Scribd
Upload
144 views

Manjunath VS Nmit

NLP (Neuro-Linguistic Programming) is the study of how the interaction of the brain, language, and body produces patterns of behavior. It was developed in the 1970s based on studying people who displayed excellence in fields like communication, psychotherapy, and education. NLP aims to understand how language influences the brain so it can be used deliberately to communicate more effectively. Key aspects of NLP include matching a person's body language, tonality, breathing, level of abstraction, and experiences to build rapport and elicit information.

Uploaded by

Rekha Aranha
Copyright
© Attribution Non-Commercial (BY-NC)
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
144 views

Manjunath VS Nmit

NLP (Neuro-Linguistic Programming) is the study of how the interaction of the brain, language, and body produces patterns of behavior. It was developed in the 1970s based on studying people who displayed excellence in fields like communication, psychotherapy, and education. NLP aims to understand how language influences the brain so it can be used deliberately to communicate more effectively. Key aspects of NLP include matching a person's body language, tonality, breathing, level of abstraction, and experiences to build rapport and elicit information.

Uploaded by

Rekha Aranha
Copyright
© Attribution Non-Commercial (BY-NC)
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
You are on page 1/ 48

NLP

Manjunath VS NMIT

What is NLP?
Definition: Neuro
Nerves transmit sensory information to the brain

What is NLP?
Sight Sound Smell Touch Taste

What is NLP?
Linguistic: We use language to communicate with others

What is NLP?
Sight Sound Smell Touch Taste

Language

What is NLP?
Programming The way we choose to organize information. It is predictable.

Definition
Study of successful people and the brain processes they use. Neuro-Linguistic Programming is the study of how the interaction of your brain (NEURO), your language (LINGUISTIC) and body produces patterns of behavior (PROGRAMMING).

NLP
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.

Neuro-Linguistic Programming When did it start? ---- What is it?


Neuro-Linguistic Programming comes from the disciplines that influenced the early development of its field, beginning as an exploration of the relationship between neurology, linguistics, and observable patterns (programs) of behaviour. John Grinder, a Professor at UC Santa Cruz and Richard Bandler, a graduate student, developed NLP in the mid-1970s. Definition 1: The reception, via our nervous system, of instances received and processed by the five senses (sight - iconic, hearing echoic, touch haptic, taste gustatory, and smell olfactory), the resultant use of language and nonverbal communication system through which neural representation are coded, ordered, and given meaning using our ability to organise our communication and neurological systems to achieve specific desired goals and results. Definition 2: The Study of the Structure of Subjective Experience and what can be calculated from it.
(

Neuro Linguistic Programming


Neuro
Nervous system through which experience is received and processed through the five senses.

the study of the structure of subjective experience.

Linguistic
Language and nonverbal communication systems through which neural representations are coded, ordered, and given meaning.

Programming
The ability to organize our communication and neurological systems to achieve specific desired goals and results.

Model
Our model is updated through our senses. We each take in information through a natural preferred combination of senses (called modalities):

Visual

Auditory

Olfactory

Gustatory

Kinesthetic / Tactile

If you match your language to the preferred sense of the person youre taking to, then you communicate more effectively. So how do you find out their preferred sense?

Visual learners
Visual learners tend to sit up straight and make eye contact, talk fast and have shallow breathing high in the chest.

Kinesthetic learners
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.

Auditory learners
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.

Learner Profile Communication Preference Sensual Memory


60% Iconic

NLP
Visual

LP
SEE

30% Echoic

Auditory

HEAR

10% Haptic

Kinaesthetic
(tactile-haptic instances)

FEEL
(emotional)

NLP = Neuro-Linguistic Programming LP = Language Patterns

Learner Profile
Learning Style Preferences
Visual oriented students
Learn via their eyes, in charts, graphs, flow charts, and symbolic representation

Auditory oriented students


Learn via their ears

Read/Write oriented students


Learn via the written/printed word

Kinaesthetic oriented students


Learn by doing simulated or real

Learners Learning Style Preference is firmly established before joining Higher Education and may be not be interpreted correctly by tutors.

Multi-modality
Learn by multi-sensory input

The position of their eyes


VISUAL CONSTRUCTED
VISUAL RECALL

AUDITORY CONSTRUCTED

AUDITORY RECALL

KINESTHETIC

AUDITORY DIGITAL

Communication Preference

Reading Eye Movements


Upper Right Lower Right Upper Left Lower Left Right Left

Upper Right
Visual Construction Building an Image What would your car look if it was purple?

Lower Right
Kinesthetic Accessing Feelings Accessing Senses What does it feel like to touch that ?

Upper Left
Visual Remembered Recalling Images What color was your room?

Lower Left
Auditory Digital Internal Dialogue Can you recite the Address?

Right
Auditory Constructed Making up sounds What would you sound like if you inhaled helium?

Left
Auditory Remembered Recalling past sounds Can you remember the sound of your mothers voice?

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.

Take care - Do not mock or mimic in a disrespectful way.

MATCHING & PACING


Body - 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

Uses of NLP
Selling Management Customer Service Sports Coaching Personal Development

Selling
NLP is used along with the NLP Meta Model in asking questions to find out exactly what the customer wants and needs.

Management
Management needs to find ways to motivate people in order to get them to work. NLP can help a manager do this.

Customer Service
Here NLP allows a person to understand the point of view the customer is coming from and also allows the person to help control the customers emotions.

Sports Coaching
Motivation is another big tool here. The coach needs to have his team motivated but also he needs them to perform at their best on command. NLP models excellence and helps make sure the skill set is there to replicate it.

Personal Development
NLP is at its best here. Almost every aspect of a persons life can be controlled by NLP. They can increase confidence, creativity, performance which can result in a better life.

NLP Modeling
The use of NLP techniques as applied in a work environment

Most techniques and tools of NLP have been derived by

Modelling

The NLP modeling process involves finding out about how the brain (Neuro) is operating by analyzing language patterns (Linguistic) and nonverbal communication. The results of this analysis are then put into step-by-step strategies or programs (Programming) that may be used to transfer the skill to other people and areas of application.

Why Use Modeling


Develop Strong Team Relationships Foster Positive Interpersonal Skills Enhanced Negotiations Problem Solving Build Deep Levels of Rapport Better Elicit Information from Clients Make the Client comfortable

Key Function of NLP


Building Deep Levels of Rapport
assume a similar state of mind become more like the other person when people are like each other, they like each other.

NLP Modeling Process


Modeling Consists of:
1. 2. 3. 4. 5. 6. Think in Terms of Modality Matching Body Language Matching Tonality Matching Breathing Pattern Matching Level of Abstraction Matching Common Interests

Modality
Match Their Modality Make Use of Innate Mode Qualities Speed Up or Slow Down To Match Their Tempo Speak To Their Modality

Matching Body Language


Mirror their physiology Copy Posture, Facial Expressions, Gestures and Movements Be Subtle Do NOT Mirror Negative Body Language

Matching Tonality
Match Tone, Tempo, Timbre Match Key Words Say It Back To Them

Breathing Pattern
Match Breathing Pattern Key to in and out breaths Pace Breathing Pattern Adjust Breathing Pattern

Match Level of Abstraction


Match Information Chunk Size Match Information Level of Detail

Match Common Experiences


Match common experiences Keep it Real Avoid Negative Connections

Calibration
Test your Rapport Develop Sensory Acuity Track Reactions Adjust

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 behavior of a person you can gain rapport more rapidly and hence connect with them 3) Understanding a persons personality type allows you to give them information in a way they are most receptive to.

You might also like