Index – NLP for Rookies

Index

6-step reframing 133–5

action, taking 29, 166–7

altering states 149–50

analytical reasoning 11, 12, 13–14, 167

anchors 151–2, 160, 165–6, 171–2

anecdotes see stories

asking questions 114, 116, 118, 119

attainment of dreams 166–7

attraction 63–4, 63–5

auditory sense (sound) 45, 46–7, 49

automatic functioning see subconscious mind

awareness 38, 39, 144–5, 150

“Away from” program 94

“away from” strategies 63–4, 79

bad experiences 56, 160, 171–2

Bandler, Richard 2–3, 108, 111, 141

behaviour 12, 52, 76

mind and 10–11

non-verbal 141

programs of 15–18

reframing 132–5, 137

values and 81

belief systems 76–7, 80, 125

distortion and 116–17

manipulating 80, 158–9

beliefs 4, 65, 66, 74, 75–6, 91, 148

and actions 61, 158

changing 80, 86, 87, 158–9

eliciting 64

endorsement of 77–8

and expectations 34, 80

Internal people 96

manipulating 80, 158–9

negative 77–8, 79, 80, 86, 87, 158–9

positive 78–80, 86, 87, 158–9

body language 43, 60, 65, 66, 67

brain 125

breaking state 150

breathing 66, 67

business plans 25, 28

subconscious 167–8

calibration 150–1, 154

case studies 125–6

change, response to 95, 101, 102

Change Therapy 2–3, 141

choices 4, 95, 120, 124, 147–8, 169, 170

collapsing negative anchors 171–2

comfort zone 21

commands, embedded 148

common ground 62, 124, 144, 162

communication 43–5, 52, 55, 60–1, 150–1, 154

information filtering 111

language styles 48–50

Meta programs and 91–3

rapport and 59, 60, 119

see also deletion; distortion; generalization; Meta model; Meta programs; metaphors; Milton model; presentations; stories

