Neuro-Linguistic Programming: Volume I (The Study of the Structure of Subjective Experience)

304 Pages·1980·25.363 MB·English

by  Robert Dilts, John Grinder, Richard Bandler, Leslie C. Bandler, Judith Delozier

Neuro -Linguistic
Programming:
Volume I
The Study ofthe
Structure ofSubjective Experience
Robert Dilts
John Grinder
RichardBandler
Leslie C. Bandler
Judith DeLozier
Number
1350
Limited
First Edition
Meta Publications
P.O. Box 565
Cupertino, California 95014
© Copyright 1980 by Meta Publications. Printed in the United
States ofAmerica. All rights reserved. This book or parts thereof
may not be reproduced in any form without written permission of
the Publisher.
Library ofCongress Card Number 80-50147
I.S.B.N. 0-916990-07-9
ACKNOWLEDGEMENTS:
We would like to acknowledge Doug Davis for
all his help with the copyreading and editing of this
book, and Terrence McClendon who participated
as a co-facilitator in a number of the clinical
incidents described within these pages.
Illustrations by Robert Dilts
TABLE OF CONTENTS
PREFACE
FORWARD
I. INTRODUCTION 1
1. Modelling . . . . 3
1.1 The Map is Not the Territory 3
1.2 A New Model . 5
1.3 The Structure ofModels 5
1.4 Western Scientific Models 8
1.5 Extending the Modern Scientific Model 11
1.6 Modelling Elegance 15
1.7 Representational Systems - The Building
Blocks of Behavior . 17
1.8 Synesthesia ..... 23
Footnotes to Introduction 25
IJ. STRATEGIES . . . . . . 26
2. TOTEs and Strategies 26
2.1 Nested TOTEs 30
2.2 Refining the TOTE Model with
Representational Systems 31
2.3 Applying the Representational Analysis of
TOTEs 33
2.31 Matching Representational Systems to
Task 35
2.4 Modifying TOTE Notation for Strategies 38
2.5 The Implications ofStrategies 40
2.6 The Mechanics of Strategies 45
2.7 Defining the "Strategy" .... 48
Contents
2.8 Strategies and "Consciousness" 49
2.9 Unpacking Unconscious Strategies 56
2.10 The Formal Power of Strategies 56
Footnotes to Chapter II 59
III. ELICITATION ..... 60
3. The Elicitation Process 60
3.1 Eliciting the Strategy 61
3.2 Unpacking the Strategy 67
3.21 Unpacking Through Predicates 68
3.22 Expanding 4-Tuple Notation - Part1 73
3.23 Unpacking Strategies Throught Accessing
Cues 76
3.231 Eye Movements as Accessing Cues 79
3.232 Gestural Accessing Cues ..... 82
3.233 Breathing Changes . . . . . . . . . 83
3.234 Posture and Muscle Tonus Changes 83
3.235 Tonal and Tempo Changes . . . . . 84
3.24 Employing the Elicitation Procedures. 85
3.241 Expanding 4-Tuple Notation - Part 2 88
3.242 Applying the New Modifiers 99
IV. UTILIZATION .... 104
4. Utilization . . . . . . 105
4.1 Form Vs. Content 106
4.2 Pacing Strategies 107
4.21 Identifying and Utilizing Decision Points 112
4.22 Rapport 115
4.23 Flexibility in Pacing Strategies 117
4.3 Anchoring . . . . . . . . . . . 119
4.31 Anchoring Transcript 121
4.32 Anchoring and Utilization 146
4.33 Covert Anchoring and Pacing 148
4.34 Requisite Variety . . . . . . . 151
404 Ideas and Examples About Areas of
Application for Strategy Utilization 152
4Al Education 152
4.411 Anchoring and Reinforcement in
Education 155
Contents
4.412 Polarity Strategies in Learning and
Negative Motivation Strategies 157
4.413 Feedback 157
4.42 Business and Organizational
Development 160
4.421 Implication of NLP for Sales 163
4.422 Implications of NLP for Advertising 169
4.423 Recruiting and Selection 171
4.43 Medical and Health Professions 172
4.431 Informed Consent 175
4.44 Law 176
4.45 Implications for Psychotherapy 179
V. DESIGN ..... 192
5. Design . . . . . 193
5.1 Streamlining 194
5.2 Redesigning Maladaptive Strategies and
Outcomes 195
5.21 Designing Context Markers and Decision
Points 197
5.3 Artificial Design . . . . . . . . . . . . . . . .. 200
5.31 Well-Formedness Conditions for Artificial
Design 204
5.311 Outcome Sequitur 210
5.312 Rules ofThumb in Design 210
5.313 Meta-Outcomes. . . . . . . 211
5.32 Applying Artificial Design in a Group
Situation . . . 212
Footnotes to Chapter V 219
VI. INSTALLATION . . . . . . . . . . . . . . . . . 220
6. Well-Formedness Conditions for Installation 220
6.1 Installation Through Anchoring ..... 222
6.11 Anchoring an Entire Strategy Sequence 223
6.12 Anchoring Individual and Unrelated
Steps 227
6.2 Installing Through Rehearsal . 231
6.21 Rehearsing Strategy Steps . 231
6.22 Rehearsing Accessing Cues 234
Contents
6.23 Rehearsing Synesthesia Patterns . 235
6.3 Interrupting Strategies . . . . 236
6.31 Interrupting By Overload .... 237
6.32 Interruption By Diversion . . . . 238
6.33 Interruption By "Spinning Out" a
Strategy 239
6.4 Interference Phenomena . . . 241
6.41 Reframing . . . . . . . . . 243
