know that we do not know to a level of consciousincompetence where we know we do not know. For instance if we have never heard about acycle or seen one we do not know it exists, (unconscious incompetence). After we seesomeone riding a cycle and realise we can not do it, we reach the stage of consciousincompetence. After we get onto a cycle and practise the skill we become consciouslycompetent. We can ride it but it takes a lot of our attention. If we keep persevering we reach astage of unconscious competence. We can ride the cycle easily. It becomes streamlined and ahabit. Our sub-conscious mind takes over. We have mastered the skill.Level 4 : Belief and values.Beliefs are ideas ‘we act on as if they are true’. They may or may not be true. However, webase our actions on them. Beliefs can be empowering for instance. “I can do it” or limitingfor instance “I can’t do that it is of no use”. Values are what is important to us. Beliefs andvalues direct our life to a considerable extent. If you believe you can’t you won’t try the skill.
  22. 22. As long as you don’t value it you will never be motivated enough to acquire it. Source: Principles of NLPLevel 5 : IdentityIdentity is how you think about yourself as a person. It includes your core beliefs and valuesthat define who you are and your mission in life. You can build, develop and even changeyour identity. Changing something at the lower levels need not necessarily affect the higherlevels. Changing something at the higher level (Identity) always changes things at the lowerlevel.Level 6 : SpiritualityThis is a level beyond the identity. It is a place where you connect with others, be one withhumankind, the universe of God. It means understanding the interconnection between youand the bigger system and its implications.Q. 19. What is congruence?Congruence is to be in rapport with yourself i.e. art of obtaining rapport between mind andbody. Congruence means you are a whole, your body language, tonality, words and posturescarry the same message which in other words means “You Walk Your Talk”.Q.20. What is Multiple Descriptions?It means respecting other people’s point of view without loosing your own identity buthaving different views of the same event.
  23. 23. Q.21.What is ‘Chunking in NLP’?We have understood that our mind works on DODGE principle. These are the gate keeperswho transform sensory experiences into internal representation and also transform ourinternal representation i.e. when we use language. First, we delete, distort and generalise ourexperience when we speak the richness of the original experience it is compressed into alinear trickle of words.Thus spoken language is a map of a map. The world does not have labels it is we who attachlabels. For example there is nothing dog like for the word dog. Similarly words like ‘love’and ‘honour’ will give different answers from different people.When a lady makes a statement as this, “All men are cheats”. She is voicing her owngeneralisation. When we ask a specific question to her, ‘Do you mean all men are cheats” Shewill rework her statement of generalisation and analyse on what basis she has generalised.This would amount to recall of the experience or a particular incident in her life leading to ageneralisation. This is what is known as “Chunking down” in NLP.However, we use language to go from specific to more generalisation also by usingpermissive and vague language. This would enable your opponent to take that meaning out ofthe words that he (opponent) feels right for him. For example in response to the statement‘business in India is very bad’ We can step up and say ‘business all over the world is notdoing well due to recession in most countries.’ This is known as “Chunking Up” in NLP.In NLP we also use a term as ‘Chunking Sideways”. Here we use a metaphor like a story orjoke or real life incident to present a case very dexterously. Generalisation Milton Model (Chunking UP) Chunk Metapor Sideways Chunk (Meta Model) Down Specifics
  24. 24. Q.22. What is Meta model in NLP?Meta ModelMeta model was one of the first models developed by Richard Bandler and John Grinder.They created their own vocabulary to explain and illustrate their insights. The Milton Modelis the reverse of the Meta Model.The Linguist Noam Chomsky said that there are two levels of language. The first is called thesurface structure that is everything you either say to yourself or to other people. The second iscalled the deep structure which refers to the deep meaning of what you say and containsinformation that is neither expressed nor known.When communication moves from the deep structure we either generalise, delete or distortinformation, before it reaches the surface structure. From the surface structure when wechunk down, we go to the Meta model and when we chunk up we go to the Milton model.A generalisation takes place when a specific experience is generalised and made true for allother experiences. Deletion takes place when a part of the information is deleted or left out.Distortion takes place when the speaker of the words distorts his experience.Generalisation:1. Universal Quantifiers : Words used: All, Always you should never question as toyou can think of a time when (exception to the rule is stated)? Whereas when you ask, “All”, “Always”, the person starts analysing for specifics.2. Modal Operators of Possibility / Necessity : Words used Can’t, have to, must,should, it’s necessary, ought to Question : What stops You? What will happen if you did/ didnot? What do you achieve by not doing?For example: If one says “I can’t do this” You can ask “what stops from doing?”Because most of the time we declare we can’t do such and such thing give some excuse butwhen you question “what you question “What stops you”, the person would start analysingthe details and would perhaps start doing that activity which he felt he can’t do’.Distortion :1. Mind Reading : Statement made: A belief that one person known what’s on the other persons mind. Question: How do you know?2. Cause effect : Statement made: A belief (x) causes a Statement (y) over which you have no choice. Question: How specifically does ‘x’ cause ‘y?3. Complex Equivalence : Statement made: Two statements are linked in such a way that they are taken to mean the same thing. Question : How does this (second statement) mean that (first statement)?
