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The Language of (Reaching) The Heart: Welcome!
The Language of (Reaching) The Heart: Welcome!
Jeffrey K. Zeig, PhD
Welcome!
The Language of Jeff
(reaching) the Heart
Jeffrey K. Zeig, Ph.D.
www.jeffreyzeig.com
We will benefit from understanding
Gratitude
the structure of our medium
Responsive communication For being invited.
My passion for multidisciplinary
collaboration.
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“States”
Thesis: Patients present asking for changes in
“states.’
• Emotions Psychological Experiment
• Moods
• States Two photos of the same woman:
Which is more attractive?
My Message
• Teachers need a technology for eliciting changes in
“states.”
• Artists know how to elicit changes in “states.”
• “States” are altered by processes that are of
necessity implicit to the recipient.
• The process of eliciting changes in “state” can be
effected strategically (explicitly) by the
communicator.
• Embellishments create impact, not information.
Non‐specific factors
Embellishments
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Rossini’s The Barber of Seville
Cantata (Aria)
Soprano I
Emotional Impact!
Rossini’s The Barber of Seville
Cantata (Aria)
Soprano II
Emotional Impact.
How Implicit Influence Elicits
Emotional Response
Mansfield Park
Experiential Moment
Directed by Patricia Rozema
Two Sopranos You see, but you don’t realize what
Excellence Improved you see, or why you respond.
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Lessons gleaned from close to 40
We Will First View the Title years of being a therapist and 30+
Treatment, the opening years of international teaching.
Two Minutes of Mansfield Park.
Once to experience it. People are implicitly moved by the
Once to see what you missed in order to
deconstruct implicit methods of creating impact. experiences they live, less so by the
Later we will discuss real‐world applications information they learn.
The Structure of the
The Story of the Presentation
Presentation
The medium is the message. Search for the Holy Grail.
Where is it located?
EMOTIONAL IMPACT The Land of “Knowing” vs. The
Land of “Realizing.”
What needs to be known?
What needs to be realized?
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Stimulating possibilities,
Purposes and Method
not concrete answers
Heuristics/Algorithms
My Purposes We can begin with an
Experience.
Three Passions:
1. How Milton Erickson’s work can improve excellence Exercise
2. My latest project: Emotional Impact.
3. Motivate you to explore experiential effects.
My Method will be Experiential Connection Exercise I & II
The aesthetic tour, In pairs
not the historical tour
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Connection Exercise Connection Exercise II
1. Pitcher: Look down to the floor. Then look up at
• Turn to your neighbor: the person deliberately, in slow, step‐wise manner.
Smile. Take 3 seconds to do this.
• Establish Roles: One Pitcher, one Receiver. 2. Look at your neighbor meaningfully, valuing him or
her with your interest. See this person as if for the
first time. Make a sound (or sounds) that
represents your interest. Take 5 seconds to do this
task.
3. End by silently make a gesture of appreciation.
4. How specifically did that procedure increase the
impact? What procedures caused the most effect?
Connection Exercise I
• Pitcher: Look at your partner meaningfully
valuing (honoring) him or her with your
interest. See this person as if for the first time. Discussion
Take five seconds to complete the task.
• What is the impact? What created the
impact?
When you want to have emotional
impact, what orientation do you
Connection Exercise II take?
Keep the same roles. Any time the voice of reason doesn’t work,
Do not change roles which is often, what orientation do you
take?
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The path to generative change is
My Project
experiential, not didactic
I use experiential methods derived from
hypnosis, but not necessarily including
hypnosis.
Hypnosis as a lens…
The Art and Science of Impact Modeling Excellence
“Unpacking”
Deconstructing Excellence
Or… The Grammar of
It is not as much what you say Emotional Impact
It will not make you excellent at
emotional impact—but knowing it
will help.
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Esquire Magazine
November 1975
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…and Social Psychologists
What the Communicator Where am I with this exploration
Knows… today?
