Applied NLP Workbook: A Neurolinguistic Programming Training & Practice Manual - Softcover

Duarte, Ana Marcela

Softcover

ISBN 10: 1504303857 ISBN 13: 9781504303859

Publisher: BalboaPressAU, 2016

Synopsis

Many people have sought to define neurolinguistic programming—otherwise known as NLP.

John Grinder said, “NLP is the epistemology of returning to what we have lost a state of grace.”

Richard Bandler said, “NLP is an attitude which is an insatiable curiosity about human beings with a methodology that leaves behind it a trail of techniques.”

And Robert Dilts said, “NLP is whatever works.”

No matter how you define it, NLP has the potential to transform your life—and Ana Marcela Duarte, a certified master practitioner in NLP, explains what it is and how to use it in this workbook. Learn how to:

• use various techniques to develop rapport with people;
• look at eye patterns to determine if someone is being truthful;
• do things that unsuccessful people fail to do;
• empower yourself with seven easy steps; and
• master the art of storytelling to achieve your goals. 

Many of the world’s most successful people have used NLP to achieve their dreams for some time, but the public has remained in the dark. With the insights and exercises in this workbook, you’ll find that you, too, can take massive action to change your life for the better with NLP.

About this title

Excerpt. © Reprinted by permission. All rights reserved.

Applied NLP Workbook

A Neurolinguistic Programming Training & Practice Manual

By Ana Marcela Duarte

Balboa Press

Copyright © 2016 Ana Marcela Duarte
All rights reserved.

ISBN: 978-1-5043-0385-9

Contents

Preface, xv, 
Acknowledgements, xvii, 
Mission & Vision, xix, 
How this Book Should Be Read, xxiii, 
Understanding, xxv, 
Feedback, xxvii, 
Disclaimer, xxix, 
BASIC - PRACTITIONER LEVEL NLP, 
CHAPTER 1 – INTRODUCTION, 1, 
CHAPTER 2 – DEVELOPING RAPPORT, 15, 
CHAPTER 3 – REPRESENTATIONAL SYSTEMS, 21, 
CHAPTER 4 – OUTCOMES, 31, 
CHAPTER 5 – STATES, 41, 
CHAPTER 6 – FRAMES, 45, 
CHAPTER 7 – ANCHORS AND ANCHORING, 55, 
CHAPTER 8 – TIME AND THE TIMELINE, 61, 
CHAPTER 9 – GETTING SOME BASICS RIGHT, 65, 
CHAPTER 10 – THE META MODEL AND THE MILTON MODEL, 69, 
CHAPTER 11 – TECHNIQUES, 75, 
CHAPTER 12 – REFRAMING AND CLOSING, 81, 
CHAPTER 13 – STRATEGY, 87, 
CHAPTER 14 – MEETINGS NEGOTIATION AND SALES, 97, 
CHAPTER 15 – SCRIPTS AND FUTURE GOAL SETTING, 103, 
ADVANCED – MASTER PRACTITIONER LEVEL NLP, 
CHAPTER 1 – TIME TIMELINES AND REALITY, 109, 
CHAPTER 2 – MODELLING, 167, 
CHAPTER 3 – BELIEFS AND CHANGE, 191, 
References, 211, 
Further Reading, 213, 
Biography, 215, 

CHAPTER 1

INTRODUCTION

QUOTES TO LIVE BY

"Awareness in and of itself is curative" Fritz Pearls

"We are Co-Creators" Esther and Jerry Hicks

"Awareness in and of itself is evolutionary" George Faddoul

"The path to SUCCESS is to take massive, determined ACTION" Anthony Robbins

"We can only exceed someone's expectations when we have managed to exceed our own" Ana Marcela Duarte

"THE MAP IS NOT THE TERRITORY"

"The concept that the map is not the territory is one of the ideas that laid the foundations of Neurolinguistic Programming. It means that your understanding of the world is based on how you represent it – your map – and not on the world itself." Tony Robbins

Our Maps either empower us or limit us, with NLP our goal is to increase the chances of our language empowering us. George Faddoul

"It all depends on how we look at things, and not on how they are themselves." Carl Jung

WHAT NLP STANDS FOR

N – Neurology

N is for the mind and how we think. The neurology of the mind through which our experience is processed via our five senses (VACOG).

