This document provides an overview of advanced communication strategies using neuro-linguistic programming (NLP). It discusses key NLP concepts like representational systems, the Meta Model, and rapport. The Meta Model is a framework for clarifying meaning, gathering omitted information, and identifying limits in communication. Using Meta Model questions can help improve understanding between parties and assist those who are "stuck" to access new states. The document recommends practicing Meta Model skills like recognizing patterns, selecting useful responses, and providing feedback to enhance effective communication.
NLP IN YOUR DAILY LIFE THE RECENT BOOK LAUNCHED BY Dr SUMEET SHARMA IS A TREATISE ON NLP TECHNIQUES WHICH CAN BE USED BY COMMON MAN TO SOLVE DAY TO DAY PROBLEMS IN LIFE.
This presentation was made to students of MS University Baroda (Gujarat), India in April 2006 and gives information about subject NLP and how NLP Skills can be developed.
What is NLP? (Neurolinguistic Programming)Jacob Laguerre
This presentation is about Neurolinguistic Programming or NLP for short. NLP was founded by John Grinder and Richard Bandler, back in the 1970s and has since, spread all over the world. Richard has defined NLP as "an attitude, backed by a methodology, that leaves behind a trail of techniques". It is through the use of this novel technology that average people learn how to "run their own brains" and create a subjective reality that enables them to become all that they can be.
Check out my website at https://www.pciinstitute.net for more awesome content
NLP IN YOUR DAILY LIFE THE RECENT BOOK LAUNCHED BY Dr SUMEET SHARMA IS A TREATISE ON NLP TECHNIQUES WHICH CAN BE USED BY COMMON MAN TO SOLVE DAY TO DAY PROBLEMS IN LIFE.
This presentation was made to students of MS University Baroda (Gujarat), India in April 2006 and gives information about subject NLP and how NLP Skills can be developed.
What is NLP? (Neurolinguistic Programming)Jacob Laguerre
This presentation is about Neurolinguistic Programming or NLP for short. NLP was founded by John Grinder and Richard Bandler, back in the 1970s and has since, spread all over the world. Richard has defined NLP as "an attitude, backed by a methodology, that leaves behind a trail of techniques". It is through the use of this novel technology that average people learn how to "run their own brains" and create a subjective reality that enables them to become all that they can be.
Check out my website at https://www.pciinstitute.net for more awesome content
Miriam McCallum of McCallum Associates explains how to use NLP in business in a presentation made to the Newbury Business Group in West Berkshire, UK in July 2009
Your Life Satisfaction Score (beta) is an indicator of how you thrive in your life: it reflects how well you shape your lifestyle, habits and behaviors to maximize your overall life satisfaction along the five following dimensions:
►1. Health & fitness, reflecting your physical well-being and healthy habits;
►2. Positive emotions & gratitude, indicating how well you embrace positive emotions;
►3. Skills & expertise, measuring the ability to grow your expertise and achieve something unique;
►4. Social skills & discovery, assessing the strength of your network and your inclination to discover the world;
►5. Leadership & meaning, gauging your compassion, generosity and how much 'you are living the life of your dream'.
Visit www.Authentic-Happiness.com to check your Life Satisfaction score. Free, no registration required.
neuro-linguistic programming - covers neuro (your brain),
linguistics (your language), and programming (your internal
models of the world which you think of as reality)
Four ‘Magic’ Questions that Help Resolve Most Problems - Introduction to The ...Fiona Campbell
Most problems in business are from Values, Beliefs (inside world problems) Strategy, Environment (outside world problems) This presentation give you an introduction and examples of how to use NLP Meta Model questions to quickly identify where a problem lives.
When you know this communication is clearer and problems get solved quicker.
This Presentation will help in you understanding what a customer is thinking, what is his response . Understanding the thinking pattern of customer will allow you to throw a right ball with right angle, which will definitely help you in closing your deal.
Useful for - Student, Executive, Sales Person.
Miriam McCallum of McCallum Associates explains how to use NLP in business in a presentation made to the Newbury Business Group in West Berkshire, UK in July 2009
Your Life Satisfaction Score (beta) is an indicator of how you thrive in your life: it reflects how well you shape your lifestyle, habits and behaviors to maximize your overall life satisfaction along the five following dimensions:
►1. Health & fitness, reflecting your physical well-being and healthy habits;
►2. Positive emotions & gratitude, indicating how well you embrace positive emotions;
►3. Skills & expertise, measuring the ability to grow your expertise and achieve something unique;
►4. Social skills & discovery, assessing the strength of your network and your inclination to discover the world;
►5. Leadership & meaning, gauging your compassion, generosity and how much 'you are living the life of your dream'.
Visit www.Authentic-Happiness.com to check your Life Satisfaction score. Free, no registration required.
neuro-linguistic programming - covers neuro (your brain),
linguistics (your language), and programming (your internal
models of the world which you think of as reality)
Four ‘Magic’ Questions that Help Resolve Most Problems - Introduction to The ...Fiona Campbell
Most problems in business are from Values, Beliefs (inside world problems) Strategy, Environment (outside world problems) This presentation give you an introduction and examples of how to use NLP Meta Model questions to quickly identify where a problem lives.
