SANKALP ACADEMY

NLP Study Material

Calibration Calibration is the art of taking a mental snapshot of a persons emotional state(s). Purpose of calibration: So you know when they are accessing that state again. Another word for calibration is measurement. So, youre looking/listening/feeling for clues and cues that mark a particular emotion in a person.

Association V/S Dissociation Every experience is perceived to happen at some point along a continuum of association vs dissociation. Association is when the experience is felt to be part of you, or that you are part of the experience. You seem to be identified with the experience or connected somehow with it. Dissociation is when you feel you are watching, listening to or observing an event from the outside. The properties of association vs. dissociation are such a powerful component of any experience that we can transform the experience itself. This is true of past experiences, our present moment experience, and even a future possible experience. Association Association is useful when you want to feel more connected or one with a present pleasant experience, a past powerful experience, or a future desirable state. Dissociation Dissociation is useful when you want to feel free from past pain, present stress, or when there is a future goal toward which you want to be motivated.

How we take in reality

We first take in reality through our input channels. i.e Visual, Auditory, Kinaesthetic, Olfactory & Gustatory (our senses) which then goes through a process called Generalization, Deletion, Distortion, after which it further gets processed by our map of reality which finally gives our words and language. Generalization is a process by which one experience leads us to believe that all future experiences or behaviours are similar. Eg: one bad speech making one believe that all speeches with go bad. Deletion is the process in which one pays selective attention to certain aspects of an experience and neglects the other aspects. Eg: listening to one individual in a crowd during a concert or a program. Distortion is the process in which we shift how we experience life. Eg: all artistic creations.

Rapport Rapport is the ability to relate to others in a way that creates trust and understanding. It can be best described as the experience of being understood without judgement. Most business decisions are made on the basis of rapport rather than technical merit. It has been proven that only 7 % of what is communicated between people is transmitted through words. 38% comes through tone of voice. The remaining 55% of communication is through physiology or body language, which includes the facial expressions, gestures, movements of the person delivering the communication. Content of communication itself does not by itself create rapport. One of the best ways to achieve rapport is through mirroring or creating a common physiology with the person with whom you are communicating. While words work on the conscious level, physiology works on the unconscious/sub conscious level. Thats where the brain says hey. This person is like me. therefore he/she must be ok. Once this happens, there is a tremendous bond. Since is this bond is on the sub conscious level, it is even more effective. So how can we create rapport? By mirroring and matching the other persons posture, breathing, tonality, speed of speech, gestures, same words, values and clothes also. What do we do after we have achieved rapport? After we have established rapport by pacing them or getting in sync, we can then start LEADING the other. Pacing and leading is most useful in sales, in negotiations etc.

Intonation patterns The arrows indicate the tone of voice used in the sentence.

W. = Question

W. = Statement

W. = Command

You can form a sentence in the form of a question, statement and command while using any of the above tonalities. To open possibilities use a question tonality and install use a command tonality. NLP [the magic of state] All our experiences and behaviours are given by our STATE Our MENTAL, PHYSICAL, & EMOTIONAL state. Taking control of our state allows us to control and direct our behaviour. NLP is about being in a resourceful state The 2 ways of managing our state are: 1. PHYSIOLOGY 2. INTERNAL REPRESENTATION (THOUGHTS)

Key To Behaviour

STATE

SUBMODALITIES Submodalities are the sub-elements of our internal pictures, sounds and feelings i.e. our internal representations. There are two things you can change about our internal representations. 1. We can change WHAT we represent 2. We can change HOW we represent something. All of us have certain key submodalities that trigger immediate responses within us. Once we discover the different ways we represent things and how they affect us, we can take charge of our own mind and begin to represent things in a way that empowers us rather than limit us. Our memories have pictures, sounds and feelings and changing small things like brightness of a picture can have a huge impact on us. INTENTION AND BEHAVIOUR It is important to make the distinction between intention and behaviour. Every behaviour has a positive intention. For example, a man may work late hours and come home late. The wife may think that the does not care. For the man, his way of showing love might be to provide security to the family, by working late hours.

Reframing Reframing is taking a different perspective on a given situation.. For example: seeing a delay on your train as an opportunity to catch up on your reading, rather than getting annoyed. There are two types of reframing: 1. Content reframing 2. Context reframing Content reframing involves changing the given meaning of the experience. For example: i get angry when people make demands on me. Ask what else could it mean that people make demands on me? It may mean that: 1. You are reliable 2. People need you. Use any of the above meanings that would be useful for you.

Anchoring the process by which memory recall, state change or other responses become associated with (anchored to) some stimulus, in such a way that perception of the stimulus (the anchor) leads by reflex to the anchored response occurring. The stimulus may be quite neutral or even out of conscious awareness, and the response may be either positive or negative. They are capable of being formed and reinforced by repeated stimuli, and thus are analogous to classical conditioning.

Anchoring is a natural process that usually occurs without our awareness, and may have positive impact, or be negative. For example, a voice tonality that resembles the characteristics of one's perception of an "angry voice" may not actually be as a result of anger, but will usually trigger an emotional response in the person perceiving the tonality to have the traits of anger.

There are certain speculations as to what criteria must be met before an Anchor can be properly formed. Most agree that the trigger must be

Specific - otherwise the subject will not begin to sensitize to it Intermittent - if it were constant then desensitization would eventually occur Anchored to a unique, specific and prompt reaction - otherwise the anchor will fail to elicit and reinforce any one single response due to many different reactions being associated to the trigger.

It is also important that reinforcement of an anchor (in other words, repeated formation with the aim of reinforcement) should have a "break" between each repeat, since the neurological 'lesson' is quite capable of working either way, and only one way is desired. In such instances precision and structure may determine the difference between success and failure.

The steps below are the way to set NLP anchors. Lets say you want to set an anchor for happiness. 1. Get yourself into a happy state. Think of a past experiences when you were happy. Construct happy thoughts and images. Visualize yourself and your loved ones smiling, laughing etc. 2. At the peak of your state, at the most intense feeling happiness, fire off a unique anchor. Lets say to pinch your left palm. Fire off the anchor a few more times (means pinching your palm a few more times) as long as you are still in that peak state. 3. Change to a neutral state. Break your state by standing up, moving around, shaking yourself out of it. Then repeat the process again. After numerous repetitions, the state will be anchored into you.