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Accessing Cues Subtle behaviours that indicate which representational system a person is using. Typical types of accessing cues include eye movements, voice tone and tempo, body posture, gestures, and breathing patterns. Affiliating The need of human beings to affiliate with each other. One of the Meta Programs that indicates whether a person prefers to work alone or with a team. Align Arrange so that all the elements being aligned are parallel, and therefore moving in the same direction. Ambiguity The use of language that is vague, or ambiguous. Language that is ambiguous is also abstract (as opposed to specific). Analogue Having shades of meaning, as opposed to Digital, which has discrete (On/off) meaning. As in an analogue watch (a watch with minute and hour hands). Analogue Marking Using your voice tone, body language, gestures, etc. to mark out key word in a sentence or a special piece of your presentation. Anchor Any stimulus that is associated with a specific response. Anchors happen naturally, and they can also be set up intentionally, for example, ringing a bell to get peoples attention, or more subtly, standing in a particular place when answering questions. Anchoring The process of associating an internal response with some external trigger (similar to classical conditioning) so that the response may be quickly, and sometimes covertly, re-accessed. Anchoring can be visual (as with specific hand gestures), auditory (by using specific words and voice tone), and kinaesthetic (as when touching and arm or laying a h… As-If Frame Pretending that some event has happened. Thinking 'as if' it had occurred, encourages creative problem solving by mentally going beyond apparent obstacles to desired solutions. Ask 'What would it be like if I could ... ?' Association As in a memory, looking through your own eyes, hearing what you heard, and feeling the feelings as if you were actually there. This is called the associated state. Attitude A collection of values and beliefs around a certain subject. Our attitudes are choices we have made. Auditory Relating to hearing or the sense of hearing. Away From A Meta program - when a person`s preference is to move in the opposite direction from what they want. 'I don`t want a 9 to 5 job.' Backtrack To review or summarize, using another`s key words and tonalities, or in presentations, a very precise summary using the same key words in the same voice tones as were originally used. Behaviour The specific physical actions and reactions through which we interact with people and the environment around us. Behavioural Flexibility The ability to vary one`s own behaviour in order to elicit, or secure, a response from another person. Behavioural Flexibility can refer to the development of an entire range of responses to any given stimulus as opposed to having habitual, and therefore limiting, responses that would inhibit performance potential. John Grinder suggests that you ea… Beliefs Closely held generalizations about (1) Cause, (2) Meaning, and (3) Boundaries in (a) The world around us, (b) Our behaviour, (c) Our capabilities, and (d) Our identity. Beliefs function at a different level than concrete reality and serve to guide and interpret our perceptions of reality, often by connecting them to our criteria or value systems. B… Break State Get out of a state by thinking about or doing something different. Used in NLP techniques to completely separate one state from another, and to ensure one state does not contaminate another. Calibrated Loop Unconscious pattern of communication in which behavioural cues of one person trigger specific responses from another person in an ongoing interaction. Calibration The process of learning to read another person`s unconscious, non-verbal responses in an ongoing interaction by pairing observable behaviour`s clues with a specific internal response. A very important first step in most NLP processes, you calibrate the problem state. That is, how is your client`s body posture, where does the eyes go, how is the bre… Capacity Mastery over an entire class of behaviour - knowing how to do something. Capabilities from the development of a mental map allowing us to select and organize groups of individual behaviours. In NLP these mental maps take the form of cognitive strategies and Meta-Programs. Chaining Anchors When a series of anchors are released as each anchor experience peak allowing you to easily move through a sequence of states. This can take you through a chain of emotions progressively leading from a stuck state, to a resourceful state. Change Personal History An NLP anchoring process that adds resources into past problem memories with continuing negative impact, transforming them into memories with a positive or even numinous influence. A way to change the emotional impact of memories. Choreography Systematically using different places for different kinds of behaviour. For example standing or sitting in a different position for delivering input, recounting stories, and answering questions etc. This sets up spatial anchors for the people you speak to. Particularly important in training situations. Chunking Organizing or breaking down some experience into bigger or smaller pieces. Chunking up involves moving to a larger, more abstract level of information. Chunking down involves moving to a more specific and concrete level of information. Chunking laterally involves finding other examples at the same level of information. Collapsing Anchors When two separate anchors are released simultaneously they combine two different internal experiences. This is especially effective with kinaesthetic anchors. Completeness A logical semantic property of the full linguistic representation, the Deep Structure. Surface