N L PN L P ProgrammeProgramme Ghislaine PELLAT Ghislaine Pellat NLP 1 Ghislaine PELLAT Sales and commercial negotiation Grenoble University France NLP :NLP : NeuroNeuro LinguisticLinguistic ProgrammingProgramming What is NLP ? N=Neurology: The mind & how we thinkN=Neurology: The mind & how we think L=Linguistic: How we use language & how it affects us P=Programming :How we sequence our actions to achieve our goals Ghislaine Pellat NLP 2 Two american founders of NLP Richard Bandler John Grander Ghislaine Pellat NLP 3 Richard Bandler John Grander Psychologist, philosopher Psychologist, Linguist NLP : Each person get an exceptional potential which demands to be revealed by his author…… A Study of Human Excellence!! NLP Neuro Linguistic Programme NLP tools are used in different situations : Therapy, Counseling, Business, Sports, Sales, Communications and Education • “NLP is an attitude and a methodology, which leave• “NLP is an attitude and a methodology, which leave behind a trail of techniques” Richard Bandler • “NLP is an accelerated learning strategy for the detection and utilization of pattern in the world” John Grinder Ghislaine Pellat NLP 4 Social relationship concept and interpersonnal communication The Issue :To manage a project together Together gives more strenght at a result Exchange is the basis of relationship with about 30% of the exchange ofabout 30% of the exchange of informations, and 70% throught bodylanguage. Consideration of the person you are communicating with is important Ghislaine Pellat NLP 5 ConsiderationConsideration meansmeans To be attentive to this person Empathy toward her Listening without judgment Be comprehensiveBe comprehensive In the attachment theory : care giving in response of care seeking Ghislaine Pellat NLP 6 PhineasPhineas Gage Case (Gage Case (wikipediawikipedia)) Ghislaine Pellat 7 HeHe was sociable andsociable and reliablereliable 13th of September, 1848 : He is a worker on a construction site, building a railway line. A small ironbar passed through his skull. And damaged his frontal lobes. He had a hole in his brain. He survived, he was 25 years old. Ghislaine Pellat NLP 8 To aTo a moodymoody and asocialand asocial statusstatus Unpredictable mood Rude and a capricious person Emotionally unstable in the work Disorders in judgment, emotivity, andDisorders in judgment, emotivity, and troubles of memory Surprising behavior and attitude His family had difficulties in recognizing the former Phineas Gage. Ghislaine Pellat NLP 9 At the end He died twelve years after his accident in a large epileptic crisis (not in direct relation with the accident). His emotional social and personalHis emotional social and personal behaviors were affected The brain areas seem to play a big role in the perception and understanding of situation, especially in case of dangerous events. Ghislaine Pellat NLP 10 Emotions (Pierre Livet 2002) Emotions drive rationality From perceptions to reactions to emotions : takes time The rare part of the brain « emotionalThe rare part of the brain « emotional sensibility » (in front of the brain) Emotions help to take efficient choices for yourself, avoiding dangerous situations. Ghislaine Pellat 11 Features of Emotions Are triggered by a rare and characteristic feeling. They come from an unexpected event A new emotion can lead to reconsiderA new emotion can lead to reconsider previous representations They can modify the different routine behaviors Ghislaine Pellat NLP 12 Neurology and behavior Which is connected to physiological modifications (palpitations, nervousness, well-being…) Which leads to change the previousWhich leads to change the previous behaviors (I should have be more careful, I shall remember…) Everybody has his own world’s perception and representation Ghislaine Pellat NLP 13 Perception, Emotions,Perception, Emotions, ReactionReaction PerceptionPerception EyesEyes,, earsears,, touchtouch 14 ReactionReactionEmotionsEmotions SeveralSeveral areasareas affectedaffected PrimaryPrimary reflex areareflex area Emotions :Emotions : MedicalMedical ImageryImagery Ghislaine Pellat NLP 15 Various paths followed by two specific feelings Various areas in activity everyewhere in the brain Act of reactingAct of reacting vsvs thinkingthinking VoluntaryVoluntary movmentsmovments ActionAction Ghislaine Pellat NLP 16 Reacting movments Reptilian cortex Sensations andSensations and memorymemory ProximityProximity betweenbetween thethe visualvisual area andarea and reactionreaction area :area : humanhuman evolutionevolution story. : thestory. : the best adaptation forbest adaptation for environmentenvironment SpecificSpecific areas :areas : neuromarketingneuromarketing Ghislaine Pellat NLP 17 2 major factors to consider the2 major factors to consider the communication phenomenacommunication phenomena 1. Everybody built its own pattern of the world by the perceptions and the representations from the environment and personal life.and personal life. 2. Everybody built its own map of the world (which country is in the center of the world map of people) 18Ghislaine Pellat ForFor EuropeanEuropean peoplepeople Ghislaine Pellat NLP 19 For AFor Africanfrican peoplepeople 202020 For AFor Americanmerican peoplepeople 212121 ForFor AsiaticAsiatic peoplepeople 222222 ForFor AustralianAustralian peoplepeople 232323 Truth or Lies Congruity And Non Congruity You may lie with your mouth, your face will say the truth even by lying 24Ghislaine Pellat How to understand and be understood by a peer ? Facial expressions Postures (behavior) Movements Distance Issue: Calibration and synchronisation 25Ghislaine Pellat Facial expressions Calibration on : * Variation of colour of the skin, wrinkles on the face, brightness of the eyes, pupil size, movement of the eyebrows, flickering,eyebrows, flickering, * Eyelid