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© 2011 Auspicium Limited

NLP Practitioner Certification Home Study Programme Test

NLP PRACTITIONER CERTIFICATION

HOME STUDY PROGRAMME TEST (use additional paper to complete the test if necessary)

NAME: Andrea Walzel

DATE: October 2nd, 2013

Please bring this completed test to the NLP Practitioner

Certification on the 1st day of the training course. It is an

open book test so you may refer to your manual, books and

cd’s in order to answer all questions.

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1. What is Neuro Linguistic Programming? Our brain has been programmed since we were born. We have our internal representation of the world through our sensory information and how we label our experiences with words and non-verbal communication. NLP is about taking back control of our own minds and start re-programming and re-labeling experiences so we can act differently and achieve our goals with consistency. NLP has different strategies, like acting as if, experimenting and our childlike curiosity. The childlike curiosity drives NLP. The attitude of experimentation gives us a choice after discovering how we do things. And the acting as if, stops our internal dialog and gives us a chance for a new approach to things._

2. List your six favourite Presuppositions of NLP and explain

why each is important to you.

i)No. 2: It is connected to No.1. After realizing that each map is unique and

respecting that fact it facilitates communication in every situation in life. It is

important to me because it helps to not take things in a discussion personal. ii)No. 5: It is helpful to understand certain “out of place” behavior. So one can

react differently and doesn’t make the situation any worse. Also very helpful for

classroom management (I am a teacher).

iii)No. 8: Helps to understand that no behavior is intentionally bad. It may be

the lack of resources, knowledge or a misunderstanding, --> Lack of

information in general, that makes a person behave in a certain way iv)No. 10: Shows empowerment. One is independent from others and can

change. v)No. 12: It is a chance to turn bad feedback into a good outcome by

changing ones behavior accordingly. vi)No. 13: Shows like No.10 empowerment. We are not powerless against what

happens. We can change the outcome by taking charge of the mind.

3. What is the Law of Requisite Variety?

The person with the most appropriate flexibility of behavior has the greatest

influence on others in the system. The person has the control of the situation

and can so cause a positive outcome.

4. List your 6 favourite Characteristics of the Unconscious

Mind and explain why they are your favourite.

i)No. 5: Even though it might re-present pressent negative memories at an

unappropriate moment the fact that it IS doing do is a very important function

and very helpful in the long run.

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ii)No. 8: This is my number one favorite. There are many things necessary to

keep one alive and whole and we don’t have to think about any of them

consciously.

iii)No. 10: Shows that the unconscious is always alert and learning.

iv)No. 11: The amount of external data input is unimaginable and our mind

can filter out the necessary information in every situation.

v)No. 14: Being able to change behavior and habits is one of the most useful

functions of the unconscious mind.

vi)No. 15: Everybody has the ability to be ambitious by “listening” to their

unconscious mind and it can turn into a habit.

5. Which of the following descriptions are sensory based (S)

and which are hallucinations (H)?

She was angry. _H__

His eyes narrowed and the corners of his mouth turned

up slightly. _S__

He winced. _S__

She looked happy. _S__

His face flushed. __S_

She looked guilty. _S__

He was short of breath. _S__

Her pupils were tiny. _S__

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6. What is Rapport?

Felling of sympathetic understanding or mutual trust.

7. List five things to Match in getting Rapport.

i)Breathing: location, speed, deepness

ii)Posture: standing or sitting; leaning over, sitting straight, hands and arms

iii)Facial expression.

iv)Tonality, tone of voice: speed, high or low, rhythm

v)Volume of voice.

vi)_________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________

8. What is Cross Over Matching?

Using a different part of your physiology to match some part of the other persons physiology. E.g: Person crosses legs, you cross arms.

9. What are the six things you can Calibrate on in someone’s

physiology?

i)Breathing

ii)Posture

iii)Facial expression

iv)Tonality, tone of voice.

v)Volume of voice.

vi)Skin tone

10. Define voice tone, tempo, timbre and origin? Voice tone: Pitch of voice. Is it monotone, moves up or down? Tempo: Speed and rhythm of speech. Timbre: Quality tonal characteristics of voice. Origin: Where is the sound produced?

