Tad James - What Is Nlp.PDF - NLP - Suryamitra

WHAT IS NEURO-LINGUISTIC PROGRAMMING

by Tad James, M.S., Ph.D., Certified Master NLP Trainer

NLP, or Neuro Linguistic Programming, is the art and science that can be described in a nutshell, as an

“attitude and a methodology that leaves behind a trail of techniques.”

“ First, the attitude of NLP is one of curiosity and experimentation. Next, the methodology is modeling,

which is the process of duplicating excellent behavior. Another person’s behavior can be duplicated by

studying what that person does inside their head (language, filters, programs, etc.) to produce results. NLP

was initially created in 1975 by Richard Bandler and John Grinder, who began modeling and duplicating

the “magical results” of a few top communicators and therapists. Some of the first people to be studied

included Hypnotherapist Milton Erickson, gestalt therapist Fritz Perls and family therapist Virginia Satir.

Since then, many others have contributed to the growth and development of the field. And finally, the trail

of techniques created through this type of modeling is what is commonly known as NLP. The programs in

this catalog describe the many different techniques we teach and use.

Today, NLP is widely used in business to improve management, sales and achievement/performance, inter-

personal skills; in education to better understand learning styles, develop rapport with students and parents

and to aid in motivation; and of course, NLP is a profound set of tools for personal development.

Sure you can surf the Internet! And we know you know

computers! ........ But what about your mind?

THE INTERNET (TODAY) -- You’ve managed to use a Web Browser and you’re here, aren’t you? But

how much do you know about what’s going on inside yourself and others? Neuro-Linguistic Programming

(NLP) is about just that. Knowing about what is going on inside yourself and what’s going on inside others!

Perhaps you’ve wondered, “How do I communicate better,” or, “How do I get in control of my own

personal computer—my brain!” New technology finally makes it easy to understand how we think, how we

communicate, and how we process emotions!

NLP techniques and processes help us to understand ourselves and others, and to produce new, and more

effective ways to:

Attract the right person for you

Create ideal relationships

Advance your career & make more money

Increase motivation and energy

Create your desired self-image

Communicate to produce the kind of results you want

Neuro-Linguistic Programming (NLP) is a behavioral technology, which simply means that it is a set of

guiding principles, attitudes, and techniques about real-life behavior, and not a removed, scientific theorem.

It allows you to change, adopt or eliminate behaviors, as you desire, and gives you the ability to choose

your mental, emotional, and physical states of well-being. With NLP, you learn how to grow from every

single life experience, thus increasing your ability to create a better quality of life. NLP is a very pragmatic

technology based on an ability to produce your desired results, thus allowing you to become proficient at

creating your future! In the end it is not a lot different from understanding how to program a computer - -

your own bio-computer.

If you understand computers, you already understand how NLP works! Computers are about man-machine

interface. NLP is about mind-body interface. The entire process is very similar! Maybe it’s time to learn

about your own personal computer—your mind!

WHAT OTHERS SAY ABOUT NLP:

“NLP cannot be dismissed as just another hustle. Its theoretical underpinnings represent an ambitious

attempt to codify and synthesize the insights of linguistics, body language, and the study of communication

systems.”—Psychology Today

“(NLP) does offer the potential for making changes without the usual agony that accompanies these

phenomena. . . Thus it affords the opportunity to gain flexibility, creativity, and greater freedom of action

than most of us now know. . .”—Training and Development Journal “

. . . real estate brokers and salespeople use Neuro-Linguistics to enhance their communication skills and

provide them with more choices when working in a difficult situation. . . it shows how we make sense of

the world around us and communicate.”—Real Estate Today

WHY STUDY NLP & TIME LINE THERAPY®

While many people study NLP and Time Line Therapy® techniques for their own personal growth and

development, they are also of the utmost value to the professional. Some professions using NLP include

Salespeople, Business Executives, Managers, Business Owners, Lawyers, Teachers, Trainers, Counselors,

Educators, Doctors, Chiropractors, Massage Therapists, Consultants, Hypnotherapists, Psychologists,

Athletes, Entertainers and Performers. Regardless of profession, the majority of NLP participants are

searching, and finding, better and more effective ways to increase their performance and improve their

effectiveness.