When you know this communication is clearer and problems get solved quicker.
This Presentation will help in you understanding what a customer is thinking, what is his response . Understanding the thinking pattern of customer will allow you to throw a right ball with right angle, which will definitely help you in closing your deal.
Useful for - Student, Executive, Sales Person.
Advantages of nlp for business performance pptangela weeks
http://www.businessnlpacademy.co.uk/
Professionals in neurolinguistic programming recognize that 'learned limitations' hamper people from excelling in life. By teaching folks these methods, individuals learn how to become free from such limitations, and start to live more creative, authentic lives. In this manner, previous personal weaknesses can transform into powerful strengths.
Sales Mastery (The NLP Way) Course Is About Mastering The Influence, Selling More With Emotional Impact And Persuading.
Anyone whose role relies on being able to build relationships and keep clients coming back time after time will benefit from this course.
NLP (Neurolingusitic Programming for IT Professionals)QBI Institute
This presentation has been prepared by Mr Ashutosh Pandey Deputy Dean at QBI Institute. The presentation covers Neoro Lingustic Programming and its applicability for IT Professionals.
This one-day workshop was developed to introduce Teachers and TA's to the field of NLP and how it could help them personally as well as in their role as teachers
www.balancedapproach.co.uk
2ND DAYS PRESENTATION OF 40 HOURS NLP WORKSHOP @ADARSH AMDAVAD
Neuro-Linguistic Programming is a model about human behavior. It is not a theory because a theory must be proved. On the other hand a model merely has to be tested and if the model yields consistent results; it qualifies as a working model.
This is First Day of 40 Hours Workshop for Training Of Trainer at Adarsh Amdavad
Neuro-Linguistic Programming is a model about human behavior. It is not a theory because a theory must be proved. On the other hand a model merely has to be tested and if the model yields consistent results; it qualifies as a working model.
Every model is based on pre-suppositions which are assumed to be true. The presuppositions
for any given model are fine tuned till such time that the model yields
consistent results.
1. Everyone lives in and operates from his/her own unique model of the world.
2. People always make the best choices available to them, given their unique model of the world and the situation.
3. There is a desirable solution/possible outcome to every problem.
4. Each person is equipped with everything he/she needs to solve his/her
problems.
5. It is important to separate and distinguish a person from his/her behavior.
When someone is learning something new, it is useful to evaluate the
behaviors while holding constant a positive evaluation of self.
6. All behaviors that people exhibit are motivated by a positive intention or
purpose.
<a><img src="http://i.creativecommons.org/l/by-nc-nd/3.0/88x31.png" /></a><br /><span>Nlp for change-win2003-version</span> by <a>butchfernando</a> is licensed under a <a>Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported License</a>.
So many people are interested in the field of NLP and so many people are selling courses that it's hard to know where to start.
We're sharing this intro day for FREE and are happy to answer any questions to help you decide what course is best for you
www.nlpbirmingham.co.uk
A New Model: Advancing Organizational Security Through PeacebuildingMichele Chubirka
Why is the security industry so full of fail? We spend millions of dollars on firewalls, IPS, IDS, DLP, professional penetration tests and assessments, and vulnerability and compliance tools, and at the end of the day, the weakest link is the user and his or her inability to make the right choices. It's enough to make a security engineer cry.
The one thing you can depend upon in an enterprise is that many of your users, even with training, will still make the wrong choices. They will violate BYOD restrictions, click on links they shouldn't, respond to phishing scams, open documents without thinking, post too much information on Twitter and Facebook, use their pet's name as passwords, etc. But what if this isn't because users hate us or are too stupid? What if all our ignored policies and procedures regarding the best security practices have more to do with our failure to understand modern neuroscience and the human mind's resistance to change?
Humans are wired to be emotional beings. Emotions influence most of our decisions, good and bad. In failing to understand how this is at the root of user non-compliance, no matter how much money we spend on expensive hardware and software, we will fail to achieve the goal of good organizational security.
Neuro- Linguistic Programming (NLP) is an approach to communication, personal development & psychotherapy created by RICHARD BANDLER & JOHN GRINDER in California, USA in 1970’s.
What did you say? interculture communication [20160308 phnom penh]Frederick Zarndt
The single biggest problem in communication is the illusion it has taken place. George Bernard Shaw, Irish playwright, co-founder of London School of Economics, and Nobel Prize in Literature (1925).
Projects are about communication, communication, and communication. B. Elenbass in "Staging a project: Are you setting your project up for success?"
What one says to compatriots in face-to-face conversation is often misunderstood; imagine the possibilities for misunderstandings with someone from halfway around the world, natively speaking another language, and living in a different culture! In such circumstances how can you be sure that your collocutor has understood you in face-to-face (hard), telephone (harder), and email (hardest) conversations? Without being fully present in the conversation -- mindfully aware -- whether it's face-to-face, by Skype or phone, or through email, successful communication is difficult, even more so for intercultural communication.