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11. What is meant by Preferred Representational System, and

how do you detect it? It is the representational system that one uses the most often and that one uses the most comfortable with. It is easily used and you can detect it through physiology and words that one uses. The words are predicates (words that relate to the system).

12. What is meant by Lead or Primary Representational

System, and how do you detect it? It is the system that processes most of the communication. It can be detected through eye accessing patterns = how the eye moves when talking to the person.

13. For each of the following predicates, identify whether

they are visual (V), auditory tonal (At), kinaesthetic (K),

olfactory (O), gustatory (G) or audio digital (Ad).

_G_Rancid _K_Hot _K_Hard _V_Look

_K_View _At_Listen _G_Delicio

us

_Ad_Recall

_V_Spy _Ad_Sense _V_Intuit _G_Savour

_K_Pensive _V_Opinion _At_Say _A_Interrogate

_K_Stress _O_Rotten _K_Pull K__Surprising

_V_Observe

_At_Mute _At_Melody

_K_Soft

_K_Hurt _Ad_Energi

se

_G_Sour K_Outstanding

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14. Translate the following sentences into a different

representational system.

Things are looking up.

We’re over the hump.

The silence was deafening. There was a pregnant pause.

I am so motivated!

I’m bouncing off the walls!

I could hear the enthusiasm in his voice.

He looked very enthusiasctic.

She just couldn’t see what they were talking about.

She didn’t understand.

His harsh comments left a bitter taste in his mouth.

I felt uncomfortable after hearing his comments.

Always look on the bright side! Think positive!

15. Describe the process of Overlapping Representational

Systems and describe when you would use it.

1. Identify the least preferred representational system. 2. Connect representational systems leading the client through from favored to least preferred. Like this you can learn to access the least preferred system and develop access to it.

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16. Draw the Eye Patterns of a normally organized person.

17. What are the Well Formed Outcome Conditions?

S: Be specific and simple. Define your goals well and simplify the definition. M: The goal needs to be measurable and meaningful. How long will it take to accomplish and is it achievable. What will it mean to you achieving it. A: Use present tense. Do as if you already achieved the goal. What effect will the goal have on all areas of your life. You need to believe that the goal is achievable. R: The goal has to be realistic for you. Is it possible and do you have the capabilities? You have to be the only one responsible to make the goal happen. Think about the impact on you and others and on the planet. All the consequences should be positive.

18. When would you use them Well Formed Outcome

Conditions? Every time you set yourself a goal.

19. Create an example of each of the following Milton

Model Patterns:

Mind Reading –

I know you’re wondering. ____________________________________________________

Conversational Postulate – Do you have the time? ____________________________________________________

Cause and Effect – If you study then you’ll pass the test. ____________________________________________________

Selection Restriction Violation –

Visually constructed Visually remembered

Auditory constructed Auditory remembered

Kinestetic Auditory digital, self-talk

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It’s like drawing blood from a stone. ____________________________________________________

Lack of Referential Index – NO-one knows that. ____________________________________________________

Comparative Deletion – Better than washing with dirty water. ____________________________________________________

Ambiguities – Speaking to you as a child. ____________________________________________________

Extended Quotes – Once I met a very wise older man in a café. While he was drinking his coffee he told me: “Stop smoking.” ____________________________________________________

Tag Question – You feel relaxed now, don’t you? ___________________________________________________

Double Bind - Do you want to do your homework now or after dinner? ____________________________________________________

20. What is the “Meta Model”?

We normally distort, generalize, and delete portions of experiences for faster communication. The meta model helps to clarify meaning of what somebody is saying. It reconnects what they are saying to the underlying experience on which it is based. Meta-model is a set of specifying questions or language patterns designed to challenge and expand the limits to a person's model or 'map' of the world.

21. What are the three processes of internalising on which

the Meta Model is based? 1. Distortion, 2. Generalization, 3. Deletion

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22. Identify the Meta Model violations in each of the

following sentences and indicate what the appropriate

Meta Model challenge would be.