  25. 25. 4. Presupposition : Words used: Since, when, if Question : What leads you to believe that..(fill in presupposition)Deletions :1. Comparisons: Words: Better, best, worse, new, improves Question: Compared with what?2. Judgements : Words : Adverbs ending in ly - clearly, obviously Question : According to whom, who is making this judgement, on what grounds?3. Normalisation : Statements made : A verb describing an ongoing process is made into a noun. Question : Turn the noun back into a verb How is this being done4. Unspecified Verb : ‘Words: Hurt, feel good/bad, hard Question : How specifically5. Unspecified Noun : Words: They, it. this, that Question : How / What specifically?Q.23. What are anchors in NLP?Anchors are a trigger or stimulus that create changes in whatever state we are in presently.Anchor could be visual i.e. our wedding photographs, Auditory mode like a bell or a siren,Kinesthetic feeling coming from a therapeutic touch or loving and warm hug, Olfactory likethe smell of a perfume or gustatory recalling of a yummy tasty cuisine. Why even our ownname is an anchor, our religious rituals are anchors and for that matter the traffic signal tooare anchors for achieving a certain change. We have special memories attached to certaintones and voices that bring back old memories. Thus we can become aware of anchors aroundus in the present environment. We can also develop our own anchors. For example most of usinstal the pictures of our deity in our homes and offices constantly reminding us to be insanctity and also to feel the presence of a supernatural power above us.Anchors are thus very effective in changing one’s own state of mind and even that of othersin our day to day life.Q.24. What do we achieve by having an anchor in our daily life or say in our career too?NLP is an experience based technology. Though theoretical aspects could be understood byreading some of the most enlightening books on NLP, it is far more beneficial to attend apractical workshop on NLP to learn and perfect a host of techniques viz. · swish Pattern · Reparenting
  26. 26. · Adding a Resource · Changing Personal History · Eliminating Fears and Phobias · New behaviour Generator · Visual Squash · Godiva Chocolate patternThere are some useful techniques discussed in the book titled, ‘NLP - The new Technologyof Achievement’ by Steve Andreas and Charles Faulkner. You could master some of thepractical techniques discussed very effectively in this book or else locate an NLP practitionerin your city to practically learn the techniques from the practitioner.Q.25. What is the theoretical basis of anchoring?Anchor helps as an external stimulus to create a similar feeling it produced in the pastassuming that the resource of the stimulus is from the past. Similarly we can even Visualise afuture event and create an anchor. The basis of anchoring is the ‘PAVLOV THEORY’.Pavlov had the habit of feeding his pet dogs at a particular time and he would ring a particularbell to call the dog serving the food. One day he only rang the bell but did not place any foodbut he found that mere ringing of the bell was enough to make the dogs salivate and thepresence of the food was not essential.We can also do this exercise to form an anchor. Sit in a quiet place, close your eyes and takea few deep breaths. Now feel, imagine and believe that you are holding a bright yellowcoloured juicy lemon in your right palm. The picture created by you in your imaginationshould be realistic with colourful background, your favourite music also could be played ifrequired, bring your feelings of having the juice and vividly add the taste of the lemon youare holding. Now imagine you are cutting the lemon into two halves and imagine that you aresqueezing the juice from the lemon into a glass and feel the smell of the lemon in your mind’seye while you do this. Now add chilled water to give that refreshing feeling upon sipping thecool lemon juice. You could add salt and sugar as per your taste requirements. You canimagine that you are mixing the juice and taking a joyful sip that you love. These frames ofpicture, your feeling, smell, the taste in your mouth should all be so perfect and clear that youshould feel you are actually having a lemonade. Then to create a permanent anchor bring thethumb and index finger of your left hand together and press them as if you are pinchingsomething and start salivating at the -thought of having the drink. Now whenever in futureyou press your left thumb and index finger you will start salivating because you will imaginethe cool, refreshing sip of lemonade in your mouth. This is the power of anchoring technique.If we draw a graph of Emotion v/s Time it would look like the following graph
  27. 27. A B E TWhenever the peak experience is being felt and reached, the anchor can be created between Aand B to get maximum benefit. So it should taken into account that when we ask someone torecall or visualise anchoring should be done just before peak levels and just before it startsfading away.This is the reason why anchors could be very successfully used on children by parents forteaching some of the values and even at schools teachers can train their children to formuseful anchors.Q.26. What do we mean by associated and dissociated in NLP?Association and Dissociation are two important sub-modalities. When we experienceourselves within an experience viewing the experience with our own eyes it is known as‘associated’. When we are outside the experience that is viewing it like a movie that is we areprojected on a movie screen and this is watched by us as movie seated in a theatre chair thenit is known as ‘dissociated’. When we are associated we get the same feeling we experiencedduring the event and this is how we store all our unpleasant memories forever because wehave kept it as an associated experience whereas when we dissociate we do not experiencethe accompanying feelings and emotions that are linked with the experience. Hence all goodexperiences should be stored as associated and bad experiences could be reframed bydissociation.Let us do a simple exercise.Recall in your mind’s eye one of your pleasant memories of the past that makes you happy.You will notice the picture to be bright, big say life-size, colourful, good feeling will be feltand some may even hear some good sounds and there may even be some good aromaassociated with the experience. Please bring the feeling very clearly and enjoy the experience.Stop and come back to the present by thinking of what you had for breakfast or lunch thatmorning.Now recall the most unpleasant memories that you dislike or shun from recalling. You canimagine the whole event taking place on a movie screen and as if you are seated comfortablyon your living room couch or on a movie theatre chair. You should feel that the whole eventis merely being witnessed by you as a viewer in a dissociated manner.
