This presentation was made to students of MS University Baroda (Gujarat), India in April 2006 and gives information about subject NLP and how NLP Skills can be developed.
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What is NLP ?
(Neuro Linguistic Programming)
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Dictionary Meaning â âBrainâ
âNeuroâ covers what goes in the brain and in
the nervous system
Neuro
We are going to deal with
âHuman Mindâ
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Dictionary Meaning â âLinguisticâ
âof language or the study of Languageâ
Linguistic
We are going to deal with
âthe way we use words and how this affects our
perception & relationship with external worldâ
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Dictionary Meaning
âSeries of coded instructionsâ
Programming
In this session we will discuss about Skill of
âProgramming your perceptions, feelings to
produce Positive & Beneficial state of mindâ
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History
Began in the early 1970s
By Mathematician â
Mr. Richard Bandler
and Linguist â
Mr. John Grinder
How it began ?
A simple but fascinating question:
"What is it that makes the difference between somebody who is
Merely competent at any given skill, and somebody who excels
at the same skill?
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NLP
NLP (Neuro Linguistic Programming) -
Technique/Method â
⢠Of excellence & achievement
⢠Providing guiding Principles
⢠Sets Positive Attitude in mind
Tool â
⢠To develop emotional intelligence
⢠To enhance personal and professional development
⢠To facilitate changes
Skill â To deal with things âThe way they areâ & to improve upon.
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NLP isâŚâŚ
The study of subjective experience
Science of Human Achievement
The study of Excellence
An attitude and a methodology that leaves behind a trail of techniques
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Why NLP?
What can NLP do for me?
⢠Help you change your thoughts & behaviors
⢠Interrupt old unwanted programs in mind and install new
assumptions and emotions
⢠Eliminate Lifelong habits, fears and phobias
⢠Helps to recognize the clues that give you insight âHow others
are feelingâ
⢠Develops the way -To approach the situation
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NLP Advantage
NLP Applications â
⢠Focus on âWhat worksâ
⢠Confidence Building
⢠Effective Communication
⢠Helps in retaining positive emotional state
⢠Problem Solving
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Applications
Focus on âWhat worksâ -
âWhat one person can learn to do,
anyone else can learn to doâ
âFind out What worked for other, then do itâ
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Applications
Confidence Building -
âBelieve in yourself, if you donât,
Than who else willâ
âDo the things you fearâ
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Applications
Effective Communication -
âCommunication is more than what you're saying.â
âMeaning of words is not in the âwordâ communicated,
its in our intentionâ
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Applications
Retain Positive emotional state-
âNo one can make you feel inferior,
Know your worthâ
âRecall your past success often,
retain positive mental stageâ
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Applications
Problem Solving -
âEveryone has the resources,
which they need to cope with any problemâ
âFocus on the solutions not on the problemsâ
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Developing NLP
Four Level Competence Requirement
âYou donât know,
what you donât knowâ
âYou are very aware
what you donât knowâ
âYou are very aware of
what you do knowâ
âYou can use your knowledge
without thinking about itâ
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Setting Objectives â
⢠Start with outcome thinking
⢠Think of action I need to ensure this happen
⢠What will I see, hear and feel on achievement
⢠Visualize when & where you will achieve your objectives
⢠Think of resources through which you can make it happen
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Boosting Confidence â
⢠Do believe you are good enough
⢠Practice imaging yourself doing a task well
⢠Ask yourself â
â Are there any occasion in the past when I was a confident decision maker?
â Have I examined the areas where I lack confidence?
⢠Maintain a Positive self image in the Present & Future situations
⢠Practice giving effective and constructive feedback, praise & complement
team.
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Improving Performance â
⢠Hold yourself responsible more than anybody else expect you to be.
⢠Prioritize Management Skills â Self > People > Project
⢠Know your stage, what to learn & improve -
â Unconscious incompetence - You are unaware of a skill
â Conscious incompetence - You are trying to learn the skill
â Conscious competence - You have to concentrate on it.
