Resultados esperados en la práctica de campo

Appendix 8

GLOSSARY OF NLP TERMS

GLOSSARY OF NLP TERMS

Accessing cues

Accessing cues - Actions which affect our internal processing so that we can access one representational system more strongly than another in that moment. E.g. to direct access to your kinaesthetic system you may slow your breathing rate and your voice tempo; to access auditorially you might choose to tilt your head as if you are using a telephone.etc.

Anchoring

Anchoring - is the process by which any internal or external representation gets connected to and triggers a subsequent string of representations and responses. They can be naturally occurring or set up deliberately. A perfume, a song, the sound of your name being spoken by a certain person can all be naturally occurring anchors. Intuitively set anchors might include a clenched fist or a triumphant yell to help us anchor that feeling of success.

An Anchored State

An Anchored State - can be deliberately set up by applying a touch, a sound, a gesture or a combination of these as a state comes to maximum level. Then the state can be reactivated or remembered through re-using that same touch, sound, gesture or combination to the same intensity and in the same way. To be successful anchors must be as precise as possible and can be set either by you or others.

Associated

Associated – in the context of submodalities, “associated” indicates that the representation of an event involves seeing with your own eyes, hearing with your own ears and sensing with your own body.

Attention

Attention - In NLP we speak about First Attention and Second Attention. First Attention is more limited; being where you focus your conscious mind. Since the conscious mind is limited in its ability to take in and remember information, of greater value to the NLP student is Second Attention - the facilitation, process and use of the unconscious mind.

Auditory

Auditory - One of the main representation systems of the neural network of the human body. Auditory process represents heard information internally - whether words or music, whether external or internal.

Behaviour -

Behaviour -is human activity. It includes large movements like a gesture or throwing a ball; small movements such as eye movements or breathing changes; micro movements such as the micro muscle movements experienced when modelling some activity.

Beliefs

Beliefs – are rules of operation generalised over time. These ideas and systems are developed throughout our lives as the product of our experience and modified by our perceptual filters, deletions, distortions and generalisations.

Calibration

Calibration - The ability to notice and measure change with respect to a standard. To calibrate skilfully one requires refined sensory acuity. When you can tell accurately that a person is happy or excited because of the changes in the way they usually are, you are calibrating. Good salespeople can calibrate when a buyer is ready to buy.

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Reference Guide for Practitioners of NLPNLP

Chunking

Chunking - an extremely useful skill to understand the difference between logical levels of information. It is the grouping of information into types and sub types and assists in the development of meaning facilitating memory. Chunk size can vary, e.g. when you first learn to drive, each separate process is one chunk - adjust the mirror, look behind you, start the engine, put the car in gear etc. Once you have driven for a while, driving becomes one chunk.

Complex Equivalence

Complex Equivalence – An example of collapse of logical levels such as inferring an intention onto a behaviour. The pattern being “x” therefore “y”. The “therefore” is implied. Eg “You’re late, you don’t love me”.

Communication

Communication- The process of conveying information by language, signs, symbols, and actions. Moving towards an outcome, it can be directionalised toward the outcome as is usually the case in sales, negotiation and therapy.

Congruity/Incongruity

Congruity/Incongruity - Congruency is the alignment of all output channels in a communication. E.g. the words, the tone of voice, the gestures are all communicating the same or similar message. Incongruency is the result of conflicting messages, e.g. saying "Yes, I'm sure" in a soft questioning voice ending with an upward inflection.

Conscious Mind

Conscious Mind- is limited in its ability to take in and remember information up to 7+2 chunks. The focus of the conscious attention is usually on only one experience at a time shifting from experience to experience.

Content/Content Reframe

Content/Content Reframe - The substance or matter of an experience / Reframed = thinking of the substance of the experience in a different way so that you gain a different perspective on the experience. e.g. the glass is half empty / the glass is half full.

C

Context/Context Reframeontext/Context Reframe- the background, situation or circumstance of an experience / Reframed = thinking of that experience, and mentally changing the scenario. e.g. working late at night when you are tired takes on a different perception when you think about lying on your yacht explaining what it took to get there.

Criteria

Criteria - the defined standards and values of an individual when measuring what is important to them.

Cybernetics

Cybernetics - the study of systems of communication. Traditionally applied to machines such as computers and robots, cybernetics can also be applied to humans, both in terms of individual systems - the communication system integral to a single individual and in terms of social systems and communities.

Deep Trance Identification

Deep Trance Identification - the achievement of an intensely altered state in which an individual is able to identify the patterns of excellence which he/she wishes to model.

Deletion

Deletion - is what has been left out of your internal representation of the srcinal experience. One of the cognitive processes that allows us to manage incoming sensory data without being overwhelmed, however there are things we delete which would be useful for us to have retained.

Digital

Digital - is either on or off, an abrupt state change.

Dissociated

Dissociated – in the context of submodalities, “dissociated” indicates that the

representation of an event involves seeing yourself in the picture, hearing yourself in the soundscape, and sensing yourself in an external element

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Distortion

Distortion - The process of including changes into ones internal representation so that things get, "blown out of proportion", "the truth gets stretched", things get "twisted" or "bent", allowing us to shift our sensory data.