  28. 28. You can see for yourself and feel that the emotions connected to the unpleasant experienceare tremendously reduced. Though the memory of the incident or experience would bepresent but the experience or the event no longer affects you or say disturbs you in anyway.This technique is very powerful to remove fears and phobias, desensitise ourselves from abad incident at a hospital or an accident because all these experience are prone to leave apermanent scar in one’s life leading to other psychological complications.Q.27.How can Association and dissociation be useful to us?NLP techniques are based on fundamental principles of sub-modalities and any change in thebasic sub-modalities will bring about a change in the overall structure or mind map of theexperience. With NLP techniques particularly the associated and dissociated mode it ispossible to heal Ø Depression Ø Self confidence problem Ø Self esteem Ø Criticism, objections and rejections Ø Traumas, accidents Ø Stammering Ø Pains Ø Post natal recoveryQ.28. What do we mean by Role Modelling in NLP?One of the presuppositions of NLP is if one person can do something then anyone else alsocan model it and also teach others. This is a most powerful aspect of NLP and by this we canunderstand that we can become whatever another person has become or say achievedsuccessfully by simply replicating that successful person’s excellenceDr. Bandler also role modelled German psychiatrist, Fritz Perks, who founded the ‘GesaltTherapy’. He even duplicated the beard, spoke English with the German accent and held thepipe too like Mr. Fritz. Dr. Bandler even copied the walking style, dressing fashion and alsoconducted Gesalt therapy group lectures like him. This was one of the most popular andbreak through case in modelling a human excellence.Modelling can be seen in children too because children do not learn what we say but see whatthe adults do and repeat the same. Role modelling can be effective and successful only whenwe replicate behaviour, beliefs and values, emotions, language patterns and even the similarway of thinking as per the role model.Now think of a person whom you accept as your role model to achieve whatever he/she has
  29. 29. achieved. You can visualise your role model either giving a lecture or a stage show andobserve his energy field and aura around him in the form of a bright white light of a mistaround him/her.Repeat this image or the movie as often as possible and then cut the picture of that role modelfrom the image and place your picture in his/her place and watch you doing the same as yourrole model. You will feel a tingling sensation and a surge in the level of confidence in you.This exercise needs to be repeated for about 4-5 weeks daily and at the end of it you will findyou are doing the same thing as your role model and to your surprise you will also startachieving the same success as your role model.To mention some of the examples of role modelling - Bill Clinton modelling John F.Kennedy and Sachin Tendulkar modelling Sunil Gavaskar.Q.29. What is metaphor in NLP?Metaphors are stories, parables, figures of speech, maxims, comparisons and similes that helpin ‘Chunking Sideways’ from one thing to another that may be subtle or obvious. Metaphorswork deeply in the unconscious mind beyond your conscious mind and since stories andparables do not have any absolute meaning each one listening may infer a most appropriatemeaning suited to him and understands the deeper meaning of the whole story.Normally young adults in the late teens and early 