L – Linguistics

L is for how we use language and how it affects us. Language serves to code and give meaning to our internal representations through our language and other non-verbal communication systems including Pictures, Sounds, Feelings, Tastes, Smells and Self Talk.

P – Programming

P is for the sequencing of our actions to achieve our goals. (Strategies) Our Patterns and repeated actions, the automatic systems we use, including our communication with others and with ourselves in our neurology to achieve our outcomes.

NLP'S MANY DEFINITIONS

I think the best way to define NLP is: "NLP is the epistemology of returning to what we have lost – a state of grace." John Grinder

However there are many definitions, all different all valid:

• "NLP is an attitude which is an insatiable curiosity about human beings with a methodology that leaves behind it a trail of techniques." Richard Bandler

• "NLP is an accelerated learning strategy for the detection and utilisation of patterns in the world. John Grinder

• "NLP is an attitude and a methodology which leave behind a trail of techniques." Richard Bandler & John Grinder

• "NLP is the study of Human Excellence." Anthony Robbins

• "NLP is whatever works" Robert Dilts

• "NLP is the systemic study of human communication." Alix Von Uhde

NLP is also said to be the study of the structure of subjective experience, the influence of language on our mind and subsequent behavior, the method for Modelling excellence so it can be duplicated, the study of subjective experience and how it affects our behavior, the art of using language with such specificity as to create any fabric of reality, the How to use the mind's own language to consistently achieve desired outcomes, the ability to discover and utilise programs necessary to achieve our specific outcomes, and so much more but I think we now have an idea of the importance of NLP and the effect it can have in our lives.

It is difficult to pin down NLP to a single definition. There are a great many explanations of NLP and each one is like a beam of light shining from a different angle. NLP studies outstanding individuals and organisations, where they get their outstanding results from and the methods that can be taught to others so that they too can benefit from the same results, this process is called Modelling.

THE NATURE OF NLP

"The strategies, tools and techniques of NLP represent an opportunity unlike any other for the exploration of human functioning or more precisely, that rare and valuable subset of human functioning known as genius." John Grinder

"The greatest personal limitation is to be found not in the things you want to do and can't but in the things you've never considered doing" Richard Bandler

"If you think you can do a thing or think you can't do a thing, you're right." Henry Ford

"A goal without a date is just a dream." Milton Erickson

"You have to set goals that are almost out of reach. If you set a goal that is attainable without much work or thought, you are stuck with something below your true talent and potential." Steve Garvey

"All our dreams can become true if we have the courage to pursue them." Walt Disney

"The future is a good place to get interested in because you're going to be spending the rest of your life there." Paul McKenna

"Imagination rules the world." Benjamin Disraeli

"Whenever you want to achieve something, keep your eyes open, concentrate and make sure you know exactly what it is you want. No one can hit their target with their eyes closed." Paulo Coelho

"Change is the only constant in life. Are you going to choose the direction life will take and the kind of person you will become or will you just sit back and wait for life to happen to you?" Richard Bandler

NLP can also be said to be the study of excellence that was created to answer one simple question: How can I do whatever I am doing even better?

Just like physics studies the structure of the atomic world, and chemistry studies the structure of the molecular world, NLP studies the structure of our mental and emotional world.

Just like the laws of physics apply to anything made of atoms and the laws of chemistry apply to anything made of molecules, the laws of NLP apply to anything made of thoughts and emotions; so, if you want to be and do anything more successfully, whether building a business, healing your body, or reaching enlightenment, NLP has concepts, models and techniques to help you.

The core principle of NLP is that success and failure are not random.

Our thoughts, our feelings, our behaviours, our beliefs, our environment and our values create success and failure, and, the reason we think, feel, behave, believe the way we do is because that's what we were taught directly or indirectly by our families, schools and cultures.

There is no fixed lot in life, everything is changeable and most of it is *easily* changeable – our environments, our behaviours, our capabilities, our beliefs, our values, even our identity and spiritual purpose are changeable.

DOESN'T GENETICS LIMIT WHAT WE CAN DO IN THIS LIFE?