The ubiquity of English facilitates basic communication, but its use as a common language frequently disguises cultural differences. Furthermore, to say that English (or any other language) can be ambiguous, is an understatement. But regardless of language, clear communication is essential for success in any collaborative undertaking whether done by a small co-located group or by a globally dispersed team.
This tutorial teaches mindful communication and describes frameworks useful in understanding cultural differences and gives real-life examples of misunderstandings due to such differences. Expect to take away practical tools to understand your own cultural biases and in-class practice mindful communication with your colleagues from other cultures as well as your own. You will also learn about frameworks for understanding other cultures based on work by Geert Hofstede, Fons Trompenaars, and others as well as on the presenter's own experiences.
Mind Master NLP Strategies for Transformationblogrio
What is NLP?
Neuro-linguistic programming or NLP is a powerful learning method that allows people to:
1. Create permanent, positive changes in a person’s life.
2. Understand how to ethically influence and persuade others.
3. Effectively achieve long term and short term goals.
4. Overcome negative experiences and memories to move forward in life.
5. Understand how human communication really works.
Where did NLP come from?
NLP draws heavily from several other disciplines, including linguistics, learning theory, psychology and even psychotherapy. It is a multispectral discipline that welcomes complementary theories whenever it needs to.
Milton Erickson, who is considered the father of modern hypnotherapy, applied many theories that harmonized with the basic principles of NLP, including accessing the subconscious mind and distinguishing between essential identity and personal behaviors.
Who uses NLP?
Neuro-linguistic programming is considered a wonderful, nurturing discipline for individuals who wish to combine different theories and methods to create target outcomes or goals. NLP is currently being used by a wide variety of basic and master practitioners throughout the world.
In the United States, NLP is often used by life coaches to model personal excellence so that their clients can find sustainable solutions to problems they encounter in different areas of their lives. There is actually no known limit as to what you can achieve with NLP techniques. You are limited only by your drive and creativity!
Is NLP an art or science?
The foundational principles of NLP are based on science but it is also considered a form of art because of its performance component (mainly, communicating with others and performing affirmative, positive actions).
The essential principles of this discipline are based on scientific assumptions about our neurological system (how we receive inputs from our external environment) and the various mental processes involved in processing information, making decisions and how we take action in different situations.
How is feedback used in NLP?
Of particular interest in NLP is how people communicate and behave depending on the feedback that they get from social interactions. Feedback is a central concept in NLP. One of the core assumptions of NLP is that without feedback, it will not be possible to plan and achieve goals or even communicate meaningfully with others.
Concepts like success and failure are also challenged by NLP as it encourages an objective, outcome-centered thinking especially if you are trying to achieve something for yourself.
In NLP, you don’t fail at something; you simply receive feedback. If something didn’t work according to plan, you can use the feedback from the experience to change the outcome in your next attempt. Mistakes and miscalculations that commonly delay success are “feedback generators” that actually guide people to their target outcomes.
Security Is Like An Onion, That's Why It Makes You CryMichele Chubirka
Why is the security industry so full of fail? We spend millions of dollars on firewalls, IPS, IDS, DLP, professional penetration tests and assessments, vulnerability and compliance tools and at the end of the day, the weakest link is the user and his or her inability to make the right choices. It's enough to make a security engineer cry. The one thing you can depend upon in an enterprise is that many of our users, even with training, will still make the wrong choices. They still click on links they shouldn't, respond to phishing scams, open documents without thinking, post too much information on Twitter and Facebook, use their pet's name as passwords, etc'. But what if this isn't because users hate us or are too stupid? What if all our complaints about not being heard and our instructions regarding the best security practices have more to do with our failure to understand modern neuroscience and the human mind's resistance to change?
Similar to Advanced Communications Using NLP Methods (20)
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...CIOWomenMagazine
This person is none other than Oprah Winfrey, a highly influential figure whose impact extends beyond television. This article will delve into the remarkable life and lasting legacy of Oprah. Her story serves as a reminder of the importance of perseverance, compassion, and firm determination.
The Team Member and Guest Experience - Lead and Take Care of your restaurant team. They are the people closest to and delivering Hospitality to your paying Guests!
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Senior Project and Engineering Leader Jim Smith.pdfJim Smith
I am a Project and Engineering Leader with extensive experience as a Business Operations Leader, Technical Project Manager, Engineering Manager and Operations Experience for Domestic and International companies such as Electrolux, Carrier, and Deutz. I have developed new products using Stage Gate development/MS Project/JIRA, for the pro-duction of Medical Equipment, Large Commercial Refrigeration Systems, Appliances, HVAC, and Diesel engines.
My experience includes:
Managed customized engineered refrigeration system projects with high voltage power panels from quote to ship, coordinating actions between electrical engineering, mechanical design and application engineering, purchasing, production, test, quality assurance and field installation. Managed projects $25k to $1M per project; 4-8 per month. (Hussmann refrigeration)
Successfully developed the $15-20M yearly corporate capital strategy for manufacturing, with the Executive Team and key stakeholders. Created project scope and specifications, business case, ROI, managed project plans with key personnel for nine consumer product manufacturing and distribution sites; to support the company’s strategic sales plan.
