Intorduction to neuro linguistic programming NLP by dr. Ghulam Dastgeer

1. INTRODUCTION TO NLP
Dr. Ghulam Dastgeer
PhD in Human Resource Development
Licensed Practitioner of NLP Certified Master Hypnotist

2. Our Responsibilities and focus
• My responsibility
• I am here to give you values for your investments.
• Your responsibilities
• Be a student.
• Don’t be an evaluator.
• All things are working perfectly out there, just disconnect yourself
from all those things.

3. • No matter how successful you may be there is ALWAYS a
room for IMPROVEMENT
You can have more than you have got because you can
become more than you are (Jim Rohn).
Strive to the maximum of your potential.

4. NLP definition
• In NLP we learn, how communication/information is being processed
in brain and how different feelings, attitudes and behaviors are
created and how we can change all these things.
• How do we think and how do we behave, NLP helps to create change
on all these levels.
• There are programs in our brain and we can change/uninstall/reinstall
those programs in our brain.

5. • NLP provides a systematic framework for directing our
own brain. It is the science of how to run your brain in an
optimal way to produce the results you desire.

7. NLP communication model

8. Programs in our BRAIN…
• Like computer have language, so NLP is how you use the
language of mind to program your mind.
• You have choice to what you like to have in your mind. Mind is
scanning every single thing around. Whatever you see/feel/hear
come in your mind and then in your subconscious and this
information derive our behavior without letting us knowing that it
is deriving.
• (Mind don’t know what you want or think until mind sees you
doing something, i.e why do you need a cup of tea in breakfast?
Feel sleepy at 11:00pm?)
• So with NLP you can reprogram your mind with conscious
attempt. That you create more powerful images in mind of the
desired behavior so that the new images become stronger than
the undesired behavior and you get changed.

9. Stages in learning
1. Unconscious Incompetence
• We don’t know, and we don’t know that we don’t know
2. Conscious Incompetence:
We know that we don’t know
3. Conscious Competence:
We know, but we have to think about it constantly.
4. Unconscious competence
We know, and we can do it without thinking about it.
MASTERY: is the ability to move between 3 and 4 consciously. i.e
unlearn the unwanted and relearn the wanted.

10. NLP Presuppositions
• 1. Perception is not reality. Your behavior depends upon
your perceptions, if you change your perception, you can
change your behavior.
• The perception is filtered through specific personal beliefs,
attitudes, values.
• Your reality is the reality you create.
(Behavior is based on my perception so it doesn't matter
what is happening with me, but how I am perceiving it. That
means my perception is my reality)
• So why not we present events in a way that empowers us
rather than creating limitations?

11. • 2. People do not respond to what is happening (i.e
reality) but to what they think is happening (their
perceptions of reality).

12. Our Level of Existence • Only physical is
visible and we are
conscious about.
• Physical is level of
symptom while
other levels are
level of cause.
• Experience at
physical level is a
manifestation of
what’s within your
invisible levels.
• Problem in Physical Level Comes from EMS levels.
• When You Change What is at the Invisible Levels, You Will Change What You
Experience at the Physical Level.
• To Change the Fruit You Need to Change the Root. (i.e. your belief system)

13. • 3. We all share the same neurology, so if one can do
something, we can find how he does and duplicate
it…. also called MODELING
Success is not an accident, there are consistent , logical
patterns of actions, specific pathways to excellence, that
are within the reach of us all.
Simply model/copy how other people direct their nervous
systems, how they represent to themselves their
experience of the world, what they visualize in their minds,
what do they feel and say internally

14. • 4. People end up in problems Not due to lack of
opportunities but due to limited perception/believes.
• (People who succeed do not have fewer problems than
people who fail, it is how we perceive it and what we do
about what happens that makes the difference).
• Belief in limits creates limited people.
• Physical limitations Vs. Mental limitations!!!

15. • 5. People work perfectly. they make the best choices
available. Problems happen when people lack rapport
with their own unconscious. There are no un-resourceful
people, only un-resourceful states. (in simple, issue is
not with hardware but software)

16. • 6.There is no something as Failure, there is only
results/outcomes/feedback. All results and behaviors are
achievements, whether they are desired outcomes for a
given task or not.

