Thought Questions To Assist Your Learning:
How would you explain NLP to a 10-year-old child?
What would you use to illustrate NLP?
How would you explain NLP to a business associate?
What about the NLP model makes it so experiential?
i Proverbs 23:7 (KJV).
ii Judith DeLozier and John Grinder, Turtles All The Way Down: Prerequisites To Personal Genius (Bonny Doon: Grinder, DeLozier and Associates, 1987), p. 221.
1
The NLP Model And Techniques
2
The Content Of The Model:
The Representational System
2.1 What you will learn in this chapter:
The representational systems that make up conceptual processes
The modalities that run conceptual processes
Your own favorite modality
Your driver (primary) submodalities
Our new discovery concerning the limitations of submodality shifts
The secret of what “controls” submodalities
How to read eye-accessing cues
Characteristics of the representational system (rep system)
How certain predicates inform you about the representational system (rep system)
How to listen for representational system (rep system) in everyday language
All of our experiences result as a product of what we see, hear, feel, touch and smell. In NLP we refer to these senses as the representational system.
We rely on our senses to gather information about the external world. Within our bodies we have numerous sense receptors. We have no other way to take in information from the world than through these neurological mechanisms. All of our experiences, in fact, result as a product of what we see, hear, feel, touch, and smell (more than just these five senses exist, but these describe the five most central senses). In NLP we refer to these senses as the rep system. When we analyze individual skills we find that they function via the development and sequencing of these basic rep systems.
In the NLP model, the five senses do far more than just funnel in information. Each system receives information and then activates memories to produce behavior.
In the NLP model, the five senses do far more than just funnel in information. Each system receives information and then activates memories to produce behavior. This activity takes place within the realm of the neural connectors of the mind. As we receive information from our senses, our brain codes them in the same manner. For instance, when we receive information visually, our brain codes this information as a picture. The brain codes information received auditorily as sounds and words. We refer to the internalwords we form from sounds as auditory digital. “Digital” means that something is either on or off. A digital distinction has nothing in between like an analogue distinction. Most words represent an existing referent or not. Only a few words allow us to represent a continuum or range of distinctions. And, information taken in through our feelings, the brain codes as a feeling or emotion. When you recall information, the brain accesses and expresses the memory in the same manner it stored the information.
An illustration: we have written this text using Microsoft Word™. So to store it we use a Microsoft Word™ file. Then later, to retrieve it we must likewise begin by retrieving it from that same format. If we store a memory visually, we will recall and describe that memory using visual language. Thus, we preserve the format of visual. If we hear something and store it as a memory of sounds, we will recall and express that experience using auditory language. Speak, hear, sound and loud serve as examples of auditory words.
Our mind codes our learnings in the way we learned them. When we recall these memories, we recall them in the same rep system (see Figure 1:1). Suppose you bought a car. Suppose that you had already seen a picture of a car that you particularly liked. At the car dealership you would look at his inventory. In choosing a car to purchase, you would compare the car the dealer had with the stored memory of the car you wished to buy. Thus you used the visual rep system both to store and code the memory of the car you desired to purchase. You used the visual rep system to see the car you wanted to consider buying. And you used the visual rep system to recall the memory of the car you desired to purchase and to compare it with the car you wanted.
Of course, we store and code most memories using more than one of our five senses. In NLP we emphasize primarily the three senses of visual, auditory and kinesthetic (VAK). Should smell and taste comprise part of the memory, your mind will use them. However these two senses play a lesser role. The term representational system arises from the fact that we re-present information primarily visually, auditorily and kinesthetically. As we grow from infancy to adulthood, most people begin to favor one rep system over the others.
I (BB) primarily represent information using the auditory and verbal systems; I use words like, hear, explain, loud, harmonize, listen, etc. Now, listen! Whereas I (MH) once primarily used the kinesthetic system, and now use the visual and auditory-digital systems. I use words like see, imagine, say to yourself, etc.
Figure 1:1 Making Sense of the World
With this we have now provided you with a secret key for matching and gaining rapport with us! Feed back these key words that express the way of thinking for you and match the way we “think” with the way our brains work best!