6.411 The Reframing TOTE 244
6.412 Reframing Transcript 249
6.5 Installation and Interference in Groups and
Organizations . . . . . . . . . . . . 268
6.51 Intereference 274
6.511 Arbitration and Negotiation 275
VII. CONCLUSION
NOTA BENE
RECOMMENDED READINGS
PREFACE
There comes a time when it is both useful, and appropriate, for
the purpose of continuing to expand our understanding of the
universe we live in, for entirely new fields ofstudy to be created.
Separating new from old, exceptions from rules, and useful from
previously unquestionable. So learning and experiences from en
tirely divergent fields have the opportunity to combine knowledge
and experience into configurations that allow further growth, un
derstanding, and impact upon ourselves as a species. It is in this
way that neuro-linguistic programming came into being. We wish
at this point to separate our NLP from the many fields from which
itdraws information, from the manyfields for which ithas applica
tion. And in this way have greater clarity and freedom to delineate
NLP's own methodologies and basic purpose.
While it may be fundamentally correct to say that all knowledge
is part of one field, it is fundamentally impractical to approach
learning in this way. By separating biology from chemistry they
later recombined and both held shared value for each other. By
separating electronics from optics, new technologies and applica
tion came into being. NLP could be described as an extension of
linguistics, neurology, or psychology; separations that although
may in fact be ficticious in nature are in fact expedient for human
learning and the development ofknowledge that is practical and
inpactful on our lives. These separations are based primarily on
the purpose ofthe study ofthe field itself. The purpose ofNLP is
as discrete from linguistics as logic is to philosophy, as discrete
from psychology as neurology to medicine. Although interaction
ofthese fields yields useful results, the lack ofinteraction in some
areas is also useful so developments in one field can aid another.
The chemist, the doctor, the psychologist, the mathematician all
individuallybetterdefine theirseparatepurpose and develop their
skills, sowhen combination and interaction occurit canyield more
results, be more fruitful. An ancient Greek said it quite well in the
early times ofwestern thought:
The same, but different.
Eoictetus
We would like to add, it is only the difference that makes a
difference, and the same which provides the vehicle for useful
interaction between fields. For instance, even though two sent
ences ofEnglish may use similarletters, a through z, many ofthese
sentences will differ in meaning. Without both, language and
learning would be impoverished.
So now NLP, the study ofthe structure ofsubjectivity, can take
its placewithotherfields ofstudy, withits ownmethodologies, and
its own purpose, drawing information from wherever it can, offer
ing that which is uniquely its own. So the evolution ofideas, con
scious and pragmatic skill can go forward.
We ask only you, the reader, to go on. Turning this page opens
the doorway to new possibilities we have found worthwhile, but
years ago we would not have thought possible or real. We now
know theyare possible, and recognize theyare onlythe beginnings
of a continuing process. The Horizon has been identified. The
adventure ofexploration is for those who wish the burden andjoy
of confronting the awesome power of the new.
IN HOPE
NLP is the unexpected byproduct of the collaboration of
John Grinder and Richard Bandler to formalize impactful pat
terns of communication (e.g. therapeutic, sales etc. ... ) With
the addition of Leslie Cameron-Bandler, Robert Dilts, and
Judith De Lozier, NLP took form into more than anyone of us
ever expected. Not just useful models and patterns formalized
from various activities, but an extension of how those patterns
and models came into being, thus a field both informative and
practical, but most significant . . . unique in its purpose and
methodology. Proving once again the old adage that the sum is
greater than the whole. As the tools of NLP find their ways into
other fields and the number of NLP'ers increases, we will wit
ness in our lifetime marvels as grandiose as a man on the
moon, the permanent elimination of smallpox from the planet
earth, and atomic power. We may witness perspectives as broad
as ecology, relativity, and civil, woman's, and human rights.
The limits of human potential for progress and humanity, war
and other acts of myoptic thinking are the by-product of sub
jective experience. Understood, and used with the elegance and