© 2008. language is influenced buy the way you perceive the world and can be used to influence...
TRANSCRIPT
© 2008
© 2008
Language is influenced buy the way you perceive the worldand can be used to influence others.
Neuro-Linguistic Programming is the study of how the interaction of your brain (NEURO), your language (LINGUISTIC) and body produces patterns of behaviour (PROGRAMMING).
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NLP was devised by Richard Bandler and John Grinder in 1975 and is based on studying people who displayed excellence in fields including Professional Communication, Psychotherapy, Hypnosis, Law and Education.
Understanding the influence of language on the brain allows you to use it deliberately to communicate more effectively.
A vital skill in business success.
John Grinder Richard Bandler
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What are you aware of?
Write down 10 things you perceive.
Reticular Activating System perception filters.
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We all have a model of the world in our heads
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Our model is updated through our senses.
We each take in information through a natural preferred combination of senses (called modalities):
Visual
Auditory
Kinesthetic / Tactile
Olfactory
Gustatory
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Answer the questions:
4 - Closest to describing you3 - Next closest2 - Next closest1 - Least descriptive of you
When learning something difficult use your preferred sense. When something is easy try to develop your weaker senses.
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If you match your language to the preferred sense ofthe person you’re taking to, then you communicate
more effectively.
So how do you find out their preferred sense?
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1. The words that they use.
I see what you mean.
Loud and clear
Take a dim view of
To tell the truth
Hang in there
Get a handleon
That ringsa bell
Hand inhand
See eye toeye
Voiced anopinion
Get or gripswith
I follow your drift
I’ll see to it
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1. The words that they use.
I see what you mean.
Loud and clear
Take a dim view of
To tell the truth
Hang in there
Get a handleon
That ringsa bell
Hand inhand
See eye toeye
Voiced anopinion
Get or gripswith
I follow your drift
I’ll see to it
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1. The words that they use.2. Physiological clues.
Visual learners tend to sit up straight and make eye contact, talk fast and have shallow breathing high in the chest.
Auditory learners often softly repeat what has been said to themselves and nod their heads as they listen. They breathe more deeply and in a controlled way from the diaphragm. Their tone, intonation and speed of speech is also controlled. They tend to use a rich vocabulary.
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Kinesthetic learners often slump down in their seats or fidget and speak much more slowly. If they are also tactile they will feel a need to fiddle with their pen or papers whilst listening.
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1. The words that they use.2. Physiological clues.3. The position of their eyes.
In pairs - Ask each other the questions on your worksheets notice the position of you partner's eyes as he/she is thinking.
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VISUAL RECALL
VISUAL CONSTRUCTED
AUDITORY DIGITAL
AUDITORYRECALL
AUDITORYCONSTRUCTED
KINESTHETIC
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Take care - The clues are only reliable whenused in combination. Don’t rely on one alone.
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When people are naturally in rapport with each other they have the same posture, breathing, etc.
You can gain rapport rapidly by adopting this state.
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MATCHING & PACINGBody - posture, crossing legs, small changes : blinking.
Head and Shoulders
Voice -Tone, speed, volume, intonation
Words - Visual / Auditory / Kinesthetic
Facial Expressions
Gestures - position of hands
Breathing
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Take care - Do not mock or mimic in a disrespectful way.
Indirect matching - matching one aspect of your behaviour with another of theirs. e.g. Tempo of your voice to match their breathing rate.
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There are lots of different measures of personality.
DISCGEMSMyers-BriggsEnneagramEtc.
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Dr Susan Dellinger
Choose the shape that you think best represents you
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If you know a person’s personality type you can make aninformed decision of how to communicate with them.
Give a square lots of data, detail and documentation.
With a triangle - Cut to the chase!
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1) You can find out how someone represents the world in their head by observing the words they use, their physiology and the position of their eyes when thinking.
2) If you match the behaviour of a person you can gain rapportmore rapidly and hence ‘connect’ with them
3) Understanding a person’s personality type allows you togive them information in a way they are most receptive to.
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