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NLP was developed in the mid-70s by John Grinder, a
Professor at UC Santa Cruz and Richard Bandler, a graduate
student. NLP, as most people use the term today, is a set of models of
how communication impacts and is impacted by subjective
experience. It's more a collection of tools than any overarching
theory.
Much of early NLP was based on the work of Virginia Satir,
a family therapist; Fritz Perls, founder of Gestalt
therapy; Gregory Bateson, anthropologist; and Milton
Erickson, hypnotist.
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Neuro Linguistic Programming Glossary
Dale Kirby is creating a
very detailed glossary of selected NLP terms.
The glossary is listed alphabetically with links to each letter of the alphabet.
For easy navigation click on the first letter of the word you want to
look up.
( Click on a letter ) A B C
D E F G H
I J K L M
N O P Q R
S T U V W
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ACCESSING CUES
Subtle behaviours that indicate which representational system a person
is using. Typical types of accessing cues include eye movements, voice
tone and tempo, body posture, gestures, and breathing patterns.
Click here for the detailed glossary
entry for Accessing Cues.
"AS-IF" FRAME
Pretending that some event has happened. Thinking "as if" it had occurred,
encourages creative problem-solving by mentally going beyond apparent
obstacles to desired solutions. Ask "What would it be like if I could
... ?"
AFFILIATING
The need of human beings to affiliate with each other. One of the Meta
Programs which indicates whether a person prefer to work alone or with
a team.
ALIGN
Arrange so that all the elements being aligned are parallel, and therefore
moving in the same direction.
AMBIGUITY
The use of language which is vague, or ambiguous. Language which is
ambiguous is also abstract (as opposed to specific).
ANALOGUE
Having shades of meaning, as opposed to Digital which has discrete (On/off)
meaning. As in an analogue watch ( a watch with minute and hour hands).
ANALOGUE MARKING
Using your voice tone, body language, gestures, etc. to mark out key
word in a sentence or a special piece of your presentation.
ANCHOR
Any stimulus that is associated with a specific response. Anchors happen
naturally, and they can also be set up intentionally, for example, ringing
a bell to get peoples attention, or more subtle, standing in a particular
place when answering questions.
Click here for the detailed glossary entry
for Anchor.
ANCHORING
The process of associating an internal response with some external trigger
(similar to classical conditioning) so that the response may be quickly,
and sometimes covertly, re-accessed. Anchoring can be visual (as with
specific hand gestures), auditory (by using specific words and voice tone),
and kinaesthetic (as when touching and arm or laying a hand on someone's
shoulder). Criteria for anchoring:
a) intensity or purity of experience;
b) timing; at peak of experience;
c) accuracy of replication of anchor.
ASSOCIATION
As in a memory, looking through your own eyes, hearing what you heard,
and feeling the feelings as if you were actually there. This is called
the associated state.
Click here for the detailed glossary
entry for Associated State.
ATTITUDE
A collection of values and beliefs around a certain subject. Our attitudes
are choices we have made.
AUDITORY
Relating to hearing or the sense of hearing.
AWAY FROM
A meta program - when a person's preference is to move in the opposite
direction from what they want. "I don't want a 9 to 5 job."
( Click on a letter ) A B C
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BACKTRACK
To review or summarize, using another's key words and tonalities, or
in presentations, a very precise summary using the same key words in the
same voice tones as were originally used.
B.A.G.E.L. MODEL
The B.A.G.E.L. model, developed by Robert Dilts, provides a set of micro
behavioural distinctions, defined by NLP, that can be used to identify
and enhance cognitive and physiological states.
B ody posture
A ccessing cues (non-verbal)
G estures
E ye movements
L anguage patterns
BEHAVIOUR
The specific physical actiones and reactions through which we interact
with people and the environment around us.
BEHAVIOURAL FLEXIBILITY
The ability to vary one's own behaviour in order to elicit, or secure,
a response from another person. Behavioural Flexibility can refer to the
development of an entire range of responses to any given stimulus as opposed
to having habitual, and therefore limiting, responses which would inhibit
performance potential. John Grinder suggests that you each night before
going to sleep, you review your day and create 3 different ways of responding.
This way you will automatically build up your Behavioural Flexibility
and you will discover that you respond more appropriately to the world
around you. Behavioural Flexibility is a key element in NLP.
BELIEFS
Closely held generalizations about
(1) cause,
(2) meaning, and
(3) boundaries in
(a) the world around us,
(b) our behaviour,
(c) our capabilities, and
(d) our identity.