comparisons 146

compliments 113

confidence 74–5, 94, 96, 165

conflict 103, 108, 162, 170

conscious awareness, controlling 144–5

conscious competence 17, 18

conscious incompetence 17, 18

conscious mind 11–12, 13–14, 16, 27, 76, 112–13, 148

creating states 164–6

creativity 95, 102, 117, 125

cultural differences 43

customer’s language 49

daydreaming 33–8, 150, 167–8

deeper structure of language 112

deletion 112–14, 119, 145

“Detail” program 92, 100–1

details, clarifying 28–9

dialogue, personal 145

diary, subconscious 167–8

“Difference” program 102

Dilts, Robert 163–4

disassociation 160

dislike 60–1

distortion 112, 116–18, 119, 145

Donne, John (1572–1631) 43–4

double blinds 147–8

dreams 6, 29–30, 39, 170

attainment of 86, 87, 166–7

see also daydreaming

elicitation 150–1

embedded commands 148

emotions 12, 31, 47, 53, 124, 130, 171–2

see also states

empathy 45, 49

“end” values 85

endorsement of beliefs 77–8

entrepreneurs 75, 78–9, 91

Erickson, Milton H. 2–3, 141–2, 144, 149

evidence 8, 76, 78, 97, 116–17, 118, 119, 126

expectations 4, 31, 34, 39, 77, 80

experiences 31, 52, 66, 92, 101, 129

bad 56, 160, 171–2

generalization 114–16

stories and 124

“External” program 97

eye accessing cues 50–2

eye contact 43, 65, 67

fables 123, 124

see also stories

failure 78, 79–80, 161–2

fast phobia cure 160–1

fear 56, 160

of failure 162

see also phobias

feedback 68, 79–80, 97, 113, 161–2

feelings 61, 165–6, 171–2

see also emotions

future, creating 32–6, 167–8

future pacing 167–8

generalization 112, 114–16, 119, 145

generalized nouns 146

Gestalt School of Therapy 2

“Global” program 92, 99–100

goals 24, 25–8, 37, 38, 157–8, 167

creating 28–30

states and 164–5

values and 81, 93–4

Grinder, John 2–3, 108, 111, 141

groups, feeling part of 62

gustatory sense (taste) 45, 47

habits 12, 17, 18

hierarchy of values 82, 84–5

higher order structure of language 112

hypnosis 141

images 52, 53, 165–6

imagination 39, 46, 124, 125, 167

see also daydreaming

“In time” program 98

influencing people 45, 59, 64–5, 67, 68, 170

different Meta programs 95, 96, 102

see also vague language

information 13, 52, 112, 142

conscious mind and 13–14, 27, 76, 112–13

deletion 112–13

distortion 116–18

filtering 78–9, 111, 149

incomplete 109–10

understanding 30–1

see also senses

intent 15, 15–16, 17–18, 81, 112, 120, 157–8

interpreting 117–18

reframing 132–5, 137

interest 65, 67

internal dialogue 46–7

“Internal” program 96–7

internal resources 141

internal trance state 141

interviews 63, 67, 165

judgements 61, 96, 146

kinaesthetic sense (touch) 45, 47, 49

language 66, 67, 111–12, 119–20, 154

customer’s 49

limitations 109–10

positive 159

vague 141, 142, 143–4, 144–8

see also deletion; distortion; generalization; Meta model; metaphors; stories

language styles 48–50, 50, 55

leading 68, 69–70

learning 15–18, 31, 38, 79, 102, 161–2, 169

stimuli and 151

listening 46–7, 68

logical reasoning 26–7

logical thinking see conscious mind

make-believe 37–8, 150

manipulation 147–8

maps 9–10, 27, 30–1, 33–4, 35

matching and mirroring exercise 66–7

“means to” values 85

Mehrabian, Albert 60

memories 12, 31, 52, 53–4, 56, 165–6

anchors 152, 153, 165–6

stories and 124

message, using storytelling and metaphor to get across 128–9, 137

Meta mirror 163–4

Meta model 108, 109–12, 119–20, 143–4, 145

and deletion 114

and distortion 118

and generalization 116

Meta programs 91–3

applied to work and management 93–102

changing the scale 104–5

clashes of 103

metaphors 123, 129–31, 136, 137

Miller, George 13–14

Milton model 141–4

vagueness concept 145–8

mind 6, 10–15

mind reading 117–18

mindsets see states

mirroring 66–7, 68

miscommunication 43, 43–5

misinterpretations 8, 20, 162

see also distortion

mistakes 79

misunderstandings 8, 20, 92, 108, 162

modelling human excellence 1, 3

motivation 94, 96, 111

creating state of 165–6

negative anchors 152, 160–1, 171–2

negative approach 19, 26–7, 28, 94, 104, 149

negative beliefs 77–8, 79, 86, 158–9

negative information 12

negative perceptions 94, 132–3

NLP (Neuro Linguistic Programming) 1–2, 3, 170

nominalizations 145–6

non-verbal behaviour 141

see also body language

nouns, generalized 146

