NeuroLinguistic Programming

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NeuroLinguistic Programming

• A Crash-Course in Unfair Advantages

DC213 / June 17, 2005 / Presented by
xinc_at_strangerthanfriction.org
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Background

• Created by Richard Bandler and John Grinder in
  the mid-70's
• Focused on discovering and modeling patterns in
  the behaviors of successful individuals -
  primarily therapists
• Drew heavily upon Gestalt therapy and hypnosis.
• Many discoveries were the direct result of
  unplanned (and sometimes irresponsible)
  experimentation

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What is NLP?
NLP is a loose set of methods and techniques that
have precipitated from thirty years of
psychological observation and experimentation. In
observation, it bears great similarity to traffic
analysis, in that it operates on the process,
context, pattern and structure of behavior rather
than the actual content. It is important to not
that the emphasis in NLP is not upon being 'true'
but rather on being effective. Many of the
techniques stem from dodgy models of psychology
or communication, but when treated as if they
were true generate measurable results. The
meaning of a communication is the response that
it receives.
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Communication by numbers

• 55 Physiology
• 38 Tonality
• 7 Words

The vast majority of communication happens on the
subconscious level. By conscious manipulation of
non-verbal cues, more meaning can be imparted and
with much greater subtlety.
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Tasks of the Unconscious Mind

• Runs and maintains the body
• Stores and organizes memories
• Repress memories with negative emotions, for
  protection
• Presents repressed memories for rationalization
• Directly accesses emotions

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About theUnconscious Mind

• Takes everything personally
• Is highly moral
• Is childlike and instinctual
• Deals well with symbols
• Works on the principle of least effort
• Does not process negatives

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NLP Communication Model
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Representational Systems

• Visual
• Auditory
• Kinesthetic
• Olfactory
• Gustatory
• Auditory Digital

Not significantly used
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Visuals

• Make up the majority of the population
• Tend to speak quickly
• Think very quickly
• Tend to keep their heads elevated
• Breathe from the top of the lungs
• Stand erect, and often lean forward while sitting

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Auditory

• Are fairly common
• Will often tilt their heads
• Tend to talk to themselves
• Speak with inflection and clarity
• Breathe in the middle of the chest
• Learn sequentially, by steps or proceedures

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Kinesthetic

• Body tends to slouch or slump
• Often a bit heavier than other reps
• Speaks slowly
• Will often tilt head to the right
• Breathes low in the chest
• Tends to wear loose, comfortable clothing
• Respond to physical contact
• Have a smaller than normal personal space.
• Learn by doing

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Auditory Digital

• Deals with abstractions
• Often talks to themselves or engages in inner
  dialog
• Least common primary rep system
• Can share physiological traits with other rep
  systems

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Determining Rep Systems

• Eye movements
• Word usage
• Physiology

• Organizations
• Normal
• Reversed

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Strategies

• Sequneces of modalities which define the context
  of a common process
• Can be elicited through repeated observation of
  the process as it's run
• Can be learned, or installed in others to
  achive similar results

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Rapport

• A state in which the subject is open and
  receptive to the operator
• Is a state of responsiveness, not necessarily
  'liking'
• Occurs naturally among people with similar traits
  or rep systems
• Is established within 3-5 minutes of initial
  contact
• Is necessary for interactive NLP techniques to be
  effective

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Establishing Rapport

• Blinking
• Facial expression
• Posture / Body position
• Matching
• Mirroring
• Cross-over mirroring
• Breathing
• Gestures
• Tonality
• Pitch
• Breathiness
• etc...
• Predicates

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Establishing Rapport (con't)

• Do not match
• Accents
• Wild or aggressive gestures

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Indicators of Rapport

• Warm or Open feeling
• Slight color shift in the face
• Pacing / Leading

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Anchoring

• Binds a state to a specific stimulus
• Useful altering negative or unresponsive states
• Performed by
• Eliciting a useful state in the subject
• Providing a specific, unique stimulus at the peak
  of the state
• Maintaining the stimulus for 5-15 seconds
• Breaking the state and testing the anchor

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Successful Anchoring

• Four major factors
• The Intensity of the experience
• The Timing of the anchor
• The Uniqueness of the anchor
• The Replication of the stimulus

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Influencing Others

• Language patterns
• Agreement frame (and, not but)
• Embedded presumptions
• Operators of possibility, rather than necessity
• Aversion / Attraction operators
• Tense mismatching
• Hypnosis
• Control eye-movement
• Anchors
• Force the construction of IRs

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Wrap-up

• Practice establishing rapport
• Be aware of cues about people's preferred
  representational system
• Watch the eyes they speak volumes about how a
  person is thinking
• Be aware of the IRs that certain phrases create
• Remember that the majority of communication is
  handled on the unconscious level

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References

• The Structure of Magic
• By Bandler and Grinder
• Frogs into Princes
• By Bandler and Grinder
• Various releases from Advanced Neuro Dynamics
• Training by Spiral Visions of Ventura, Ca.