Neuro linguistic Programming

1. Neuro
Linguistic
Programming
(NLP)

2. What is NEURO Linguistic Programming?
Neuro…
…the way we experience the world through our senses and translate those sensory experiences
into thought processes (conscious and unconscious) which in turn activates the neurological
system
Linguistics…
…the way we use language to make sense of the world and then communicate that experience to
others
Programming…
…the way we 'code' (mentally represent) our experience and adopt regular patterns of response

5. 8 types of senses

7. A. Vision
The visual system is responsible for seeing.
The primary visual area of the brain is the occipital lobe. Projections
are received from the retina (through the thalamus) where different
types of information are encoded. Types of visual information include:
color, shape, orientation, and motion. From the ventral stream in the
occipital lobe information projects to the temporal lobe to process what
objects are. From the dorsal stream, information goes to the parietal
lobes to process where objects are located.

8. B. Auditory
The auditory system is responsible for hearing.
The primary auditory cortex is located in the superior
temporal gyrus of the brain. Specific sound frequencies can
be mapped precisely onto the primary auditory cortex.
Particular areas in the auditory cortex process changes in
sound frequency or amplitude, while other areas process
combinations of sound frequencies.

9. C. Touch / Tactile
The tactile system is responsible for processing touch information from the body.
The body sends tactile information to the somatosensory cortex through neural pathways to the
spinal cord, the brain stem, and the thalamus.
Due to its many connections to other brain areas, the somatosensory cortex is the part of the
nervous system that integrates touch, pressure, temperature, and pain.

10. D. Taste / Gustatory
The Gustatory system is responsible for the sense of taste.
It allows us to discriminate between safe and harmful foods. Usually, individuals prefer sweet and salty tastes to sour or bitter tastes.
Detecting salt is critical to keeping a regulated and stable internal body environment. This taste is perceived positivity because it
facilitates re-uptake of water into the blood. Since it helps survival, salt is perceived as a pleasant taste by most humans.
Sour taste can be good in small quantities, but when it gets too sour it becomes unpleasant to taste. This has occurred through evolution
to protect us from eating over-ripe fruit, rotten meat, and other spoiled foods (dangerous because of bacteria which grow in these
environments).
The bitter taste is almost completely unpleasant to humans.
Sweet taste signals that carbohydrates are present. Carbohydrates have a high calorie count and are desirable (humans in the distant
past did not know when their next meal would occur, so they evolved to want/need to eat sweet tastes.)
The primary gustatory cortex is located near the somatotopic region for the tongue, in the insular cortex deep in the lateral fissure with
the secondary taste areas in the opercula (see figure). This means the location is folded deeply within the cortex within the lateral sulcus
between the temporal and frontal lobes.

11. E. Vestibular
The vestibular system contributes to balance and orientation in
space. It is the leading system informing us about movement and
position of head relative to gravity.
Our movements include two positions rotations and linear
directionality. The vestibular system sends signals primarily to the
neural parts of the brain that control our eye movements, and that
keep us upright.

12. F. Proprioceptive
Proprioception (sense of muscle and/or joint movements) System
The proprioceptive senses the position, location, orientation, and movement of the body
muscles and joints. Proprioception provides us with the sense of the relative position of
neighboring parts of the body and effort used to move body parts.
Proprioception is activated by input to a proprioceptor in the periphery of the body. The
proprioceptive sense combines sensory information from neurons in the inner ear
(detecting motion and orientation) and in the muscles and the joint-supporting
ligaments.

13. G. Interoceptive
Interoception detects responses that guide regulation, including hunger, heart rate, respiration and elimination.
The Interoceptive stimulation is detected through nerve endings lining the respiratory and digestive mucous
membranes. Interoception works the vestibular and proprioceptive senses to determine how an individual
perceives their own body. Well-modulated interoception helps the individual detect proprioceptive and
vestibular sensation normally. For example, if a person feels his/her heart pounding, while it is not
comfortable, trauma from the stimulation is not likely; nor will the stimulation be craved. The same is true for
hunger and thirst, as well as the feeling of the need to urinate or have a bowel movement.
Interoception is associated with autonomic motor control. It creates distinct feelings from the body including
pain, temperature, itch, muscular hunger, thirst, and the need for air. In humans, the primary interoceptive
activity provides the basis for subjective feelings of ones’ emotional awareness.