20s do not like to be instructed or pointed atbut with the use of metaphors we can easily convey to them their mistakes andresponsibilities without hurting them at all.For example, if we wish to convey the consequence of doing certain things without properlyreviewing the end result. We can effectively convey the same through this story fromPanchatantra. Once three scholars studying in a medical college were returning from theircollege. They saw a dead lion on the way. One of them decided to recreate the skin, thesecond one created the blood vessels and the third warned them to go to a safer place beforebreathing the life into the animal. They did not care to give any listening ear but whereas thewiser one midst them climbed the top of the nearest tree. The lion on becoming alive targetedthe two students who gave life to the animal. The moral of the story is “Common sense ismost uncommon in today’s world.’The story of the rabbit and tortoise teaches us that it is rewarding to have steadiness andconsistency in life. The story of the rabbit and lion teaches us as to how to make use of ourintellect wisely.Metaphors are the most powerful method of teaching us even the most difficult tasks in asimple way and thus we can bring about tremendous change at the unconscious level. This isthe reason most of the seers and religious leaders use metaphors to present their point.Organisations use metaphors by calling themselves a family business or a learningorganisation. Finance world uses terms viz. Liquid assets, frozen assets, cash flow asmetaphors, health world uses metaphors like ‘War on Aids’ wherein our immune system isdepicted as a killer machine.
  30. 30. Q.30. What do we mean by timeline in NLP?Time-line is one of the most wonderful concept in NLP When we recall an event from ourpast life our eyes get focused in a particular direction and when we visualise our future againwe look towards another direction. There would be a marked difference in the bodily signalsand more so in our eyeball movements because unconsciously our body is aware where thepast, present and the future are located.In our daily conversation too we use phrases like, ‘looking forward to meeting you’, ‘goingback into the past,’ ‘at the moment it seems impossible’ and thus giving a feeling that thepast, present, future are all on a line.There are two types of timeline as shown in the figure below. Past Future Future Through Time Past In TimeSource: Principles of NLPWe can observe that people with THROUGH timeline have past on the left and future on theright in front of them. These people are good planners and punctual.There are other set of people with timeline of ‘INTIME’. Here the past is behind them, futureis in front and present is now and here. These people are spontaneous but rarely keep upappointments and find it difficult to meet deadlines.One can change their existing timeline to another timeline in their imagination i.e. from In-Time to Through time and vice versa as the unconscious mind only gets the message ofNOW and to be in the present. Addictions can be easily dealt with by changing the timelinebecause addiction is Intime experience.We have observed classic difference in time lines of urban dwellers and rural dwellers. Awalk of one hour for an urbanite will only be 10 minutes’ stroll for a villager.Time line is one of the practical approach in NLP to relieve past life traumas, fears and forbuilding up confidence for a future event by programming our unconscious. The varioustimeline exercise could be learnt in NLP workshops.