What the recipient experiences… Documentary
Cross Fertilization Documentary
To evolve one field, take ideas from Emotional Impact
other fields. Directed by
Jeff Zeig and Alex Vesely
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Sigmund Freud, M.D.
Happy 125th
Documentary Birthday,
Psychotherapy!
Sigmund Freud, M.D.
even “weird.”
Freud can be credited as the first
experiential therapist. He made
therapy into a completely
unusual conversation.
Standing on the Shoulders of
My Model?
Mentors
Who made psychotherapy into an Milton H. Erickson, M.D.
unusual conversation
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Father of Modern Hypnosis Modeling:
Innovator in Brief Psychotherapy My attempts to model Erickson
Models of Erickson
Milton Erickson circa 1975
Implicit Influence
Injunctive Communication
Milton H. Erickson, M.D. (1901‐1980)
Injunctive Communication:
The Purview of Art
The Rhetoric of Art
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The Imperative of Art: Differences between East & West.
Art Communicates via Imperatives
The recipient must intuit the hidden The following images were created by a Chinese
man (Liu Young) who studied in Germany. They
message: show differences between Western and Eastern
culture simply, elegantly, and effectively.
“What is being communicated?”
Blue=West
Red=East
Reference experiences
The Foundation of Realizations
The Power of Signals
To create reference experience
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The Picture Perfect Diet
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Imagine this Diagram is a Car.
How to create influence traditionally:
Thinking Behavior
Affect
Sensation Physiology
”State”
Imagine this Diagram is a Car
How to create influence systemically:
Thinking Behavior
Fundamental Thesis
Context
Client’s want to Change “States.”
(Or they want others to change
Affect
theirs) Sensation Physiology
”State”
Experiential Impact
technology
Context
How can we think about “states?”
What is a “state?”
Affect
Physiology
Sensation
”State”
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Thesis
• Impact should address sub cortical
(subconscious) regions of the brain– I am sure.
• Animals communicate experientially About Implicit (Invisible) Codes
• So do movie makers, poets, novelists, artists,
and so forth. And how we implicitly respond…
A few simple examples:
Is the slope of this line up or down?
We Will Investigate Implicit Codes
of Impact in the Arts
Using Movies, which will be our primary
metaphor, but in terms of implicit structure,
not themes or content.
Is the slope of this line up or down?
Visual Codes
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Future or Past? Going home or away?
Future or Past? Good or Bad?
Going home or away? Good or Bad?
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Good or Bad?
Most sentences directly or obliquely
put more linguistic apparatus into
operation than is readily apparent
Richard Ohmann
Good or Bad?
Consider:
The impact of sentence structure
Written Communication These are difficult times
Implicit Codes that impact (A low impact sentence)
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Contemporary events are
Second Example
stressful.
Still low impact The Impact of Sentence Structure
Trying times affect one’s being Tide brought you this message.
Still low Low Impact
These are the times that try This message is brought to you
men’s souls by…Tide.
Thomas Paine High Impact
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Tide brought you this message to
Example
YOU!
High Impact Cumulative Sentence
Cumulative Sentences
Cumulative
coordinated
1 Sentence
2 phrase
Compound Sentences with Free 2 phrase
Use
•adverbs,
2 phrase •direct objects,
Modifiers Cumulative
•gerunds,
•repetitions
subordinated
Cumulative Sentences 1 Sentence
2 phrase A1
2 phrase A2
3 modify A2
3 modify A2
Most authors vary sentences in a
way that we never see that device, Phatic Phrases
but in which we feel the effect.
Compound sentences with free
modifiers are “hypnotic.”
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Phatic phrases in a sentence:
As it happens____________________,
What is the technology of
As it happens____________________
As it happens____________________
eliciting “states”?
As it happens ___________________ There is one. And it requires an
as if __________________________. understanding of implicit
responsiveness.
Theses
• We under function terribly: We do not use our
medium to its fullest extent. We need to evolve our
understanding of influence, not theory or technique.
Implicit Codes • We can be “corporate raiders.”
• We can harness Artistic influence.