She makes me so angry. Cause and effect. How does what she is doing make you angry? ____________________________________________________ Making lots of money is wrong. Distortion. Lost performative. Challenge: According to whom? ____________________________________________________ That was a bad relationship. Bad compared to what? ____________________________________________________ Everybody says so. “Everybody” is a universal quantifier. Come up with one

counter example. ____________________________________________________ Brian loves me. Deletion. Example of an unspecified verb Challenge: How does Brian

love you? ____________________________________________________ Barbara doesn’t trust me. Mind reading. Challenge: How do you know? ____________________________________________________ I’m sad. Deletion. Challenge: “When are you sad?” ____________________________________________________ I should work harder. “Should” is a modal operator of necessity. Challenge: What stops you? ____________________________________________________

23. What is a “pattern interrupt” and when is it useful?

It is a way to change a person’s state or strategy. E.g.: change way to work. First eat breakfast and then take a shower. It is useful when stuck in an un-resourceful state.

24. What is the difference between association and

dissociation, and when is each useful?

When you associate with a state or past event then you experience the feelings and emotions more intense. Inside the picture looking through your eyes. When you dissociate you distance yourself from eg. bad memories or eliminate bad feelings. You see yourself in the picture.

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25. If you see yourself in the picture, are you associated or dissociated?

When you see yourself in the picture you are dissociated.

26. List six visual and six kinaesthetic and six auditory

Submodalities. Kinaesthic: 1. Size of picture, 2. color of picture, 3. focus of picture, 4. still image or movie, 5. Sound or no sound, 6. light or dark picture Auditory: 1. Volume, 2. Tone, 3. How many voices, 4. Pitch, 5. Rhythm, 6. Duration

27. What is a driver in Submodalities and how do you

discover them?

One submodality that when you change it all the others change too.

28. Explain Contrastive Analysis and Mapping Across.

Contrastive Analysis: Finding differences in submodalities of 2 different things. Something somebody likes and dislikes. Find critical submodalities. Mapping Across: Go through list of submodalities of contrast analysis and make person change submodalities one by one into the submodalities of the

29. When would you use a SWISH Pattern? To change relatively minor unwanted behavior or state. To choose how you feel in a situation.

30. What is a Phobia? Incredibly intense emotional kinaesthetic response to a very specific trigger.

31. Describe how to remove a Phobia. First establish a very strong and good resource anchor, sometimes called a “bail-out anchor” in case the response to the trigger is too strong, then use the bail-out anchor to get them out of the state. Begin by asking the person to imagine they are sitting in a cinema. At a comfortable distance from the screen and looking up at it. Explain that in a short while they are going to watch a movie of themselves from when the phobia was triggered. There is going to be a moment before and after the movie when they feel absolutely safe, because before the phobia hasn’t happened and after it is already over. Have them imagine floating out of their body. Floating up into the projection room at the back of the cinema. So their looking through the whole looking at themselves sitting in the cinema: This is a double dissociation. Then ask them to run a black and white version of the movie on the screen. If the reaction is very intense suggest that the movie looks old. Remind them to stay in the projection room. Have them imagine reaching over and starting the projector. Ask them to tell you when they get to the end. Then make them freeze the frame. Then white it out. Have them float back into their body bring the frame back and the movie in color. Then step up into the movie. They are to run the whole movie backwards very fast and let you know when they are back at the movie. Then have them freeze frame and white out the movie again. Have them run the movie backwards even faster then. Then freeze frame and white out. Repeat this process at least 5 times, keeping it really fast. Then have them think about the trigger and notice their response also in physiology. If there is still a response repeat the process of letting them run the movie backwards until all the kineasthetic

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responses have disappeared. Then test: Make them think back to times when they had the response, notice that it’s no longer there. Then future pace. Do they have an appropriate response to the triggers? 32. What is the relationship between values and beliefs? Beliefs provide context for experiences and connect them to our values We derive values from our beliefs.

33. What is “state” and why is it important?

A neurological condition that determines our actions and behaviors. It determines how we respond to situations. Our responses and actions in turn determine our reality. It is important to know that we can change our reality by changing our state.

34. Define an Anchor? A visual kinaesthetic, auditory orfactory gustatory trigger associated with a particular response or state. 35. What are the Five Keys to Anchoring? 1. Person has to be in an intense state. Experience recalled state as if it were happening right now. Association. 2. Anchors have to be applied at the peak of the state. 3. The stimulus has to be unique. 4. Anchor must be repeatable. 5. The more times the anchor is re-created the more powerful it will be. Add more experiences of the same state.