Beliefs function at a different level than concrete reality and serve
to guide and interpret our perceptions of reality, often by connecting
them to our criteria or value systems. Beliefs are notoriously difficult
to change through typical rules of logic or rational thinking.
Click here for the detailed glossary entry
for Beliefs.
( Click on a letter ) A B C
D E F G H
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CALIBRATION
The process of learning to read another person's unconscious, non-verbal
responses in an ongoing interaction by pairing observable behaviours clues
with a specific internal response. A very important first step in most
NLP processes, you calibrate the problem state. That is, how is your client's
body posture, where does the eyes go, how is the breathing, skin colour,
voice tone etc. Knowing how the problem state looks like you have a reference
point for measuring the success of your intervention.
Click here for the detailed glossary
entry for Calibration.
CALIBRATED LOOP
Unconscious pattern of communication in which behavioural cues of one
person trigger specific responses from another person in an ongoing interaction.
CAPACITY
Mastery over an entire class of behaviour - knowing how to do something.
Capabilities from the development of a mental map allowing us to select
and organize groups of individual behaviours. In NLP these mental maps
take the form of cognitive strategies and Meta-Programs.
CHAINING ANCHORS
When a series of anchors are released as each anchor experience peak
allowing you to easily move through a sequence of states. This can take
you through a chain of emotions progressively leading from a stuck state,
to respect/appreciation, curiosity, reassurance, to confidence. Thereby
establishing many more resourceful ways to feel.
CHANGE PERSONAL HISTORY
An NLP anchoring process that adds resources into past problem memories
with continuing negative impact, transforming them into memories with
a positive or even numinous influence. A way to change the emotional impact
of memories.
CHOREOGRAPHY
Systematically using different places for different kinds of behaviour.
For example standing or sitting in a different position for delivering
input, recounting stories, and answering questions etc. This sets up spatial
anchors for the people you speak to. Particularly important in training
situations.
CHUNKING
Organizing or breaking down some experience into bigger or smaller pieces.
Chunking up involves moving to a larger, more abstract level of information.
Chunking down involves moving to a more specific and concrete level of
information. Chunking laterally involves finding other examples at the
same level of information.
Click here for the detailed glossary
entry for Chunking.
COLLAPSING ANCHORS
When two separate anchors are released simultaneously they combine two
different internal experiences. This is especially effective with kinaesthetic
anchors.
COMPLETENESS
A logical semantic property of the full linguistic representation, the
Deep Structure. Surface Structures are complete if they represent every
portion of the Deep Structure.
CONGRUENCE
When all of a person's internal beliefs, strategies, and behaviours
are fully in agreement and oriented toward securing a desired outcome.
Words, voice and body language - give the same message.
Click here for the detailed glossary
entry for Congruence.
CONSCIOUS INCOMPETENCE
The second stage of the learning cycle in which conscious attention
is on the task and the results are variable. This is the stage when the
learning rate is the greatest.
CONSCIOUS COMPETENCE
The third stage of the learning cycle in which full conscious attention
is still to carry out an activity. The skill is not yet fully integrated
and habitual
CONTENT REFRAMING
Taking a statement and giving it another meaning, by focusing on another
part of the content, asking, "What else could this mean?"
CONTEXT
The framework surrounding a particular event. This framework will often
determine how a particular experience or event is interpreted.
CONTROL FRAME
Setting a limit on the scope or time of an activity.
COVERT
Subtle or out of conscious awareness.
CRITERIA
The values or standards a person uses to make decisions and judgements
about the world. A single criteria is composed of many elements, conscious
and sub-conscious. The question to ask is: "What's important about ....?"
CROSS OVER MIRRORING
Matching a person's body language with a different type of movement,
e.g. tapping your foot in time to their speech rhythm.
( Click on a letter ) A B C
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DECISION
Having completed the process of deciding, which usually (sometimes wrongly)
fixes the process in time.
DEEP STRUCTURE
The sensory maps (both conscious and sub-conscious) that people use
to organize and guide their behaviour.
DELETION
One of the three universals of human modelling; the process by which
selected portions of the world are excluded from the representation created
by the person modelling. Within language systems, deletion is a transformational
process in which portions of the Deep Structure are removed and, therefore,
do not appear in the Surface Structure representation.
DIGITAL
Having a discrete (on / off) meaning, as opposed to Analogue which has
shades of meaning.
