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2. Language is influenced buy the way you perceive the world and can be used to influence others. Neuro-Linguistic Programming is the study of how the interaction of your brain (NEURO), your language (LINGUISTIC) and body produces patterns of behaviour (PROGRAMMING).

3. © 2008 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. John Grinder Richard Bandler

4. © 2008 What are you aware of? Write down 10 things you perceive. Reticular Activating System perception filters.

5. © 2008 We all have a model of the world in our heads

6. © 2008 Our model is updated through our senses. We each take in information through a natural preferred combination of senses (called modalities): Visual Auditory Kinesthetic / Tactile Olfactory Gustatory

7. © 2008 Answer the questions: 4 - Closest to describing you 3 - Next closest 2 - Next closest 1 - Least descriptive of you When learning something difficult use your preferred sense. When something is easy try to develop your weaker senses.

8. © 2008 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?

9. © 2008 1. The words that they use. I see what you mean. Loud and clear Take a dim view of To tell the truth Hang in there Get a handle on That rings a bell Hand in hand See eye to eye Voiced an opinion Get or grips with I follow your drift I’ll see to it

10. © 2008 1. The words that they use. I see what you mean. Loud and clear Take a dim view of To tell the truth Hang in there Get a handle on That rings a bell Hand in hand See eye to eye Voiced an opinion Get or grips with I follow your drift I’ll see to it

11. © 2008 1. The words that they use. 2. Physiological clues. Visual learners tend to sit up straight and make eye contact, talk fast and have shallow breathing high in the chest. 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.

12. © 2008 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.

13. © 2008 1. The words that they use. 2. Physiological clues. 3. The position of their eyes. In pairs - Ask each other the questions on your worksheets notice the position of you partner's eyes as he/she is thinking.

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15. VISUAL RECALL VISUAL CONSTRUCTED AUDITORY DIGITAL AUDITORY RECALL AUDITORY CONSTRUCTED KINESTHETIC

16. © 2008 Take care - The clues are only reliable when used in combination. Don’t rely on one alone.

17. © 2008 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.

18. © 2008 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

19. © 2008 Take care - Do not mock or mimic in a disrespectful way. Indirect matching - matching one aspect of your behaviour with another of theirs. e.g. Tempo of your voice to match their breathing rate.

20. © 2008 There are lots of different measures of personality. DISC GEMS Myers-Briggs Enneagram Etc.

21. © 2008 Dr Susan Dellinger Choose the shape that you think best represents you

22. © 2008 If you know a person’s personality type you can make an informed decision of how to communicate with them. Give a square lots of data, detail and documentation. With a triangle - Cut to the chase!

23. © 2008 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 behaviour 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.

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