36. Describe the process of creating an Anchor.

Establish rapport with the client. Ask if it is Ok to touch them. Ask them to recall a past, vivid, intense associated state. Then provide a specific stimulus when the state reaches its peak intensity, like movement, touch or noise. Take the anchor off before the state goes over the peak. Then break state and make person go into a more neutral state, by asking a inconsequential question. Then test the anchor by firing it. Make the gesture, noise, touch.

37. Describe the process of Collapse Anchors and tell

when it is useful to do so. Establish rapport with the person. Ask if it is Ok to touch them. Decide on a negative tate they want collapsing. Then decide on a positive resource state they want instead. Create physical anchor for the desired state. The positive state needs to be stronger than the negative. Set the anchor for the positive anchor and then the negative close to each other eg. on neighboring knuckles. Test both anchors. Only access the negative anchor once. Fire both anchors at practically the same time. The negative before the positive. Watch the clients physiology. When they relax, release th negative anchor and hold the positive anchor for 5 more seconds. Then test the integration by firing off the old negative anchor. Test by asking them: “Can you remember an event in the past which if you’d thought about it previously you would have felt that old feeling and notice how you’re feeling differently now.” Then future pace: “Can you think of a similar event that may occur in the future and just notice how you feel differently now.”

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38. Describe the process of Chaining Anchors and tell when

you would use it. Get into Rapport. Get permission to touch client in process. Identify an undesired state and

positive end state. Use knuckles of hand from little finger to thumb. Elicit and anchor the undesired state and then on the next knuckle a slightly more positive state. It needs to be a natural progression. Break state between all the anchors. Anchor all the intermediate states. Break state and test the anchors make sure they go in each state. Chain anchors together by firing the first anchor and when it reaches its peak, release it and fire the second anchor and when this reaches its peak release it and fire the next anchor and so on until all firing the final anchor. Hold that anchor for 5 more seconds. Test the chain by firing off the present state anchor. The person should go into the last desired state. Then ask the person how he/she feels about the undesired state. Test further asking: “Can you remember a time in the past, which if you’d thought about it previously, would have caused you to feel that old feeling and notice how you feel different now.” Then future pace: “Can you think of a time in the future which if it had happened in the past you would have (undesired state) and notice how are you feeling differently now and what happens instead?”

39. What are the criteria for designing a Chain of Anchors? After deciding on an undesired state and positive state, look for intermediate states. Each step has to be a more positive or resourceful state than the last.

40. Describe the Change Personal History Process and

explain when you would use this technique?

Get into Rapport. Identify the outcome. Identify an event in the past that triggers a negative state. Then anchor it once. Break state and test the problem state by firing the anchor. Identify resource states: What resources states would have made a difference? Create a stacked anchor of the resource states. The stacked anchor has to be stronger than the negative state associated with the past event. Then relive the event of the past in real time. While doing that fire off the resource anchor. Keep on firing off the resource anchor until the negative state has completely collapsed. Then break state. Relive the past event without firing the resource anchor. Then future pace: “Can you think of an event in the future, that, if it had happened in the past, you would have felt that old, negative state and just notice how it is different now?”

41. What is a Strategy? Sequence of internal representations that consistently achieve a certain outcome or behavior.

42. What are the steps in eliciting a Strategy? Questions to elicit strategies: “Can you recall a time when you _________?” “Can you recall a specific time?” Makes association easier. “As you go back to that time now and experience it…” “What was the very first thing that caused you to _________” “After you _____what was the very next thing that happened to you as you __________?” “Was it something that you saw, was it something that you heard, or the touch of someone or something?” “What was the next thing that happened after you _________?” “Did you picture something in your mind? Say something to yourself or have a certain feeling or emotion?” Giving them options. The focus is completely on the other person. Look for patters of responses. “What was the next thing that happened as you____” “After you (list previous elements), did you know that the strategy was complete, did you picture something

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in your mind…” looping back. Continue part of process until person is sure that the strategy is complete. Two relative filters: Convincer representational filter. How do you know someone else is good. Auditory, visual.. Convincer demonstrational filter. How often do you have to experience something until you are convinced.