Structures are complete if they represent every portion of the Deep Structure. Congruence When all of a person`s internal beliefs, strategies, and behaviours are fully in agreement and oriented toward securing a desired outcome. Words, voice and body language - give the same message. Conscious Competence The third stage of the learning cycle in which full conscious attention is still to carry out an activity. The skill is not yet fully integrated and habitual Conscious Incompetence The second stage of the learning cycle in which conscious attention is on the task and the results are variable. This is the stage when the learning rate is the greatest. Content Reframing Taking a statement and giving it another meaning, by focusing on another part of the content, asking, 'What else could this mean?' Context The framework surrounding a particular event. This framework will often determine how a particular experience or event is interpreted. Control Frame Setting a limit on the scope or time of an activity. Covert Subtle or out of conscious awareness. Criteria The values or standards a person uses to make decisions and judgements about the world. A single criterion is composed of many elements, conscious and sub-conscious. The question to ask is: 'What`s important about ....?' Cross Over Mirroring Matching a person`s body language with a different type of movement, e.g. tapping your foot in time to their speech rhythm. Decision Having completed the process of deciding, which usually (sometimes wrongly) fixes the process in time. Deep Structure The sensory maps (both conscious and sub-conscious) that people use to organize and guide their behaviour. Deletion One of the three universals of human perception; the process by which selected portions of the world are excluded from the representation created by the person. Within language systems, deletion is a transformational process in which portions of the Deep Structure are removed and, therefore, do not appear in the Surface Structure representation. Digital Having a discrete (on / off) meaning, as opposed to Analogue, which has shades of meaning. Dissociation As in a memory, for example, looking at your body in the picture from the outside, so that you do not have the feelings you would have if you were actually there. Distortion One of the three universals of human perception; the process by which the relationships, which hold among the parts of that which is perceived, are represented differently from the real world event that they represent. One of the most common examples of distortion in modelling is the representation of a process by an event. Within language systems,… Dovetailing Outcomes The process of fitting together different outcomes, optimising solutions. The basis of win-win negotiations. Down-Time As in having all sensory input channels turned inward so that there are no chunks of attention available for outward attention. Ecology The study of the effects of individual actions on the larger system. In an individual, the study of the effects of individual components of therapy on the bigger picture of the whole individual. In all NLP processes an ecology check is incorporated assuring harmony. Elicitation The act of discovery and detection of certain internal processes. Embedded Commands This is when you mark out certain phrases that could stand on their own as commands, by changing your voice tone or by gesturing so that they don`t get it consciously, only unconsciously. Environment The external context in which our behaviour takes place. Our environment is that which we perceive as being 'outside' of us. It is not part of our behaviour but is rather something we must react to. Epistemology The study of how we know what we know. Eye Accessing Cues Movements of the eyes in certain directions, which indicate visual, auditory or kinaesthetic thinking. -Vr - Visual remembered: (eyes up to the right) seeing images of things seen before, as they were. Questions that usually elicits this kind of processing include: 'What colour are your mother`s eyes?' 'What does your coat look like?' -Vc - Visual … Four Tuple (Or 4-Tuple) A shorthand method used to notate the structure of any particular experience. The concept of the four tuple maintains that any experience must be composed of some combination of the four primary representational classes - Frame Set a context or way of perceiving something as in Outcome Frame, Rapport Frame, Backtrack Frame, Out Frame, etc. Future Pacing The process of mentally rehearsing oneself through some future situation in order to help ensure that the desired behaviour will occur naturally and automatically. Generalization One of the three universals of human modelling; the process by which a specific experience comes to represent the entire category of which it is a member. Gestalt A collection of memories, where the memories are linked together or grouped together around a certain subject. Gustatory Relating to taste or the sense of taste. Hierarchy An organization of things or ideas where the more important ideas are given a ranking based upon their importance. Identity Our sense of who we are. Our sense of identity organizes our beliefs, capabilities, and behaviours into a single system. Impasse A smoke screen. When a person draws a blank or gets confused as you are working on an issue with them. Incongruence State of having reservations, not totally committed to an outcome, the internal conflict will be expressed in the person`s behaviour. Installation The process of facilitating the acquisition of a new strategy or behaviour. A new strategy may be installed through some combination of anchoring, accessing cues, metaphor, and future pacing. Integrity Congruence and honesty. Personal integrity and ethical actions are necessary for a high level