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 + Language
• Touch
• Taste
 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 “…the study
through the five senses. of the
structure of
subjective
experience.”

Linguistic Programming
Language and nonverbal The ability to organize our
communication systems communication and
through which neural neurological systems to
representations are coded, achieve specific desired
ordered, and given meaning. 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):

Auditory Olfactory Kinesthetic /

Visual Gustatory
Tactile
• If you match your language to the
preferred sense of the person you’re
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 NLP LP
60% Iconic Visual SEE

30% Echoic Auditory HEAR

10% Haptic Kinaesthetic FEEL

(tactile-haptic instances) (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 Learner’s Learning
Style Preference is
Learn via their ears firmly established
Read/Write oriented students before joining
Learn via the written/printed word Higher –Education
and may be not be
Kinaesthetic oriented students interpreted
Learn by doing – simulated or real correctly by tutors.
Multi-modality
Learn by multi-sensory input
 The position of their eyes
VISUAL
CONSTRUCTED VISUAL
RECALL

AUDITORY AUDITORY
CONSTRUCTED RECALL

KINESTHETIC AUDITORY
DIGITAL
 Communication Preference
N e u r o -lin g u is tic P r o g r a m m in g
e y e a c c e s s in g c u e s
R i g h t - lo o k in g u p L e f t - lo o k in g u p
v is u a l c o n c e p t u a lis a t io n v is u a l r e m e m b e r in g

R i g h t - lo o k in g a h e a d L e f t - lo o k in g a h e a d
a u d it o r y c o n c e p t u a lis a t io n a u d it o r y r e m e m b e r in g

L e f t - lo o k in g d o w n
R i g h t - lo o k in g d o w n
K in a e s t h e t ic /E m o t io n /F e e lin g s
t a lk in g t o o n e s e lf

R ig h t-e y e d o m in a n t
 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
mother’s 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 customer’s 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 Modelling
by…

“The NLP modeling process involves finding out

about how the brain (“Neuro”) is operating by
analyzing language patterns (“Linguistic”) and non-
verbal 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. Think in Terms of Modality
2. Matching Body Language
3. Matching Tonality
4. Matching Breathing Pattern
5. Matching Level of Abstraction
6. 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 person’s personality type
allows you to give them information in a way
they are most receptive to.