• We can awaken dormant representations and brain
Are Examples of Implicit scripts that lead to changes in “states.”
Responsiveness • The art of awakening emotions is experiential and
implicit.
• Signals elicit emotions more than words do.
How this project came about
• Milton Erickson
Eliciting emotions and “states” • Alex Vesely
requires implicit influence. • Christian Mikunda
It is in our human design.
It is an evolutionary imperative.
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Question:
Summary How can we exploit the inherent structural possibilities
in our
medium (communication)
Artists explore the limits of their that can empower our clinician work?
medium.
Answer:
Question: Study the structure of implicit artistic
influence and harness
How can we exploit the inherent structural experiential methods.
possibilities in our
medium (communication)
that can empower emotional impact?
My Answer: Science or Poetic Power?
Where Science=Information, and
Study the structure of artistic
influence and harness Poetry=Emotional Response
experiential methods.
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Trees: Morphology
• Tree roots anchor the structure and provide water and nutrients. The ground has eroded away around the roots of this
young pine tree.
• The parts of a tree are the roots, trunk(s), branches, twigs and leaves. Tree stems consist mainly of support and transport
tissues (xylem and phloem). Wood consists of xylem cells, and bark is made of phloem and other tissues external to the
vascular cambium. Trees may be grouped into exogenous and endogenous trees according to the way in which their stem
diameter increases. Exogenous trees, which comprise the great majority of trees (all conifers, and almost all broadleaf
trees), grow by the addition of new wood outwards, immediately under the bark. Endogenous trees, mainly in the
monocotyledons (e.g., palms and dragon trees), but also cacti, grow by addition of new material inwards.
• As an exogenous tree grows, it creates growth rings as new wood is laid down concentrically over the old wood. In species
growing in areas with seasonal climate changes, wood growth produced at different times of the year may be visible as
alternating light and dark, or soft and hard, rings of wood.[3] In temperate climates, and tropical climates with a single wet‐
Science or Poetic Power? dry season alternation, the growth rings are annual, each pair of light and dark rings being one year of growth; these are
known as annual rings. In areas with two wet and dry seasons each year, there may be two pairs of light and dark rings each
year; and in some (mainly semi‐desert regions with irregular rainfall), there may be a new growth ring with each rainfall.[8]
In tropical rainforest regions with constant year‐round climate, growth is continuous and the growth rings are not visible
with no change in the wood texture. In species with annual rings, these rings can be counted to determine the age of the
tree, and used to date cores or even wood taken from trees in the past, a practice is known as the science of
dendrochronology. Very few tropical trees can be accurately aged in this manner. Age determination is also impossible in
endogenous trees.
• The roots of a tree are generally embedded in earth, providing anchorage for the above‐ground biomass and absorbing
Psycho‐education or water and nutrients from the soil. It should be noted, however, that while ground nutrients are essential to a tree's growth
the majority of its biomass comes from carbon dioxide absorbed from the atmosphere (see photosynthesis). Above ground,
the trunk gives height to the leaf‐bearing branches, aiding in competition with other plant species for sunlight. In many
trees, the arrangement of the branches optimizes exposure of the leaves to sunlight.
Experiential Approaches? • Not all trees have all the plant organs or parts mentioned above. For example, most palm trees are not branched, the
saguaro cactus of North America has no functional leaves, tree ferns do not produce bark, etc. Based on their general shape
and size, all of these are nonetheless generally regarded as trees. A plant form that is similar to a tree, but generally having
smaller, multiple trunks and/or branches that arise near the ground, is called a shrub. However, no precise differentiation
between shrubs and trees is possible. Given their small size, bonsai plants would not technically be 'trees', but one should
not confuse reference to the form of a species with the size or shape of individual specimens. A spruce seedling does not fit
the definition of a tree, but all spruces are trees
The Science of Trees Science
When you want to provide Is the exchange of information.
information, use science Is not about emotional impact.
Trees: Classification
• A tree is a plant form that occurs in many different orders and families of plants.