  31. 31. Q.31. What do you mean by calibration in NLP?Calibration is the skill one develops in recognising changing states in others. We cannot relyon others’ statement as to how they feel. We have to develop our own senses to such acutelevels that we should be quick and observant to notice subtle changes in the opponent viz.The breathing pattern, Eyeball movements, pupil dilation, skin colour, voice tone and theangle of the head.The best way to learn calibration is to ask your friend or a family member to think of theirfavourite dish they love to eat and notice their facial expression, breathing pattern, skincolour, muscle tone, posture and the angle of the head. Ask them to count to three counts andnotice their tone of voice. Now bring them to the present by asking a routine question as towhat they ate for breakfast. Then you ask them to think of the dish they dislike and againmake note of the changes that occur at all levels.Now tell them to think of one of them without mentioning to you which one. With the help ofcalibration you should be able to find out which picture they have built up in their mind.Calibrations are different from body language because body language has a fixed meaning forcertain gestures that may not be true always.Q.32. What are outcomes in NLP?The outcomes in NLP are always encouraging and result-oriented. The failures if any in GoalAchievements are due to the goals not being realistic or sufficiently motivating or notdesirable in the wider perspective. Goals should be ‘SMART’S - SpecificM - Measurable or TangibleA - AchievableR - RealisticT - Time boundFor example: Reflect upon this goal of an educated housewife wanting to become a careerwoman. She persuades her reluctant husband and convinces him to allow her to go to work.The job offered to her was encouraging as there was a good pay and other benefits pack but italso had the demand of long working hours. But the motivating factor being the pay andrecourse from boredom, the lady and her family could put up with the disadvantages of thelady having to stay away from home. Everything seemed fine for 2 months but after that thefamily started demanding her time and being unable to cope with the demands from both thefronts she had to quit the job due to the cascading repercussions.This is a typical example of not a ‘Well formed Outcome’ despite the lady getting a good jobbeyond the expectations.Q.33. How to ensure well-formed outcomes?Goals or outcomes must be well formed. They must meet the folowing criteria to be well
  32. 32. formed:1. They must be stated in the positive. It is easier to move towards what you want not away from what you do not want. ASK: What do I really want?2. They must be initiated and maintained by the person who desires the goal. Because we are in control only of ourselves, our own behaviour and feelings. The goal must not depend on the generosity of fate, other people or favourable situations to achieve it. ASK : How can I start and maintain it? What resources do I have/need?3. They must be defined and, evaluated according to sensory based evidence. You must know what you will see, hear, feel, smell and taste when you have achieved your goal. ASK : What will I see, feel, hear when I have it? ASK : How will I know that I have it? 4. They must be specific and contain the four W’s and one H. ASK : Who, Where, When, What and How specifically.5 They must be made to preserve the positive by products of the present state. Because behind every behaviour is a positive intention held by the person conducting the behaviour. ASK: What are the benefits of the present state?6. They must be ecological and fit into your ecosystem. Because no one exists in isolation, we are all part of a larger system, society in general, family, work, friends. ASK: How will this affect my family, job, friends, business? What will be different as a result of having this?Q.34. How NLP is helpful in health related issues?NLP has made remarkable contribution with respect to mind related or psychosomaticdisorders. One can obtain very encouraging and quick results on using the NLP techniques. Itdoes not matter whether one is taking orthodox medicines or not. There is very little solutionavailable to overcome stress in allopathy whereas NLP can come to one’s aid in a veryeffective manner. Any thought creates an emotion that is energy in motion that in turn createsan action in the form of physiological changes in our body.Our brain is connected to three important systems viz.♦ Endocrine system♦ Immune system♦ Autonomous Nervous systemThe autonomous nervous system is again subdivided into sympathetic and para-sympathetic.We are always on a red alert because of our sympathetic mode that stimulates our adrenalglands, thyroid and also increases our heart beat and the breathing. This is observed due tothe release of hormones like morepinephrine. On the other hand parasympathetic is exactlyopposite to sympathetic and creates comfort, relaxation and ultimate sleep. This state
