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Language is influenced buy the way you perceive the worldand can be used to influence others.

Neuro-Linguistic Programmingis the study of how theinteraction of your brain(NEURO),your language(LINGUISTIC)and body produces patterns of behaviour(PROGRAMMING).

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NLP was devised byRichard BandlerandJohn Grinderin

1975 and is based on studying people who displayed excellencein fields including Professional Communication, Psychotherapy,Hypnosis, Law and Education.

Understanding the influence of language on the brain allows

you to use itdeliberatelyto communicate more effectively.

A vital skill in business success.

John Grinder Richard Bandler

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What are you aware of?

Write down 10 things you perceive.

Reticular Activating Systemperception lters.

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We all have a model of the world in our heads

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Our model is updated through our senses.

We each tae in information through a natural preferred

com!ination of senses "called modalities#$

Visual

Auditory

Kinesthetic / Tactile

Olfactory

Gustatory

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Answer the questions:

4 - Closest to describing you

3 - Next closest2 - Next closest1 - Least descriptive of you

When learning something difficult useyour preferred sense. When something iseasy try to develop your weaker senses.

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%f you match your language to the preferred sense ofthe person you&re taing to' then you communicate

more e(ectively.

)o how do you nd out their preferred sense?

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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

thereGet a handle

on

That rings

a bell

Hand in

hand

See eye to

eye

Voiced anopinion

Get or gripswith

I follow your drift

Ill see

to it

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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

thereGet a handle

on

That rings

a bell

Hand in

hand

See eye to

eye

Voiced anopinion

Get or gripswith

I follow your drift

Ill see

to it

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1.The words that they use.2.Physiological clues.

Visual learnerstend to sit up straight and makeeye contact, talk fast and have shallow breathinghigh in the chest.

Auditory learnersoften softly repeat what hasbeen said to themselves and nod their heads asthey 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.

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Kinesthetic learnersoften slump down intheir 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.

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1.The words that they use.2.Physiological clues.3.The position of their eyes.

In pairs - Ask each other the questions on yourworksheets notice the position of you partner'seyes as he/she is thinking.

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VISUALRECALL

VISUALCONSTRUCTED

AUDITORYDIGITAL

AUDITORY

RECALL

AUDITORY

CONSTRUCTED

KINESTHETIC

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Take care - The clues are only reliable whenused in combination. Dont rely on one alone.

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When people are naturally in rapport with each o

they have the same posture, breathing, etc.

You can gain rapport rapidly by adopting this sta

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MATCHING & PACINGBody - 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

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Take care - Do not mock or mimicin a disrespectful way.

Indirect matching - matching one aspect of yourbehaviour with another of theirs. e.g. Tempo of yourvoice to match their breathing rate.

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There are lots o di!erent measures o personalit

"#S$%&'S'yers()riggs&nneagram&tc.

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Dr Susan Dellinger

Choose the shape that you think best represents you

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# you *now a person+s personality type you can ma

inormed decision o how to communicate with the

*ive a s+uare lots of data' detail and documentation.

With a triangle , -ut to the chase

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1)You can find out how someone represents the world intheir head by observing the words they use, their physiologyand the position of their eyes when thinking.

2)If you match the behaviour of a person you can gain rapportmore rapidly and hence connect with them

3)Understanding a persons personality type allows you togive them information in a way they are most receptive to.

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