Certainly genetics forms an important part of who we are. If our glands produce more adrenaline, then we will have more energy; if our brain forms synapses faster, we will learn faster ... On this level, genetics certainly is important, but pick any skill or ability, and any handicap that you believe you have, and, If we can find among six billion people on our planet someone with that handicap who excels at that skill or ability, then we can excel at it too.

NLP studies brilliance and quality, it studies how outstanding individuals and organisations get their outstanding results and these methods can be taught to others so they too can get the same class of results.

CAUSE OR EFFECT?

Are you living your life at cause or at effect?

How in control are you?

I learnt about cause and effect a few years ago at an NLP Seminar and it absolutely changed my life.

Before discovering 'cause and effect' I used to be the kind of person that stuff just happened to, I was living my life in victim mode allowing others to be in complete control of my happiness (or lack of) and I blamed everyone around me when things went wrong.

Being at cause means that you accept complete responsibility for what happens in your life and you take responsibility for your current circumstances. Being at cause you create the life you want for yourself by seizing opportunity and if things aren't going your way, you take action and make changes. When you are at cause you call the shots, you make choices about how you react to people and situations.

I'm not always at cause but I am at cause most of the time. In those moments when I do find myself at effect, I simply remind myself that I am in control and that I have choices. I make a plan and move forward - After all, there's no failure, only feedback!!!

With NLP there is so much we can do, so much we can change. Let's have a look at the NLP Communication Model and discover how we function.

THE NLP COMMUNICATION MODEL

Following is how we represent the NLP Communication Model:

Information => Senses => Filters => IR <=> State <=> Physiology => Behaviour

NLP began as a model developed by John Grinder and Richard Bandler of how we communicate and interact. The NLP communication model explains how we process the information that comes in from outside us and what we do with it inside.

There are some steps involved in this processing of information:

• First we are bombarded by around 2 million pieces of information per second.

• Information comes into our system /neurology/mind via our 5 senses.

• Our minds have some safety features, one of which is filtering and it is the way of reducing the information we are bombarded with down to a level that we can process.

• Filtering happens through our Filters (Time/Space, Matter/Energy, Language, Memories, Decisions, Meta-Programs, Values and Beliefs, and, Attitudes).

• After going through our Filters information is turned into our Internal Representations.

• Internal Representations combine with our Physiology to create our states

Our minds take in and process information and in turn this drives our behaviour.

The mind can handle 7 bit's of information (plus or mins 2).

INTERNAL REPRESENTATIONS

Internal Representations include our internal pictures, sounds, dialogue, feelings, tastes and smells.

An event comes in through our sensory input channels and is filtered and managed by our neurology. As we manage the perception of the event, we delete, distort, and generalise the information according to processes (Deletion, Distortion and Generalisation) that filter our perception.

MAJOR PRESUPPOSITIONS OF NLP

"Science like art, religion, commerce, warfare, and even sleep, is based on presuppositions." Gregory Bateson

Presuppositions allow us to put a framework around NLP putting us in the best frame of mind to achieve a desired outcome.

There will be exceptions to all Presuppositions, but they are a very useful starting point for communication and personal development and working with clients.

It is important to have all Major Presuppositions in mind before an Intervention, throughout it, before and during our attempt to establish Rapport, and in developing and maintaining good Client/Practitioner relationships as well as in any other relationship that we consider important enough to maintain.

Here are some of the main ones:

• Communication is redundant.

• The meaning of your communication is the response that you get.

• The Map is not the Territory.

• Requisite Variety. (Behavioural Flexibility)

• People work perfectly.

• People always make the best choice available to them at the time.

• Every behaviour is useful in some context.

• Choice is better than no choice. (Important in Requisite Variety)

• Just about anyone can learn to do anything.

• People already have all the resources that they need.

• There is no such thing as failure, only feedback.

• Chunking - Anything can be accomplished by anyone if you break the task down into small enough chunks.

• Behind every behaviour is a positive intention.

• Symptoms - pains, anxiety, depression, tumours, colds, etc, are communications about needed action.

• We are all responsible for creating our own experience.

• Energy flows where attention goes.

• Respect the fact that everyone lives in their own unique model of the world.

• Life, mind & body are one system. You are in charge of your mind, and therefore your results.

• Resistance indicates a lack of Rapport. There are no resistant Clients, only inflexible communicators.

• If what you're doing is not working, do something else, do anything else.