43. Define and explain the TOTE Model. Test Operate Test Exit. It’s a problem solving strategy. It is intended to explain how people process information and create complex behaviors. Test to obtain a representation of the present or problem state. Operate: intervene in some way, do something. Test again to see if the desired result has been achieved. If not loop back to Operate. If it has Exit. 44. What is a Reframe and when is it useful? Process of creating a shift in the nature of a problem. Reframing is the process of changing the meaning of a statement or situation.

45. What is the difference between a “Context” and

”Meaning” Reframe?

Context: Setting in which a behavior takes place. Reframing: When or where would this behavior effective? and: When would this be an appropriate response? Meaning: Think of another meaning of the response. What else could the behavior mean? What did this person not noticed in this context that would bring about a different meaning and then a different response?

46. What are the key steps in a 6 Step Reframe? 1. Identify the problematic behavior. Set up a yes /no signal. 2. Have client establish communication with the part that is responsible for the behavior. Ask the part if it is willing to communicate. 3. Separate the positive intention of the part from the problematic behavior. 4. Create three other choices that satisfy the positive intention of the part but do not have the negative consequences of the symptom or problematic behavior. Need to acknowledge the part for its previous functions. 5. Have the part that creates the symptom or problematic behavior agree to implement the new choices over a period of time. Make sure you get a start time. 6. Check and future pace.

47. What are the characteristics of a Part? Boundary condition. Part gets separated from the mind of a whole and has its own purpose, states and behaviors. Can highjack the conscious mind itself. Have their own values and believe systems. Are created by significant event in the persons past. Parts can be in conflict.

48. When would you do a Parts Integration? When behavior is no longer relevant of helpful or doesn’t get the intended results.

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49. Describe the Perceptual Positions Process? 1. Identify the Problem Scenario/Relationship. 2. 1st Position - Associated in Problem Scenario. Questions: How are you behaving? How are you feeling? What do you believe about the situation? What's important to you? What is there for you to learn? How has your perception changed? 3. 2nd Position - Associate into other person/persons. Questions: How are you behaving? How are you feeling? What do you believe about the situation? What's important to you? What is there for you to learn? How has your perception changed? 4. 3rd Position - Associate into a fly-on-the-wall/observer position. Questions: How are they each behaving? How are they each feeling? What beliefs do they each appear to be using? What's important to each of them? What is there for the observer to learn? How has the observer’s perception changed? 5. Come back into yourself bringing the learned and perceptions with you. 6. Test and Future Pace. "Can you think of an event in the past, an event which if you'd thought about it previously would have caused you to have your old problem and notice how it's different now?” and: "Can you think of an event in the future, an event which if it had happened in the past would have caused you to have your old problem and notice how it's different now?

50. What is the Agreement Frame and when would you use it? It is based on the replacement of one word and one phrase which are auditory anchors. Requires that you enhance listening skills. The word that needs replacing is “but”. You remember only the last part of the statement. Change “but” and replace it by “and” external and internal. However has the same effect. “I understand” has to be replaced by “My understanding of what you are saying is…? Is that right?” or “I hear what you’re saying.” Find at least one thing you can agree with or at least one thing you can appreciate. If not possible, find something you can respect in their message or at least something in their character you can respect. Finding one of those things creates a bridge and space of openness between yourself and the other person. It is used to acknowledge and include the other’s position. It is used when aiming to create an agreement.

51. How would you use NLP in Negotiation? To effectively communicate with the other party and find an agreement and looking to find a mutual acceptable solution. The Agreement frame eliminates most of the oppositional manner of the discussion. Junking up to a point of agreement and then junking down keeping the agreement. Finding a win-win.

52. How would you use NLP in Sales? The NLP techniques are very useful in sales. You can get into rapport with the client and then identify how would be the best way to sell them something. Tell them of benefits or what they can avoid by buying your product. (Towards and away from.) Let them touch the product or tell them how it would work in a logical way. (Preferred language/Preferred representational system) You can use the meta model to ask them what they really want from a product.

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