Neuro-Linguistic Programming: A Critical Appreciation for Managers and Developers

246 Pages·2009·1.2 MB·English

by  Paul Tosey

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Neuro-Linguistic
Programming
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A Critical Appreciation for Managers 0
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and Developers ct - 2
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Paul Tosey ve
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Senior Lecturer, University of Surrey algr
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Jane Mathison D
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Visiting Fellow, School of Management, University of Surrey nia-
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© Paul Tosey and Jane Mathison 2009
All rights reserved. No reproduction, copy or transmission of this
publication may be made without written permission.
No portion of this publication may be reproduced, copied or transmitted
save with written permission or in accordance with the provisions of the 9
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Copyright, Designs and Patents Act 1988, or under the terms of any licence 4-
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permitting limited copying issued by the Copyright Licensing Agency, 1-
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Saffron House, 6–10 Kirby Street, London EC1N 8TS. 20
Any person who does any unauthorized act in relation to this publication ect -
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may be liable to criminal prosecution and civil claims for damages. n
o
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The authors have asserted their rights to be identified ve
a
as the authors of this work in accordance with the Copyright, Designs gr
and Patents Act 1988. Pal
First published 2009 by DL -
PALGRAVE MACMILLAN a-C
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Palgrave Macmillan in the UK is an imprint of Macmillan Publishers Limited, or
registered in England, company number785998, of Houndmills, Basingstoke, alif
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HampshireRG21 6XS. of
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Palgrave Macmillan in the US is a division of St Martin’s Press LLC, sit
175 Fifth Avenue, New York, NY 10010. ver
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Palgrave Macmillan is the global academic imprint of the above companies o U
and has companies and representatives throughout the world. d t
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Palgrave® and Macmillan® are registered trademarks in the United States, n
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tIShBeN U-n1i3te: d9 7K8in-0g-d2o3m0,- 5E1u6ro0p3e- 8and ohtahrderb accokuntries om - lic
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This book is printed on paper suitable for recycling and made from fully ct.
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managed and sustained forest sources. Logging, pulping and manufacturing nn
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processes are expected to conform to the environmental regulations of the c
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country of origin. av
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A catalogue record for this book is available from the British Library. pal
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A catalogue record for this book is available from the Library of Congress. w
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1108 197 186 175 164 153 142 131 120 019 erial fro
Printed and bound in Great Britain by mat
CPI Antony Rowe, Chippenham and Eastbourne ht
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Contents
List of Figures xi
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Acknowledgements xii 04-
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Part I 1 ct -
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Chapter 1 Introduction 3 on
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What are the aims of this book? 4 ve
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Headlines 5 algr
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Who is it for? 7 L -
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What is our stance, and what qualifies us to write this book? 7 C
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Chapter outlines 8 orni
Appendices 11 alif
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Chapter 2 What is NLP? The ‘Six Faces’ of the Field 12 y
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About the title… 12 er
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The six faces of NLP 13 Uni
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‘Practical Magic’ 14 d t
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Methodology 16 ns
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Philosophy 18 m - li
Technology 19 o
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Commodity 20 ect.
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Professional service 23 on
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Conclusion: A working description of NLP 24 av
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Chapter 3 Organisational Applications of NLP 25 w.p
NLP in business: Visibility and invisibility 25 ww
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Conclusion 34 o
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Part II 35 ateri
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Chapter 4 The Road to Santa Cruz 37 g
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The story of NLP in context 37 op
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Bandler, Spitzer, Perls and Satir 41
John Grinder 44
Chapter 5 Discovering the Language of Change 46
Kresge College 46
A meeting of minds 47
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viii Contents
The collaborators 48
What is the meta-model? 50
Appraising the meta-model 52
Conclusion 56
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Chapter 6 Exploring Inner Landscapes 57 4-
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The role of the senses in making sense 58 ct -
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The relationship between language and inner landscapes 61 n
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Eye accessing cues 62 C
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Sub-modalities 63 gra
Representationalism: An excursion into epistemology 66 Pal
Conclusion 68 DL -
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Chapter 7 The Influences of Erickson and the Palo Alto 70 orni
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Milton Erickson 70 of
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The Palo Alto Mental Research Institute (MRI) 74 sit
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Deconstructing constructivism 75 niv
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Categorisation 76 o
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Metacommunication 78 e
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Constructivist ideas in NLP 80 ce
Reframing 82 m - li
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Conclusion 83 ct.c
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Chapter 8 Gregory Bateson and Cybernetics 85 on
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Gregory Bateson 85 v
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Bateson’s influence on NLP 87 algr
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Cybernetics: The Macy Conferences 90 w.
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Circular causality and feedback 92 m
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Second-order cybernetics 94 al fr
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Chapter 9 The Presuppositions of NLP 97 at
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What are the presuppositions? 98 ht
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The roots of NLP presuppositions in cybernetic 99 yri
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The TOTE and computer metaphors 104
The wisdom of the unconscious 107
The presuppositions; a revision? 108
Summary 109
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Contents ix
Part III 111
Chapter 10 ‘Useful versus True’ – Theory, Knowledge and 113
Pseudoscience
What is ‘theory’? 113 9
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Useful versus true 116 04-
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The difference between what do people do, and what 117 01
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Dual process theories 118 n
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Alternative forms of knowledge 119 eC
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Science and magic: Is NLP ‘pseudoscience’? 124 gra
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‘It works!’ 125 P
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Conclusion 128 D
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Chapter 11 What Does Research Say About NLP? 129 orni
Findings from relevant disciplines 129 alif
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Evaluation from within NLP 130 of
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Independent research into NLP’s claims 132 sit
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The National Research Council studies 136 niv
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Review 138 o
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Communities of practice 142 se
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Conclusion 143 ce
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Chapter 12 NLP and Ethics – Outcome, Ecology and Integrity 144 o
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Introduction 144 ect.
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‘Manufacturing’ trust 145 on
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All communication is hypnosis 147 av
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Ethical codes and ethical reasoning 149 al
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A conceptual framework 151 ww.
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Outcome and ecology 152 m
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Ends and means 154 al fr
Integrity 156 eri
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Influencing ethically 157 m
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Conclusion 159 yrig
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Chapter 13 NLP as a Movement – Values and Discourse 161 C
NLP as self-help 162
The Wild West: Mavericks and pioneers 168
Is NLP a cult? 170
Conclusion 174
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