Your Partner in DIGITAL PLATFORM STRATEGY Introduction To NLP And Rapport Building

RUNNING HEAD: 10 BOLD CAPS Ground Rules Suspend all and any intellectualising... The subconscious is not rational

RUNNING HEAD: 10 BOLD CAPS Basic Concepts The mind and the body are an inseparable entity We all know that the mind can affect the body Increasingly it is being seen that the body can affect the mind!

RUNNING HEAD: 10 BOLD CAPS NLP Applications Only one of many techniques and should be used where appropriate and with control or moderation Psychotherapy Building Rapport Education Changing mindsets Selling Developing Creativity Persuading Overcoming resistance

RUNNING HEAD: 10 BOLD CAPS Uses in Business (particularly in a “change environment”) Meetings Relationships Team Building Self Development

Uses in Business (particularly in a ”change environment”) There are no failures, only results NLP works on the basis that YOU ARE THE ONLY ONE YOU CAN BE CERTAIN OF CHANGING - however, when you change it can have a very great effect on many others

RUNNING HEAD: 10 BOLD CAPS NLP History 1972John GrinderProf of Linguistics Richard BandlerPsychologist Gregory BatesonAnthropologist Studied top three therapists: Fritz Perls- Originator of Gestalt theory Virginia Satir- Extraordinary family therapist Milton Erickson- World famous hypnotherapist Discovered: Very different personalities using surprisingly similar underlying patterns Top therapists ”techniques” refined and built into a model for: Effective communication Personal change Accelerated learning Greater enjoyment of life

RUNNING HEAD: 10 BOLD CAPS What’s in a name NEUROAll behaviour stems from our neurological processes of sight, hearing, smell, taste, touch and feeling - OUR BODIES AND MINDS BEING INSEPARABLE LINGUISTICUse of language to order our thoughts and behaviour and to communicate with others PROGRAMMINGHow WE CAN CHOOSE to organise our ideas and actions to produce results

RUNNING HEAD: 10 BOLD CAPS Maps and filters OUR INDIVIDUAL MAPSHow we UNIQUELY perceive the worldNot the territory they describeOnly cover a VERY SMALL PART of the world FILTERSFurther change our small maps by our uniqueCultureExpectationsLanguageBeliefsValuesInterestsAssumptions

RUNNING HEAD: 10 BOLD CAPS Change modelling NLP is a MODEL – it is not objectively true Behave AS IF it is true and notice the difference it makes to your world By changing your filters, you can change your world

RUNNING HEAD: 10 BOLD CAPS Four stages of learning 1Unconscious incompetence 2Conscious incompetence 3Conscious competence 4Unconscious competence Unlearning- Go from to Relearning- Go fromto.....WITH MORE OPTIONS 42 24

RUNNING HEAD: 10 BOLD CAPS The basis of NLP OUTCOMEHave a clear and positive outcome in any situation ACUITYBe alert and keep your SENSES open so that you notice what you are getting FLEXIBILITYBe able and prepared to keep changing WHAT YOU DO until you get what you want

RUNNING HEAD: 10 BOLD CAPS Communication We cannot NOT communicate Words 7% Voice Tonality 38% Body Language 55%

RUNNING HEAD: 10 BOLD CAPS How we use our senses internally Representational systems – Processing/thinking – VAK O/G Preferred rep systems Language and rep systems – Predictates

RUNNING HEAD: 10 BOLD CAPS Predicates Clear See Picture Glimpse Show Bright Focus Flash Tune Accent Tone Hear Click Key Compose Voice Touch Sharpen Impress Strike Stroke Impact Handle Stir VisualAuditoryKinesthetic

RUNNING HEAD: 10 BOLD CAPS How we access our memories and make them available for processing Lead System Cues/clues to the lead system in operation Eye accessing cues Speech - speed, tone and source Breathing - depth, where, speed Posture Gestures

RUNNING HEAD: 10 BOLD CAPS Eye accessing cues Visualising Auditory Sound Constructing Kinesthetic Sound Remembering Auditory Digital (Internal dialogue) (Feeling and bodily sensations) Visual Constructing Visual Remembering

RUNNING HEAD: 10 BOLD CAPS So what ? Misunderstandings Different languages Rapport We like people who ARE like us

RUNNING HEAD: 10 BOLD CAPS Rapport It is essential to get others to UNDERSTAND your needs and for you to UNDERSTAND theirs Identify and enter their world –Predicates –Accessing cues Match & cross-match Mirror Pace and lead Use metaphors 101% principle

RUNNING HEAD: 10 BOLD CAPS Change process ElicitProcess to guide someone into a particular state (eg pace and lead) CalibrateRecognising people in different states (eg taps when angry, smokes when agreeing) Resource AnchoringTransferring past POSITIVE emotional experiences to present situations Embedded messages Chaining/linking anchors Reframing Future pacing - ”As if”

RUNNING HEAD: 10 BOLD CAPS Strategies Use to get a decision or action In NLP a strategy is the way a person takes in information, processes it and then makes a decision or acts on it Strategy notation Strategy elicitation

RUNNING HEAD: 10 BOLD CAPS NLP techniques Changing personal history Swish V/K Dissociation Metaphors Reframing – Chunking up and down Visual squash Behaviour generation strategy

RUNNING HEAD: 10 BOLD CAPS Other NLP concepts Ecology Collapsing anchors Modalities and sub modalities Parts Meta modelling Congruence and incongruence Synesthesia Logical levels – Identity – Beliefs – Capabilities – Behaviours – Environment

RUNNING HEAD: 10 BOLD CAPS NLP - Building Rapport: Next Steps Select an individual with whom you wish to build an improved relationship or wish to influence Subtly mirror and watch his or her posture, movements, voice tone and speed, terminology and breathing - even when sitting alongside each other at a meeting, on a train, etc. Observe eye-movement and posture, and listen for speech patterns to identify the subject's preferred 'thinking process' - asking questions designed to elicit eye-movement accessing cues will help to accelerate the identification process and to confirm your assessment Adopt or increase your use of the movements and predicates preferred by the subject Be sensitive to the subject's reactions and responses to you and be flexible in your approach When you are comfortable with the 'pilot' - migrate and roll out the process

RUNNING HEAD: 10 BOLD CAPS Suggested reading Introducing Neuro Linguistic Programming J.O'Connor and J.Seymour (Mandala) Influencing with Integrity Genie Z.Laborde (Syntony) Magic Demystified B.Lewis and F.Pucelik (Metamorphous Press) Solutions L.Cameron-Bandler (Future Pace Inc.)