Trees show a variety of growth forms, leaf type and shape, bark characteristics,
and reproductive organs.
• The tree form has evolved separately in unrelated classes of plants, in response to
similar environmental challenges, making it a classic example of parallel evolution.
With an estimate of 100,000 tree species, the number of tree species worldwide
might total 25 percent of all living plant species.[6] The majority of tree species
grow in tropical regions of the world and many of these areas have not been
surveyed yet by botanists, making species diversity and ranges poorly
•
understood.[7]
The earliest trees were tree ferns and horsetails, which grew in forests in the
The Artistic Experience of Trees:
Carboniferous Period; tree ferns still survive, but the only surviving horsetails are
not of tree form. Later, in the Triassic Period, conifers, ginkgos, cycads and other
gymnosperms appeared, and subsequently flowering plants in the Cretaceous
Period. Most species of trees today are flowering plants (Angiosperms) and
conifers. A small group of trees growing together is called a grove or copse, and a An Experiential Realization
landscape covered by a dense growth of trees is called a forest. Several biotopes
are defined largely by the trees that inhabit them; examples are rainforest and
taiga (see ecozones). A landscape of trees scattered or spaced across grassland
in Two Parts
(usually grazed or burned over periodically) is called a savanna. A forest of great
age is called old growth forest or ancient woodland (in the UK). A young tree is Visual and Auditory
called a sapling.
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Tree
Thesis
Artists know more about implicitly
eliciting emotional impact than
clinicians
Robert Frost
Tree at my window, window tree,
My sash is lowered when night comes on;
But let there never be curtain drawn
Between you and me.
Vague dream‐head lifted out of the ground, And, Subtle Impact
And thing next most diffuse to cloud,
Not all your light tongues talking aloud
Could be profound.
Brings Good Things to Life
But tree, I have seen you taken and tossed,
And if you have seen me when I slept,
You have seen me when I was taken and swept
And all but lost.
That day she put our heads together,
Fate had her imagination about her,
Your head so much concerned with outer,
Mine with inner, weather.
A poem requires a weird grammar in
We can Take Artistic License
order to have emotional impact.
Subtle Impact Brings Good Things to
Life
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ARTISTIC LICENSE
How to increase impact
Harnessing Experiential Methods
Using “Performative” In six easy categories.
Communication A preview…
Influence Strategies derived from the Arts
that you will see in the movie to follow.
But ones we have already experienced in
this presentation.
• Create set
“Performative” Communication • Create Imbalance
Communication that is answered • Attune
with an action and concomitant • Set up
emotional response
• Elicit
• Exit
Performative Communication Movie
• Movies are a multidimensional art
• Performative communication is communication designed
• Art is about influence
for impact. The communication is dramatic, and it • We will use a movie clip to see how art creates
implicitly requests that an action is performed by the impact
responder. The Arts exemplify performative • The movie is a metaphor for how we can take ideas
communication. The list to follow consists of elements from the arts to advance psychotherapy
from the Arts—especially movies— that can be applied • We can use Art to “model” the structure of
interpersonally, primarily oriented to offering
psychotherapy, but applicable in other situation of human
influence.
influence. • We can use movies because of our media literacy.
• There are six subsets: Create Set; Set‐up; Imbalance; • Movies are base in undetectable influence. You must
Attune; Elicit; and Exit. The subsets are not necessarily be kept blind to the way in which impact is created.
conducted sequentially in the course of a series of Movies impact via connotation.
transactions.
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Movies Bring Together Many Arts
including:
• Script Writing
Movies are based in • Cinematography
• Music Composition
undetectable influence • Acting
• Sound Effects Design (Foley Artists)
(Connotation) • Sound Mixing
• Set Design
Movie goers cannot perceive the • Lighting Design
inherent structures (codes) that • Costume Design
influence them • Special Effects
• Editing
The Structure of Impact:
Movies are not…
Heuristics of Implicit Influence in the
Persusaion can be …
Movie Clips We Viewed.
