5 Day NLP Diploma

Managing & Leading with NLP
WELCOME
Nick Owen Associates, London
Introductions
Your mission in education 1 thing you know about NLP 1 thing youd like from the course 1 thing youd like to tell us about yourself
An Integral Approach
INNE R S E L F
AL N O RS PE
OUTE R
FE P S RO S IO N A L
O T H E R S
CU LT U RA L
S TR IN U FR C A TU R A L
Adapted from: Ken Wilber A Theory of Everything
NLP Guided Tour
4
PI= P+
as if
NLP is Neuro Linguistic Programming

our mind-body system and how it works; how the 5 senses form the basis of our thinking and behaviour
how we use language to make sense of
our experience; how we communicate our experience to ourselves and others
patterns of thoughts and behaviours
that help or hinder us
NLP is
A set of tools for excellent communication & relationship building A gateway to accelerated learning A model for understanding the structures and patterns that underpin human thinking & behaviour A set of attitudes
The 4 Stages of Learning

1 . 2 . 3 . Unconscious incompetence Conscious incompetence Conscious competence Unconscio competen us ce
4 . Nick Owen Associates, London
The Mercedes Model

Our ever present internal states consist of:
THINKING
EMOTION S
PHYSIOLOGY
NLP Behavioural Frames

NLP places attention on: How ? instead of Useful Wrong Outcomes Problems Possibilities Limitations
instead of
Why ? Right or
instead of
instead of
Say it the way you want it

But Hopefully Try to > > >
And Will Will/Going to I did
I think I did .. > Dont think of a shining lighthouse Dont .. you can relax & enjoy learning
The Communication of Meaning

7% WORDS DANCE MUSIC
Source: Mehrabian & Ferris Journal of Counselling Psychology, 1967
55%
38%
The Communication of Meaning

word s7% musi c 38%
55% danc e
Source: Mehrabian & Ferris Journal of Counselling Psychology, 1967
The Inner Game
PI = P+
Potential minus Interference = Enhanced Performance Nick Owen Associates, London
C>E
Cause Results Responsibility Actor > > > > Effect Excuses Blame Victim
Perception is projection ~ Carl Jung
Key Presuppositions of NLP
The map is not the territory People have all the resources they need Theres no failure, only information All behaviour has a positive intention The meaning of the message is the response you get
3 Components of Success
DRIVE HARD WORK LUCK FLEXIBILITY CHARISMA OUTCOME GREED SPONSOR DETERMINATION AMBITION
BLOODY MINDEDNESS EMPATHY INFLEXIBILITY CHARM
KNOWLEDGE AWARENESS TOLERANCE
The Three Pillars of NLP

Outcome: Knowing what you want helps you get it Awareness: Keep all your senses open & alert to responses Flexibility: If what youre doing isnt working
AKA: The SUCCESS STRATEGY
Stepping Up & Down 1

If you got X, what would it give you? do for you? make possible for you?
GOA L
I want to
What stops you? What would you like instead?

Concept: An example of thinking at different logical levels An example of hierarchical thinking Upwards to abstraction & generalisation Downwards to precision & detail
Principles: Life is systemic everything connects to Clear bright future pictures motivate Precise analysis highlights blocks in our thinking

Processes: Q&A Language Patterns Chunk Up Chunk Down
Procedures: Get rapport Check clarity of outcome Use template questions Write down key answers Feel free to stick to procedure
Poacher
POSITIVE OWNERSHIP ACHIEVABLE State what you want Is it your responsibility? What will you SEE HEAR FEEL? others CONTEXT Who do you want this with? Locations? At what times? BY WHEN? HOWEVER Who not with? Where not? When not? ECOLOGY What will you gain? What will you lose? Is it worth it? What will others gain? What will they lose? Is it worth it? RESOURCES Resources to Start, Achieve, & Maintain???
Well Formed Outcomes 1

Concept: Patterning the brain through mental rehearsal & the search for possibility Presupposes we can take control over our future
Principles: Knowing what you want helps you get it You have all the resources you need Behaviour is the most reliable feedback Life is systemic IS/IP/EB
Well Formed Outcomes 2

Processes: Q&A Understand relevant criteria Check all criteria are met If not, reframe or change your outcome Feel free to stick to process questions
Procedure: Establish rapport Be clear about outcome mine/yours POACHER model
The 8 Codes We Live By

