NLP in a Business Context

What is NLP?

Neuro-Linguistic Programming (NLP) is a set of techniques and principles aimed at understanding and improving human communication, behaviour, and personal development. It was developed in the 1970s by Richard Bandler and John Grinder, who studied how successful therapists and communicators achieved their results and created a framework to replicate their success.

NLP stands for:

• Neuro: Refers to the neurological processes—the brain and the senses—that influence our thoughts and behaviours.
• Linguistic: Relates to language and how it affects our communication and perception.
• Programming: Pertains to the patterns and habits we develop through our experiences, which can be adjusted or changed.

How NLP Can Improve Communication

NLP provides various tools and techniques to enhance communication by helping you understand and influence how people think, feel, and respond. Here’s how NLP can be applied to improve communication:

1. Building Rapport

NLP emphasizes the importance of rapport, which is the connection and mutual understanding between individuals. One key technique is mirroring or matching. This involves subtly mimicking the other person’s body language, tone, or speech patterns to create a sense of empathy and alignment.

Example: If you’re in a conversation with someone who speaks slowly and uses formal language, you might adjust your speaking pace and choice of words to match theirs. This can make them feel more comfortable and understood.

2. Understanding and Using Representational Systems

NLP identifies different representational systems—visual, auditory, and kinaesthetic (VAK)—that people use to process information. Understanding these systems helps in tailoring communication to align with the other person’s preferred way of receiving information.

Example: If you’re presenting an idea to someone who is visually oriented, you might use charts, diagrams, or descriptive imagery. Conversely, if they are more auditory, you might focus on verbal explanations and tone.

3. Reframing

Reframing involves changing the way you perceive a situation to alter its meaning and impact. This can be useful in resolving conflicts or changing negative perceptions.

Example: If a colleague sees a project deadline as a stressful burden, you might reframe it as an opportunity to showcase their skills and achieve a significant goal, thus shifting their perspective to a more positive one.

4. Anchoring

Anchoring is a technique where you associate a specific emotional state with a particular stimulus, such as a gesture or a word. This can help in accessing positive emotions or states of mind when needed.

Example: If you need to remain calm during a high-stress presentation, you could use a physical gesture like touching your thumb and finger together, which you’ve previously associated with calmness during practice. Over time, this gesture can help trigger a calm state of mind.

5. Utilising Meta-Model Questions

The Meta-Model is a set of questions designed to clarify and challenge vague or ambiguous statements. By asking specific questions, you can help others articulate their thoughts more clearly and uncover underlying assumptions.

Example: If someone says, “I’m always stressed at work,” you might ask, “What specifically makes you feel stressed?” or “Can you give an example of a situation that causes this stress?” This helps in pinpointing the exact issues and addressing them more effectively.