Down Time

Down Time - is the result of putting one's awareness internally. Focussing the attention on internal processes.

Ecology

Ecology - is the study of consequences. To be ecological is to act at all times within the knowledge of the consequences of one’s actions.

Elicitation

Elicitation - Information gathering by direct observation of a person’s accessing cues, gestures, etc and through the asking of well formed questions to determine the structure of their internal experience.

Epistemology

Epistemology - The study of how we know what we know, how individuals, groups, families, societies and cultures think and decide. It reveals the premises underlying outer behaviour and inner thinking based on the history of the individual or the social group. Systems such as extended families, cultures or societies may have a dominant epistemology into which the sub-system of the individual or family or community fits their own epistemology, and the greater system of interconnected life has a number of epistemologies.

Ericksonian Hypnosis

Ericksonian Hypnosis - Communication models developed by the innovative psychiatrist Milton H Erickson for working on an individual’s subjective experience. This is a form of hypnosis which respects the uniqueness of each person and develops trance states specifically for each person. As a result Ericksonian Hypnosis involves the elegant and graceful use of the following - calibration, use of context, rapport, visual and auditory analogue markers, elicitation and feedback.

Eye Scanning Patterns

Eye Scanning Patterns - are a set of Accessing Cues that pay attention to the way the eyes move and the sequence of eye positions. Knowing which internal process correlates to each position is the precursor to understanding and eliciting strategies.

Feedback

Feedback - The criteria which enable you to determine if you are moving toward your desired outcome.

First Order Change

First Order Change - Change which occurs at the same logical level as the problem state. e.g. "painting a chair a different colour" – the structure remains the same, the appearance changes.

First Position

First Position - being associated with one’s self, the process of using one’s own sensory acuity to process the world.

Flexibility

Flexibility - To gain flexibility is to extend and expand ones range of behavioural patterns, to expand the way one processes the world, to extend one's model of the world, to extend ones range of perceptual filters. This allows one to achieve ones outcomes in any situation

Frames

Frames - impart meaning to a given set of circumstances, events or behaviour. Once the frame has been established, the meaning can be defined. ‘Frame’ is a visual term. In auditory we would use the term, “setting the tone” and in kinaesthetic, “defining the boundaries”.

As if frame

As if frame - The process of acting "AS IF" you are what you want to be. e.g. acting happy when you feel sad.

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Discovery frame

Discovery frame - The action of suspending expectation, judgement and desire in order to create a mental framework in which to discover and learn.

Future pace

Future pace - the internal process of noticing into ones future and placing resources there to be used at a future time.

Generalisation

Generalisation - The cognitive process by which parts of a person's internal experience separates from the srcinal experience becoming a separate generalised pattern. This can be useful as when a child touches a stove top and gets burnt, the child generalises to "burners are hot", or "don't touch stoves when they are on". It can be limiting in other cases, e.g. a child is yelled at by a woman in a red dress, and generalises to "people in red dresses should be avoided".

Generative Change

Generative Change - a change that creates the possibility of further change. Teaching people new behaviours in such a way that they feel empowered often leads to generative change. Change that can redefine their life and the lives of those they interact with.

Gustatory

Gustatory – representing taste internally.

Identity

Identity - includes the way we see, hear and feel about ourselves, the values and beliefs which determine the patterns of our behaviours and thinking.

Imprinting

Imprinting - in humans usually takes place in formative situations in which beliefs and values are installed. Unlike animals, imprinting in humans can be reversed.

Integration

Integration - is carried out by our vestibular system allowing us to incorporate our learnings so that these become part of us for use in both the external and internal worlds.

Intention

Intention - Intention is not always apparent from behaviour, is regarded as highly important for the person doing the behaviour, and is the reason or purpose behind the behaviour.

Internal negotiation

Internal negotiation - From the work of Virginia Satir, leading family therapist. The act of separating out different parts within a person, when those parts appear to have different agendas, in order to negotiate or come to an agreement to create a better situation for the person. E.g., when you want to buy an expensive evening jacket and "your internal accountant - you're saving for a new car", "your internal fashion stylist - this doesn't go with anything else in your wardrobe", and "your internal party girl - It would make her green with envy - I'd look great" all have different opinions.

Internal representation

Internal representation - Known as mental maps, our internal representations are the result of our pictures, sounds, thoughts and feelings. These govern our behaviour in the external world.

In Time

In Time - a state in which people experience time as continuously present. Neither the past nor the future has a great deal of meaning in this context. Can be culturally based or simply the result of someone being totally absorbed in the moment.

Kinaesthetic

Kinaesthetic – body sensation and examples of where body sensation come from – hormonal muscular, vestibular, skeletal, digestive, respiratory and physiology, including all forms of moving.

Lead System

Lead System - The first sensory system to take in information.

Logical Levels

Logical Levels - when two or more logical types are in a hierarchy the logical type that includes the others would be considered to be at a higher logical level.

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Logical Types

Logical Types - classifications or sets of nominalizations.

