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Manjunath VS NMIT
What is NLP?
± 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 .
It is predictable.What is NLP? Programming The way we choose to organize information. .
. your language (LINGUISTIC) and body produces patterns of behavior (PROGRAMMING).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).
Law and Education. .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. Understanding the influence of language on the brain allows you to use it deliberately to communicate more effectively. Hypnosis. Psychotherapy. A vital skill in business success.
a graduate student. taste ± gustatory. via our nervous system. touch ± haptic. of instances received and processed by the five senses (sight . a Professor at UC Santa Cruz and Richard Bandler. Definition 1: The reception. ordered.Neuro-Linguistic Programming When did it start? ---. beginning as an exploration of the relationship between neurology. and given meaning using our ability to organise our communication and neurological systems to achieve specific desired goals and results. developed NLP in the mid-1970s. Definition 2: The Study of the Structure of Subjective Experience and what can be calculated from it. hearing ± echoic. linguistics.What is it? Neuro-Linguistic Programming comes from the disciplines that influenced the early development of its field. ( . the resultant use of language and nonverbal communication system through which neural representation are coded. and smell ± olfactory).iconic. and observable patterns (programs) of behaviour. John Grinder.
and given meaning. ³«the study of the structure of subjective experience.Neuro Linguistic Programming Neuro Nervous system through which experience is received and processed through the five senses. ordered. Programming The ability to organize our communication and neurological systems to achieve specific desired goals and results.´ Linguistic Language and nonverbal communication systems through which neural representations are coded. .
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 you¶re taking to. So how do you find out their preferred sense? . then you communicate more effectively.
.Visual learners Visual learners tend to sit up straight and make eye contact. talk fast and have shallow breathing high in the chest.
. If they are also tactile they will feel a need to fiddle with their pen or papers whilst listening.Kinesthetic learners Kinesthetic learners often slump down in their seats or fidget and speak much more slowly.
intonation and speed of speech is also controlled. They tend to use a rich vocabulary. . Their tone. They breathe more deeply and in a controlled way from the diaphragm.Auditory learners Auditory learners often softly repeat what has been said to themselves and nod their heads as they listen.
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 .
flow charts. in charts. Multi-modality Learn by multi-sensory input .Learner Profile Learning Style Preferences Visual oriented students Learn via their eyes. 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 Learner¶s Learning Style Preference is firmly established before joining Higher ±Education and may be not be interpreted correctly by tutors. graphs.
The position of their eyes VISUAL CONSTRUCTED VISUAL RECALL AUDITORY CONSTRUCTED AUDITORY RECALL KINESTHETIC AUDITORY DIGITAL .
looking ahead auditory conceptualisation Left .looking up visual remembering Right .looking up visual conceptualisation Left .looking down Kinaesthetic/Emotion/Feelings Right-eye dominant .looking down talking to oneself Left .looking ahead auditory remembering Right .Communication Preference Neuro-linguistic Programming eye accessing cues Right .
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? .
breathing. . etc. You can gain rapport rapidly by adopting this state. When people are naturally in rapport with each other they have the same posture.
Do not mock or mimic in a disrespectful way.Take care . .
position of hands Breathing . speed.MATCHING & PACING Body . intonation Words . crossing legs. Head and Shoulders Voice -Tone.Visual / Auditory / Kinesthetic Facial Expressions Gestures . small changes : blinking.posture. volume.
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.
. NLP can help a manager do this.Management Management needs to find ways to motivate people in order to get them to work.
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. .
NLP models excellence and helps make sure the skill set is there to replicate it.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. .
Personal Development NLP is at its best here. They can increase confidence. Almost every aspect of a persons life can be controlled by NLP. creativity. . performance which can result in a better life.
NLP Modeling The use of NLP techniques as applied in a work environment .
The results of this analysis are then put into step-by-step strategies or programs (³Programming´) that may be used to transfer the skill to other people and areas of application.´ .Most techniques and tools of NLP have been derived by« Modelling ³The NLP modeling process involves finding out about how the brain (³Neuro´) is operating by analyzing language patterns (³Linguistic´) and nonverbal communication.
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 .
they like each other. .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.
Think in Terms of Modality Matching Body Language Matching Tonality Matching Breathing Pattern Matching Level of Abstraction Matching Common Interests . 2. 3. 5. 6.NLP Modeling Process Modeling Consists of: 1. 4.
Modality Match Their Modality Make Use of Innate Mode Qualities Speed Up or Slow Down To Match Their Tempo Speak To Their Modality .
Gestures and Movements Be Subtle Do NOT Mirror Negative Body Language .Matching Body Language Mirror their physiology Copy Posture. Facial Expressions.
Matching Tonality Match Tone. Timbre Match Key Words Say It Back To Them . Tempo.
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 .
. their physiology and the position of their eyes when thinking.1) You can find out how someone represents the world in their head by observing the words they use. 2) If you match the behavior of a person you can gain rapport more rapidly and hence µconnect¶ with them 3) Understanding a person¶s personality type allows you to give them information in a way they are most receptive to.