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Language is influenced buy the way you perceive the world

and can be used to influence others.
Neuro-Linguistic Programming is the study of how the
interaction of your brain (NEURO), your language (LINGUISTIC)
and body produces patterns of behaviour (PROGRAMMING).

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JohnGrinder

RichardBandler

NLP was devised by Richard Bandler and John Grinder in

1975 and is based on studying people who displayed excellence
in fields including Professional Communication, Psychotherapy,
Hypnosis, Law and Education.
Understanding the influence of language on the brain allows
you to use it deliberately to communicate more effectively.
A vital skill in business success.

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What are you aware of?

Write down 10 things you perceive.
Reticular Activating System
perception filters.

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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 take in information through a natural preferred
combination of senses (called modalities):

Visual

Olfactory

Auditory
Gustatory
Kinesthetic / Tactile

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Answer the questions:

4 - Closest to describing you
3 - Next closest
2 - Next closest
1 - Least descriptive of you
When learning something difficult use
your preferred sense. When something is
easy try to develop your weaker senses.
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If you match your language to the preferred sense of

the person youre taking to, then you communicate
more effectively.
So how do you find out their preferred sense?

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1. The words that they use.

Handin
hand

Illsee
toit

Ifollowyourdrift
Takeadimviewof
Iseewhatyoumean.

Seeeyeto
eye

Getorgrips
with
Loudandclear

Hangin
there
Totellthe
truth

Voicedan
opinion

Thatrings
abell

Getahandle
on

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1. The words that they use.

Handin
hand

Illsee
toit

Ifollowyourdrift
Takeadimviewof
Iseewhatyoumean.

Seeeyeto
eye

Getorgrips
with
Loudandclear

Hangin
there
Totellthe
truth

Voicedan
opinion

Thatrings
abell

Getahandle
on

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1. The words that they use.

2. Physiological clues.
Visual learners tend to sit up straight and make
eye contact, talk fast and have shallow breathing
high in the chest.
Auditory learners often softly repeat what has
been said to themselves and nod their heads as
they 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 learners often slump down in

their 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 your

worksheets notice the position of you partner's
eyes as he/she is thinking.

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 2008

VISUAL
CONSTRUCTED

AUDITORY
CONSTRUCTED

KINESTHETIC

VISUAL
RECALL

AUDITORY
RECALL

AUDITORY
DIGITAL

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Take care - The clues are only reliable when

used in combination. Dont rely on one alone.

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When people are naturally in rapport with each ot

they have the same posture, breathing, etc.

You can gain rapport rapidly by adopting this stat

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MATCHING & PACING

Body - 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 mimic

in a disrespectful way.

Indirect matching - matching one aspect of your

behaviour with another of theirs. e.g. Tempo of your
voice to match their breathing rate.
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There are lots of different measures of personality

DISC
GEMS
Myers-Briggs
Enneagram
Etc.

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DrSusanDellinger

Choose the shape that you think best represents you

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If you know a persons personality type you can ma

informed decision of how to communicate with them
Give a square lots of data, detail and documentation.
With a triangle - Cut to the chase!

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1) You can find out how someone represents the world in

their head by observing the words they use, their physiology
and the position of their eyes when thinking.
2) If you match the behaviour of a person you can gain rapport
more rapidly and hence connect with them
3) Understanding a persons personality type allows you to
give them information in a way they are most receptive to.

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 2008