â Unconscious competence - The skill become automatic
⢠Rehearsing situations Mentally
⢠Practice positive responses/outcomes till it comes to mind automatically.
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Helping others Improve â
⢠What gets another person Motivated or turned off?
⢠Match Body Language & Style for support
⢠Determine & provide what resources other needs
⢠Create opportunities for interaction & cooperation
7%
38%
55%
Words Speech Body Language
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Building & Improving Working Relationshipâ
⢠Develop Rapport to the appropriate level
⢠Understand Organization runs more on Relations than
technical merits
⢠Choose your situational approach keeping time & place in
mind (But be sincere)
⢠Focus on Effective Relationship (increasing peopleâs
effectiveness and maximizing potential) rather than BPR
(tighter control, cost cutting etc).
⢠Recognize the part you play in each relationship, Think as an
Observe in Relationship situation (Is focus on Task or People?).
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Recognizing The clues and Matching Personal Flexibility -
⢠Recognize Language type & thinking pattern of People
â Visual Type - âBright Ideasâ , âSee the whole pictureâ
â Auditory Type - âSounds goodâ, âWe need to talk on thisâ
â Kinesthetic Type - âIt feels goodâ, âI am tiredâ
â Gustatory Type - âI can taste the successesâ âIts bitter experienceâ
â Olfactory Type - âIt smells like a winner to meâ âProblem is stinkingâ
⢠Recognizing body language clues of others & match your style
⢠Watch as an observer âHow other people respond to you and change your
approachâ
⢠Think of possible approaches for People you deal, until you find best option.
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Working with Personality Traitsâ
⢠Recognize consistent pattern of Behaviour of people & self
⢠Evaluate People on Peoplesâ & self opinion
â Proactive People - âWe just need to get this done before âŚâ
â Reactive People - âLetâs wait until we know moreâ
â Big Picture - âYou are not seeing overviewâ
â Fine Details - âThe fine details are importantâ
â Procedure oriented - âThis is the way it is done hereâ
â Option oriented - âYes, but we need fresh approachâ
â Self centered - âI want to make a decision hereâ
â Others oriented - âWill the customers buy this?â
â Time oriented - âI really want finish by this deadlineâ
â Away from - âWe canât make this mistake againâ
â Similarity - âWe had this problem beforeâ
â Difference - âThe pace of change is differentâ
⢠Ensure Job specification matches Peopleâs Characteristics/ strengths
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Managing Emotions â
⢠Be aware of own Emotional State and changes
⢠Be aware of Emotional state of others while dealing
⢠Calibrate your emotions as per situation or othersâ emotions.
⢠Anchor your past positive emotional stage
⢠Make decisions only when you feel positive
⢠Protect your emotions âI wonât let anybody hurt my emotionsâ
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Influencing through Language -
⢠Ask question to give direction to conversation
⢠Read peopleâs response as you talk
⢠Choose your words & the way you speak
⢠Before you send E-mail âRead them as Recipientâ
⢠In any communication situation listen closely & change voice
tone and pitch.
⢠Repeat the Key words in your communication.
ContinuedâŚ
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Using Vague Language â (Milton Model)
Language Pattern Desired Effects
âYou might have noticedâ Its ok if you noticed or not
âWeâre under more competitive pressureâŚâ Who feels, what pressure or how.
âYou may or may not agreeâŚâ Listeners are free to make ANY opinion
Formulating Clarifying Questions (Meta Model)
Statement Key word Type Effect on others
âYou must always write
reports better in futureâ RULE
What will be the
consequences if I donât
improve?
âYou must always write
reports better in futureâ GENERALIZATION
Do you really mean you
always want me to write
reports better?
âYou must always write
reports better in futureâ COMPARISION
In what way do you mean
better exactly?
Influencing thruâ
Language continuedâŚ
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Coaching Self â
⢠Start & Improve SELF TALK
⢠Notice Effects of Positive & Negative Self Talks
⢠Questions to ask yourself â
â What do I need to do differently?