DISSOCIATION
As in a memory, for example, looking at your body in the picture from
the outside, so that you do not have the feelings you would have if you
were actually there.
DISTORTION
One of the three universals of human modelling; the process by which
the relationships which hold among the parts of the model are represented
differently from the relationships which they are supposed to represent.
One of the most common examples of distortion in modelling is the representation
of a process by an event. Within language systems, this is called normalization.
DOVETAILING OUTCOMES
The process of fitting together different outcomes, optimizing solutions.
The basis of win- win negotiations.
DOWN-TIME
As in having all sensory input channels turned inward so that there
are no chunks of attention available for outward attention.
( Click on a letter ) A B C
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ECOLOGY
The study of the effects of individual actiones on the larger system.
In an individual, the study of the effects of individual components of
therapy on the bigger picture of the whole individual. In all NLP processes
an ecology check is incorporated assuring harmony.
ELICITATION
The act of discovery and detection of certain internal processes.
ENVIRONMENT
The external context in which our behaviour takes place. Our environment
is that which we perceive as being "outside" of us. It is not part of
our behaviour but is rather something we must react to.
EMBEDDED COMMANDS
This is when you mark out certain phrases that could stand on their
own as commands, by changing your voice tone or by gesturing so that they
don't get it consciously, only unconsciously.
EYE ACCESSING CUES
Movements of the eyes in certain directions which indicate visual, auditory
or kinaesthetic thinking. Please note individual variance and that information
readily available is not accessed and thus no detectable eye movement.
Vr - Visual remembered: (eyes up to the right) seeing images
of things seen before, as they were. Questions that usually elicits this
kind of processing include: "What colour are your mother's eyes?" "What
does your coat look like?"
Vc - Visual constructed: (eyes up to the left) imagining images
of things never seen before, or seeing things different that they were.
Questions to ask: "What would an orange hippopotamus with purple spots
look like?"
Ar - Auditory remembered: (eyes to the right side) remembering
sounds heard before. Ask, "What is the sound of your alarm clock?"
Ac - Auditory constructed: (eyes to the left side) hearing sounds
never heard before. Ask, "What would the sound of clapping turning into
the sound of birds singing sound like?"
Ad - Auditory digital: (eyes down to the right) Talking to oneself.
Ask, "Recite the Pledge of Allegiance internally."
K - Kinaesthetic: (Eyes down to the left) Feeling emotions, tactile
sensations (sense of touch), or proprioceptive feelings (feelings of muscle
movement). Ask, "What does it feel like to be happy?" "What is the feeling
of touching a pine cone?"
EPISTEMOLOGY
The study of how we know what we know.
( Click on a letter ) A B C
D E F G H
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N O P Q R
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FOUR TUPLE (OR 4-TUPLE)
A shorthand method used to notate the structure of any particular experience.
The concept of the four tuple maintains that any experience must be composed
of some combination of the four primary representational classes -
- where A = auditory, V = visual, K = kinaesthetic and O = olfactory/gustatory.
FRAME
Set a context or way of perceiving something as in Outcome Frame, Rapport
Frame, Backtrack Frame, Out Frame, etc.
FUTURE PACING
The process of mentally rehearsing oneself through some future situation
in order to help ensure that the desired behaviour will occur naturally
and automatically.
( Click on a letter ) A B C
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GENERALIZATION
One of the three universals of human modelling; the process by which
a specific experience comes to represent the entire category of which
it is a member.
GESTALT
A collection of memories, where the memories are linked together or
grouped together around a certain subject.
GUSTATORY
Relating to taste or the sense of taste.
( Click on a letter ) A B C
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HIERARCHY
An organization of things or ideas where the more important ideas are
given a ranking based upon their importance.
( Click on a letter ) A B C
D E F G H
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N O P Q R
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IDENTITY
Our sense of who we are. Our sense of identity organizes our beliefs,
capabilities, and behaviours into a single system.
IMPASSE
A smoke screen. When a person draws a blank or gets confused as you
are working on an issue with them.
INCONGRUENCE
State of having reservations, not totally committed to an outcome, the
internal conflict will be expressed in the person's behaviour.
INSTALLATION
The process of facilitating the acquisition of a new strategy or behaviour.
A new strategy may be installed through some combination of anchoring,
accessing cues, metaphor, and future pacing.
INTEGRITY
Congruence and honesty. Personal integrity and ethical actiones are
necessary for a high level of NLP skills.
INTENTION
The purpose or desired outcome of any behaviour.
INTROJECTS
Sub-conscious rules that control behaviour.