of NLP skills. Intention The purpose or desired outcome of any behaviour. Internal Representation Patterns of information we create and store in our minds in combinations of images, sounds, feelings, smells and tastes. The way we store and encode our memories. Introjects Sub-conscious rules that control behaviour. Intuition Consistent judgements made by people (typically, without an explanation of how these judgements are made). Within language systems, the ability of native speakers of a language to make consistent judgements about the sentences of their language; for example, their ability to decide which sentence of words in their language are well-formed. Kinaesthetic Relating to body sensations. In NLP the term kinaesthetic is used to encompass all kinds of feelings including tactile, visceral, and emotional. Lead System The preferred representational system (visual, auditory, kinaesthetic) that finds information to input into consciousness. Leading Changing your own behaviours with enough rapport for the other person to follow. Pacing and leading is an important part of NLP. You should enter the client`s world, and lead him to reach the appropriate conclusions himself for achieving the changes desired. Learning The process of getting knowledge, skills, experience or values by study, experience or training. Learning Cycle Stages of learning to build habitual skills - 1. Unconscious in Competence 2. Conscious Incompetence 3. Conscious Competence 4. Unconscious Competence Learning Strategies Sequences of images, sounds and feelings that lead to learning. Learning Styles Different preferred ways of learning. There are many different models, including different senses, Meta programs or concept-structure-use. Some prefer to see things, others learn best if they read, and some learn best if they hear someone talk about the material. Logical Levels An internal hierarchy in which each level is progressively more psychologically encompassing and impactful. In order of importance (from high to low) these levels include: (1) Spiritual, (2) Identity, (3) Beliefs and values, (4) Capabilities, (5) Behaviour, and (6) Environment. Loop The inappropriate, usually compulsive repetition of a unit of behaviour. Map Of Reality (Model of the World) Each person`s unique representation of the world built from his or her individual perceptions and experiences. Matching Adopting parts of another person`s behaviour for the purpose of enhancing rapport. Meta Derived from Greek, meaning over or beyond. Meta Message A message about a message. Your non-verbal behaviour is constantly giving people Meta messages about you and the information your are providing. Meta message is higher level messages about: 1 The type of message being sent. 2 The state/status of the messenger. 3 The state/status of the receiver. 4 The context in which the message is being sent. Meta Mirror Developed by Robert Dilts, a Meta Mirror is a 4th position added to the 1st. position (as seen through your own eyes), 2nd. position (as seen through the eyes of the other), 3rd. position (observing both your and the other), and the 4th. position which is about how your 3rd position you treat the 'you' that is in relationship with the other person.… Meta Model A model developed by John Grinder and Richard Bandler in studying Virginia Satir. It identifies categories of language patterns that indicate to limitations in a person`s model of the world. The Meta Model is based on Transformational Grammar and identifies common distortions, deletions and generalizations, which obscure the Deep Structure/original… Meta Position The process of thinking about one situation or phenomenon as something else, i.e., stories, parables, and analogies. Meta Program A level of mental programming that determines how we sort, orient to, and chunk our experiences. Our Meta programs are more abstract than our specific strategies for thinking and define our general approach to a particular issue rather than the details of our thinking process. Meta-Cognition Knowing about knowing: having a skill, and the knowledge about it to explain how you do it. Metaphor The process of thinking about one situation or phenomenon as something else, i.e., stories, parables, and analogies. Milton Model The language of trance and persuasion. Artfully vague language patterns to pace another person`s experience and access unconscious resources. Based on the language used by Milton H. Erickson M.D. Mirroring Matching portions of another person`s physiology or behaviour with another or opposite portion or behaviour of your own. Mismatching Adopting different patterns of behaviour to another person, breaking rapport for the purpose of redirecting, interrupting or terminating a meeting or conversation. Model A practical description of how something works, whose purpose is to be useful. Model Of The World A person`s internal representation about the condition of the world. Modelling The process of observing and mapping the successful behaviours of other people. In NLP this involves profiling behaviours/physiology, beliefs and values, internal states and strategies Multiple Description The process of describing the same thing from different viewpoints. Neuro-Linguistic Programming (Nlp) A behavioural model and set of explicit skills and techniques founded by John grinder and Richard Bandler in 1975. Defined as the study of the structure of subjective experience. NLP studies the patterns or 'programming' created by the interactions among the brain (Neuro), language (linguistic), and the body that produce both effective and ineffect… New Behaviour Generator Strategies A process where a person reviews a situation where they don`t behave as they would like to, and then adds new resources into that situation. They can either (1) Choose a resource that they have had access to in the past; (2) Pretend like they have the resource, or (3) Find someone else that has a resource and model them. Non-Verbal Without words. Usually referring to the analogue portion of our behaviour such as tone of voice or other external behaviour. Olfactury Relating to smell or the sense of smell. Open Frame An opportunity for anyone to raise any comments or questions about the material that interests them. Out Framing Setting a frame that excludes possible objections. 