How will studying NLP and Time Line Therapy® techniques benefit me? Through using these techniques,

your personal happiness and professional success will be much more consistent, and much more

predictable. Your effectiveness working with others will be dramatically increased, and your ability to

empower yourself for optimum results will be increased. You will be able to generate empowering

emotional states within yourself at will, eliminate any negative emotions or limiting decisions, identify and

change limiting beliefs, inspire yourself with a compelling future that will have much better chances of

coming true, and create patterns of excellence from any role model you choose.

Achieving Professional Excellence. Whether you’re already succeeding in your profession, having some

difficulties, or if you’re transitioning into a new position, NLP and Time Line Therapy® techniques can

help you achieve, maintain and enhance excellence. Managers and Entrepreneurs use the information to

develop strong teamwork and relationships, and to foster positive interpersonal skills. Negotiations and

problem solving sessions are enhanced to create solution-oriented, win-win approaches. Salespeople learn

to build deep levels of rapport, elicit and fulfill the criteria and values of clients, and develop effective

methods for handling buyer’s remorse or future objections so the sales relationship is long-term and

mutually satisfying. Trainers and Educators learn new paradigms for inspiring and engaging students, as

well as effective techniques for dealing with challenging learning environments. . Mental Health

Professionals learn new skills and techniques that supplement their repertoire, and gain additional insights

into helping clients make the changes that support their own process of healing. Medical Professionals

learn techniques to better elicit information from clients, and to help the client be more comfortable with

and receptive to treatment, thus supporting them to heal in a more responsive fashion. WHAT IS NLP: A

MODEL OF COMMUNICATION AND PERSONALITY

Neuro Linguistic Programming (NLP) began as a model of how we communicate to ourselves and others

which was developed by Richard Bandler and John Grinder. This model explains how we process the

information that comes into us from the outside. The belief is that “The map is not the territory.” And so

the internal representations that we make about an outside event are not necessarily the event itself.

Typically, what happens is that there is an external event and we run that event through our internal

processing. We make an Internal Representation (I/R) of that event. That I/R of the event combines with a

physiology and creates a state. “State” refers to the internal emotional state of the individual—a happy

state, a sad state, a motivated state, and so on. Our I/R includes our internal pictures, sounds and dialogue,

and our feelings (for example, whether we feel motivated, challenged, pleased, excited, and so on). A given

state is the result of the combination of an internal representation and a physiology. So what happens is that

an event comes in through our sensory input channels which are:

Visual

Including the sights we see or the way someone looks at us;

Auditory

Including sounds, the words we hear and the way that people say those words to us (unless you specifically

want variety in form);

Kinesthetic

Or external feelings which include the touch of someone or something, the pressure, and texture;

Olfactory

Which is smell; and

Gustatory

Which is taste.

The external event comes in through out sensory input channels and it is filtered—we process the event. As

we process the event, we delete, distort, and generalize the information that comes in, according to any

number of several elements that filter our perception.

Deletion:

Deletion occurs when we selectively pay attention to certain aspects of our experience and not others. We

then overlook or omit others. Without deletion, we would be faced with much too much information to

handle with our conscious mind.

Distortion:

Distortion occurs when we make shifts in our experience of sensory data by making misrepresentations of

reality. In Eastern philosophy there is a well-known story of distortion in the rope versus snake analogy. A

man walking along the road sees what he believes to be a snake and yells “SNAKE.” However, upon

arriving at that place he is relieved as he discovers that what he sees is really only a piece of rope.

Distortion also helps us in the process of motivating ourselves. The process of motivation occurs when we

actually distort the material that has come into us that has been changed by one of our filtering systems.

Generalization:

The third process is generalization, where we draw global conclusions based on one or two experiences. At

its best, generalization is one of the ways that we learn, by taking the information we have and drawing

broad conclusions about the meaning of the effect of those conclusions.

Normally, the conscious mind can only handle 7 (plus or minus 2) items of information at any given time.

Of course, many people can’t even handle this number, and I know people who are a “1 (Plus or minus 2).”

How about you? Try this: Can you name more than 7 products in a given product category, say cigarettes?