position and their movement, nostrils movements, * Color, size and unvolotary movements of the lips. * Unvoluntary movement of the chin and coloration * Small movements of facial muscles or superficial veins of the tempes 26Ghislaine Pellat Postures : anchors Head : Down,, tilted, dressed (up) Bust : Tilted toward the front /toward the back,Tilted toward the front /toward the back, packed/deployed Basin (Pelvis): Frontward/Backward Arms : Arms crossed/free 27Ghislaine Pellat Movements, Gestures ? Fences which mean a tricky situation : hand to the ear, rubb the hands, Adjust the hairs, a part of the clothes, adjust the position on the sear, crossed arms. Fences which mean lies, oversight or omission, a lack of conviction Hands to the faceHands to the face Fingers on the nose side Hands to the boarder of the lips Body and mind communicate effectively with each other Bodylanguage : histoire revue par bodylanguage anglais Ghislaine Pellat NLP 28 Understanding Our Representational Systems Our Representational Systems = Our Senses We rely on all our senses to receive information from the outside world We tend to develop one sense more thanWe tend to develop one sense more than others We develop a preference for one type of learning style and communication Our most developed pathway to the brain, Our Learning Style Ghislaine Pellat NLP 29 Sensorial Representation Channels V=Visual A=Auditory K=Kinesthetic = all the sensations of the bodyK=Kinesthetic = all the sensations of the body included Olfactive sense : (smell) and Gustative sense : (taste) Ghislaine Pellat NLP 30 Understanding Our RepresentationalUnderstanding Our Representational Systems (Systems (The Five Main SystemsThe Five Main Systems)) * The Visual system: How we create our internal pictures, visualize, daydream, fantasize & imagine. * The Auditory system: Auditory thinking is often a mixture of words & other soundssounds * The Kinesthetic system: Made up of our internal & external feelings of touch and body awareness. The Emotions are also included. * The Olfactory system: Remembered & created Smells * The Gustatory system : Remembered & created Tastes Ghislaine Pellat NLP 31 The Three Main Communication Styles Primary Representational System (preference) * Visual learners: Seeing (picture) * Auditory Learners: Listening (Music) * Kinesthetic Learners: Connecting to their sense of touch or their Feelings (sensations) Ghislaine Pellat NLP 32 Understand your communication Style Make your Learning Easier, Faster, more comfortable Make your understanding of your Partner more efficientefficient Make your understanding of your own communication strategy Become more empathetic Make your better understandering of your Partner communication strategy Ghislaine Pellat NLP 33 Accessing Cues about Communication Style Body language = posture, breathing pattern, voice tone Vocabulary and sentences : language we use. Eye movements (micro movements) Ghislaine Pellat NLP 34 Visual Communicator * Receiving Information Seeing, using visual aids or watching live demonstrations Memorizes by pictures Less distracted by noise * Recall ~ Remember what was seen * Body Language ~ Lots of movements and gestures up or front * Voice & Processing speed Chin is up, voice high, fastest * Learning Needs overall view and purpose and a vision for details; cautions until mentally clear gestures up or front * Breathing ~ High, shallow breathing in the top part of the chest Ghislaine Pellat NLP 35 Auditory Communicator * Receiving Information Hearing, speaking, reading aloud, discussing or processing thoughts aloud Easily distracted * Recall ~ Remember what was discussed or heard * Body Language ~ Head may be titled to the side * Voice & Processing speed Melodious tone, resonant, at a medium pace * Learning Dialogues both internally and externally; tries alternative verbally first ~ Head may be titled to the side in thought in the ‘telephone position’ * Breathing ~ Even breathing in the middle part of the chest cavity Ghislaine Pellat NLP 36 Kinesthetic Communicator * Receiving Information Feeling (physically or emotionally), sense of touch, use of hands and fingers Learns by doing * Recall ~ Remember an overall impression of what was experienced * Body Language ~ Head down, relaxed muscle* Voice & Processing speed Chins down, low and deeper tonality, often slow & soft, with many pauses * Learning Learns through manipulating and actual doing ~ Head down, relaxed muscle tone, may gesture to abdomen and midline * Breathing ~ Deeper breathing from the abdomen Ghislaine Pellat NLP 37 Eye Movements (micro movements) Visual : Up or in front of , defocused, Auditory: In the midline of the face Kinesthetic: Below the midline of the faceface Ghislaine Pellat NLP 38 Eye Accessing Cues Ghislaine Pellat NLP 39 StrategiesStrategies andand learninglearning ((i.ei.e)) Visual Learners would see what they read & hear as a movie in their minds. Auditory Learners would hear what they read & hear as the sound track to a movie in their minds, complete with words ,in their minds, complete with words , music or sound effects. Kinesthetic Learners would experience or feel the sensations & feelings of the movie in their minds Ghislaine Pellat NLP 40 StrategiesStrategies toto communicatecommunicate People use a mix of these cues as they are more flexible minded people (efficient commercial people) Strategy means :Visual to startStrategy means :Visual to start (motivation), Kinesthesic to decide (choice), Auditory to appreciate (memory or experience) Ability of negociator is to be synchronized to this discovered strategy. Ghislaine Pellat NLP 41 Thank you for this time of exchange Available for any questions, to give answers Ghislaine Pellat Grenoble University France Ghislaine Pellat NLP 42