â What positive assumptions am I making from my self talk?
⢠Prepare yourself for the Best (but remain ready for âIf notâ
situation)
⢠Make sure you give yourself frequent encouragement.
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Coaching (others) for resultsâ
⢠Reflect thruâ your action âWhat you expect in results?â
⢠Remain supportive (ALWAYS) for achievement of results.
⢠Questions to ask yourself (when you coach others) â
â What is the most important issue for us to focus?
â What do we want to achieve & how it is possible?
â Where my people need to improve?
⢠Use Coaching time as opportunity to improve relationship with your staff.
⢠Review actions (How we did it?) and results after each coaching.
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Visualizing for Effectiveness â
⢠Practice Visualizing (Mental Rehearsal) in a number of ways
⢠Choose Languages for Mental Rehearsal
(Auditory/Visual/Kinesthetic/Gustatory/Olfactory)
⢠Change Visual Images to improve effectiveness
⢠Work on Visual Elements (Ask yourself)
â Size - How BIG/small Task/Occasion/Situation/Problem is?
â Viewpoint - Do I see myself in the picture?
â Colors - Can I Visualize Task/Occasion/Situation/Problem in Vivid Colors?
â Motion - Is image Motionless V/s Moving?
â Distance - How far I see myself from actual image?
â Perspective- Am I motivating myself to see Full 3-D Images?
ContinuedâŚ
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⢠Rehearsing Realistically V/s Daydreaming
⢠Create/Choose the place to rehearse
⢠Know when to rehearse
⢠Questions to ask yourself â
â Is this rehearsal crucial for my overall performance NOW?
â Would it benefit me to rehearse this?
â Can my unconscious mind starts rehearsing this?
â Has my mind learnt to rehears automatically?
Visualizing for Effectiveness
continuedâŚ
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Finding the Best Approach â
⢠Be aware of Positive V/s Negative V/s Neutral Approaches
⢠Dealing with Confusions (Reframe situation)
â âIts good that you have noticed you get confused, because now we can clarify the
proceduresâ
â âYou may be confused now, but it will become clear when you have learnt the new
skillsâ
⢠Anticipate Peopleâs response (What can be objectionable for them?)
⢠Example â Demanding some extra work from your team
âSome extra work has come in and fortunately we have opportunity to reorganizeâ
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Learning to break Bad Habitsâ
⢠The chain of habits are too weak to be felt until they are too
strong to be broken
⢠Being aware of bad habits is the first step towards changing them.
⢠Examine Your Good V/s Bad Habits
Habits worth Losing Habits worth Having
Experiencing stress and anxiety Empowering one
Wasting time and de-motivating Moving towards goal
Self criticizing Producing good returns
Making submissive Enhancing Confidence
ContinuedâŚ
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Changing Habits â âThe NLP Wayâ
Identify and focus on a bad habit â Visualize It
Imagine your ideal self in future having broken the habit.
Visualize the new, Ideal Habit
Replace the first image with the second, then look away.
Repeat 5 times
Learning to break Bad Habit
ContinuedâŚ
Recall the first image and check that it now starts change
automatically.
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Optimizing Time & Evaluating Priorityâ
⢠Work out âTo do Listâ
⢠Follow 80/20 Principle
⢠Let people know what is Urgent & Important for you
⢠Ask yourself â
â What is Urgent & Important for me?
â What is my customersâ priority?
â Clarify like âIf we can deliver âXâ at âYâ price by next week?â
⢠Break your tasks in smaller tasks â Achieve them & feel
motivated & satisfied
Urgent &
Important
Urgent &
Un-Important
Not-Urgent
but Important
Not-Urgent &
Not-Important
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Promoting Winning Idea & Getting The Best Deal â
⢠Accept that it will take a lot of ideas to get to a winning idea
⢠Separate meeting for Creative ideas from critical issues
⢠Recognize negotiating style
â Compromise - âWe need a fair dealâ
â Coercion - âCan we negotiate that?â
â Emotion - âThat would cause difficulties for meâ
â Rational - âDo you see that if we can agree now?â
â Bargaining - âIf you can deliver next week, we agreeâ
⢠Before deal imagine other partyâs sticking points
⢠Mental Rehearsal of Anticipated difficult part of negotiation.