8. COMPLEX UNITY 7. CONNECTIVITY 5. REASON 3. POWER 1. SURVIVAL Vertical Development
6. CONSENSUS 4. OBEDIENCE 2. TRIBE
Day Two ~ Backtrack Frame
Day 1 A
learnings from
from each group
NLP attitudes ~ report
as if
Calibration Skills
Major indicators of state change:
breathing muscle tone skin coloration eye focus & accessing lip colour & fullness posture hand & foot movements
Calibration 1
Concept: is an example of pattern detecting requires skills for measuring & comparing
Principles: Mind-body is one system All behaviour is observable You cannot not communicate NVC is the highest quality feedback Mercedes Model Stimulus > Response > State change
Calibration 2
Processes: Stimulus > Response Observe > Calibrate > Compare > Check Use sensory based evidence, not assumption
Procedure: Establish rapport Work with 3 contrasting states Use OCCC format [above]
States 1
Concept: Your current state of being; the attitudes you currently use to filter and understand your reality How you feel at any given moment
Principles: Mind-body is one system You can control your state You can change your state and that of others Mercedes Model
States 2
Processes: Establish rapport Elicit an experience in order to notice its structure Contrast two or more different experiences Calibrate each response Break state Repeat & Test
Sensory Preferences
V
isual
A
uditory
inaesthetic
+ +
lfactory
ustatory
Eye Accessing Patterns 10

For a normally wired up person: Visual Visual
Construct Recall
Auditory Auditory
Construct
Recall
Kinaesthetic
Auditory [Aid]
Multiple Perspectives
Me I 1st 2nd You Other
3rd
More neutral Dispassionate Distant
2nd Position Activity

Processes: To develop skills in sensory awareness and in placing your entire attention on another person Internalise differences between 1st, 2nd, & 3rd positions To use creativity and calibration to enter anothers reality -- uptime
Procedure: Establish rapport B: Pay attention to As language, eye movements, nvc, breathing, vocal qualities, etc A: Be fully associated into 1st position
Accelerated Learning
W I N N E R
Whats in it for me?
WIIF Individualise learning strategies.

Nose out the meaning. Nail down the memory. Express your learning. Review the process.
M?
vakog
The Structure of Learning Stuff to be learned

Learning ~ How?
State Attitude [Purpose] Specific Questions Sequence/Patte rn Step by step [chunks] Strategies: Nick Owen Associates, London
Learners needs
Learner style Relationsh ip Self esteem Responsibi lity Models Control
Day Three ~ Backtrack Frame
Day 2 A
learnings from
from each group
Report on homeplay
Kolb/McCarthy Learning Styles

CONCRET E [25%] WHAT IF WHY QUADRANT QUADRANT Where can I apply Whats in it for this? me? Teacher role: Teacher role: COLLEAGUE MOTIVATOR ACTIV E PARTICIPATIO HOW N QUADRANT How does this work? [18%] Teacher role: COACH [35%]
REFLECTIV E OBSERVER
WHAT QUADRANT What are the facts? Teacher role: TEACHER ABSTRAC T
[22%]
The Structure of Success [3 Pillars]

Outcome: Knowing what you want helps you get it Awareness: Keep all your senses open & alert to responses Flexibility: If what youre doing isnt working
The Structure of Influence

Outcome: Knowing what you and others want helps you both win Awareness: Keep all your senses open & alert to responses Flexibility: If what youre doing isnt working
Add Rapport = The Structure of Influence

1 1 Rapport Skills
Physiology: nvc, posture, expression, gesture etc Voice: tone, speed, volume, etc
Sensory Language & Backtracking Breathing Energy, mood, knowledge, values & beliefs
Rapport 1
Concept: Rapport is a state in which two or more people develop a channel of attention to each other through which information can flow
Principles: We like people who are like us Behaviour is the highest quality feedback Life is systemic Rapport is non-judgemental
Rapport 2
Processes: OAF Calibration Eye movements Uptime/downtime Match/mismatch Language Predicates 1st & 2nd Positions
Procedures: 1. Listen > Pace > Listen > Pace > Listen > etc 2. Pace > Pace > Pace > Lead > Pace > Lead > Lead
Pace and Lead