Over 15 years of experience managing and developing cost improvement projects with key Stakeholders, site Manufacturing Engineers, Mechanical Engineers, Maintenance, and facility support personnel to optimize pro-duction operations, safety, EHS, and new product development. (BioLab, Deutz, Caire)
Experience working as a Technical Manager developing new products with chemical engineers and packaging engineers to enhance and reduce the cost of retail products. I have led the activities of multiple engineering groups with diverse backgrounds.
Great experience managing the product development of products which utilize complex electrical controls, high voltage power panels, product testing, and commissioning.
Created project scope, business case, ROI for multiple capital projects to support electrotechnical assembly and CPG goods. Identified project cost, risk, success criteria, and performed equipment qualifications. (Carrier, Electrolux, Biolab, Price, Hussmann)
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I appreciate your consideration, and look forward to discussing this role with you, and how I can lead your company’s growth and profitability. I can be contacted via LinkedIn via phone or E Mail.
Jim Smith
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The case study discusses the potential of drone delivery and the challenges that need to be addressed before it becomes widespread.
Key takeaways:
Drone delivery is in its early stages: Amazon's trial in the UK demonstrates the potential for faster deliveries, but it's still limited by regulations and technology.
Regulations are a major hurdle: Safety concerns around drone collisions with airplanes and people have led to restrictions on flight height and location.
Other challenges exist: Who will use drone delivery the most? Is it cost-effective compared to traditional delivery trucks?
Discussion questions:
Managerial challenges: Integrating drones requires planning for new infrastructure, training staff, and navigating regulations. There are also marketing and recruitment considerations specific to this technology.
External forces vary by country: Regulations, consumer acceptance, and infrastructure all differ between countries.
Demographics matter: Younger generations might be more receptive to drone delivery, while older populations might have concerns.
Stakeholders for Amazon: Customers, regulators, aviation authorities, and competitors are all stakeholders. Regulators likely hold the greatest influence as they determine the feasibility of drone delivery.
Artificial intelligence (AI) offers new opportunities to radically reinvent the way we do business. This study explores how CEOs and top decision makers around the world are responding to the transformative potential of AI.
2. .
‘…we must learn to understand the ‘out-of-awareness’
aspects of communication. We
must never assume that we are fully aware of
what we communicate to someone else.
There exists in the world today tremendous
distortions in meaning as men try to
communicate with one another’
Edward T. Hall The Silent Language
3. .
‘The meaning of any communication is defined
by the response it elicits’
4. .
WHY EMBRACE NLP?
• Stretching communication to another level
• It is about maximising potential
• It is about enhancing operational
effectiveness
5. SCOPE
• Background
• What is NLP
• NLP Presuppositions
• Representational Systems
• Rapport and Linguistics
• NLP and Mission Command
• Vision
.
7. COMMON MISCONCEPTIONS
Tree hugging – pink and fluffy.
It’s just hypnosis.
No relevance to military operations.
No relevance to Military Leadership.
Just another fad.
Its just common sense.
.
9. WHAT IS NLP
.
Neuro: Our nervous system through which we gather and process
information received through our 5 senses.
Linguistic: Language and other nonverbal systems through which our
internal representations are coded, ordered and given meaning.
Programming: The patterns, programmes and strategies that we run
in our neurology to achieve our specific and desired outcomes.
David Shephard & The Performance Partnership
10. IN OTHER WORDS:
.
‘…how to use the minds own language to
consistently achieve our specific and desired
outcomes’
David Shephard & The Performance Partnership
11. COMMUNICATION MODEL
.
EXTERNAL
EVENT
Time/Space
Matter/Energy
Language
Memories
Decisions
Meta Programs
Values & Beliefs
Attitudes
BEHAVIOUR RESULTS
INTERNAL
REP
STATE
PHYSIOLOGY
FILTERS
DELETE
DISTORT
GENERALISE
2 Billion bits per sec
12. NLP COMMUNICATION MODEL
100 billion brain cells
There are approximately 100 billion neurons with roughly 100 trillion
interconnections. This is the thickest density known to science.
12/ 88% rule
There are two parts to the brain.
Conscious mind - short-term memory, gets us through the day-to-day
living and decision-making in the now. It is very much whom most of
us identify as being "who we are." Represents 12% of the overall
mind functions.
Unconscious mind — keeps you alive by keeping your heart pumping,
your blood flowing and your organs working. Seat of values, beliefs,
and unconscious patterns of behaviours. Represents 88% of overall
mind functions.
18. COMMUNICATION MODEL
7 +/- 2 Rule
Psychologists have long known that the human brain
has a finite capacity to hold information in short-term
or 'working' memory.
Equally, the brain is also structured to retain
information in 'clusters' or groups of items.
These clusters or groups average, across the whole of
mankind, at seven items, plus or minus two.
This means that your audience is only able to hold on
to between five and nine pieces of information at any
one time.