14. How does it work ?
● Our behaviours are a result of our beliefs combined with our own understanding of reality –
our programming.
● Explores the links between neurological processes and language and behaviours learned
through experience
● NLP provides structure for change that enables the coach to look behind the content at what
actually drives the behaviour
● Seeks to achieve behaviour change by finding the positive connotation of a thought or
behaviour

15. The four pillars of NLP
Sensory acuity…
…taking in of information and creating experiences and interactions with others. Being
curious and alert to the effect of what you do
Behavioural flexibility…
…you have choices. By looking at situations from different angles - uncovers more info
and gives more choice
Rapport…
…respecting and accepting others
Outcome orientation…
…paying attention to what you want not what you don't want

16. Techniques of NLP

17. 1. Dissociation
Dissociation is a mental process of disconnecting from one’s thoughts, feelings,
memories, or sense of identity.
To use this technique to your advantage, identify an emotion that is not welcome (such
as fear, anger, sadness, or discomfort) and imagine yourself completely stepping away
from this emotion.
Look at yourself having this emotion from an outsider’s perspective. This will help you
distance yourself from those unpleasant feelings and help your body remain calm. It
allows you to ask yourself why you are having this emotion, and what you can do to
make space for more positive feelings instead.

18. 2. Cognitive Reframing
Reframing is the practice of turning negative experiences and situations into positive thoughts.
With this technique, you are altering the automatic response your mind gives you when you encounter
a tough or unpleasant situation. This helps you to shift your reality to a positive one instead of a
negative one.
Reframing allows you to really be in control of your own destiny, as you have the power to give
meaning to any circumstance.
For example, you can reframe feelings of stress before a competition into feelings of excitement.
Almost anything negative you hear, you can reframe in a positive manner. Have fun with this
technique by experimenting with the different positive responses you can think of in unpleasant
situations.

19. 3. Anchoring Yourself
Anchoring is the process of associating an emotion that you are currently feeling
or that you want to feel (happiness, peace, confidence) with a gesture. The idea is
that when you apply or perform this gesture again, those blissful feelings will
resurface.
For example, if you want to feel confident before an interview or presentation, a
gesture would be to strike a “power pose” (i.e. puffing up your chest and sitting
tall, or doing things that exude confidence in your mind). This gesture you
perform puts you in a positive mindset and then acts as an anchor to those
feelings of confidence each time you perform it after.

20. If we start talking about lemons, their smell, their taste, the colour, the image of you eating one, you will
begin to salivate. The image of the lemon is anchored in yourself. Same goes with many images or
emotions. It has been proven that, if before an interview, you strike a power pose for 2 minutes and put
yourself in a positive successful mindset, you will dramatically increase your chances to actually
succeed.
An anchoring exercise: Think of an emotion you want to feel (happiness, confidence, calmness). Close
your eyes and think of a moment you were feeling that emotion. What did you see? hear? feel? taste?
smell? To anchor that feeling, press the part linking your thumb to your index. Close your eyes and keep
reliving the moment. You will create a neurological stimulus response, which will allow you to go back
to that feeling when you press again that part. You can do it also pressing your lobe or any other stimulus
you want.

21. 4. Building a Rapport
Rapport building techniques focus on gaining trust with another person through finding
commonalities at the beginning of a relationship. Building rapport enables you to connect
with people easily through aligning your communication styles. It’s why people engage in
small talk before discussing any business.
To practice this technique, watch how the person you’re conversing with uses their body
language when they speak. A way to build rapport is to try having the same posture, using
the same tone, and using the same keywords as the person you’re speaking with. This
develops trust through symmetry in communication.

22. Why do we have small talk at the beginning of a work meeting with a client? It has been proven that
finding commonalities at the beginning of a relationship will increase your ability to be trusted. We
have a friend, sport, passion in common for example. Another technique to build rapport is body
language: - having the same posture with your client - using the same tone - using the same key
words. If you can listen to key words he/she uses, make sure you reuse the exact same words -
reframing when they stop talking before presenting your new idea / asking a new question
- use the same chunk size: I am super big picture and my partner is super detailed. It drives me nuts
when he goes into details for ever. And for him, he believes I am super fluffy for being too big picture.
Same with your clients: if you want to build rapport, use the same chunk size they use. Are they big
picture or detailed? Use the same chunk size they use.

