NLP Overview

● Rapport
● Framing
● Anchoring
● Meta Model
● Milton Model-- Covert Hypnosis
 Rapport
Principle of Similarity
Mirroring
Matching
Asking Questions and Listening
 Principe of Similarity
● People like what they are familiar with, and people like other
people that are like themselves
● This is on both a conscious and obvious level and on a
subconscious level
● This is why people like to touch and pet dogs, but are often
intimidated by large pet spiders.
– Spiders are very dissimilar to us
● Salesmen often will attempt to look like the customers in an
area. A salesman trying to sell to liberals will dress and sound
like a liberal. A salesman selling to conservatives will try to
look and sound conservative.
 Mirroring
● This is an NLP term for copying body language,
breathing, and language of another person. This
makes a person more likely to be able to persuade
● The key with mirroring is to copy body language on
the right side of the subject with their left side. Like
looking in a mirror
● There can be a slight delay in copying movements,
and non-exact copying to not be obvious
 Matching
● Matching is also the copying of body language,
posture, and language
● Matching specifically copies the body language
of a subject’s right side on the right side. The
subject’s left side is copied on the left side.
● The copying may not be exact, and there is
often a slight delay so that the subject does not
notice.
 Asking Questions and Listening
● The best way to get rapport with a subject is to listen to them. To gather information
and open discussion we can use levels of questions that get steadily more personal.
– Start with questions about why they are <place you both are in>. Or start by asking them
what product they like the most. These questions are easy and do not get very personal
– Next ask them what they do for a living. This opens up the next area of questioning.
– Ask them what inspired them to choose that career, what got them started in it.
– Then we can start getting other information such as what this person considers important\
● When talking, say things that are vague and mostly impossible to find fault with.
Repeat the subject’s language and wording back to them. Do not put your personal
views into the conversation unless you have made them so vague and true that no
one would disagree with them.
● Do not lie to the subject. LIES are always caught at some point. It is more ethical
and more useful to be vague.
 Framing
Framing and Context
Submodalities
Expectation
Role and Scenario
Time
 Framing and Context
● Content is the actual information we can see.
Context is how that information is presented, or
the surrounding situation or expectation. Frames
are contexts
● Two of the exact same statements can have
opposite meanings in different contexts
● Frames can also be scenarios, a security guard
may react differently than a receptionist to a
hostile customer
 Submodalities
● Submodalities are how a thing is represented. How sharp a
picture is. How loud a sound is. What sound track, and order
of direction. What imagery and how vivid the colors are. How
big is the image? Where is the image shown or visualized?
● By changing these submodalities, the effect content has.
● Imagine a presidential campaign commercial, now imagine
that out of focus, very little color, and in a small box. Imagine
circus music instead of patriotic music. This commercial
would change how the viewer thought of that presidential
candidate. There would be little positive emotion towards
that candidate.
 Expectations
● Framing one’s expectations creates a bias towards what one
notices about a person or experience.
● If one frames something as good before we see it, we are more
likely to see it as good. If they frame it as bad, anything that is a
flaw that confirms the expectation(anything good is not noticed)
● We all have a certain bias created by preexisting beliefs and
expectations, these biases effect what we notice
● Example: “Have you met Bob, he a great person.” or “Have you
met Bob, he is okay, he just got out of prison yesterday.” Which
frame would you rather have around you in the eyes of a new
person?
 Role and Scenario
● A person will act very differently in a different role or scenario
● A story or request is more likely to be accepted if it is placed in a
scenario that justifies it
● Roles and scenarios are a type of frame and are used all the time
● Which is more likely to be accepted based on role: Talking to a
soldier: “We have to stop this person they are a traitor” or talking
to a Receptionist. The receptionist is unlikely to do anything
because their role is to welcome
● Which scenario is more likely to be accepted: “I did not pay taxes
because my TurboTax(tm) program failed to file it.” or “I did not
pay my taxes because I am cheap”
 Time
● Time itself is a frame
● Things that take place or are described as being in the past are
often considered no longer true
● Things that take place or are described as being in the future
are about to happen, and people are more likely to feel it as true
● Things in the present are also experienced but have no future
expectation framing
● Which sounds better: “You were happy” or “You will be happy
today” or “You are happy”
● Using time in this way can frame emotions and expectations
 Anchoring
Anchors as Conditioned Stimuli
Classical Conditioning
Spacial Anchoring
Chaining Anchors
Swish Pattern
 Anchors as Conditioned Stimuli
● Anchors are things that are experienced or stimuli that
become associated with a response or emotion
● An anchor can be a touch, sound, smell, spatial location,
word, voice, feeling, or gesture
● In behavioral psychology a Conditioned Stimuli that
creates a Conditioned Response is created in an obvious
manner. It is possible to create these in a covert way.