  33. 33. produces neuropeptides that are very helpful hormones. All the stress related activities puts uson sympathetic mode i.e. keeping the body on red alert. In order change our mode and remainin a relaxed state, we should keep our body relaxed by listening to calming music, meditationand remain in a happy surrounding.Endocrine system keeps our harmonal balance in the body and major glands like pineal,pituitary, thyroid, thymus, pancreas, gonads, adrenals play a key role in keeping our body inbalance.Immune system is the one that keeps our body healthy and fights the germs and viruses.All these three systems exchange information constantly through neurotransmitters. Our bodycells have receptors or antannae that wait and listen to our emotions. So any stress activatesthe sympathetic system that in turn affects the endocrine system, nervous system and immunesystem. Hence our thoughts translate into physiology through these three systems.Holistic therapies like creative visualisation and self hypnosis when combined with the NLPtechniques have a very powerful influence over our mind.This makes it clear that we should be careful about our thoughts and also about the kind oflanguage we use. In the US in a research conducted on people suffering from spondilitis itwas found that these people were constantly using the phrase, ‘A pain in the neck.’ Eitherthey were in the habit of using this phrase or were exposed to hearing this phrase constantly.Q.35. What are the psychosomatic disorders that can be healed effectively using NLP? ü Stress ü Worry ü Helplessness ü Depression ü Hostility ü Suppression of emotions ü Lack of close companions ü Addictions like Smoking, alcohol etc. ü Financial difficulties ü Jealousy ü Anger ü Ignorance ü Arrogance
  34. 34. ü Bloated Ego ü No God connection ü BAD DIET ü Negative emotions ü Lack of sleepIn contrast qualities listed below bring about self healing and healthy longivity: Ø Love Ø Hope Ø Optimism Ø Faith Ø Spirituality Ø Nature Ø Righteousness Ø Non violence Ø Balanced Diet Ø Happiness Ø ExerciseNLP is very useful in dealing disorders like § Asthma § Migraine § Sinus and colds § Sciatica § Allergies § Hayfever § Eczema § Urticaria § Hives § Obesity § Constipation § Colitis § Haemarroids § Ulcer § Blood pressure
  35. 35. § Bed wetting § Diabetes § Goiter § Impotence § Frigidity § PsoriasisThis gives a great hope for fighting malignant ailments like cancer and aids because patientssuffering from these when taught creative visualisation and NLP techniques can certainlyovercome their sufferings of pain and can even prolong their lives by strengthening theirimmune system.Q.36. What are beliefs and values in NLP?Beliefs are omnipotent which means they are present ever since we are born and we acceptthem all without questioning whereas values and trust are the qualities we develop dependingon our experience. Beliefs can be empowering or limiting. For example our strong belief inGod helps us to achieve our goals and also accelerate healing process whereas limiting beliefsare when we say, ‘I cannot do this.’ ‘I should not ... I do not think I can do this’ etc. It is onlydue to our own self created limiting beliefs that we do not achieve what we aspire for in ourlife.Beliefs about ourselves, others and the way the world is, strongly influence our behaviour.Positive beliefs are empowering and help us to act.Limiting beliefs center around the words I can’t and limit our-growth. We have beliefs aboutwhat things mean, this gives rise to our attitudes, we have beliefs about what things areimportant and this gives rise to our values, we have beliefs about causes and effects this givesrise to the rules we live by. Some people have intellectual beliefs that are not lived out theysay one thing and so do something else. Some people have selective beliefs like others mustbe