Introducing NLP - O  ## Metadata - Author: **O** - Full Title: Introducing NLP - Category: #books ## Highlights - VISUAL Associated (seen through own eyes), or dissociated (looking on at self) Color or black and white Framed or unbounded Depth (two or three dimensional) Location (e.g. to left or right, up or down) Distance of self from picture Brightness Contrast Clarity (blurred or focused) Movement (like a film or a slide show) Speed (faster or slower than usual) Number (split screen or multiple images) Size ([View Highlight](https://read.readwise.io/read/01k4g7q7v2y21zcnd05eqct8xf)) - AUDITORY Stereo or mono Words or sounds Volume (loud or soft) Tone (soft or harsh) Timbre (fullness of sound) Location of sound Distance from sound source Duration Continuous or discontinuous Speed (faster or slower than usual) Clarity (clear or muffled) ([View Highlight](https://read.readwise.io/read/01k4g7q3fqw4hbzvbgmbbx9w3m)) - KINESTHETIC Location Intensity Pressure (hard or soft) Extent (how big) Texture (rough or smooth) Weight (light or heavy) Temperature Duration (how long it lasts) Shape ([View Highlight](https://read.readwise.io/read/01k4g7pzfcbsq1rpfg2b7zdzr8)) - VISUAL Look, picture, focus, imagination, insight, scene, blank, visualize, perspective, shine, reflect, clarify, examine, eye, focus, foresee, illusion, illustrate, notice, outlook, reveal, preview, see, show, survey, vision, watch, reveal, hazy, dark. ([View Highlight](https://read.readwise.io/read/01k4g83x99m2rbxj568yae1vwx)) - AUDITORY Say, accent, rhythm, loud, tone, resonate, sound, monotonous, deaf, ring, ask, accent, audible, clear, discuss, proclaim, remark, listen, ring, shout, speechless, vocal, tell, silence, dissonant, harmonious, shrill, quiet, dumb. ([View Highlight](https://read.readwise.io/read/01k4g84cr574ydje9frp4jv859)) - KINESTHETIC Touch, handle, contact, push, rub, solid, warm, cold, rough, tackle, push, pressure, sensitive, stress, tangible, tension, touch, concrete, gentle, grasp, hold, scrape, solid, suffer, heavy, smooth. ([View Highlight](https://read.readwise.io/read/01k4g84g5r0n6qmc1gzs9erea5)) - NEUTRAL Decide, think, remember, know, meditate, recognize, attend, understand, evaluate, process, decide, learn, motivate, change, conscious, consider. ([View Highlight](https://read.readwise.io/read/01k4g84jnnt2yt6n1rxd7tjx3r)) - OLFACTORY Scented, stale, fishy, nosy, fragrant, smoky, fresh. ([View Highlight](https://read.readwise.io/read/01k4g84mssy9mycqkwc9n7mz71)) - GUSTATORY Sour, flavour, bitter, taste, salty, juicy, sweet. ([View Highlight](https://read.readwise.io/read/01k4g84r4gkjy1bt90nxes52ym)) - VISUAL PHRASES I see what you mean. I am looking closely at the idea. We see eye to eye. I have a hazy notion. He has a blind spot. Show me what you mean. You'll look back on this and laugh. This will shed some light on the matter. It colors his view of life. It appears to me. Beyond a shadow of doubt. Taking a dim view. The future looks bright. The solution flashed before his eyes. Mind's eye. Sight for sore eyes. ([View Highlight](https://read.readwise.io/read/01k4g84wn01hyewgq2s0kcj7p5)) - AUDITORY PHRASES On the same wavelength. Living in harmony. That's all Greek to me. A lot of mumbo jumbo. Turn a deaf ear. Rings a bell. Calling the tune. Music to my ears. Word for word. Unheard-of. Clearly expressed. Give an audience. Hold your tongue. In a manner of speaking. Loud and clear. ([View Highlight](https://read.readwise.io/read/01k4g8505k78t6phztbv7chy3n)) - KINESTHETIC PHRASES I will get in touch with you. I can grasp that idea. Hold on a second. I feel it in my bones. A warm-hearted man. A cool customer. Thick skinned. Scratch the surface. I can't put my finger on it. Going to pieces. Control youself. Firm foundation. Heated argument. Not following the discussion. Smooth operator. ([View Highlight](https://read.readwise.io/read/01k4g853xmyve3xcq0d6rgyx77)) - OLFACTORY AND GUSTATORY PHRASES Smell a rat. A fishy situation. A bitter