Neuro-linguistic Programming - Essay Example

Introduction This paper provides an insightful study into the efficacy of Neuro-Linguistic Programming (NLP) technique as an influencing skill. NLPis a newly developed method to persuade and motivate people effectively for the purpose of drawing specific outcomes. The theory has been applied to several professions and has been found to be useful in achieving positive results. Hence, it is not exaggeration to state that this technique has proved to be a breakthrough in the influencing skills that happened to be in use. The essay discusses the meaning and aspects of NLP with an emphasis on its significance as a skill effective not only in persuading others but also influencing and motivating self through specific techniques towards the achievement of goals. Neuro-Linguistic Programming (NLP)- An Overview Neuro Linguistic Programming (NLP) is a study that acquaints one with the relationship that exists between the human minds and various ways of verbal and non-verbal communication. This theory basically rests on the foundation that human mind accepts profound effects of communication, which can play a significant role in influencing human thoughts and behaviour towards desired outcome. Knight (2003, p.1) defines the term NLP as, "the study of what works in thinking, language and behaviour". Hence, the study of neuro-linguistic programming specifies the impact that language can put on human mind and how it leads to particular behaviour. It is notable that this technique places its entire emphasis on the human mental and behavioural characteristics and the forms of language, communication and other inputs having a sound impact on feelings and action. It therefore stresses on the effectiveness of various means that are able to persuade and influence human thoughts and behaviour in a certain direction. Dowlen (1996, p32) propounds the same point by mentioning that, "NLP focuses on what works as opposed to what is problematic and in its concern with the "how to" rather than the "what" of development". According to Tosey, Mathison and Michelli (2005, p144), NLP "denotes the view that a person is a whole mind-body system with patterned connections between internal experience (neuro), language (linguistic), and behaviour (programming)". It considers human body and mind as intrinsically related units where one could be influenced by the other unit. Human experience, communication and thoughts have a significant influence on mind that shapes human behaviour in different situations with different people. Neuro Linguistic Programming in essence is a collection of various skills and strategies under a single title. Woodall and Danielle (1999, p256) suggest that neuro linguistic programming rests on four primary elements viz., goal or aim, behavioural pliability, 'sensory acuity' and 'self-maintenance'. The application of NLP lies in having a specific goal or objective to be achieved, the flexibility in an individual's behaviour pattern according to the situation and roles, the vision to drive feelings and thoughts towards the desired outcome, and finally an individual's control on behaviour. Hence, neuro-linguistic programming supports the belief that human behaviour can be impelled and motivated towards particular objectives through mental programming of thoughts and emotions with the help of communication. NLP- The Most Significant Breakthrough In The Influencing Skills The neuro linguistic programming technique has been referred to as the most effective of all the influencing skills. Tosey, Mathison and Michelli (2005, p144) put forward that, "although NLP has come to be identified as a mode of psychotherapy in its own right, originally it was offered as a method capable of identifying the effective aspects of existing models of communication (gestalt, transactional analysis, etc) for pragmatic purposes". It is so because this technique combines in itself, the essence of all the major skills that are used by individuals to achieve their goals by influencing and persuading others. Craft (2001) also states that Neuro-Linguistic Programming tends to be concentred on effective communication. Tosey, Mathison and Michelli (2005, p144) "NLP is used by professional practitioners of many kinds, including educators, managers, trainers, salespeople, market researchers, counsellors, consultants, medics, lawyers, and more". Because all these professions require communication and influencing skills to mould human thoughts and behaviour, they utilise the NLP technique to be able to understand themselves and other people for the purpose of imparting their services more efficaciously. NLP has already made its position eminent in several professions and has been found helpful in influencing human behaviour effectively. Dowlen (1996, p27) says that "the skills developed through NLP include the ability to define positive outcomes, to understand how others perceive particular circumstances, and to notice when thinking is taking place in images, sounds or feelings". NLP is a technique that promotes effective communication and influencing skills in human beings while instigating a positive attitude towards goals along with the recognition of changes taking place in behavioural patterns with respect to specific stimulus. Every individual views a single situation in different dimensions depending on their personality style and mentality level. Such view is further fogged by the filters already present in human minds, which varies significantly among people. When working together, these variations can lead to conflicts. However, the use of NLP makes one cognisant of the effect a situation, perception, communication and other filters can have on human behaviour along with the techniques to overcome barriers. Dunk, Tony (2003, p26) says that neuro-linguistic programming technique provides "an insight into some of the filters and preferences we (and others) apply within our communications styles. It may also help us to understand how we might need to change our style to make our communications more compelling". Thus, its approach takes into account every input that has an impact on the communication and its meaning. Not only that, but also helps us to utilise effective ways to communicate effectively in the manner that could enhance the understanding and influence the behaviour of other people. NLP application takes an individual not only to the extent of understanding the communication skills required to influence other people, but also to identify the skills and abilities that lie within individual personality that could be utilised to influence his behaviour as well as others. Dowlen (1996, p32) refers to this point as, "NLP can help individuals realise their potential, and acknowledged the behavioural emphasis of the tools it provides to increase choice". Woodall and Danielle (1999, p256) assets that, "it is claimed that NLP can be used in almost any area of human activity in business it has proved very popular as a means of improving and enhancing communication, building rapport, and setting goals