'I will answer any question, except questions about the seating arrangements.' This is a very important concept in meetings and presentations. Outcomes Goals or desired states that a person or organization aspires to achieve. Overlap Using one representational system to gain access to another, for example, picturing a scene and then hearing the sounds in it. Pacing A method used by communicators to quickly establish rapport by matching certain aspects of their behaviour to those of the person with whom they are communicating - a matching or mirroring of behaviour. Parts A metaphorical way of talking about independent programs and strategies or behaviour. Programs or 'parts' will often develop a persona that becomes one of their identifying features. Past Pacing Is installing memories of having already achieved a desired change at some earlier date in order to create memories of already having achieved the desired change in the past. Pattern Interrupt Breaking a habitual pattern before it is completed. Perceptual Filters The unique ideas, experiences, beliefs and language that shape our model of the world. Perceptual Position A particular perspective or point of view. In NLP there are three basic positions one can take in perceiving a particular experience. First position involves experiencing something through our own eyes associated in a first person point of view. Second position involves experiencing something from the other persons view with their mind and their be… Phonological Ambiguity Two words that sound the same, but there/their difference is plain/plane to see/sea. Physiology To do with the physical part of a person. Polarity If an individual initially notices (and looks for) the aspects that match and agree, he/she is called a positive responder. If the person initially notices (and looks for) the mismatch initially, and is on the lookout for what is wrong or what could go wrong, he/she is called a negative or polarity responder. If you say ‘yes` a polarity responder w… Predicates Process words (like verbs, adverbs, and adjectives) that a person selects to describe a subject. Predicates are used in NLP to identify which representational system a person is using, and subsequently preferred sensory predicates are used in the interaction enhancing rapport. Preferred System The representational system that an individual typically uses most to think consciously and organize his or her experience. Presupposition A basic underlying assumption that is necessary for a representation to make sense. Within language systems, a sentence which must be true for some other sentence to make sense. Mastery of presuppositions is one of the keys to NLP excellence. Problem Space Problem space is defined by both physical and non-physical elements that create or contribute to a problem. Solutions arise out of a 'Solution Space' of resources and alternatives. A Solution Space needs to be broader than the Problem Space to produce an adequate solution. Process And Content Content is what is done, whereas process is about how it is done. What you say is content and how you say it is process. Punctuation Ambiguity Ambiguity by merging two separate sentences into one can always try to make sense of them. Quotes A pattern in which a message that you want to deliver can be embedded in quotations, as if someone else had stated the message. Rapport The establishment of trust, harmony, and cooperation in a relationship. Reference Structure The sum total of experiences in a person`s life story. Also, the fullest representation from which other representations within some system are derived; for example, the Deep Structure serves as the Reference Structure for the Surface Structure. Reframing Changing the meaning of a communication by changing the context, the frame size or other changes that put the communication into a situation where the meaning is altered. A process used in NLP through which a problematic behaviour is separated from the positive intention of the internal program or 'part' that is responsible for the behaviour. New c… Relevancy Challenge Asking how a specific statement or behaviour is helping to achieve an agreed outcome. Representational System Primacy Where an individual systematically uses one sense over the others to process and organize his or her experience. Primary representational system will determine many personality traits as well as learning capabilities. Representational Systems The five senses: seeing, hearing, touching (feeling), smelling, and tasting. Requisite Variety Flexibility of thought and behaviour. Able to make any number of changes on the way to an outcome / goal to ensure its achievement. Resourceful State The total neurological and physiological experience when a person feels resourceful. Resources Any means that can be brought to bear to achieve an outcome: physiology, states, thought, strategies, experiences, people, events or possessions. Second Position Seeing the world from another person`s point of view and so understanding their reality. Secondary Gain Where some seemingly negative or problematic behaviour actually carries out some positive function at some other level. For example, smoking may help a person to relax or help them fit a particular self-image. Sensory Acuity The process of