Pace a persons or groups mood, energy, knowledge, behaviour, values, beliefs etc Continue to pace They dont respond Start to lead They respond Continue to lead
How do you test for rapport?
Building Rapport with Groups

Shared outcomes Touch all bases Pace & Lead Share the picture on the box General > Specific use real world examples Demonstrate relevance and benefits: WIIFM? Be authentic Stories, analogies, metaphors, creativity Listen, validate, respect
Anchoring 1
Processes: Identify an LTR situation Identify a powerful resource Calibrate to peak of response Anchor to well formed criteria
Well formed criteria for anchoring: 1. Outstanding memory [stimulus] 2. Purity: exact state you want 3. Site is unique & easily replicable 4. Fully associated into K state 5. Anchor at peak of intensity
Anchoring 2
Procedure Stage 1: 1. Think of an LTR situation in which you would like to have more resources. 2. Think of a powerful resource you would like to have in this situation. 3. Recall a time, in any context, when you had this resource. 4. Allow yourself to fully re-experience it as if happening NOW What are you seeing, hearing, [O & G?] and FEELING? 5. Calibrate to peak of experience. 6. Break state.
Anchoring 3
Procedure Stage 2: Decide on a location for your anchor Re-experience the memory As the K response builds to a peak FIRE YOUR ANCHOR! [hard enough so brain-body notices] Let go at peak of the experience Fully break state TEST: fire your anchor and notice the response Yes: congratulate yourself, you have an anchor No: repeat phase 1 fulfilling all well-formed criteria
Anchoring 4
Concept: State management is any stimulus that achieves a consistent response Principles: Mind-body is one system Pavlov: behavioural conditioning Stimulus > response Calibration: self & other Mercedes model Any significant memory will evoke a powerful kinaesthetic response
Day Four ~ Backtrack Frame
Day 3 A
learnings from
from each group
Report on homeplay
Timeline 1
Concept: Time is an abstraction A time line is an abstraction of an abstraction The unconscious mind processes symbolically
Principles: There is no other time but NOW Past & future are no more than sensory codings The mind cannot tell the difference between what is real and what is imagined The unconscious stores all past experiences
Timeline 2
Processes: Create a timeline & a metaposition Access resourceful states Bring resources from past into present and future
Procedures: See Manual p 54
PAST
NOW
FUTURE
Meta-position [off time-line]

Feedback
Why are you so rude? stubborn? difficult? etc? Why are you such a $!?*>#!?
Are these examples of feedback based on behaviour or identity?
The Feedback Model

saw 1. What I heard noticed was + description of behaviour
2. And it made me feel
+ description of effect
3. And what I suggest is an acceptable alternative
at least one example of
Perceptual Positions 1
Concept: We do not deal with reality directly but indirectly via our nervous system & sense receptors The map is not the territory [Korzybski 1993, 1994]
Principles: Walk a moon in my moccasins if you want to know me Perspective Physicalisation of thought Spatial perception Association & Dissociation
Perceptual Positions 2
Processes: Creativity: seeing differently Shifting perspectives on 2D drawings See the world from 3 perspectives
Procedures: Establish rapport Brainstorm possible interpretations Challenge & be open to interpretations of others
Vague Communication
Surface Structure
3 Processes operating between deep and Deletion surface Generalisation structure: Distortion

Deep Structure
Noam Chomsky: Transformational Grammar
Vague Language 1
ADVIL Nothing is proven to work more effectively
Painkiller advertisement on London Underground
Vague Language 2
How many Fs in the following sentence?
The Friends Provident Society of East Fakenham found fifteen types of error in their first quarter accounts of nineteen fifty five.
Vague Language 3
Pat OReilly, the MD of Blackrock Engineering Co. [Cork] summoned Jo the senior secretary into the boardroom
Vague Language 4
A woman without her man is nothing. A woman without her man, is nothing! A woman. Without her, man is nothing! A woman without. Her man is nothing. Nick Owen Associates, London
The Meta-Model: Exquisite Questions

Reasons for using the Meta-Model:
Precision Elicit/explore below the surface of communication Reconnect with experience Change blame culture/take responsibility Trigger positive change
Deletion
Whats missing from this communication that I need to know about? 5 Key Types:
Vague subject Vague verb Vague comparison Opinion stated as fact Nominalisation
Vague Subject/Vague Verb