objections of others 162–4

objectives, and states 164–5

obstacles, overcoming 159–64, 170

olfactory sense (smell) 45, 47

opinions 61, 66, 96

opportunities 21, 94, 98

optimism 95, 149

“Options” program 95

other people’s objections 162–4

overcoming obstacles 159–64, 170

pacing 66, 67–8, 69, 70, 144

future pacing 167–8

perceptions 4, 7–9, 11, 20, 61, 65, 96, 154

and beliefs and values 76, 87, 117

changing 19–21, 132

and distortion 116–17

and maps 9–10

negative 94, 132–3

other people’s 162–4

and states 149

stories and 124

perceptual filters 78–9, 149

perfectionism 96, 100

Perls, Fritz 2–3

personal dialogue 145

perspectives 8–9, 130, 162–3, 162–4

changing 19–21

phobias 56, 152

fast phobia cure 160–1

points of view 8–9, 19–20, 21, 65, 162–4

positive, subconscious mind and 12, 26–7, 133

positive approach 19–20, 132–3, 149

positive beliefs 78–80, 86, 158–9

positive goals 28

practice 18, 79, 133, 136, 162, 169, 172

presentations 50–2, 63, 113, 165

primary sense 45, 47–8, 51

“Procedure” program 95–6

procrastination 95

programs of behaviour 15–18

quantifiers, universal 147

questions

asking 114, 116, 118, 119

tag questions 147

rapport 44, 45, 58, 59–65, 70, 119

creating 61–2, 64, 65–7, 71–2, 91–2, 124, 144

different Meta programs 97, 99

through representational systems 48–50

vague language and 142

see also leading; pacing

realities 7–9, 20, 111, 117–18, 148, 154, 162–4

belief systems and 80, 86

changing 86, 87

Erickson and 142

expectations and 34, 38, 39

metaphors and 130

pacing 142, 144

reality 20

reasoning 11, 13–14

reassurance 97

references 129

reframing 132–5, 137

relationships 81

between information 129

Meta mirror 163–4

reliability 95–6

repetitive tasks 95, 101, 102

representational systems 43–8, 55, 60, 66, 67, 159

rapport through 48–50

stories and 124

submodalities 52–4, 56

resources 29, 37, 38

respect 61, 65, 67, 148

responses 150–1

rhyme 124

risks 93, 94

Rubik’s cube 8–9

sales 49, 63, 64, 67

and primary sense 49, 51

salespeople 59, 75, 91, 96, 100, 166

“Sameness” program 101–2

Satir, Virginia 2–3

scripts, for storytelling 136

self-belief 75–6, 78–9

self-fulfilling prophecies 77–8

senses 30, 43–8, 55

sight (visual sense) 45, 46, 49

smell (olfactory sense) 45, 47

smiling 72

soft skills 3–4

sound (auditory sense) 45, 46–7, 49

states 140, 148–50, 164–5

anchors 151–2, 153

creating 164–6

elicitation and calibration 150–1

stimuli 151, 152, 153

stories 123–6, 132, 136–7

ingredients 127–8

reframing 132–5, 137

as route to understanding 126–9

storytelling 127, 128–9, 132, 136

strategies 157–66

Structure of Magic, The (Bandler, 1975) 3

subconscious business plans 167–8

subconscious diary 167–8

subconscious mind 11, 12, 13, 14–15, 30–1, 39

beliefs and 91

dislike of the unknown 35, 129

embedded commands 148

endorsement of beliefs 77–8

future pacing 167–8

and generalization 114–16

and goals 25–6

and the positive 12, 26–7, 133

and rapport 62

reframing 132–5, 137

stories and 125, 127

see also anchors; maps; Meta programs; time lines

submodalities 52–4, 56, 150, 153, 159, 167

altering 53–4, 84–5

of beliefs 80

of memories 165–6, 171

of values 84–5

surface structure of language 111–12

tag questions 147

targets 25–6, 28–30, 93, 157–8

taste (gustatory sense) 45, 47

testimonials 125–6, 129

texting language 113

“That’s right” 147

thought, analytical 167

thoughts 13, 44–5, 111

changing states 149–50

submodalities 52–4

“Through time” program 98–9

time lines 31–3, 34, 167–8

tonality 46, 60, 65, 66, 148, 150

touch (kinaesthetic sense) 45, 47, 49

“Towards” program 93–4

“towards” strategies 63, 64

triggers 160, 161

trust 59–60, 61, 68, 128–9

unconscious competence 17, 18, 161

unconscious incompetence 17, 18

understanding 30, 31, 38, 126, 146

in relationships 61, 62

stories as route to 126–9

universal quantifiers 147

unspecified verbs 146

vague language 141, 142, 143–4, 144–8

values 61, 65, 76, 81–3, 87, 91, 158

changing 84–5

and influencing people 64, 66, 96, 148

verbs, unspecified 146

viewpoints 8–9, 19–20, 21, 65, 162–4

visual sense (sight) 45, 46, 49

“well-formedness” 25–6

“What if?” questions 20–1, 117–18

words 60

revealing primary sense 48–50

see also language