and for dealing with 'difficult' people". In the current scenario of growing business needs to enhance communication and influencing skills, the NLP technique has been found to be very helpful in strengthening business relationships. There are people within or outside the organisation having complex personalities and are not easily persuaded. NLP first requires understanding of the unique mind and body relationship existing within each individual and then finding the right communication means to influence them. The technique not only provides for improved abilities for communication and persuasion, but also helps in clarifying goals for individuals and directing thoughts towards these goals. Enhanced communication and influencing skills are indispensable for an organisation not only to strengthen relationship between businesses, customers, suppliers and employees, but also happens to be a prerequisite for the development of management effectiveness. With the use of NLP techniques in communicating within and outside the management spectrum, the needs for organisation and individuals are well understood and people are easily motivated to collaborate with each other. Dowlen (1996, p33) also says that, "with regard to communication, the NLP techniques using language patterns appear to be of use in management development". These language patterns help the management to use verbal and non-verbal communication in a manner effective enough to evoke harmony and agreement. Woodall and Danielle (1999, p256) comments that, "it [NLP] has been particularly popular with large organisations engaged in culture and value change". Such organisations face challenges with regard to making people accept the change and influencing them towards the achievement of results. In such situations, NLP technique helps the management to understand people, their needs, their abilities and their thoughts that is leading to elicit resistance to the change. Once the management gets able to understand people and their inner self, it becomes much easier for them to persuade employees and enkindle a behavioural change through motivation and communication. Neuro-Linguistic Programming is useful for managers in collecting and organising resources for the organisation. The chain of suppliers and the network of employees together form great resources for an organisation, and thus, managers continuously need to communicate with them to preserve a smooth flow of resources. Dunk, Tony (2003, p23) "managers have to negotiate with the people inside and outside the business for their resources" The NLP technique promises to be effective in negotiating with people and collaborating for the fulfilment of the needs of every one involved. There happen to be several other skills and strategies utilised by human beings in communicating, influencing, and persuading other people to do a particular action. Manning and Robertson (2003) mention several strategies that are used by individuals to influence others. These strategies have been referred to as reason, assertion, exchange, courting favour, coercion and collaboration. People influence each other to achieve their goals by means of power, force, affection, coaction, and through exchange of benefits etc. Human beings employ different strategies at different times depending on situations and their personality style in particular. For example, an individual with autocratic personality does not tend to make use of strategies like exchange, favour and collaboration to persuade people to take some action. Such individual rather employs coercion, power and force to achieve his goals. In the same vein, the human nature and personality traits tend to have a significant impact on the influencing style they use to draw desired outcomes. Manning and Robertson (2003) refer to the two most common influencing styles that are used by individuals for achieving what they want. The dimensions of these two styles are: strategist-opportunist and collaborator-battler. The strategists are the ones who plan and analyse a situation before responding to it. These people are completely aware of what they want and how to reach their goals, hence they utilise reason and assertion to persuade others. The opportunists are ones who respond to a situation as it comes their way without any prior planning, therefore, they employ exchange and courting favour to reach their objectives. The collaborators are the people who tend be flexible in their desires and consider the needs of other people towards the achievement of their goals by using collaboration and communication skills. On the other hand, battlers are the individuals driven by the motive of accomplishment of their own goals, regardless of the needs of other people. Hence, they are very likely to implement coercion and force to influence people. Although there happen to be several styles, strategies and skills people can and do utilise to influence people in general. However, successful people are those who employ different strategy according to the nature of person and situation. Manning and Robertson (2003) believe that effective influencers utilise the best strategy that suits a particular situation. This is simply what is promoted and developed by the NLP technique. It first calls for an understanding of factors having impact on the behaviour of other people as well as self in a particular situation, and then utilises the most appropriate strategy to influence people in the most effective manner. Thus, NLP is a collection of several communication and persuasion skills, but the difference is that it tells us not only what to apply on a specific person in a particular situation but also emphasises on the 'how to' of influencing skills. Conclusion It is now evident that NLP plays a significant role in influencing others through improved communication, enhanced collaboration and increased understanding between individuals and groups. To conclude, it can be stated that this technique certainly promises to be the most significant breakthrough in the influencing skills ever experienced by human kind. References Craft, Anna (2001), 'Neuro-linguistic Programming and Learning Theory', The Curriculum Journal, 12(1), Spring, pp. 125-136 Dowlen, Ashley (1996), 'NLP- Help Or Hype Investigating The Uses Of Neuro-Linguistic Programming In Management Learning', Career Development International, 1(1), pp. 27-34 Dunk, Tony (2003), 'Persuasion And How To Train Friends', Training Journal, pp. 22-26 Knight, Sue (2003), NLP at Work, London: Nicholas Brealey Manning Tony; Robertson, Bob (2003), 'Influencing And Negotiating Skills: Some Research And Reflections - Part I: Influencing Strategies And Styles', Industrial and Commercial Training, 35(1), pp. 11-15 Tosey, Paul; Mathison, Jane; Michelli, Dena (2005), 'Mapping Transformative Learning The Potential of Neuro-Linguistic Programming' Journal of Transformative Education, 3(2), pp. 140-167 Woodall, Jean; Douglas, Danielle (1999), 'Ethical Issues In Contemporary Human Resource Development', Business Ethics: A European Review, 8(4), pp. 249-261 Read More