Most people will be able to name 2, maybe 3 products in a category of low interest and usually no more

than 9 in a category of high interest. There is a reason for this. If we didn’t actively delete information all

the time, we’d end up with much too much information coming in. In fact, you may have even heard that

psychologists say that if we were simultaneously aware of all of the sensory information that was coming

in, we’d go crazy. That’s why we filter the information.

So, the question is, when two people have the same stimulus, why don’t they have the same response? The

answer is, because we delete, distort, and generalize the information from the outside.

We delete, distort and generalize the information that comes in from our senses based on one of five filters.

The filters are, Meta Programs, belief systems, values, decisions, and memories.

Meta-Programs:

The first of these filters is Meta Programs. Knowing someone’s Meta Programs can actually help you

clearly and closely predict people’s states, and therefore predict their actions. One important point about

Meta Programs: they are not good or bad, they are just the way someone handles information.

Values:

The next filter is values. They are essentially an evaluation filter. They are how we decide whether our

actions are good or bad, or right or wrong. And they are how we decide about how we feel about our

actions. Values are arranged in a hierarchy with the most important one typically being at the top and lesser

ones below that. We all have different models of world (an internal model about the world), and our values

are the result of our model of the world. When we communicate with ourselves or someone else, if our

model of the world conflicts with our values or their values, then there’s going to be a conflict. Richard

Bandler says, “Values are those things we don’t live up to.”

Values are what people typically move toward or away from (see Meta Programs). They are our attractions

or repulsion’s in life. They are essentially a deep, unconscious belief system about what’s important and

what’s good or bad to us. Values change with context too. That is, you probably have certain values about

what you want in a relationship and what you want in business. Your values about what you want in one

and in the other may be quite different. And actually, if they’re not, it’s possible that you may have trouble

with both. Since values are context related, they may also be state related, although values are definitely

less related to state than are beliefs.

Beliefs:

The next filter is beliefs. Beliefs are generalizations about how the world is. One of the important elements

in modeling is to find a person’s beliefs about the particular behavior we are trying to model. Richard

Bandler says “Beliefs are those things we can’t get around.” Beliefs are the presuppositions that we have

about the way the world is that either create or deny personal power to us. So, beliefs are essentially our

on/off switch for our ability to do anything in the world. In the process of working with someone’s beliefs,

it’s important to elicit or find out what beliefs they have that cause them to do what they do. We also want

to find out the disabling beliefs, the ones that do not allow them to do what they want to do.

Memories:

The fourth element is our memories. In fact, some psychologists believe that as we get older, our reactions

in the present are reactions to gestalts (collections of memories which are organized in a certain way) of

past memories, and that the present plays a very small part in our behavior.

Decisions:

The fifth element, and related to memories, is decisions that we’ve made in the past. Decisions may create

beliefs, or may just affect our perceptions through time. The problem with many decisions is that they were

made either unconsciously or at a very early age, and are forgotten.

These filters will determine our internal representation of an event that is occurring right now. It is our

internal representation that puts us in a certain state, and creates a certain physiology. The state in which we

find ourselves, will determine our behavior.

Remember that in this model the map, the I/R, is not the territory. Our every experience is something that

we literally makeup inside our heads. We do not experience reality directly, since we are always deleting,

distorting, and generalizing. Essentially, what we do experience is our experience of the territory and not

the territory itself.

As early as the late 60’s and early 70’s communication studies indicated that nonverbal behavior played an

important role in communication: (Mehrabian, A and R. Ferris (1967), ‘Inference of attitudes from non-

verbal communication in two channels’, The Journal of Counselling Psychology, 31, pp 248-52; Argyle, M,

F. Alkema and R. Gilmour (1970), ‘The communication of friendly and hostile attitudes by verbal and non-

verbal signals’, European Journal of Social Psychology, 1, pp 385-402; Birdwhistle, R (1970), ‘Kinesics

and Context’, Philadelphia:University of Pennsylvania). Researchers determined that just 7% of what we

communicate is the result of the words that we say, or the content of our communication. 38% of our

communication to others is a result of our verbal behavior, which includes tone of voice, timbre, tempo,

and volume. 55% of our communication to others is a result of our nonverbal communication, our body

posture, breathing, skin color and our movement. The match between our verbal and non-verbal

communication indicates the level of congruency.

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