INTUITION
Consistent judgements made by people (typically, without an explanation
of how these judgements are made). Within language systems, the ability
of native speakers of a language to make consistent judgements about the
sentences of their language; for example, their ability to decide which
sentence of words in their language are well-formed.
INTERNAL REPRESENTATION
Patterns of information we create and store in our minds in combinations
of images, sounds, feelings, smells and tastes. The way we store an encode
our memories.
( Click on a letter ) A B C
D E F G H
I J K L M
N O P Q R
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KINAESTHETIC
Relating to body sensations. In NLP the term kinaesthetic is used to
encompass all kinds of feelings including tactile, visceral, and emotional.
( Click on a letter ) A B C
D E F G H
I J K L M
N O P Q R
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LEADING
Changing your own behaviours with enough rapport for the other person
to follow. Pacing and leading is an important part of NLP. You should
enter the client's world, and lead him to reach the appropriate conclusions
himself for achieving the changes desired.
LEAD SYSTEM
The preferred representational system (visual, auditory, kinaesthetic)
that finds information to input into consciousness.
LEARNING
The process of getting knowledge, skills, experience or values by study,
experience or training.
LEARNING CYCLE
Stages of learning to build habitual skills -
1. Unconscious in Competence
2. Conscious Incompetence
3. Conscious Competence
4. Unconscious Competence
LEARNING STRATEGIES
Sequences of images, sounds and feelings that lead to learning.
LEARNING STYLES
Different preferred ways of learning. There are many different models,
including different senses, meta programs or concept-structure-use. Some
prefer to see things, others learn best if they read, and some learn best
if they hear someone talk about the material.
LOGICAL LEVELS
An internal hierarchy in which each level is progressively more psychologically
encompassing and impactful. In order of importance (from high to low)
these levels include:
(1) spiritual,
(2) identity,
(3) beliefs and values,
(4) capabilities,
(5) behaviour, and
(6) environment.
LOOP
The inappropriate, usually compulsive repetition of a unit of behaviour.
( Click on a letter ) A B C
D E F G H
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MAP OF REALITY
(Model of the World) Each person's unique representation of the world
built from his or her individual perceptions and experiences.
MATCHING
Adopting parts of another person's behaviour for the purpose of enhancing
rapport.
META
Derived from Greek, meaning over or beyond.
META-COGNITION
Knowing about knowing: having a skill, and the knowledge about it to
explain how you do it.
META MODEL
A model developed by John Grinder and Richard Bandler that identifies
categories of language patterns that can be problematic or ambiguous.
The Meta Model is based on Transformational Grammar and identify common
distortions, deletions and generalizations which obscure the Deep Structure/original
meaning. The model have clarifying questions that will restore the original
meaning of the message. The Meta Model reconnects language with experiences,
and can be used for gathering information, clarifying meanings, identify
limitations, and opening up choices.
META PROGRAM
A level of mental programming that determines how we sort, orient to,
and chunk our experiences. Our meta programs are more abstract than our
specific strategies for thinking and define our general approach to a
particular issue rather than the details of our thinking process.
META MESSAGE
A message about a message. Your non-verbal behaviour is constantly giving
people meta messages about you and the information your are providing.
Meta message is higher level messages about:
1 The type of message being sent.
2 The state/status of the messenger.
3 The state/status of the receiver.
4 The context in which the message is being sent.
META MIRROR
Developed by Robert Dilts, a Meta Mirror is a 4th position added to
the 1st. position (as seen through your own eyes), 2nd. position (as seen
through the eyes of the other), 3rd. position (observing both your and
the other), and the 4th. position which is about how your 3rd position
you treat the "you" that is in relationship with the other person. Dilts
notes, that often, the way the person treats you is a "reflection" (hence,
Meta- Mirror) of the way you treat yourself. The Meta-Mirror creates a
context in which we can keep shifting perceptual positions inside and
outside the problematic relationship until we find the most appropriate
and ecological relationship of the elements.
META POSITION
The process of thinking about one situation or phenomenon as something
else, i.e., stories, parables, and analogies.
METAPHOR
The process of thinking about one situation or phenomenon as something
else, i.e., stories, parables, and analogies.
MILTON MODEL
The inverse of the Meta Model, using artfully vague language patterns
to pace another person's experience and access unconscious resources.
Based on the language used by Milton H. Erickson M.D.
MIRRORING
Matching portions of another person's behaviour.