pill. Fresh as a daisy. A taste for the good life. A sweet person. An acid comment. ([View Highlight](https://read.readwise.io/read/01k4g857kw3z43xcq68btcez2j)) - Elicitation is the word used in NLP to describe the process of guiding someone into a particular state. This is an everyday skill under a different label, for we are all greatly practiced in putting people into different moods, or bringing them out of moods. We do it all the time by our words, tonality and gestures. Sometimes, however, we do not elicit what we want. How many times have you heard a phrase like, “What's the matter with him, all I said was . . .” ([View Highlight](https://read.readwise.io/read/01k4grhehr1jc08r9kf65hckk6)) - The simplest way to elicit an emotional state is to ask the person to remember a past time when he was experiencing that emotion. The more expressive you are, the more expressiveness you will elicit. If your voice tone, words, facial expression and body posture match the response you are asking for, you are more likely to get it. ([View Highlight](https://read.readwise.io/read/01k4grhava0kcsk100wctqzc5c)) - A stimulus which is linked to and triggers a physiological state is called an *anchor* in NLP. Other examples of naturally occurring positive anchors would be favorite photographs, evocative smells, or a loved one's special expression or voice tone. ([View Highlight](https://read.readwise.io/read/01k4gry06zpvtny3bhr260fkep)) - *Metaprogram Summary* 1. Proactive-Reactive The proactive person initiates action. The reactive person waits for others to initiate action and for things to happen. He will take time to analyze and understand first. 2. Towards-Away The toward person stays focused on his or her own goals and is motivated by achievement. The away person focuses on problems to be avoided rather than goals to be achieved. 3. Internal-External The internal person has internal standards and decides for him or herself. The external person takes standards from outside and needs direction and instruction to come from others. 4. Options-Procedures Options people want choices and are good at developing alternatives. Procedures people are good at following set courses of procedures. They are not action-motivated and are good at following a fixed series of steps. 5. General-Specific General people are most comfortable dealing with large chunks of information. They do not pay attention to details. Specific people pay attention to details and need small chunks to make sense of a larger picture. 6. Match-Mismatch People who match will mostly notice points of similarity in a comparison. People who mismatch will notice differences when making a comparison. 7. Convincer patterns *Channel:* Visual: Need to see the evidence. Hear: Need to be told. Read: Need to read. Do: Need to act. *Mode:* Number of Examples: Need to have the information some number of times before becoming convinced. Automatic: Need only partial information. Consistent: Need to have the information every time to be convinced, and then only for that example. Period of time: Need to have the information remain consistent for some period of time. SELLING ([View Highlight](https://read.readwise.io/read/01k4mq8d0kjx2w097d79kf61qs)) - Selling is often misunderstood, like advertising. A popular definition describes advertising as the art of arresting human intelligence long enough to get money from it. In fact, the whole purpose of sales, as the book *The One Minute Sales Person* by Spencer Johnson and Larry Wilson puts very eloquently, is to help people to get what they want. The more you help people to get what they want, the more successful a sales-person you will be. ([View Highlight](https://read.readwise.io/read/01k4mqc9zk11h4mjj4xpx7f758)) - Framing in NLP refers to the way we put things into different contexts to give them different meanings; what we make important at that moment. ([View Highlight](https://read.readwise.io/read/01k4mqrmrsfmfyqsawjcqqbj0j))