19. COMMUNICATION MODEL
2 million bits of information per second
Every single second the brain receives 2 million
bits of information and only 134 KB reach the
inner level, while the rest is filtered out.
The filters inside of us create our Internal
Representation.
20. EXERCISE
Choose a Partner beside you and tell three
lies and three truth. The partner supposed to
determine which are lies and which are truth.
– Change Partner.
21. EXERCISE CONT’
Now tell the partner which statement were lies
and truth.
The next challenge is allow your partner to
describe back what you meant by the truth that
you have just told him/her. Change Partner.
Report your findings to the class.
22. FRAMES
‘WAYS OF THINKING’
Cause > Effect. (Tip-off: "Makes", "If ... then" )
Results vs. Excuses. (Tip-off: “Towards Target (TT) vs Away from
Target (AF)
Perception is Projection. (Tip-off: “My perceptions is your
perception – Internal Character)
Responsibility for results. (Tip-off: “I am responsible for the
outcome not others)
The Mind-Body Connection. (Tip-off: “I will react
according to state of my body)
.
23. EXERCISE
Discuss the strengths and weaknesses of each
ways of thinking.
How does the knowledge helps you to deal with
people from different “ways of thinking”?
26. Three theories of determinism affecting our
response to a certain stimulus
Genetic determinism (DNA)
Psychic determinism (childhood experience)
Environmental determinism (boss, spouse,
economic situation, notational policies)
27. SELF-TALK METHODS IN COMMUNICATION
Reactive Language Proactive Language
There's noting I can do Let’s look at our alternations
That’s just the way I am I can choose a different approach
He makes me so mad I control my own feelings
They won’t allow that I can create an effective
presentation
I have to do that I will choose an appropriate
response
I can’t I choose
I must I prefer
If only I will
28. Circle of
Concern
Circle of
Concern
REACTIVE FOCUS
(Negative energy reduces
the Circles of Influences)
PROACTIVE FOCUS
(Positive energy enlarges
the Circles of Influences)
29. BEGINNING WITH THE END IN MIND IS THE
HABIT OF PERSONALLY COMPETENT
PEOPLE
Habit
Beginning with the End in Mind - Relationship
Discover a personal mission – Plan your process
Support it with chosen roles and goals - VAD
Establish personal values that will guide pro-activity
– Kinesthetic
Visualize and create a mental image of what you
want to create physically
30. REALITIES OF COMMUNICATION
PSYCHOLOGY
RESPECT UR-WORLD
Respect for the other person's model of the world.
Behavior and change are to be evaluated in terms of context, and
Ecology
Resistance in a client is a Sign of a lack of rapport. (There are no
resistant clients, only inflexible communicators. Effective
communicators accept and utilize all communication presented to
them.)
People are not their behaviors. (Accept the person; change the
behavior.)
Everyone is doing the best they can with the resources they have
available. (Behavior is geared for adaptation, and present behavior is
the best choice available. Every behavior is motivated by a positive
intent.)
Calibrate on Behavior: The most important information about a person
is that person's behavior.
31. REALITIES OF COMMUNICATION PSYCHOLOGY
The map is not the Territory. (The words we use are NOT the
event or the item they represent.)
(U) You are in charge of your mind, and therefore your results
(and I am also in charge of my mind and therefore my results).
People have all the Resources they need to succeed and to
achieve their desired outcomes. (There are no un resourceful
people, only un resourceful states.)
All procedures should increase Wholeness
There is ONLY feedback! (There is no failure, only feedback.)
The meaning of communication is the Response you get.
The Law of Requisite Variety: (The system/person with the
most flexibility of behavior will control the system.)
All procedures should be Designed to increase choice.
32. NLP PRESUPPOSITIONS
Everyone has a unique model of the world.
Respect other peoples model of the world.
The map is not the territory.
People are not their behaviour.
All behaviour has a positive intention.
There is no failure, only feedback
There are no un-resourceful people, only un-resourceful states.
The meaning of communication is the response you get.
Everyone can be taught to do anything
.
33. EXERCISE
Identify a communication problem in your work
place. Then choose a partner and explain how
you could solve your current communication
problems by applying few of the NLP
presuppositions?
35. .
REPRESENTATIONAL SYSTEMS
& SUB MODALITIES
Visual: looks good to me.
Auditory: I been hearing good things about
it.
Kinesthetic: I feel good about the whole
project.
Olfactory: Smells like a winner to me.
Gustatory: I can taste the victory.
36. EYE PATTERN CHART
NORMALLY ORGANISED
As You look at the Person Visual
Constructed
Visual
Remembered
Auditory
Remembered
Auditory
Constructed
Kinaesthetic
Auditory
Digital
37. EYE PATTERN QUESTIONS
(REMEMBER, SOME PEOPLE ACCESS VR, AR , AD OR K BY
DEFOCUSING.)
Vr: Visual Remembered: Seeing images from memory, recalling things they have
seen before.
QUESTIONS: 'What was the color of the room you grew up in?" "What color was
the first car you ever owned?"