23. 5. Priming
This technique can be seen as a bit more manipulative.
An example of priming is a wine shop which puts background music. If they put
French music, clients will tend to buy more French wines. If Italian music, then
clients will tend to buy more Italian wine.
Another example of priming is Advertising.
In coaching, we can use sentences like "I know you are changing and change is
good." (example of Milton model). We are priming the client to change.

24. Priming is an exposure technique. We see priming in all forms of marketing and
advertising. An example of priming is when you are in a wine shop and they play Italian
music to subtly influence you to purchase Italian wine. This could be the same for French
or Spanish wine as well.
The idea behind priming is connections, and how the brain unconsciously uses these
connections. Priming helps the brain process, store, and remember information. You can
use priming to influence future actions.

25. 6. Swish
Swish is about reprogramming your mind from an unwanted behavior to a desired
behavior. If you link an emotion to an unwanted experience or behavior. Swish is the
process to disrupt that link. For example, linking the act of "putting your hand to your
face with a cigarette" to a feeling of pleasure. Tony Robbins was using this technique
to help smokers quit. He would lock them with him in a hotel room and make them
smoke many many many cigarettes. When they didn't want to smoke anyone, he
would scare them and scream at them. He wanted them to associate smoking with
disgust and fear.

26. Swish is a visual technique that involves reprogramming your mind to think a certain way.
This process shifts your mind from an unwanted behavior to a desired behavior. We have
an emotion associated with every action and experience. Swish disrupts this association by
replacing a positive emotion with a specific behavior.
Here is how you use the swish technique:
● Identify the unwanted behavior and what you would like to experience instead
● Create your ideal outcome
● Imagine the positive experience
● Visualize making the change
● Repeat 5-8 times
Swish is a good technique to practice if you want to replace any unwanted habits.

27. 7. Mirroring
Mirroring is the process of taking on elements of another person’s physiology and
voice qualities. This technique goes hand-in-hand with building rapport and
establishing trust.
To practice mirroring, the next time you have a conversation with someone try
matching small things that they do with their words or body language.
Adopting the same kind of demeanor creates a friendly environment that
encourages communication and trust.

28. 8. Modelling
Just like mirroring, the technique of modeling is just as it sounds. It is the process
of adopting the same language, actions, behaviors, and strategies of a person you
look up to. This instills the same set of values and beliefs as the person you are
modeling.
Modeling helps internalize new ways of thinking and behaving. Believing that
you are someone else you admire allows you to fully embody their presence – but
in your own voice. This helps shape the idea that if you can act like your role
model, you have the potential to be everything that they are and do everything
that they have accomplished.

29. 9. Meta Model
The meta model is designed to help gather information, challenge, and expand the limits of
a person’s model or view of the world.
The meta model allows you to speak your existence in the third person, giving you a front
row seat to how you think, feel, and behave in the world.
This technique offers an insight to the limits, distortions, and generalizations of the
language you use. It is the idea that language is a translation of mental states into words. In
this translation, there is an unconscious process of deletion (not everything thought is
said), distortion (assumptions and inaccuracies), and generalization (a shift towards broad
statements).

30. 10. Incantations
Incantations are like more powerful versions of affirmations. Affirmations are a word or
phrase you repeat over and over to yourself to instill positive thinking and
self-empowerment. They help you believe that you can achieve success in anything with a
positive mindset.
Incantations take this a step further by wholeheartedly embodying these affirmations,
reprogramming your mind to truly believe what you are saying.
This is a powerful technique, as it creates a state of confidence and control in your own
destiny and future.

31. How to use this model?
● Treat it as a tool for listening. What is said out loud is the tip of an iceberg – and
what lies under water is a huge amount of thinking, believing, feeling,
evaluating, and so on.
● Determine if the situation and your relationship with the person is right for using
the Meta Model - and get their permission to use it
● Listen for which category they use most.
● Ask questions to encourage the person to explore the thinking behind what they
are saying
● Be very clear that your aim is not to get them to admit to being “wrong” in their
thinking. Your aim is to get them thinking about their thinking.