In American society, roughly 20% of people process primarily kinesthetically, 60% do so visually, and 20% auditorily. These statistics only represent the general tendency. In actual experience, people change rep systems from moment to moment. Depending upon the subject at hand, they will process primarily visually one moment and then auditorily the next.
For those who present information publicly (ministers, teachers, public speakers), do you use all three of the major rep systems in your presentations? If you code most things primarily visually, then you probably (unconsciously) use visual terminology, which means that it will only fit or match between forty to sixty percent of your audience. To do that leaves out those people who process auditorily and kinesthetically. This could very well provide part of the answer why churches do tend to take on the personality of the pastor.
The way people represent information using the rep system will come out in their words.
NLP asserts that the descriptions people use to describe an event do not only occur metaphorically, but that they also provide a literal description of what a person does inside their head in coding and representing information. This means that the way people represent information using the rep system will come out in their words. If someone says to you, “I see your point,” then they may want to inquire about some visual images! To establish rapport and communicate with that person, we must paint them a picture of our meaning!
If somebody says, “I just don’t feel right about this,” they want some kinesthetic representations. If you ask, “Can’t you get the picture?” and then proceed to paint them a picture, you would probably not gain rapport. You thereby mismatch their kinesthetic way of “thinking” with your visual “thinking.” But respond in feeling terms and you will establish rapport and they will understand your communication.
Suppose you want to try to convince a kinesthetic person to visit your club. You could say, “I just know that you would feel comfortable in our club. We have a warm group of people. In fact, at our meetings people get lots of hugs. I feel that you would become highly impressed.” We have here italicized the kinesthetic words by which we “predicate” a statement of some sort. Using a specific sensory predicate enables us to match and pace. A kinesthetic person can get a feel for this kind of talk.
By giving people back their words (using their languaging), we “speak their language” and they think of us as one of them. And people tend to like people who think and act like them.
Knowing the primary representation system of others thus becomes an extremely important piece of information for effectively communicating with them. If your spouse asked, �
��Honey, can you see us going to the club tomorrow? I really liked what I saw at the club. The people appeared so friendly. And I’d describe the speaker as a picture of perfection, wouldn’t you? I believe we should go to this club more often.” You wouldn’t reply, “Yes, I agree. I also had a good feeling about that club. I felt the director’s delivery really spoke to me and I felt moved. And the people made me feel right at home.” No! That would completely mismatch her visual rep system. A congruent reply would go, “Yes, I agree with you. I can see us at that club tomorrow. The people not only appeared friendly, but showed themselves as truly friendly. I also found the speaker’s talk attractive because of all the word pictures he drew.”
Pacing plays an essential role in rapport building. Pacing involves having enough flexibility to enter the other person’s model of the world.
Pacing plays an essential role in rapport building. Pacing involves having enough flexibility to enter the other person’s model of the world. We do this by using their language patterns and vocabulary in communicating with them. When pacing an individual, determine their primary rep system and feed it back to them as you talk. In the above illustrations, the first speaker primarily used a visual rep system. The reply of the second person mismatched as he used kinesthetic predicates. This can result in a loss of rapport. The second example demonstrates pacing the first person via matching the visual rep system by using visual predicates. Here is a transcript of an auditory mismatch between a visual and an auditory. This is followed by a piece of pacing communication.
Auditory: I think we need to talk about this car some more. I have listened to all you have said about this vehicle. However, I discern some differences in what you say and what I hear you saying.
Mismatch: Yes, I can see that you have not perceived all that I have tried to reveal to you about this car.
Pace: Yes, I agree that it sounds like we have not communicated on the same wave length. However, I know that as I describe the car further to you, you will hear what I say in a way that will sound more understandable to you.
2.2 The Representational System Preference Test1
For each of the following statements, please place a number next to every phrase. Use the following system to indicate your preferences:
4 = Closest to describing you
3 = Next best description
2 = Third best
1 = Least descriptive of you
1. I make important decisions based on:
___ gut level feelings.
___ which way sounds best.
___ what looks best to me.
___ precise review and study of the issues.
2. During an argument, I am most likely to be influenced by:
___ the other person’s tone of voice.
___ whether or not I can see the other person’s argument.
___ the logic of the other person’s argument.
___ whether or not I feel in touch with the other person’s true feelings.
3. I most easily communicate what is going on with me by:
___ the way I dress and look.
___ the feelings I share.
___ the words I choose.
___ the tone of my voice.
4. It is easiest for me to:
___ find the ideal volume and tuning on a stereo system.
___ select the most intellectually relevant point concerning an interesting subject.
___ select the most comfortable furniture.
___ select rich, attractive color combinations.
5.