MISMATCHING
Adopting different patterns of behaviour to another person, breaking
rapport for the purpose of redirecting, interrupting or terminating a
meeting or conversation.
MODEL
A practical description of how something works, whose purpose is to
be useful.
MODEL OF THE WORLD
A person's internal representation about the condition of the world.
MODELLING
The process of observing and mapping the successful behaviours of other
people. In NLP this involves profiling behaviours/physiology, beliefs
and values, internal states and strategies
MULTIPLE DESCRIPTION
The process of describing the same thing from different viewpoints.
( Click on a letter ) A B C
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NEURO-LINGUISTIC PROGRAMMING (NLP)
A behavioural model and set of explicit skills and techniques founded
by John grinder and Richard Bandler in 1975. Defined as the study of the
structure of subjective experience. NLP studies the patterns or "programming"
created by the interactions among the brain (neuro), language (linguistic),
and the body that produce both effective and ineffective behaviour. The
skills and techniques were derived by observing the patterns of excellence
in experts from diverse fields of professional communication, including
psychotherapy, business, hypnosis, law, and education.
NEW BEHAVIOUR GENERATOR STRATEGIES
A process where a person reviews a situation where they don't behave
as they would like to, and then adds new resources into that situation.
They can either
(1) choose a resource that they have had access to in the past;
(2) pretend like they have the resource, or
(3) find someone else that has a resource and model them.
NON-VERBAL
Without words. Usually referring to the analogue portion of our behaviour
such as tone of voice or other external behaviour.
( Click on a letter ) A B C
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OLFACTURY
Relating to smell or the sense of smell.
OPEN FRAME
An opportunity for anyone to raise any comments or questions about the
material that interests them.
OUTCOMES
Goals or desired states that a person or organization aspires to achieve.
OUT FRAMING
Setting a frame that excludes possible objections. "I will answer any
question, except questions about the seating arrangements." This is a
very important concept in meetings and presentations.
OVERLAP
Using one representational system to gain access to another, for example,
picturing a scene and then hearing the sounds in it.
( Click on a letter ) A B C
D E F G H
I J K L M
N O P Q R
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PACING
A method used by communicators to quickly establish rapport by matching
certain aspects of their behaviour to those of the person with whom they
are communicating - a matching or mirroring of behaviour.
PARTS
A metaphorical way of talking about independent programs and strategies
or behaviour. Programs or "parts" will often develop a persona that becomes
one of their identifying features.
PAST PACING
Is installing memories of having already achieved a desired change at
some earlier date in order to create memories of already having achieved
the desired change in the past.
PATTERN INTERRUPT
Breaking a habitual pattern before it is completed.
PERCEPTUAL FILTERS
The unique ideas, experiences, beliefs and language that shape our model
of the world.
PERCEPTUAL POSITION
A particular perspective or point of view. In NLP there are three basic
positions one can take in perceiving a particular experience. First position
involves experiencing something through our own eyes associated in a first
person point of view. Second position involves experiencing something
as if we were in another person's shoes. Third position involves standing
back and perceiving the relationship between out selves and others from
a dissociated perspective.
PHONOLOGICAL AMBIGUITY
Two words that sound the same, but there/their difference is plain/plane
to see/sea.
PHYSIOLOGY
To do with the physical part of a person.
PROBLEM SPACE
Problem space is defined by both physical and non-physical elements
which create or contribute to a problem. Solutions arise out of a "Solution
Space" of resources and alternatives. A Solution Space needs to be broader
than the Problem Space to produce an adequate solution.
PROCESS AND CONTENT
Content is what is done, whereas process is about how it is done. What
you say is content and how you say it is process.
POLARITY
The mind compares sensory information to stored models or ideas of how
reality has been previously experienced and organized. Upon receiving
a sensory impression the mind matches the impression to the stored images.
If the individual initially notices the aspects that matches the image,
this is called a positive responder. If the person notices the mismatch
initially, this is called a negative or polarity response. (There is also
the possibility of a neutral response if the stimulus has no kinaesthetic
value to the person.) Polarity responders tend to be called reactive,
argumentative, or negative personalities if the predominant pattern is
to initially notice what is wrong in comparison to their ideal images.
These three patterns are learned and can be changed from any one of the
three to another mode according to the desired effect.
PREDICATES
Process words (like verbs, adverbs, and adjectives) that a person selects
to describe a subject. Predicates are used in NLP to identify which representational
system a person is using, and subsequently preferred sensory predicates
are used in the interaction enhancing rapport.
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