He gave it to her. He gave it to her. Theyll Theyllbe here soon be here soon I like beans IItlike beans to her was given It was given to her Challenge with: What, when, which, where, by who[m] . specifically?
****************** Suzie went to to Paris Suzie went Paris My boss insulted me My boss insulted me John touched Pam Challenge with: How? In what way specifically?
John touched Pam
Comparative Deletion/Opinion
New New Buffo, now even better Buffo, now even better I want toto be more caring coach I want be a a more caring coach I want to feel less less pressured I want to feel pressured I need to improve mymy coaching I need to improve coaching
Challenge with: How much better? Better than what, when, where, whom, etc? On a scale of 1 10 ?
***************************** [Obviously], that wont work. [Clearly], school is a waste of time. Management is crap around here. Challenge with: According to who? Who sez? Judged by what criteria? What leads you to say that?
Nominalisation
Education Knowledge Communication Relationship Coaching Management Turn noun form back to a verb Thing > process Educate Know Communicate Relate Coach Manage
Im having problems with my relationship Nobody gives me any respect I cant get no satisfaction
Generalisation
Is this an example of one experience being taken as true for all such Or an example experiences? of the speakers model of the 3Types:world extending to everybody Universals elses? Limitations: what is and isnt possible Drivers: personal rules and regulations
Universals/Limitations
Its always difficult to learn Its always difficult to learn All teams present problems All teams present problems Everybody thinks Im boring Everybody thinks Im boring Challenge with: Has there ever been a time when ? Always ? Seek exception
************************ II cant learn easily cant learn easily Its impossible to work with X Its impossible to work with X These results cant be improved These results cant be improved Challenge with: What would happen if you could? Whats stopping you?
Drivers
I I I I must deliver this to deadline ought to be civil to my team should defer to my boss need to work longer hours must, mustnt, should, shouldnt, need to, ought to, ought not to, have to
Challenge with: What would happen if you did/didnt? Check the validity of the rule. Is it useful or not? Often these rules were installed by parents/authority figures when young and have never been upgraded.
Framing
Framing is setting the scene Some Types of Frame:
Backtrack Outcome Evidence Relevance Ecology Discovery Future Pace Time
Some Examples of Framing

A story/metaphor: A Case History: Linguistic: Convincers: Experience: Batesons dolphin Eddie Framing is easy Problem or challenge? Advil Ever been a time when ? Wouldnt it be useful to ?
Reframing
Reframing is changing the scene Reinterpretation: What else could this mean? New Perspective: I had a boss once who I had a client once who 2nd or 3rd Position: How would this look from Mars? Linguistic: Theres too much change! Company X didnt change at all and now theyre bankrupt.
Metaprogrammes 1
Concept: Personal Value Patterns How we sort and filter information Values/criteria that operate at an unconscious level
Principles: Language is a secondary representation of experience You cannot not communicate cf. MBTI/Jung indicators of personality type Help predict state - Mercedes Model Key rapport tool NOT a labelling device/right or wrong
Metaprogrammes 2
Processes: Pay attention to language patterns
Procedures: Activity > write or speak read or listen share and compare
Some Key Metaprogrammes

GENERAL INTERNAL TOWARDS OPTIONS SAMENESS THING SPECIFIC EXTERNAL AWAY FROM PROCEDURES DIFFERENCE PEOPLE
Key Elicitation Patterns