● Anchors can be used for covert classical conditioning
● Anchors can be used for covert operant conditioning
 Classical Conditioning
● Classical conditioning: something that occurs before
another stimulus(thing that happens) will become a
conditioned stimulus.
● The best known use of classical conditioning is Pavlov’s
dogs: every day before feeding the dogs he rang a bell,
the dogs would salivate when the bell rang, even if there
was no food.
● This can be done with anchors by using an anchor before
peak state. Right before the feeling is at its highest, using
the anchor associates the emotion with the anchor
 Spatial Anchoring
● Using gestures and position it is possible to
anchor concepts and emotions to positions
while talking
● In example leaning to the left while talking
about bad things, and leaning or moving to the
right while talking about good things
● One can use this in discussion to talk about an
opponent’s view while leaning to the left.
 Chaining Anchors
● Anchors can be used one after the other to make
stronger effects
● Anchors can also be used together to make a
mixed feeling
● Chained anchors are more powerful than anchors
by themselves
● If chained enough times the anchor’s can be
associated with one anchor creating one very
strong anchor
 Swish Pattern
● Swish pattern is a form of operant and classical conditioning that uses
created anchors and or visualizations to associate feelings with stimuli
● First the is the stimuli to associate with the feeling of another stimuli. Then
the other stimuli is used. The first stimuli becomes an anchor associated to
the second. Repeat for success.
● Example: lets say we want someone to avoid pie
● Stimulus A is pie Stimulus B is The Feelings of Obesity and Loneliness
● We can show or mention pie then the feelings of obesity(which can be
attached to an anchor)
● We repeat this AB AB AB AB AB
● Pie becomes a conditioned stimuli that creates the conditioned response
feelings of obesity and unattractiveness
 Meta Model
Maps of the World
Representational Systems
Filtering
Meta Programs
Generalizations, Distortions, Deletions
Specific Questions and Specific Answers
 Maps of the World
● We make simplified models of the world which we use to interpret
information and predict outcomes
● These maps of the world are abstract and not complete
● These maps and models are created based on experiences and affect
how new experiences are felt
● Abstract models are useful, maps or models that are exact are less useful
● Here is the difference between abstract and concrete:
– Abstract: Norway has gotten more wealth
– Concrete: The fishing industry rose exactly 5 % in Norway impacting the other
areas of the economy by X percent causing this industry to fall to the rise of the
standard of living………
– The Abstract Model is much more useful for predicting and for discussing things
 Representational Systems
● We often represent information according to
different senses in our minds: sound, visual,
feeling, etc
● These representational systems can be seen in
speech, hear what I am saying? Or do you see
what I mean? Can you grasp my point?
 Filters
● Our maps of the world affect what we notice as
we generalize and delete and distort
information to evaluate it.
● If we did not filter information communication
could become difficult, and we likely could not
absorb all of the information that is present. We
would drown in details.
 Generalizations, Distortions,
Deletions
● In order to be able to evaluate information in any
reasonable amount of time we generalize and
delete unnecessary information, sometimes this
results in distorted information
● These generalizations can lead to arguments
based on faulty logic.
● If these are removed, communication can
improve. Though to persuade using meta model
your point has to be somewhat reasonable
 Specific Questions and Specific
Answers
● If we can ask specific questions like: How so? Why is
that? And What specifically is wrong with that? We can
get more specific and remove generalizations for
better discussion and to weaken arguments and or
beliefs based on false logic.
● Specific answers can help make conversations more
effective
● Very few arguments can survive outside of
generalizations, when we get specific, vague ideas
disappear
 Milton Model
What is Hypnosis
Where is it Used
Covert Hypnosis Presentation
 What is Hypnosis
● Hypnosis can be best described as a state of increased
suggestibility and or reduced volition
● Hypnosis can be called a state, and exists on a
spectrum. There can be deep hypnosis and light
hypnosis
● Hypnosis is linked to reduced activity in the neocortex of
the brain, and can be created by using focused or
misdirected attention
● Confusion and other resource use of the brain can
create a hypnotic state
 Where is it used
● On television for entertainment
● In therapy
● In interviews
● On the news
● In political campaigns
● In the court room
● In Churches
● In communication
● In marketing
Covert Hypnosis
Pacing and Leading
Yes Sets
Compliance Sets
Pattern Interrupts
Confusion Patterns
Double Binds
Frames
Gestures
Negatives
Tag Questions
Voice Roll
Direction of Attention
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 Pacing and Leading
● Pacing and leading is every effective for persuading. Pacing allows us to bypass
the critical faculty.
