Principles of Communication Chapter 10: Advanced Communication

SCOPE Chapter 9 Lecture and Discussion: Maximising Influence and Rapport Introduction to NLP Applications of NLP NLP Techniques Principles of Communication 5/19/2019

Influence Leadership Qualities Respect Trust Inspiration Motivation Rapport Influence Development Achievement Maximise the POTENTIAL: Success Empowerment Principles of Communication 5/19/2019

Influence Create Positive Change Influence can be defined as ‘the capacity to have an effect on the character, development, or behavior of someone or something’ Create Positive Change Principles of Communication 5/19/2019

NLP Important tool to enable more effective influencing. First described by Bandler and Grinder in 1970s. Observations and interviews with successful leaders. “What is that people do inside their heads that makes them excellent?” Modeling excellence in people, understanding their strategy and installing it in others. Principles of Communication 5/19/2019

NLP Neuro Linguistic Programming NLP assumes that people are inherently creative and capable. Neuro - neurological thought processes Linguistic - way our language reflects neurology Programming - learned behavioral strategies Principles of Communication 5/19/2019

Where has NLP been used? Principles of Communication 5/19/2019

NLP NLP places attention on: How ? instead of Why ? Useful instead of Right or Wrong Outcomes instead of Problems Possibilities instead of Limitations Principles of Communication 5/19/2019

Benefits of NLP By learning NLP you can: Learn to control your own state of mind Develop effortless communication skills Overcome obstacles Help others get the results that they want Have more joy, success and happiness Increase your skills and confidence Principles of Communication 5/19/2019

Assumptions How you communicate to yourself and others will affect your capabilities. Most excellent communicators are people who know how to talk to themselves and others to get the results they want. They have a number of assumptions in common. Principles of Communication 5/19/2019

Assumptions If one person can do it, anyone else can learn to. People already have all the resources they need. There is no failure, only feedback. The mind and body are part of the same system. The map is not the territory. Principles of Communication 5/19/2019

The map is not the territory Principles of Communication 5/19/2019

Nothing is real! “Are you comfortable?” Take the words WORDS=arbitrary labels for parts of your personal history! Some set of memories: IMAGES FEELINGS SOUNDS Access the meaning Bring into consciousness Parts of your experience and NOT others Principles of Communication 5/19/2019

Nothing is real! The way our minds store and organize the parts of our experience and associate them with key or ‘trigger’ words is what NLP describes as ‘modeling’. NLP describes how our mental models or maps are represented in our senses and language. Principles of Communication 5/19/2019

Are you comfortable? Principles of Communication 5/19/2019

Subjectivity visual (seeing) auditory (hearing) tactile (touching) We experience the world ‘subjectively’ through our traditional senses: visual (seeing) auditory (hearing) tactile (touching) olfactory (smelling) gustatory (tasting) Principles of Communication 5/19/2019

Representational Systems Principles of Communication 5/19/2019

Representational Systems Most people have a Preferred Representational System (PRS) which dominates. If we can communicate in a way which appeals to the preferred representational system of our receiver (matching), we can achieve better communication and gain more effective results. Principles of Communication 5/19/2019

Identifying PRS ‘Access Cues’ allow us to identify the PRS. For example: direction of eye movements posture breathing voice tone sensory-based predicates Principles of Communication 5/19/2019

Sensory-based Predicates "I can see a bright future for myself", the words "see" and "bright" would be considered visual predicates “I can feel that we will be comfortable.” “I can feel that we will be comfortable.” “I can hear what you’re saying and it sounds good to me.” “I can hear what you’re saying and it sounds good to me.” Principles of Communication 5/19/2019

Eye Access Cues Principles of Communication 5/19/2019

10.6 Rapport Rapport is the state shared by two or more individuals whose behavior, thinking, and values come into alignment regardless of the “content” of their desired objections and outcomes. When people have good rapport, their behavior and communication occurs on the same wavelength. Principles of Communication 5/19/2019

Mirroring is the Essence of Rapport Mirroring is also referred to as matching or pacing.   Synchronizing or matching of another person’s verbal and non-verbal behaviors which helps build feelings of empathy and trust. These behaviors include body language, facial expressions, gestures, breathing, voice qualities, language, etc. Sending or mirroring back similar signals produces unconscious feelings of affirmation. It makes us react unconsciously to feel as if “This person is like me and agrees with the way I am. I like this person because we are similar, and he/she likes me too.” Principles of Communication 5/19/2019

Mirroring is the Essence of Rapport As a listener, you can mirror a speaker in the following ways : Facial expressions Hand / arm gestures Eye movements Head movements / tilt Spatial proximity Leg crossing / shifting Breathing rate and depth Voice tempo   Tone Inflection Cadence Volume Hesitation / pauses Verbal (sensory) imagery Metaphors Words, phrases, expressions, jargon   Principles of Communication 5/19/2019

10. 8 What is Reframing ? helps people see things from a different perspective changing the frame of an experience can have a major influence on how you perceive, interpret and react to an experience. events can be turned any which way to make contextual meanings feel differently, even though they are the same events. Principles of Communication 5/19/2019

Examples of Re-framing During the 1984 campaign for the US Presidency, there was a considerable concern about Ronald Reagan’s age (73). Speaking during the Presidential debate with Walter Mondale (56), Reagan said “I will not make age an issue of this campaign. I am not going to exploit, for political purposes, my opponent’s youth and inexperience.” Reagan’s age was not an issue for the remainder of the campaign! Principles of Communication 5/19/2019

Examples of Re-framing Thomas Watson Jr. was the second President of IBM. In the early 1960’s, a young worker had made a mistake that lost IBM $1 million dollars in business. She was called into Watson’s office and as she walked in said, “Well, I guess you have called me here to fire me.” “Fire you?” Mr. Watson replied, “I just spent $1 million on your education!” Principles of Communication 5/19/2019

Summary Leadership Qualities Benefits of NLP Subjectivity Representational Systems Rapport Mirroring Reframing Principles of Communication 5/19/2019

BREAK! Now, take a 30-minute break and then return to the class to work on your term paper focus. Enjoy! Take a break! Principles of Communication 5/19/2019

Handout Review You will now be given a handout with comprehension questions. Use the book and the notes you’ve taken to answer the questions as best as possible. You have 45-minutes to complete the handouts and return them to the instructor at the end of class. Principles of Communication 5/19/2019