Vc: Visual Constructed: Images of things that people have never seen before.
When people are making it up in their head, they are using visual constructed.
QUESTION: "What would your room (car) look like if it were blue?"
Ar: Auditory Remembered: When you remember sounds or voices that you've
heard before, or things that you've said to yourself before. QUESTIONS: "Growing
up, did you have a favorite pet? What
was the sound of your pet's voice?" 'What was the very last thing I said?" "Can
you remember the sound of your mother's voice?"
38. EYE PATTERN QUESTIONS
(REMEMBER, SOME PEOPLE ACCESS VR, AR , AD OR K BY
DEFOCUSING.)
Ac: Auditory Constructed: Making up sounds you have not heard before.
QUESTION: "What would I sound like if I had Donald Duck's voice?"
Ad: Auditory Digital: This is where your eyes go when you are talking to yourself —
internal dialogue.
QUESTIONS: "Can you recite the pledge of Allegiance to yourself?" "Is there a
poem from grade school that you remember?" "Can you say the Time Tables for
7 to yourself?"
K : Kinesthetic: (Feelings, sense of touch.) Generally you look in this direction
when you are accessing your feelings.
QUESTION: "Do you have a favorite beach or place in the outdoors to walk?
What does it feel like to walk there without shoes?" "What does it feel like to
touch a wet rug?“
1 REPRESENTATION SYSTEM reference test.docx
40. Overview
We will consider
What is the Meta Model?
What are its uses and benefits?
The prerequisites to using the Meta Model effectively
Practice of using the Meta Model -- today and tomorrow
41. What is the Meta Model?
"The basic principle behind the Meta Model is
Korzybski's notion that 'the map is not the
'the map is not the territory.’’
That is, the models we make of the world
the models we make of the world
around us with our brains and our
language are not the world itself but
representations of it.””
Dilts and DeLozier, EEncyclopedia of Systemic Neuro--Liming and NLP New
Linguistic Programming and NLP New Coding, , 2000.
42. The Meta Model
The Meta Model was first described by John
Grindler and Richard Bandler in their book
‘Structure of Magic ’’ Vol.1 (1975) Grindler and
Bandler had observed successful therapists
using certain language patterns -- essentially
questions -- that enabled them to get to the heart
of issues and assist their clients
43. Two levels of language
Surface structure -everything we say, either
to ourselves or to other people
Deep structure-
the underlying meaning of what we say-
containing information neither expressed nor
consciously known about
The Meta Model gives a framework to find out the layers
of meaning below the spoken words
44. What does the Meta Model Do?
Gathers information
Can receive important information that has been omitted
Clarifies meaning
When you do not fully understand what the other person
means
you can use the Meta Model to clarify meaning
It gives a systematic framework for asking ‘
What exactly do you mean?
Identifies limits
The Meta Model can be used to challenge the rules and
generalisations being applied to your thinking, to discover
where you are limiting yourself and how you could be freer
Gives choices
The Meta Model can expand your map of the world by
opening routes and doors considered closed or not
available
45. Allows us to see beneath the
surface of the iceberg
46. Using the Meta Model
Meta Model
Question
Desired
Statement + = Revealed
Response Information
47. NLP and the Meta Model
Selecting the most useful question is a skill which
……. is one of the most important skills .
is one of the most important
skills within the NLP repertoire””
48. Why use the Meta Model?
To improve our communication with others
To better understand other people To
manage ourselves and others more
effectively
To help others get out of a ‘‘stuck’’state or
get into a more resourceful state To assist
others to be what they want to be To learn
new skills and behaviours
49. Application of the Meta Model in
Human Resource Management
Coaching
Interviewing
Disciplinary and grievance
Selection
Individual and team development
Performance reviews and appraisals
Mediating
50. Using the Meta Model
Outcome Setting
- What is the outcome required?
Rapport
- What level of rapport and trust will be required to achieve
the outcomes required?
Sensory Acuity
- Using the senses to recognize where the other person is,
and thus how to respond
Flexibility
- -A flexibility to respond to the other person and change
one owns approach if necessary
51. Using the Meta Model
Therefore
Know what you want to achieve (outcome
setting)
Take action-Create rapport and trust
Use the Meta Model
Notice the response (sensory acuity) Do
something different (if required) …
…flexibility
52. The Meta Model
Meta Model
13 elements divided into 3 categories
Deletions
Distortions
Generalizations (and variations)
53. Using the Meta the Precision Model
Fuzzy Nouns
I need a new job What job specifically?
Vague Verbs
I will prepare the report for you How will you prepare the report?
The results have been better In comparison with what?
Opinions as Facts
It’’s bad to be inconsistent Who says?
Universals
I always feel nervous Always? Was there ever a
time when you weren't?
Comparisons
54. Using the Meta Model the Precision Model
Rules
We should do this now What would happen if we didn't?
Distortions
Cause & Effect
If he ever leaves me I'll be so sad How would “him leaving you”
cause you to feel sad?
Mind Reading
He doesn't like me
How do you know he doesn't
like you?