● Paces are true statements that are either vague or so obvious they cannot spark
any disagreement
● Leads are suggestions or statements that may or may not be true to the
subject(person that must be persuaded)
● Paces are best used in this manner: Pace, Pace, Pace, Lead, Pace, Pace, Lead,
Pace, Lead, Lead, etc.
● Watch the other person, when ever they appear to be questioning or evaluating
the leads start pacing again
● Example: You are sitting here, looking at the screen, and your eyes are open, you
are wondering how pacing and leading can help you, this is a slide show that we
are reading, and it is useful and fun, and we can notice our eyes are open and that
is great because NLP is fun, and we are about to look at Yes Sets
 Yes Sets
● These are questions and or statements that
elicit a yes as an answer
● These are closely related to Pacing and
Leading and are often used in debating
● Each time a person answers yes, the
probability of them saying yes to the next
question is larger
 Compliance Sets
● Compliance sets are small instructions. These
can be actual instructions or to ask for an item
● Once a person complies with a small task, later
they are more likely to agree with a larger task
 Pattern Interrupts
● Humans are by definition pattern matching
machines(with emotion etc). Memory and focus is
used for each pattern of activity, and cannot be
released until the pattern is completed.
● Interrupting handshakes or normal sentences can
create a trance state. Interrupting stories and or
nesting stories can also create a trance state
● Asking multiple questions and not waiting for any
answers can also occupy the more logical parts of the
mind allowing suggestions to be accepted
 Confusion Patterns
● Confusion is a powerful state for creating trance. When a person is
confused, simple and positively stated commands or suggestions are
accepted
● Confusion can be made by using many negatives in a sentence, or
using a distracted sentence in a conversation that has nothing to do
with the surrounding sentences. Illogical statements can also induce
hypnotic states
● Confusion can be created by using time in a sentence. Talking about
the future using words that refer to the past can create confusion also
● Studies have found that preceding a suggestion or request with a non-
grammatically correct sentence increases the likely hood of the person
accepting the suggestion four times.
 Double Binds
● Double binds are questions that give two or
more options. The options are all biased
towards the desires of the questioner
● Do not ask if someone wants something but
when they want something
● Do you want to buy our product replacement
plan or do you want to buy the product
protection plan?
 Frames
● Context through which we view events and information
● Framing can be done by choosing verb tense, something in past tense
is no longer true
● Framing a choice as being something offered to people who are
particularly skilled or important
● Frame a discussion of prices by offering price first
● Redefine the issue by saying “I agree but the issue is not <issue>, but
<another issue>”
● Agreement frames: agree with something and restate the suggestion
or refusal: “I know you feel <objection>, and that is why <repeated
request>”, “I agree that <objection>, and thats why <suggestion or
request>”
 Gestures
● Gesturing has many uses, but some are hypnotic
● Moving the hands or some gesture closer then
further from a person repeatedly can disrupt
focus
● Moving the hands to sides of vision can also
create states of suggestibility
● Avoid sharp pointing, and use wider gestures for
better results
 Negatives
● The mind cannot process negative statements
easily. Multiple negations can cause a hypnotic
state
● Use them in a sentence: “I am glad we did not
fail to not be unable to finish our product that
we did not do yet.”
 Tag Questions
● Questions that are positively stated can be
followed with a negative question. These
questions are much more likely to be accepted
because refusing is confusing
● “You want to help with the earth day parade,
don’t you?”
● “You want to buy our product protection plan,
do you not?”
 Voice Roll
● Words in sentences can be paused every few words to build
anticipation and to make deletions for pattern interrupts
more easy
● Think of a preacher or a hypnotist
● “Example Our products are often…chosen for their great…
usability in harsh…weather”
● Pauses are short but present
● Alternatively speaking faster with or without pauses can also
aid in inducing trance
● So can using a heavy and difficult to interpret accent
 Direction of Attention
● Causing someone to divide focus often creates a
hypnotic state
● Causing someone to recall a memory
● Causing someone to visualize or imagine
● Dividing attention in general can induce a hypnotic
state
● All of the previous information was based on
previous work in the field: Milton Erickson most
notably