This articles provides an easy and straightforward introduction to the key concepts and modelling techniques of Neuro-Linguistic Programming (NLP) to help you apply quickly apply some of the concepts to achieve excellence in thinking and communication.

Originally developed by Richard Bandler and John Grinder in the early 1970s as an offshoot of the American personal development scene, the techniques of NLP have been used increasingly in recent years by businesses wanting to enable change, by achieving a better understanding of the different ways people communicate. NLP is all about communication, learning and change and it has a role to play on both a business and an individual basis. NLP has been found to be particularly useful in helping firms with culture change, improving management skills, learning and development and specifically in helping to train trainers in better communication techniques.

 

Defining Neuro Linguistic Programming

A simple definition of  Neuro linguistic programming: "The study, application and implementation of excellence in thinking and communication." 

The techniques of NLP have evolved from the study of how people excel and what they actually do to achieve success. NLP attempts to make the unconscious conscious, with an analysis of behaviour patterns, thinking habits, skills and beliefs. Once there is better understanding of what makes top achievers reach their level of success, it is then possible to code or model these patterns and reproduce them. NLP provides a repertoire of techniques to interpret clues about how people learn, and recognises that different people learn in different ways. The term 'neuro- linguistic programming' gives more clues to what the technique is about. 'Neuro' refers to the neurological system through which experiences are translated into conscious or unconscious thought. 'Linguistic' refers to how people communicate and how language is used to make sense of experiences. 'Programming' refers to the fundamental NLP concept that behaviour and thinking can be coded and consequently reproduced.

 

Advantages of Neuro-Linguistic Programming NLP:

• helps drive the process of effective change and therefore has a role to play in business situations
• increases effectiveness in communicating with and influencing others
• improves levels of interpersonal competency and helps you to grow as an individual

Disadvantages of Neuro-Linguistic Programming

• The mechanical nature of some of the techniques has been criticised, but it depends on how skilfully the techniques are applied in practice
• Lack of evidence of the effectiveness of NLP has led to criticism of the technique

 

 

Neuro Linguistic Programming Action checklist

(NLP terminology is indicated in brackets)

 

1. Identify your goals (Well-formed outcomes)

Make choices to establish well-formed outcomes. Focus on outcomes or goals that you do want to achieve, not on those you do not want.

 

2. Consider your own beliefs

Examine the personal and working beliefs that drive your thoughts, feelings and actions. You may be able to identify empowering and supportive beliefs that you are happy to keep, or limiting and restrictive beliefs that are better discarded.

 

3. Consider others' views (Perceptual positions)

Try to understand as many views as possible of any situation. Put yourself in someone else's shoes. How do things look now? Imagine what it would be like looking at the situation from an observer's point of view.

 

4. Try to talk the same language (Accessing cues and representational systems)

Attempt to pick up on clues and cues that help you to recognise how other people process information and how they use language to represent experiences. People use their senses to represent experiences described through words, so you might prefer to 'hear' what has happened at a recent meeting or 'see' a report. Different thinking styles or representational systems can be identified. Good communicators will use the three main representational systems (visual, auditory and kinaesthetic) to ensure that their audiences have a chance of seeing, hearing or making sense of their presentation. Do you have a preferred thinking style? Do you tend to use words in visual mode, such as you 'see eye to eye' with someone or 'that looks good'? Take note of other people's words and try to identify their thinking style.

 

5. Try to establish rapport

If you observe instinctive rapport in action, people often match each other's words, eye movements and body language. It is possible to learn to do this and therefore be in a better position to influence a situation. Interestingly, you will also be more open to influence and will more confidently communicate with clarity and impact.

 

6. Avoid misunderstandings (Meta model)

Be aware of lines of questioning that can help you clarify what someone is trying to tell you. People often use patterns of language that are rather vague. This may be done deliberately or sometimes just by assuming too much. NLP suggests using who, what or how questions to tease out the full story. For example, in response to the complaint 'they don't tell you anything', you might like to ask 'who exactly?' Similarly, 'I just can't manage' may be followed by 'what would you need to be able to manage?'

 

7. Consider your focus of interest (Metaprogrammes)

Begin to understand how you respond to information you are given, and how you filter information. Do you tend to notice some experiences and screen out others? NLP identifies 12 metaprogrammes, each of which has its own language, work role and response. For example, if you are a 'towards' person you tend to move towards your goals, talk about benefits and know what you want. An 'away-from' person focuses on what to avoid and has problems uppermost in their mind.