Movies are not about the flow of life. If they • Oriented toward‐‐awaken representations
portrayed the realities of everyday life, • Create fascination
they would not be interesting. • Attune
• Use signals to elicit emotion
Persuasive methods should not resemble • Be multisensory, multidimensional, and multilevel.
methods used in every day life. • Move in strategic steps
• Use unreality‐‐make it weird.
Persuasive methods should be an unusual.
• Use movement‐‐keep the eyes moving
Keep Persuasion Weird. • Destabilize—create arousal.
• Influence can be invisible. Use connotation.
What Movies Do Structurally
Show, not tell
• compress time
• compress emotions
• manipulate
• misdirect
• use implicit influence Real‐World Applications
• tell stories
• destabilize
• create arousal For Therapeutic Impact
• provide a break from reality
• provide multi‐level stimulation
• assault the senses
• use signals
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Codes of Emotional Influence in Art
• Make it emotionally engaging.
How to empower communication in • Make it visually interesting.
therapy using codes of emotional • Make it unusual. Destabilize.
impact used in the Arts (Movies)
Nine “make its”
Codes of Emotional Influence in Art Codes of Emotional Influence in Art
• Make it emotionally engaging. • Make it emotionally engaging.
(Which could be a “Frame.”) • Make it visually interesting.
• Make it unusual. Destabilize.
• Make impact invisible.
Codes of Emotional Influence in Art Codes of Emotional Influence in Art
• Make it emotionally engaging. • Make it emotionally engaging.
• Make it visually interesting. Appeal to the • Make it visually interesting.
eyes. • Make it unusual. Destabilize.
• Make impact invisible.
• Make it precise.
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Codes of Emotional Influence in Art Codes of Emotional Influence in Art
• Make it emotionally engaging.
• Make it emotionally engaging. • Make it visually interesting.
• Make it visually interesting. • Make it unusual. Destabilize.
• Make impact invisible.
• Make it unusual. Destabilize. • Make it precise.
• Make impact invisible. • Make your interventions in stages. Move in small
steps.
• Make it precise. • Make it multilevel to increase impact.
• Make your interventions in stages. Move in • Make use of signals, not didactic information.
small steps. Use “teasers.” • Make the source of influence invisible. Use
Connotation.
Codes of Emotional Influence in Art
• Make it emotionally engaging.
• Make it visually interesting.
• Make it unusual. Destabilize. Social Psychology
• Make impact invisible.
• Make it precise. Implicit Influence
• Make your interventions in stages. Move in Science—not applications
small steps.
• Make it multilevel to increase impact.
Social Psychology Experiments
Codes of Emotional Influence in Art
Priming
• Make it emotionally engaging. • DOLX
• Make it visually interesting.
• Make it unusual. Destabilize.
• Make impact invisible. • WLVSO
• Make it precise.
• Make your interventions in stages. Move in small • TIERDERQ
steps.
• Make it multilevel to increase impact.
• Make use of signals, not didactic information.
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Social Psychology
• Warmth
Milton H. Erickson, M.D.
• Chinese Letters (1901-1980)
• Famous Overnight.
Social Psychology Experiments Thanks!
Priming www.emotional‐impact.com
John Bargh, Ph.D.
Yale University
Social Psychology Orientations
• Priming or Seeding Attributions
• Misattributions
• Cognitive Dissonance Handout
• External Justification/Effort Justification
• Destabilization www.erickson‐foundation.org/
• Implicit influence/implicit responsiveness (people walking
in a mall) zeigworkshops/Rottweil.html
• Emotional contagion
• Perceptual blindness
• Inattentional blindness
• Social Mimicry
• Demand Characteristics
• Etc.
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Jeffrey K. Zeig, Ph.D.
• Copyright 2012
• www.jeffreyzeig.com
Jeffrey K. Zeig, PhD
www.erickson-foundation.org
www.jeffreyzeig.com
www.zeigtucker.com
jeff@erickson-foundation.org
www.erickson-foundation.org
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