17. • 7. Results VS excuses: you are 100% responsibility for the
results you produce.
• Making excuses/complaints cant give you full control on your
Motivation/Actions/Behavior
• Never think yourself a “VICTIM”

18. Cause Vs. Victim Philosophy
• your philosophy is your set of the sail.
• If u have bad circumstances (poor, no bank balance, bills
payments, children fees etc.), we might easily blame to
• Government
• Tax problem,
• Traffic
• Weather
• Security
• Poor parents
• No education, University, Teachers, class fellows
• I live in village
• The company policy.
You don’t need better economy conditions, circumstances etc. for
better life, you need a better sail . If you blame to all availed/given
stuff then simply you are blaming all you have got.

19. • 8. The meaning of communication is the response
you get. Resistant is a result of lack of rapport.

20. Mind Your Language:
• Use these words very carefully:
• 1. NOT:
• Not is not processed in the unconscious. Any negation, forces the
mind to think about the very thing, that you don’t want the person to
think about.
• 2. BUT:
• But negates anything that was said before it. e.g: “I love you so
much But….” This really means, “I don’t really love you.”
• Replace BUT with the word, “AND”.
• 3. IF:
• IF presupposes doubt. Such as, “ IF you do as I say,…” This
actually means I doubt that you will do as I say.
• Use “WHEN” instead

21. • 4. TRY:
• TRY presupposes failure. It is a subtle suggestion to fail to do
whatever follows the word. Such as. “IF you will try our products
and you will really benefit”.
• Use “DO” instead. (tell people what to do, not what NOT to do)
• 5. SHOULD/n’t:
• Has built in resistance. People do not like to be told what they
should do. Suggest without should.
• “Do this” instead of “your SHOULD do this””
• 6. WOULD/COULD:
• These words lack definiteness.
• 7. MAY/MIGHT:
• Also has doubt factor built in to it. It lacks definiteness.
• Use word “DO” instead

22. • 8. STOP:
• Take a small pause right after you say.
• 9. NOW:
• Orients you into present moment.

23. Power of Your Mind Focus (Perception is Projection)
• What you focus on grows, what you think about expands
• Whatever you focus on you will experience; whatever you
focus on you attract.
• If a person focuses on their strong points, achievements, and
accomplishments, the world opens up to many astonishing
opportunities.
• On the other hand, when you focus on your weak points and
disappointments, the world becomes terrible place

24. • When we change the way we look at things .. THINGS
CHANGE…
• This is why it is so critical to focus in life on what we want
versus what we don’t want…

25. Understanding STATE OF MIND
• Emotions like depression do not happen to you. You don’t
catch depression. You create it, like every other result in
your life through specific mental and physical actions.
• So we can, however change our mental and physical
actions and thereby immediately change our emotions
and behavior.
• Enabling states: confidence, love, inner strength, joy,
belief…
• Paralyzing states: confusion, depression, fear, anxiety
sadness frustration…

26. State of MIND
BehaviorState of
Mind (Mood)
Psychology
Physiology
State of mind: internal
representations,
determined by the
questions you ask about
what events mean.
Physiology: physical stat
of body.(postures,
breathing muscular
tensions/relaxation)
Psychology: the way you
think, the way you use your
mind what about how you
picture things and what
you say things to yourself
about situation).

27. Redirect Your Mind

28. • Problem Frame in Physiology and Psychology:
• What’s wrong?
• When did it start?
• Whose fault is it?
• Why do these things happen to me only?
• How this problem limits me?
• How long have I had this problem?
• How does this problem cause me to fail?
On average you use 48000-60000 words
a day.
Analyze the words you talk to yourself.
Change the way you talk to yourself.
Especially at the beginning of the day.

29. • Solution Frame in Physiology and Psychology
• How can I make things better?
• What did I learn?
• How can I be better next time?
• When I get what I want, how will my life improve?
• What will I do to begin getting what I want?
• Why I am so fortune?
• Which part of my life is most blessed?
• What can I do to make a positive difference in my
personal life?
• Where can I find the best learning opportunities
today?

31. • Exercise:
• Step one:
• Think about something bad/problem. And pretend you are
depressed. Sit, talk, breath like you are depressed. And then feel
the inner feelings and energy level.
• Step two:
• With same thinking, stand up, stretch your body, increase your
voice, hit your chest And then feel the inner feelings and energy
level.
•
Question: what do you think about your job? Like/dislike?

32. Communication in NLP

35. CALIBRATION AND
RAPPORT

36. Calibration
• Calibration is a means to measure and utilize the obvious
behavioral changes of a individual as their internal thinking and
feelings state changes.
• That means what is happening on the inside is reflected in the
behavior on the outside.