Interpretation
Her being late means she doesn't love me How does her being
late mean she doesn't
love you?
55. Using the Meta Model
Practice of using the Meta Model -- today
and today and tomorrow
Skill1-- Recognize the pattern
Skill 2--Select the most useful response
56. Using the Meta Model…today
Form groups of 3’’s
Person A : makes a statement
Person B : Write downs his/her objectives.
Person B Ask questions directing Person A towards
the objectives.
Feedback on the practical exercise -- Did you notice
that the person A is suggesting based on your
questions? If yes you passed this exercise!!!
57. Using the Meta Model…tomorrow
Start with yourself
Listen to your own internal dialogue. What patterns do you use?
The Meta Model will give you internal clarity
Listen to your spoken words. Notice habitual patterns Use
Meta Model questions with rapport and respect, context
and ecology
Use Meta Model questions when you need to and
not because you can
Use a three part strategy
Recognize a pattern
Decide whether you need to ask a question or make a challenge
tFrame a question and ask it
60. RAPPORT
Structure of Rapport:
Professor Albert Mehrabian, Ph.D., of the University
of California, Los Angles (UCLA), in 1972 in a series
of controlled experiments was able to demonstrate
that non-verbal signals were significantly more
influential than other stimuli (see numbers below).
He found that more than 90% of our ability to
influence lies outside of the actual words we use.
61. WHAT IS RAPPORT –
when people become like each other, they like
each other
A state of trusting and openness.
A perception of liking and being liked.
A state of feeling of closeness and safety.
A state where a person is less critical of ideas
offered to them.
1 to 1
1 to many
Many to many
.
63. RAPPORT
93% of our
communication
takes place on
the
subconscious
level
Physiology
Posture/ Stance
Gesture
Facial Expression
Breathing
Eye Movement/
Blinking
Tonality
Volume (loudness)
Tone (pitch) Tempo (speed)
Timbre (quality/ clarity)
Resonance
Words
Predicates Key
Words
Common experiences
& associations
Content chunks
64. RAPPORT THROUGH PHYSIOLOGY
Matching
Mirroring
Crossover Mirroring
Posture
Gestures
Facial Expression and Blinking
Breathing
.
65. RAPPORT
Process: Rapport is established by matching & mirroring
The major elements of rapport:
Mirroring Matching
PHYSIOLOGY (55%)
Posture
Gesture
Facial expression & blinking Breathing
TONALITY (38%)
Voice
Tone (pitch)
Tempo (speed)
Timbre (quality)
Volume (loudness)
WORDS (7%)
Predicates
Key words
Common experiences & associations
66. MIRRORING EXERCISE
A faces B with C sitting (or standing) behind B’s
peripheral vision.
C places themselves in an unusual posture with
facial expressions.
A mirror the C’ gesture to B.
Change Partners….
67. PERCEPTUAL POSITIONS
PURPOSE A technique for creating multiple perspectives. If
a person has only one perspective of things — then he or
she has less choice compared to one who has 3 or more
perspectives. The "other" perspectives allows one to make
contrast, and it is looking at the similarity and differences
that one gains wisdom. In this exercise, use the context of
relationships with a significant other to fully explore the
richness of perceptual positions.
3 THE META MODEL and Perceptual positions.docx
68. IRRESISTIBLE COMMUNICATION, INFLUENCE AND
PERSUASION
MATCHING THE OTHER PERSON'S VALUES (VALUES)
Establishing and maintaining rapport. Be sure that you are
matching the other person exactly. Start off with a second
or two delay in your matching or mirroring and then move to
matching the other person almost simultaneously within a
minute or two. Avoid matching the other person using subtle
matches. This is not a match - do and move exactly as they
do. The only way to get into deep rapport is to be willing to
do what they do - 100% the same.
Having a definite outcome. Set an outcome for everything
you do. If your are to influence and persuade you must
know the outcome you want to achieve.
69. IRRESISTIBLE COMMUNICATION, INFLUENCE AND
PERSUASION
MATCHING THE OTHER PERSON'S VALUES (VALUES)
Eliciting or creating emotional states. Basically we
are talking about having the ability/skill to either
elicit or create an emotional state in the other
person, that is the perfect emotional state for them
to be in if they were to naturally go ahead and carry
out the mutually beneficial suggestion or action.
This includes the ability to be able to put yourself
into this state (all your verbals and non-verbals will
indicate you are in this state) before you create or
elicit the same emotional state in others.
70. IRRESISTIBLE COMMUNICATION, INFLUENCE AND
PERSUASION
MATCHING THE OTHER PERSON'S VALUES (VALUES)
Matching the other person's criteria and values. Eliciting and
matching exactly the other person's criteria and values for the
context you wish to influence and persuade. Utilizing criteria
is critical! That is what this Skill Building Exercise will cover.
Matching process/strategy. Irresistible influence and
persuasion is obtained when you are able to determine the
process/strategy the other person uses for any particular
decision that they make or action that they take.. Again this is
context dependent. Find out their process and put your
content into that process and it will be absolutely irresistible
to them. (More about this in a future exercise).