___ I function as very attuned to the sounds of my surroundings.
___ I function as very adept at making sense of new facts and data.
___ I function as very sensitive to the way articles of clothing fit on my body.
___ I have a strong response to colors and to the way a room looks.
2.2.1 SCORING THE REPRESENTATIONAL PREFERENCE TEST
2.2.2 STEP ONE:
Copy your answers from the test to the lines below. Transfer the answers in the exact order they are listed.
2.2.3 STEP TWO:
Add the numbers associated with each letter.
Make five entries for each letter.
2.2.4 STEP THREE:
The comparison of the totaled scores give the relative preference for each of the four major rep systems.
2.3 Representational System Practice2 (Homework)
Genie Laborde includes in her book, Influencing With Integrity, a handy instrument for assisting you in determining your preferred rep system. You can determine which system you prefer most, which one you prefer second and which one your conscious mind does not use much. The system that gives you the most difficulty to translate and match probably reflects your least used system. I have used several instruments but I have found this instrument the most helpful to me. I have reproduced her instrument in its entirety.
Example 1. My future looks hazy.
Match:
Visual: When I look to the future, it doesn’t seem clear.
Translate:
Auditory: I can’t tune in to my future.
Kinesthetic: I can’t get a feel for what seems to be going to happen.
Example 2. Sarah doesn’t listen to me.
Match:
Auditory: Sarah goes deaf when I talk.
Translate:
Visual: Sarah never sees me, even when I’m present.
Kinesthetic: I get the feeling Sarah doesn’t know I’m alive.
Example 3. Mary gets churned up on Mondays when the boss expects the report.
Match:
Kinesthetic: Mary gets agitated and nervous on Mondays.
Translate:
Visual: Mary can’t focus on Mondays when the report comes due.
Auditory: Mary hears lots of static on Mondays when the report comes due.
Complete the following for increased awareness of rep systems. This model offers good practice for future use. This exercise will wire your mind to match predicates when you next hear one of these. Note: I have added a third translate for Auditory Digital.
1. My boss walks over me like I’m a door mat.
Match:
Translate:
Translate:
Translate:
2. I get the feeling I’m unappreciated.
Match:
Translate:
Translate:
Translate:
3. I have trouble looking back to that problem.
Match:
Translate:
Translate:
Translate:
4. I guide this project by the seat of my pants.
Match:
Translate:
Translate:
Translate:
5. She seems like such a sweet girl.
Match:
Translate:
Translate:
Translate:
6. I ask myself, “How did I ever get into this?”
Match:
Translate:
Translate:
Translate:
7. I can imagine what she’s like.
Match:
Translate:
Translate:
Translate:
8. Something tells me I’m making a mistake.
Match:
Translate:
Translate:
Translate:
9. I’ve tried to get a handle on what my boss means.
Match:
Translate:
Translate:
Translate:
10. I keep stubbing my toe on unexpected obstacles.
Match:
Translate:
Translate:
Translate:
11. Joe paints a clear picture of disaster ahead.
Match:
Translate:
Translate:
Translate:
12. Smells like a dead fish to me.
Match:
Translate:
Translate:
Translate:
2.4 Predicates & Process Words
In communication—we cannot not communicate. I (BB) first learned this truth while studying communication skills. The instructor put it this way, “You cannot not tell your story.” Thus, every time we open our mouths we verbally represent our model of the world. This applies to the rep system as well. People who primarily sort and code their thoughts auditorily will primarily produce auditory predicates. Visual processors will do this visually and kinesthetic processors will do it in that system. It only makes sense. If we think in terms of sights, sounds, and sensations, it shows up in our external language maps—words.
The User's Manual for the Brain Volume I Page 3