37. What to calibrate
Skin Color Light to dark
Skin tone Muscles- look for the shine
Breathing Rate: Fast to slow
Location: High to low
Lower lip size Lines to no lines
Eyes Focus: focused to defocused
Blinking: fast to slow
Color: reddishness or white.
Swallowing May increase or decrease
Voice shift Hard to soft
Loud to soft
High pitch to low pitch (or vice versa)
Observing someone’s body language you most likely can see the
internal state of mind of that person.

38. Rapport

40. Rapport
• Rapport means responsiveness. It is the ability to enter
someone else’s world to make him/her feel that you
understand him/her and you have a common bond.
• Rapport is the process that allows you to communicate
and bond with your listener’s unconscious mind.
• “Brain like similarities”
• How to built rapport: you can built rapport with PACING.
Pacing is simply the process of moving as the other
person moves.

41. • Types of Rapport:
• 1. Matching
• 2. Mirroring
• 3. Indirect Matching

42. Variety of behavioral outputs to match:
1. Whole body matching
2. Partial body matching
3. Half body match
4. Vocal qualities ( tonality, tempo, volume, intensity etc.)
5. Verbal (sequence of representational system)
6. Facial expressions (eyes brows, nose wrinkles, puckers
the lips etc)
7. Gestures
8. Repetitive Phrasings
9. Breathing

43. • Leading:
• Leading is done to test rapport or elicit a desired response.
• In order to lead you mist select a specific behavior you have been
pacing and then you change your behavior. When someone respond
by following you within 30-90 seconds a successful lead has been
accomplished.
• When you succeed, this is the time to gather or present information.

44. • Most powerful method of building and maintaining
rapport:
• 1. Say the exact words your listener is using
• 2. Breathing synchronizing.

45. Learning Styles

46. • Characteristics of Visual People:
• Visual people understand what you say by what they see.
• They turn words into pictures and images.
• Their minds work like view-masters or movie cameras
• They are happiest when you paint picture for them.
• They understand your words by comparing past and future images
while you talk.
• Example:
• I wonder how my wife will look when she sees the beautiful flowers
I bought for her.
• I remember the look on his face when I told him….

47. • Characteristics of Auditory People:
• Auditories are sound based people.
• They listen to how you say things.
• They get more information from how you say things than what you
show them.
• How you say, what you say are more important than your contents.
• Their mind works like a tape recorder.
• It play back recording to get an idea of what you are talking about.
• Example:
• I wonder what my wife will say to me when she finds out I brought her
flowers.
• That concept rings a bell.
• Her voice resonates throughout my entire being
• My boss sounded angry when he called me.

48. • Characteristics of Kinesthetic People
• Make decisions by how they feel rather than by what they see or
hear.
• Their information comes predominantly from touch, feeling,
emotions….
• They buy because of how they feel about you and your product.
• They get an instant feeling of like or dislike when around you.
• Example: I cant seem to get a handle on this problem and it makes
me feel stressed.
• It was just a gut feeling and I went with it.
• That person just rubs me the wrong way.

51. • How to use learning styles in communication:
• The objective in matching rep system predicates is to “match”
the language in which your listener speaks, thus creating an
atmosphere of rapport and understanding.
• What will be the situation when your dominant
representational system is VISUAL and your spouse
have AUDITORY

54. Some important hand movements:

55. Hypnosis

56. Definition
• A sleep like NATURALLY OCCURING state of mind in
which suggestions have an EXAGGERATED impact upon
the person experiencing it.
• People do not change consciously, e.g. a smoker knows
the damages of smoking, yet he does not stop it. Change
in behavior takes place at an unconscious level.
Establishing an altered state of mind assists in producing
the desired results.

59. HYPNOSIS IS NOT….
• i) A CURE
• ii) A WAY TO CONTROL PEOPLE
• iii) A RELIGIOUS CULT
• iv) MIND CONTROL
• “Hypnosis is NOT A SOLUTION for all life's problems”

60. Branches of Hypnosis
• 1.) Direct Hypnosis (also called Overt Hypnosis or
Traditional Hypnosis)
• Direct hypnosis, as the name implies includes straight
forward trance inducing methods.
• 2.) Indirect Hypnosis (also called Covert Hypnosis or
Ericksonian Hypnosis).
• Indirect hypnosis is mainly based on works of (late) Dr.
Milton H. Erickson and includes using hypnotic language
patterns, indirect suggestion methods.

61. •Have you ever been Hypnotized?

62. • Anything repeated enough, brain start accepting true.
• What about TV advertisement, drama, movies, music???