Map / Map of Reality

Map / Map of Reality - a description of subjective representation of reality. The NLP presupposition, "The map is not the territory" suggests that a description of reality is a representation - once or twice removed from the srcinal experience and is known as a map.

Matching/Mismatching

Matching/Mismatching - matching is adopting parts of another person’s behaviour i.e. particular gestures, facial expressions, forms of speech, tone of voice etc. If subtly done it helps create a feeling of being similar or alike between people. Mismatching can be either conscious or unconscious behaviour. It has the effect of reducing rapport between people because someone who mismatches does things differently from others, breathing at a different rate, speaking at a different tempo and so on. Mismatching can be a normal part of focusing on difference.

Meta-Cognition

Meta-Cognition - thinking about one's thought processes from a Meta position, literally taking an outside perspective to think about how one thinks.

Meta Model

Meta Model - in the field of NLP the Meta Model is a language tool that provides questions to help uncover, specify and clarify information, which in everyday verbal or written language may have been lost through habitual patterns of distortion, deletion and generalisation. This model was developed by Richard Bandler and John Grinder.

Metaphor

Metaphor - used to provide learning directly to the Unconscious mind, or to offer suggestions and solutions conversationally, Metaphor uses the description of a process, or series of events, designed to reproduce the patterns found in a real situation, with alternative content. Includes allegory and simile.

Meta Position

Meta Position - a dissociated position, stepping outside of your own habitual internal process, internal state and external behaviour, to acquire a neutral and impartial observer type of position. A meta-position is useful for gathering information without filtering it through your usual patterns and filters.

Meta Programs

Meta Programs - the mental patterns that underlie and describe human activity and personality traits, Meta Programs are the habitual thinking processes that determine the where one places one's attention, or what provides motivation. For example whether one puts one's attention primarily on the past, present or future - whether one more often places attention on one's self or on others; whether one moves away from that which is undesirable, or moves towards that which is.

Milton Model

Milton Model - developed by John Grinder, Richard Bandler and Judith Delozier after they modelled Dr Milton Erickson, a psychiatrist and hypnotherapist of incredible skill. The Milton Model's function is the opposite to the function of the Meta model, in that it is designed to deliberately delete, distort and generalise information even further, in order to allow each individual listener to draw on their own personal relevant experiences within the structure offered by the presenter, in order to have them infer a personal meaning from a very unspecified communication.

Mirroring

Mirroring - when one reflects all or some aspects of someone's physiology, as if seen in a mirror image, e.g. right hand for left, as opposed to matching exactly, e.g. right hand for right hand. Mirroring is used to build Rapport by reducing the difference between self and another at unconscious levels.

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Models/Modelling (replicating talent)

Models/Modelling (replicating talent) - when modelling one elicits and describes, either consciously or unconsciously, the patterns at work in an expert demonstrating their expertise. Eliciting the specific and efficient description, replication and transfer of skills from one being to another within a specific context and for an intended outcome. Modelling for elegance involves removing non-essential features and distinctions of the modelled pattern, we are able to produce a streamlined behaviour, which with a minimal number of distinctions provides effective replication of the talent. Modelling is also a naturally occurring form of learning, where a person exposed to the behaviours and qualities of a significant other will re-present, internalise and express those behaviours and qualities themselves e.g. children modelling their parents, students modelling a mentor or teacher.

Modal Operator

Modal Operator - a linguistic term, used as part of the meta-model to bust deletions. A modal operator denotes whether something is an option (a modal operator of possibility- words like could, might, may, can) or whether it is a requirement (modal operator of necessity- words like must, ought, should, have to).

Model of the World

Model of the World - each individual human has their own combination of values, belief, perceptual filters, experiences, learnings, desires and expectations. These aspects in combination produce a unique way of being in the world, and a unique way of perceiving the events that we encounter, and in turn a unique way of responding to information, experiences and people. Our internal representations of reality, and the processes by which we organise those representations, shape our actions. These internal maps are referred to as being our model of the world.

Multiple Descriptions

Multiple Descriptions - we experience the world through our particular map, or model of the world, rather than experiencing reality directly. If we only ever experience one model of the world then our experiences are pretty limited. A way to get more detailed information that may have otherwise been deleted, distorted or generalised out of existence - is to take on multiple descriptions of an event, or an experience. At least three descriptions of any given circumstance, skill, activity or concept allow the individual to cross reference and find the common elements, thus extracting what is essential, as well as gaining understanding and flexibility about the different ways of approaching the same scenario.

Neuro-Linguistic Programming

Neuro-Linguistic Programming - is the study and methodical application of how people take in information from the world through their senses, how they re-present that information to themselves to think about it, how they filter, interpret, generalise, distort and delete that information with their values and beliefs, and how they form their states, behaviours and actions as a result. NLP is primarily concerned with modelling exceptional performance.

Neurological Levels of Engagement

Neurological Levels of Engagement - a content model developed by Robert Dilts. Places the domains of environment, behaviour, capabilities, belief, values, identity and mission on an increasing hierarchy of significance, on the basis that the higher up the

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