• Experience has structure.

• Intention & behaviour are different. Accept the person, change the behaviour.

• Perception is reality, perception is projection, perception is a construction.

NLP STANDS ON SEVERAL CORE BELIEFS

NLP stands on several core beliefs. These are highly useful in everyday life and are held by most successful people. They help in creating the kind of life that we all want to live.

Following are some core beliefs we should keep in mind.

• People respond to their map of reality, not to the reality itself.

• Energy flows where attention goes.

• Behind every behaviour is a positive intent.

• People always make the best choice they can at the time.

• Choice is better than no choice.

• Anyone can do anything given the right strategy.

• There is no such thing as failure, only feedback.

• The meaning of the communication is the response you get.

WHAT IS THE LAW OF REQUISITE VARIETY?

The Law of Requisite Variety reads:

"A person or a system with the most flexibility of behaviour will ultimately be the controlling element in the system".

The Law of Requisite Variety refers to behavioural flexibility or the ability to vary one's approach in order to achieve a desired outcome rather than having only one, habitual, limiting response.

Choice is better than no choice and three or more choices give us flexibility.

THE SIX MODALITIES OF CALIBRATION

The six modalities of Calibration are: Visual, Auditory, Kinaesthetic, Olfatory, Gustatory, and Auditory Digital.

Calibration is the ability to notice and measure changes with respect to a standard usually involving the comparison between two different sets of external, non-verbal cues.

By comparing, we are able to notice the difference between person's, places, things, states and behaviours.

Calibrating depends on refined Sensory Acuity.

Calibration, is the skill of learning to read unconscious, non-verbal responses.

SENSORY ACUITY AND WHY IT IS IMPORTANT

Sensory Acuity is what we call the ability to make more and more refined sensory distinctions in order to identify slight differences in what is observed, heard and felt.

Sensory Acuity acts as a radar system that helps the observer/Practitioner Monitor Client Progress and provides the observer/Practitioner with a sense of direction regarding whether the Practitioner is on track with techniques and other resources in general being utilised and whether or not the desired outcome is being achieved.

Robert Dilts defined Calibration as: "The process of learning to read another person's unconscious, non-verbal responses in an ongoing interaction by pairing observable cues with specific internal response."

Sensory Acuity is important because it's use is essential in the process of Calibration, the process of using sensory acuity to compare two pictures noticing the differences by reading unconscious signals such as voice tone, skin colour, micro muscle movements, and gestures that would indicate an internal shift.

More importantly, Sensory Acuity is purely observational and it has nothing to do with Judgement and evaluation.

We are always communicating something even if we are not using words or doing anything.

Having a well-developed sensory acuity enables the observer/Practitioner to notice things that other people would not notice in a Client's external dispositions that represent internal shifts.

Some external symptoms are:

1. A colour shift, usually face or neck - The skin and will usually go from lighter to darker or appear flushed.

2. A change in skin tone - The skin tonus may go from tight to relaxed.

3. Whether or not their face is symmetrical or asymmetrical.

4. The breathing rate may alter going either from normal to fast, or from normal to slower.

5. The breathing location may move - Visual people generally breathe higher up in the chest, auditory people breath more towards the middle of the chest, and kinaesthetic people breath lower in the diaphragm. When there has been an internal physiological shift due to an emotional reaction of some kind, the position of the breathing of all three groups will change. Establishing whether the person is predominantly a visual, auditory or kinaesthetic person is therefore determined in this way, which is information that the person's eye pattern movements does not provide. A deviation from this will be an indication that there has been an internal shift.

6. Lower lip size change - An internal shift can manifest in the lower lip getting fuller.

7. Pupil dilation - A person's pupils may be smaller or larger as they dilate depending on the internal changes that have occurred.

8. Muscle movement - Minute muscle movements can provide the Practitioner with feedback on the effects of communication.

(Continues...)

Excerpted from Applied NLP Workbook by Ana Marcela Duarte. Copyright © 2016 Ana Marcela Duarte. Excerpted by permission of Balboa Press.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
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Edition details

• Publisher: BalboaPressAU
• Publication date: 2016
• Language: English
• ISBN 10: 1504303857
• ISBN 13: 9781504303859
• Binding: Paperback
• Number of pages: 248