nice to them but they may not be nice to others. A king, dictator or movie star can getaway with a belief that is not reciprocal. Some times two people may have the same belieflike being nice but the way they evaluate it may be different. For example to one person itmay mean smiling, to another it may mean not getting upset. Beliefs can change. Many of thethings we believed in when we were a child are no longer relevant now. Beliefs have to befirst converted to doubts before a new belief is put in. A person with two opposing ideas willhave a multiple personality that is why it is advisable to loosen an old belief then put in a newone. If a core belief is shattered and a new one not put in its place then that person will be in ahaze for days or weeks. NLP has a lot of assumptions we can consider these assumptions tobe empowering beliefs that can transform our lives. Beliefs are the maps that guide ustowards our goal. Beliefs are the most powerful directing force in human history. Humanhistory is nothing, but the history of human beliefs. The people who changed historyColombus, Edison, Einstein are people who changed our belief. Values define what isimportant for us, conflict begins when we insist that what Is important for us should beimportant for others too. When two equally important values clash, we are in a dilema. Weneed to consciously think through our values and have definitions and behavioural evidencesfor all of them.
  36. 36. Q.37. What are various levels of learning NLP?NLP should be learned only under the guidance of a registered and certifiedpractitioner/trainer of NLP. There are international certifying bodies to qualify NLP trainers.One can become a basic NLP practitioner upon attending a Four-day workshop or Six-dayworkshop. In these workshops one can learn most of the techniques covered in this book.From Basic practitioner one can become Master Practitioner and then qualify to become aTrainer and then finally Master Trainer. Yet another level called JEDHI-Jurist of Energy andDoes it with Honour and Integrity is also available in the US. At this level one becomes amaster of all types of energies at physical, mental, emotional and spiritual levels. One alsobecomes an expert at balancing and eliminating blocks at all the four levels mentioned above.Q.38. Can one learn NLP in India?Yes. National Federation of Neurilinguistic Programming(NFNLP), Florida, USA, headed byDr. William Horton, has trained several trainers in India. These are certified NLP Mastertrainers and are available in metros viz. Mumbai, Delhi, Chennai, Calcutta, Hyderabad,Bangalore and other places too. Regular seminars and workshops to give basic training areconducted. Some of them even conduct in-house corporate workshops.Home study courses are also available with live recording of workshops and correspondencecourses and examinations are conducted to qualify more Master trainers. Thus one can studythe course from their homes and obtain the certification from NFNLP, Florida. When onequalifies himself as a Trainer practitioner one can teach basic NLP course.However, care should be taken with regard to the authenticity of NLP trainers as some havenot taken care to renew their certification or some may be authorised to teach because theymay have only completed a basic NLP course. Further care also should be exercised inselecting a NLP practitioner who would be thorough in all the techniques of NLP by virtue ofhaving practiced for a sound number of days.Q.39.How can I further my knowledge in NLP?The first step is to do a Basic Practitioners Course with any NLP trainer in your city. Thereare several books available on NLP and the list of these books is given at the end of this bookunder Bibliography. Moreover, several audio cassettes are available on the and can be ordered also.At our Centre several audio cassettes and books on NLP are available. You can have an ideaof the same upon visiting or contact us on Also visit our website NLP very difficult to learn?No. The complex scientific research of NLP has been developed into simple technologypresented in a very simple and concise form that it is very simple for anyone to follow andpractise. NLP is lucid yet a very powerful science that is experiential and the techniquesproduce tangible results. Practise makes man perfect and so is the case with NLP. Regularpractise of NLP in different situations helps one to be in balance and harmony.