General Specific: Internal External: Towards Away From: Options Procedures: Same Difference: Thing People: Listen for amount of information & trigger words How do you know X? Where do you know that? Why is X important to you? Whats important ? Why did you choose/decide to X? Whats the relationship between X and Y? Notice where attention is placed
Convincer Pattern 1
A two step process 1. Gathering Information [Convincer Channels] What would have to happen for you to be convinced that X is for you?
See Hear Read Do
Convincer Pattern 2
2. Convincer Mode [Clinching the Deal]
Number of examples Duration Consistent Automatic
Metaprogramme Elicitation
Whats important to you when ..ing? Why is . [each criterion] important for you? How would you know if you did well? Why did you choose your ? Whats the relationship between ? How do you know X is worth investing in? How many times would you have to ?
Elicit key criteria Towards/Away from Internal/Exte rnal Options/proced ures Same/Differe nce Convincer channel Convincer mode
Day Five ~ Backtrack Frame
Day 4 A
learnings from
from each group
Report on homeplay
mercury
Planets
venus
pluto
mars
neptune
earth
saturn jupiter uranus
Structure of Memory
SUCCESSFUL MEMORY = Effective Sensory Encoding plus mental review/rehearsal/repetition
Strategies: Contextualise Associate Use mnemonics Search out a meaning Engage multiple intelligences Step down & rebuild
SM = ESE + MR your senses: Use
Visualise & imagine Add sounds & repeat verbally Konnect with feelings O, do it again/act it out!!! GO for tastes & smells???
Distortions
Is the speaker really taking responsibility for their experience? 4 Main Types: Mind Reading Blame Interpretation [Complex Equivalence] Presupposition
Mind Reading/Blame
Mind Reading: My boss hates me, I can tell Challenge: How exactly do you know this? What evidence do you have for this? ******************************************** Blame: My colleagues make me angry
Challenge: How does what they do make you angry? How do you allow yourself to get angry as a result of what theyre doing?
Interpretation/Presuppos itions
Interpretation: She never praises me, she doesnt appreciate my work Challenge: How does her not praising you mean she doesnt ? How do you come to make that connection? What else might it mean? ************************************** Presupposition: Are you going to tell me another lie? Challenge: What lie do you believe Ive already told you?
Life Levels
Beyond identity Identit y Values & beliefs Capabilitie s & skills Behaviou r Environment Who else? Who ? Why ? How ? What ? Where? When? Who with?
The Resonance Pattern

Your mentors
You
FUTUR E
Brain Basics
Emotion Creativity Flow Tone Pattern Big picture
NeoCortex R L
Logic Reason Sequence Word Analysis Detail
Limbic Brain system Immune
Hormone system Memory Emotions
Reptilian Brain Fight Flight or
The Magic Number

The conscious mind can only pay attention to
X
~ George Miller
chunks
of information at any one time. Nick Owen Associates, London
The Magic Number

The conscious mind can only pay attention to
7+ -2
chunks
of information at any one time. Nick Owen Associates, London
~ George Miller

5 Day NLP Diploma

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Managing & Leading with NLP

Nick Owen Associates, London

Adapted from: Ken Wilber A Theory of Everything

Nick Owen Associates, London

NLP Guided Tour

NLP is Neuro Linguistic Programming

how we use language to make sense of

our experience; how we communicate our experience to ourselves and others

patterns of thoughts and behaviours

that help or hinder us

Nick Owen Associates, London

Nick Owen Associates, London

The 4 Stages of Learning

4 . Nick Owen Associates, London

The Mercedes Model

Nick Owen Associates, London

NLP Behavioural Frames

Nick Owen Associates, London

Say it the way you want it

Nick Owen Associates, London

The Communication of Meaning

Nick Owen Associates, London

The Communication of Meaning

Nick Owen Associates, London

The Inner Game

Perception is projection ~ Carl Jung

Nick Owen Associates, London

Key Presuppositions of NLP

Nick Owen Associates, London

BLOODY MINDEDNESS EMPATHY INFLEXIBILITY CHARM

KNOWLEDGE AWARENESS TOLERANCE

Nick Owen Associates, London

The Three Pillars of NLP

AKA: The SUCCESS STRATEGY

Nick Owen Associates, London

Stepping Up & Down 1

Nick Owen Associates, London

Stepping Up & Down 2

Nick Owen Associates, London

Stepping Up & Down 3

Nick Owen Associates, London

Nick Owen Associates, London

Well Formed Outcomes 1

Nick Owen Associates, London

Well Formed Outcomes 2

Procedure: Establish rapport Be clear about outcome mine/yours POACHER model

Nick Owen Associates, London

The 8 Codes We Live By

6. CONSENSUS 4. OBEDIENCE 2. TRIBE

Nick Owen Associates, London

Day Two ~ Backtrack Frame

from each group

NLP attitudes ~ report

Nick Owen Associates, London

Nick Owen Associates, London

Nick Owen Associates, London

Nick Owen Associates, London

Nick Owen Associates, London

Nick Owen Associates, London

Eye Accessing Patterns 10

Nick Owen Associates, London

More neutral Dispassionate Distant