For example, a visual person who is constructing images as they talk will then to speak faster and possibly at a higher pitch. This allows them to keep up with the images in their brain. In addition, their breathing will be more shallow, and their muscles will be more tensed.

Auditory people who think in sounds breathe more evenly over the chest area, unlike visuals who breathe higher up in their chests. Their tonality is often clear and expressive. Usually, their heads will be well balanced on the shoulders or tilted slightly, as if they are listening to something.

A feeling or kinesthetic person will breathe low in their stomach area, and have more relaxed muscles. Their heads tend to tilt down and their tonality is deeper, with pauses in their slightly slower speech. Those who talk to themselves are also likely to look down. Sometimes, they may lean their head on a side using their hands. For some, they even repeat what they just hear to themselves, so you might spot a bit of lip moving.

Of course, this is a general description of how other parts of our body will react according to the way we think. When you are observing others, it is always good to be flexible since we are not produced from a factory assembly line.

How do you normally handle such situations?
How do you empower yourself or your friends, and bring them from a “limitation state” into an empowered state?

One of the quickest way is to use “How Questions”. How questions allow you to turn people around easily. When faced with challenges, we usually think of limitations and things that we can’t do. This is normal, and very human.

So for example, a friend of yours tells you there is no way he or she would be able to complete the marathon you’ve both signed up for. Instead of just encouraging by saying things like “Of course you can!” or “I’m sure you can do it”, empower that person by asking “How can you start training up for the marathon?”

This puts the person in a state of mind where he or she must now think of actions to take, in order to be ready for the marathon.

Likewise, if someone were to say “I’m not confident enough to speak in front of people”, you can empower that person by asking “How can you start to be relaxed about public speaking?”

So the next time you encounter a situation where you face limitations, remind yourself that you can choose to continue concentrating on the limitations, or empower yourself and others by choosing to think about possibilities. Start using statements that shift your mind towards possibilities instead of limitations, and increase your influence today!

A few days back, I was waiting at the train station and I saw a mum trying to get her kids to stop shouting and running about. She went, “Don’t make so much noise!” As expected, the kids kinda ignored her and went on enjoying themselves.

You see, when you tell someone not to make so much noise, the message that gets registered in their heads will be making noise, rather than keeping quiet. To get someone to keep quiet, a more effective message would be simply, “Keep quiet!”.

Of course, you might argue that since they are kids, whatever you say probably won’t make a difference. Even if this is true, the mum will still stand a better chance by asking them to keep quiet instead of asking them not to make noise. This applies to many things in life.  If you want someone to be punctual, you tell them to “be early” instead of “don’t be late”.

So the next time you’re about to tell somebody not to do something, stop for a moment and think about what you want instead. Then rephrase and communicate what you want, and you’ll probably end up having more successes.

One of the key advantages that our team had over the rest of the competition was the common focus. Even before the game started, we knew what we had to do and stuck to it. That mutual understanding gave us the luxury of more time, which translated to more throws of the dice, and that could make a huge difference between getting a good deal and just missing out.

In other words, our team had been properly “Framed Up”. Everyone was in the right frame of mind going into the competition. This framing of mindset is a technique from NLP, and using it prior to any activity or event is extremely effective, especially if you are in teaching or training, or chairing a meeting. Set your audience in the correct frame of mind by telling them the areas of focus they should adopt, or boundaries they should stay within.

A simple example would be the setting of rules before a training session. Informing the audience of the rules frames them up in terms of what their expected behaviours would be, and this sets the stage for a more rewarding session because everyone would be in the right frame of mind.

Just yesterday, I was having dinner with some like minded friends. One of them was about to have her examinations, and we touched on the topic of examination strategies, and here is where the problem occurred.

Having tried and succeeded in getting desired results time and again, I went on to share with her a strategic style of answering an essay question. And because this is something that I’m passionate about, I got really excited and as a result, the pace of my speech increased as well. So I went on and on, giving various examples in the process.

Some time later, another friend entered our conversation and very correctly pointed out that I wasn’t matching my friend’s pace. As I was going on and on and getting all excited, the friend of mine was trying to keep up because this was something new for her. I had neglected to be responsible with my communication and as a result, my tempo was going off, and I was speaking too fast for her to process the information. In NLP terms, I was breaking rapport with her.

So I i took corrective measures immediately. First, I slowed down my thought processing, and broke my delivery into small segments. I put in more pauses,  asked for feedback and looked for agreement before continuing. As I changed my conversation style, her body language changed too. She started to relax more and showed more agreement signs like nodding and smiling.

This example reflects very clearly, that the moment we take responsibility for our conversation and adapt our style to suit our audience, the receptivity increases. So the next time you find that your point is not getting across to someone else, take a step back and consider if you are empowering yourself by taking responsibility for your communication.