learning to make finer and more useful distinctions about the sense information we get from the world. Sensory-Based Description Information that is directly observable and verifiable by the senses. It is the difference between 'The lips are pulled taut, some parts of her teeth are showing and the edges of her mouth are higher than the main line of her mouth' and 'She`s happy' - which is an interpretation. Sliding Anchor An anchor, which is functioning as an amplitude of response, similar to a slide potentiometer on a stereo. The sliding anchor can both amplify and decrease depending on how you set it up. Richard Bandler combines sliding and stacking anchors in order to create optimal states. Slight-Of-Mouth Pattern Developed by Robert Dilts modelling Richard Bandler`s language patterns. The patterns are used with any complex equivalence or cause-effect statement as a conversational belief change. Softeners Lessen the impact of a direct question by softening voice tone or preamble such as 'Would you be willing to tell me ....? Sort A computer term meaning to reorganize and/or to filter information in the process of the reorganization. Spatial Marking Consistently using different areas of space for different actions to associate location with action. Stacking Anchors Stacking anchors is when you use the same anchor repeatedly to get a combination anchor that elicits several memories. The effect is additive, and you can create some very powerful combination anchors this way. State The total ongoing mental and physical conditions from which a person is acting. The state we are in affects our capabilities and interpretation of experience. Stimulus Response An association between an experience and a subsequent so-called reaction; the natural learning process Ivan P. Pavlov demonstrated when he correlated the ringing of a bell to the secretion of saliva in dogs. Strategy A set of explicit mental and behavioural steps used to achieve a specific outcome. In NLP, the most important aspect of a strategy is the representational systems used to carry out the specific steps. Sub-Modalities The finer distinctions of sensory qualities perceived by each of the senses. For example, visual sub- modalities include colour, shape, movement, brightness, depth, etc. auditory sub-modalities include volume, pitch, tempo, etc, and kinaesthetic sub-modalities include pressure, temperature, texture, location, etc. Surface Structure The words or language used to describe or stand for the actual primary sensory representations stored in the brain. Swish Pattern A generative NLP sub-modality process that programs your brain to go in a new direction. Is very effective in changing habits or unwanted behaviours into new constructive ones. Synaesthesia The process of overlap between representational systems, characterized by phenomena like see-feel circuits, in which a person derives feelings from what he sees, and hear-feel circuits, in which a person gets feelings from what they hear. Any two sensory modalities may be linked together. Syntactic Ambiguity Ambiguous sentence where a verb plus 'ing' can serve either as an adjective or a verb, e.g. Influencing people can make a difference. Systemic To do with systems, looking at relationships and consequences over time and space rather than linear cause and effect. Third Position When step back and observe yourself and others interacting as though you were a fly on the wall. Timeline A way to look at how we store our time. An imaginary line connecting our past, present and future. This line is travelled along in order to re-visit and change our future or past history. We store memories in pictures, sounds, and feelings, and we know more or less where in time each memory belongs. Being 'In time' refers to being in the moment and… Tonal Marking Using your voice to mark out certain words as being significant. Trance An altered state with an inward focus of attention on a few stimuli. Transderivational Search The process of searching back through one`s stored memories and mental representations to find the reference experience from which a current behaviour or response was derived. Translating The process of rephrasing words from one type of representational system predicates to another. Triple Description The process of perceiving experience through First, Second, and Third Positions. Unconscious Competence The fourth stage of learning in which the skill has been fully integrated and is habitual. Unconscious Incompetence The first stage of the learning cycle in which we are unaware of a skill. Uptime State where the attention and senses are committed outwards. Utilization A technique in which a specific strategy sequence or pattern of behaviour is paced or matched in order to influence another`s response. Values Those things that are important to us and are driving our actions. Visual Relating to sight or the sense of sight. Visual Squash A process of negotiating between two internal parts or polarities that included defining the parts, identifying the positive purpose or intention of each and negotiating agreement with resultant integration. Visualization The process of seeing images in your mind. Voice Quality The second most important channel of communication and influence. Research suggests it is 38 percent of the total impact of the communication. Well-Formedness Conditions The set of conditions something must satisfy in order to produce an effective and ecological outcome. In NLP a particular goal is well-formed if it can be: (1) Stated in positive terms, (2) Defined and evaluated according to sensory based evidence, (3) Initiated and maintained by the person who desires the goal, (4) Made to preserve the positive by… | SearchTyp a word and hit `Search`.
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