NLP at Work, Second Edition: Neuro Linguistic Programming, The Difference That Makes a Difference in Business (People Skills for Professionals)

Contents......Page 6
Acknowledgments......Page 11
Preface to the revised edition......Page 13
1 WHAT IS NLP?......Page 18
Neuro linguistic programming......Page 19
What will you gain from this book?......Page 21
How does NLP work?......Page 23
Part I The Elements of NLP......Page 26
NEURO......Page 31
2 THINKING PATTERNS......Page 33
Preferences in thinking patterns......Page 34
Finer distinctions in thinking......Page 37
Managing your thinking process......Page 38
The SWISH: Shortcut to managing your thinking......Page 43
Questionnaire: Identify your preferred thinking pattern......Page 47
3 FILTERS ON YOUR WORLD......Page 52
Learning to relate successfully......Page 54
Associated/dissociated......Page 55
Towards/away from......Page 58
Match/mismatch......Page 59
Big chunk/small chunk......Page 60
Past/present/future......Page 61
Internal/external......Page 62
Convincer pattern......Page 63
Questionnaire: Identify your filters......Page 67
4 THINKING WITH YOUR BODY......Page 78
The eyes have it......Page 79
How else do we think with our body?......Page 81
The importance of reading body language......Page 83
Mind and body are one......Page 86
Spotting the filters......Page 87
Shortcut to using body language to achieve an aligned state......Page 92
LINGUISTIC......Page 96
5 ENRICHED COMMUNICATION......Page 98
Sensory-specific language......Page 99
Shortcut to using enriched language......Page 105
6 PRECISION QUESTIONS......Page 108
Lazy language......Page 109
Deletions......Page 111
Generalizations......Page 114
Distortions......Page 117
Manage your internal dialog......Page 119
Manage your external dialog......Page 121
Shortcut to challenging personal limitations......Page 123
7 HYPNOTIC LANGUAGE......Page 127
Applications in business......Page 129
Ambiguity......Page 130
Embedded commands and questions......Page 131
Presuppositions......Page 133
Distortions......Page 136
Mind-reading......Page 137
8 METAPHOR: THE KEY TO THE UNCONSCIOUS MIND......Page 141
The structure of metaphor......Page 146
The door to creativity......Page 147
9 METAMESSAGES......Page 152
The beliefs behind “healthy” metamessages......Page 156
Factors that contribute to metamessages......Page 157
PROGRAMMING......Page 169
10 MODELING......Page 171
The importance of modeling......Page 172
Strategies......Page 175
Decision-making strategies......Page 177
Modeling in business......Page 178
A benchmark for excellence......Page 181
Shortcut to modeling a skill......Page 185
11 STRATEGIES FOR SUCCESSFUL LIVING......Page 190
Strategies for success......Page 191
The groove in the well......Page 192
Coding strategies......Page 193
Why it is important to learn how to model......Page 195
TOTE......Page 197
Shortcut to developing a strategy......Page 199
Part II: Model Yourself with NLP......Page 202
12 TAP INTO YOUR INNER POTENTIAL: ANCHORING......Page 205
Anchors can make or break our day......Page 207
Making anchors work for you......Page 209
Anchoring a resourceful state for yourself......Page 210
Take responsibility for your effect on others......Page 213
Business anchors......Page 214
Switching states......Page 216
Chaining resources......Page 217
Shortcut to anchoring resourceful states......Page 220
13 ALIGN YOURSELF: NEUROLOGICAL LEVELS OF CHANGE......Page 225
The different levels......Page 228
The influence of the levels......Page 238
Sustainable change......Page 239
Reactive or proactive?......Page 240
When we go out of alignment......Page 243
Steps to personal congruence......Page 244
Shortcut to personal alignment......Page 246
14 WRITE YOUR OWN LIFESCRIPT: BELIEFS OF EXCELLENCE......Page 251
How beliefs originate......Page 253
How beliefs influence our lives......Page 255
The beliefs of excellence......Page 257
Beliefs that underpin appraisal......Page 272
Beliefs that support negotiation......Page 274
Shortcut to stepping into a belief of excellence......Page 275
15 ACHIEVE WHAT YOU REALLY WANT: WELL-FORMED OUTCOMES......Page 280
Problem thinking......Page 282
Outcome thinking......Page 284
Organizational outcomes......Page 296
Shortcut to achieving what you really want......Page 299
Part III: Lead with NLP......Page 303
16 DEVELOP A CLIMATE OF TRUST: RAPPORT......Page 305
How to build and maintain rapport......Page 309
Rapport as a form of influence......Page 312
Matching and pacing values in negotiation......Page 316
Whole body listening......Page 318
Shortcut to building rapport......Page 321
17 NEGOTIATE YOUR WAY THROUGH LIFE: PERCEPTUAL POSITIONS......Page 325
Taking a balanced approach......Page 326
Where and when can we use this approach?......Page 328
Imbalanced positions......Page 330
When should you use each position?......Page 332
Organizational implications......Page 335
Taking a balanced position on assertion......Page 336
Shortcut to perceptual positions......Page 339
18 RESOLVING CONFLICT: PARTS INTEGRATION......Page 343
On the one hand… on the other hand…......Page 344
Why bother?......Page 345
Listening to the wisdom of your body......Page 346
Shortcut to “pulling yourself together”......Page 347
19 GIVING AND RECEIVING FEEDBACK......Page 352
Feedback and modeling......Page 354
Beliefs that support feedback......Page 355
Receiving feedback......Page 359
Giving feedback......Page 361
Shortcut to developing your ability to give feedback......Page 362
20 HIGH PERFORMANCE COACHING......Page 367
The aim of NLP-based coaching......Page 368
NLP and other kinds of coaching......Page 370
Creating a platform for change......Page 371
Finding our inner resources......Page 373
Recognizing a state of high potential......Page 376
Presuppose excellence......Page 379
Who is coaching whom?......Page 381
Shortcut to coaching......Page 383
Glossary......Page 387
Taking your learning further......Page 389