  37. 37. Life is very complex chain of experiences and challenges. We try to play the game of lifewith one cricket bat i.e., our University degree and hence we succeed less and fail often. NLPteaches us a Holistic view to life and equips us with different bats to face even the most hardsituation with ease and confidence and makes us a “WINNER ALL THE WAY”Some Interesting case Studies using NLPDepression: A 40 year old computer specialist educated abroad had been under severedepression for several years. Being under constant medication he suffered from side effectssuch as nausea, drowsiness, lack of interest in living.Analysing his life pattern and behavioural effects of certain psychological blocks created bycertain predominant conditioning that had got deep rooted in his subconscious, we could findout that he had developed a hatred for one of his parent. The unpleasant memoirs of thechildhood was so strong that he grew up feeling that his parent always criticised him forwhatever he did. Coupled with this he also faced some humiliations from one of his dearfriends. His troubled psyche interfered even in his work. He always felt he did not receivesufficient appreciation. His lack of self esteem, self confidence and resultant depression ledhim to become a social recluse. I could successfully heal him by using powerful reframingtechniques with respect to his past ill feelings/conditioning that was a major factor coming inthe way of enabling him to lead a normal life. I also employed the sub modalities techniques.There was remarkable results in about five sessions. He is leading a much better life.2. Anger: An 35 year old engineer was faced with uncontrolled anger from his earlychildhood. He would show his bad temper for every petty incident. It was diagnosed that thisanger was coming from internal sadness beyond his control. This was due his inability topursue higher studies. After repeated counselling, I could succeed in using SWISH techniqueto eradicate his sadness and the resultant anger to a tremendous extent. He was also made togo through the therapy involving Reiki, Meditation, Deep breathing exercises, Yoga andHypnosis. He is much happier now.3. Stammering and Stage fear: A young student had the disability of occasional stammeringand extreme stage fear. He could not take part in debates, cultural activities in school. Hisfrustrations new no bounds and he began to withdraw himself from everything and, resignedinto a self created shell. I used the movie music, cartoon technique, swish technique andreprogrammed his past sour conditioning. His stammering was overcome in less than 15days.
  38. 38. Self Development Professional Training Programmes conducted by PansysTraining is no more a cost it is survival in this ERA!• Total Personality Development - Exhaustive Two-day programme• Marketing Excellence - Detailed Training for Two-day• Time Management - One-day workshop• Public Speaking & Communication Skills -Complete Two-day workshop• Empowerment of Personality for Ladies - Special Five-day course for ladies• How to study effectively? - One-day workshop for students• Neuro Linguistic Programming (NLP) - Powerful Two-day workshop• Stress Management -Two-day course• Holistic Healing Sciences viz. Reiki, Hypnosis, Cyrstal, Dowsing, Magnified, Healing, Aromatherapy, Yoga, Hologram (Melchizedek) HealingAll above courses are conducted at our institute. We also conduct in-house programmes forCorporates. Ask for the detailed catalogue on all the above courses. Already over 5000individuals have been trained. Corporate workshops have been conducted for BHEL, JTM,Smithkleen, Millipore, Waters, Bluestar Yokogawa, GIT, Major’s, Software. Manyexecutives from Wipro, ITPL, SAP, Infosys, Tata Elxi and other corporate group havereceived training from our institute.Programmes are conducted by internationally certified practitioners, IIM trainers andexperienced individuals. Faculty members are well covered by media too.Bibliography1. Leading with NLP-Joseph ‘O’ connor2. NLP and the new Manager - Ian Me Dermott and Ian Shircore3. Successful selling with NLP - Joseph ‘O’ Connor & Robbin Prior4. Selling with NLP - Kerry Johnson5. NLP and Relationship - Joseph ‘O’ Connor & Robbin Prior6. Practical Magic – Lankton7. Mind with a Heart Richard Me Hugh8. NLP & Health – Joseph O’ Connor & Ian McdermottWebsites on;;; www.pansysinfotch.bizFor more information on NLP workshops held by us write to:Pansys Infotech Ltd.#6, ! Floor, Plain Street, Hospital Road,Shivajinagar,Bangalore 560001.Ph.No. 41513110/9900141505