71. ELICITATING AND MATCHING THE OTHER
PERSON'S VALUES.
Please note we will only cover just the very
basics here.
In order to understand this let's assume that we
are going to influence or persuade someone to
act or think in a certain way that would be
mutually beneficial to them and to us.
72. ELICITATING THE OTHER PERSON'S
VALUES.
Before we go into how we can elicit someone's
values, let's ensure that we understand what
we mean by someone's values. (Next slide
includes excerpts from my unpublished
manuscript on Meta-Programs entitled
"Patterns of Influence"
73. VALUES
The Values Pattern:
Values are context dependent.
Each person has their own non-verbal process for determining when
something is good, right or appropriate or bad, wrong and inappropriate for
them. Each person has words and phrases which describe these
processes.
These words and phrases are called values. When a person's values are
met they will feel good and when the values are not met they will feel badly.
It is important to note that when someone hears their own personal values
they will feel good.
It will be as though they just recognized a particular situation which met
their values and which gave them pleasant feelings. This is because they
have learned to associate the good feelings with the values words and
phrases.
74. HOW TO ELICITE OR FIND SOMEONE'S VALUES
We elicit or find out someone's values by asking one of two
questions. The general questions to ask are either:
What is important to you in a "X"?
or
What's important to you about a "X"?
Where "X" is the context in which you wish to obtain the values.
For example: If you were a car salesperson - you would want to
know the person's values for what they considered a good car, so
that you could be sure that the car that you sell them will met
their values. If it does, they may buy it and if it doesn't, they will
not buy it.
75. HOW TO ELICITE OR FIND SOMEONE'S VALUES
CONT’
So, you would ask either of these values elicitation
questions:
What do you want in a car?
Or
What's important to you about a car?
In answering the question the person will give you a list of
words and phrases. These will be the values which make
them feel good about "X". In our example a car. If you "say" a
person's values back to them, they should feel good. If they
do not feel good or show a pleasant response - what you
said was not their values.
76. HOW TO RECOGNIZE OR IDENTIFY THE VALUES
CONT’
In our example, let's say that we ask: What's important to you about a
car? And they respond, "We need something that is economical and has
enough room for my family." The two values that they gave us here are:
it must be economical.
it must have room for a family.
We could ask essentially the same question again to get more values.
We ask, "And what else is important to you?"
In answering, they might say, "It has to also have four wheel drive so we
can get around the hills." Here we get another value:
getting around the hills.
77. MATCHING THE OTHER PERSON'S VALUES
We Use Other Person's Values in Our Language To Create a More Complete
Understanding.
We then use the person's values in a sentence, in relation to "X", back to
them. We do not interpret the meaning of the words or phases; we use the
exact words directly as they said them to us. We do not paraphrase!
In our example, we might say, "Great, so you're looking for a car that is
economical, has plenty of room for your family and has front wheel drive so
you can get around in the hills. Is that right?"
When we "say" this values back to them, they should feel good and we
should be able to notice it in their non-verbal communication (a head
nodding, a smile etc.).
If they do not feel good or show a pleasant response, what we said was not
their values and we would re-ask the values elicitation questions.
78. MATCHING THE OTHER PERSON'S VALUES
In selling a car to the people in our example, what is real important to
the person are:
that it is economical
that it has room for the family
that it can get around the hills
It is important to note that other features and benefits of a car are not
as important as these. So if you were to attempt to sell this person with
any other benefit that is important to you - they would not likely buy -
because it is not important to them.
The key here is that you do not sell what features and benefits you like,
the manufacture emphasizes etc. -- you sell what the buyer wants!
While we have emphasized values here, we assume that all the other
skills in irresistible communicating will also be used.
79. IRRESISTIBLE COMMUNICATION, INFLUENCE AND
PERSUASION
VERBAL PACING AND LEADING
Verbal pacing and leading. Pacing what is undeniably true
and leading to what we want to be believed as true or what
has yet to be established as being true. In addition using
Advanced Language Patterns to covertly insert commands
to the other person's unconscious mind.
80. ELICITING AND CREATING EMOTIONAL
STATES.
Before we actually get into Eliciting and Creating Emotional
States, let's review a little of what I call working theory or
what is it that makes this work so well and so easily. We'll
briefly look at these important concepts.
Start with an outcome in mind. What is the "emotional
state" you want to produce in yourself and in the other
person.
Almost anything is possible when you are in rapport with
someone.
To create an emotional state in someone else you must first
put yourself in that state.
81. ELICITING AND CREATING EMOTIONAL
STATES. CONT’
The mind cannot tell the difference between a very intense
recalled emotional experience and a very intensely
imagined emotional experience.
When a person is immersed in a past emotional experience,
with a feeling of present reality, they will relive that
experience exactly as the memory was incorporated at the
time it actually happened. In other words they will actually
get into that "intense" emotion right here and right now as
you are speaking to them.
It is possible to chain a series of states together to lead a
person from say curiosity to commitment. 4 Eliciting and
Creating Emotional States.docx