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Problem Solving â
⢠Remember, Its cost efficient to prevent problem
⢠Clarify Self doubts & hidden concerns
⢠Ask Questions -
â Does the problem exists in actual or imaginary?
â How can I think about this problem in a different way?
â When is the best time to think about this problem?
â Can exploring viewpoints help resolving problem?
â What is the level of problem (Values/Identity/Capability/Expectations/Env.)?
â What solution is obvious from an outsider point of view?
⢠Clarify doubts in others as well
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Shaping Meetings â
⢠Ask yourself what you want to achieve out of this meeting?
⢠Specify Objectives and timelines to participants
⢠Practice putting yourself in other peopleâs position
⢠Confirm the outcomes
⢠Summarize important decisions, agreed actions and review
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Life Planning â
⢠Realize the power of âUnconscious mindâ
⢠Make out a life plan
Areas Time line (1 Month) Time line (1 Year)
Career Pay Rise Promotion
Family Short Break New House
Health Take up morning walk New Diet
Interests Read Book New Hobby
Self Start Diary Do correspondence course
Finance Monthly saving Investment
Others Visit Old age home Fund Raise
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Personal Development â
⢠Keep a Journal â
â Thursday â 24th November â Successfully negotiated with flexi-time detail
with Manager
â Learning â Nearly forgot appointment, will set reminder in computer.
â Friday â 25th November â Started reading âNLP Skillsâ Book
â Learning âBasics of NLP Skills
⢠Develop your Personal & Professional support systems
⢠Reflect your Learning & Development
⢠Make a habit of Learning from other people
⢠Choose A Personal â Professional Development Options
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Modeling High Flyers â
⢠Identify Role Model or Top Performers to improve self
⢠Identify key skills to be learned from Model
⢠Replicate Skills of your Role Model or Top performer
⢠Understand that Performance is combination of competencies
⢠Review your performance
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Developing Leadership Qualities â
⢠Acquire Skill of Leading self by setting compelling goals
⢠Inspire Others
⢠Seek Improvements
⢠Empower and encourage Self & other
⢠Set a good example
⢠Celebrate Success
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THATâS IT!
Now Evaluating Your SkillsâŚ
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Exercise
I focus on being aware of my feelings,
so that I can act on them.
I aim to choose, adopt, and maintain
positive emotional states.
I think about how to influence other
people more effectively.
I influence other peopleâs emotional
state to improve their performance.
1-Never 2-Occasionally 3-Frequently 4-Always
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Exercise
I work to resolve potential conflicts
with other people.
I think about how a mentor would
approach a challenging situations.
I think carefully about other peopleâs
view points and perspective.
I check for my own limiting assumptions
in problematic situations.
1-Never 2-Occasionally 3-Frequently 4-Always
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Exercise
I step back and review situations from
an outside view point.
I take time to mentally rehearse before
imminent critical events.
I think about my core values and career
development strategy.
I make time in my schedule to
concentrate on self development.
1-Never 2-Occasionally 3-Frequently 4-Always
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Results
You have a considerable potential
for improving performance by
using NLP skills to boost your
managerial capabilities !
Score Between 12-24
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Results
You clearly have strengths and will
benefit considerably from
concentrating on developing your
weakest areas !
Score Between 25-36
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Results
You have unusually strong emotional
intelligence capabilities but, to
become a real high flyer, you must
keep developing your skills !
Score Between 37-48
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Its time for
YOUR VALUABLE FEEDBACK?
AUDIENCE!
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I Spent my Best Time here,
Because I Invested In Human Being.