The primary representational systems for most of us are Visual, Audio and Kinesthetic. There is a smaller number of people who might use Gustatory and Olfactory as their primary systems. Usually, these two are included in the kinesthetic sense, or serve as links to associated pictures or sounds.

A point to remember is that representational systems are not mutually exclusive. It is possible to recall a scene, and include the sounds and feelings simultaneously, though it is quite rare for three to be used together all the time. Most of us tend to have one or two representation systems that we prefer when thinking.

Also, it is possible to develop and improve. For example, a person who is mostly visual might have difficulty learning music initially. However, with practice, they can also develop the audio aspect of their representational systems.

Research have shown that people with similar representation systems tend to prefer similar choice of words, and build rapport faster. To put it simply, a visual person would tend to use more visual words, and so on.

Here are some examples

Visual

We share the same vision
I see what you mean
I see your point of view
Seems like a good idea
That’s a bright dress
I can’t picture that

Audio

We share the same frequency
Sounds like a good idea
Can I voice my opinion?
That’s a loud dress
That’s unheard of
Hear you loud and clear

Kinesthetic

Got a good feeling about this
Can’t quite put my hand on it
That’s a comfortable dress
Hang in there
What do you feel like having?
Feels like a cosy place

Auditory Digital (Refers to internal dialogue)

I think it’s a good idea
Doesn’t quite make sense
Let me ponder about it
What’s the logic behind it?

Do note that because of the influence of media and books, it is common for people to use phrases that might depict a certain representational system even though it is not their preferred one. The key here is consistency in their speech.

So the next time you talk to someone, notice the words they use. Or when they recall something, notice what comes to their mind first. This might give you an insight to their preferred representational system, and allow you to be more responsible for your interpersonal communication by using words that suits them.

]]> http://www.successwithcommunication.com/archives/176/feed 0 http://www.successwithcommunication.com/archives/173 http://www.successwithcommunication.com/archives/173#comments Tue, 10 Mar 2009 06:48:58 +0000 Joelseah http://www.joel-seah.com/?p=173 Our interpersonal communication with others usually starts with our thoughts, resulting in words, tonality and body language. There are many ways to define “thoughts”, and one of them is how we use our senses internally.

We use our senses outwardly to perceive the world, and inwardly to represent experience to ourselves. When recalling experiences, such as a time you went to the beach, what appears in your mind first? Maybe a picture of the beach would appear. Perhaps you hear the sounds of the waves and children playing. Or the feeling of how relaxed you were just sitting by the sea.

Here’s another example. When you ask a group of students to describe their form teacher, you could get a variety of answers. One student might recall the hairstyle and dressing first, followed by the teacher’s voice, and how he or she feels about the teacher’s lessons.

Another might first recall that the teacher has a very deep and powerful voice, followed by how the teacher always makes the class feel interesting, and lastly, how the teacher looks.

This method of taking in and storing information in our minds, through our five senses (Seeing, hearing, feeling, taste and smell) is known as Representational Systems in NLP. Knowing that not everyone thinks in the same manner will improve our interpersonal communication skills significantly.

Here are the five sense and their corresponding systems:

Seeing – Visual

Hearing – Audio

Feeling – Kinesthetic

Taste – Gustatory

Smell – Olfactory

In my next post, I’ll cover ways for us to find out the dominant representational system of a person. Stay tuned!

One common scenario is when a person’s behaviour is being confused with his or her identity as a result of some limiting beliefs. An example of this could be, “I’m a slow learner”.

In this example, the individual views himself or herself as a slow learner because of experiences where more time was required to learn new things. Some ways to help loosen that self identity include asking questions such as:

• What did you learn that required more time than usual?
• What do you consider a fast learner?

Alternatively, you could reframe the content of the statement (Reframing is a very powerful NLP technique to help suggest new meanings to an experience or belief, and I’ll be posting stuffs about it in the future so stay tuned).

By agreeing with the person and changing the meaning of the statement, you can help redefine what was initially an identity label, into a skill, behaviour or feeling. Using the same example of “I’m a slow learner”, you could agree and reframe the content in this manner:

• I understand, there are definitely times when you feel that the rate of learning isn’t as fast as you would like. This will improve over time as you pick up new skills along the way.

Responding in this manner loosens the identity label, and imply that it is actually a feeling. It also allows the person to look at the issue from another angle, that he or she will pick up new skills with time and improve on their learning ability.

Here’s another example of confusing behaviour with identity, “I’m a shy person”

• Yes, I understand that there will be situations where you would feel shy, and it’s perfectly alright to take your time to feel comfortable in such situations.

This response also implies that it is a feeling, rather than an identity. In addition, it assumes that the person just wants to take a longer time to feel comfortable and confident.

When you are more aware of this common error due to limiting beliefs, you can help empower others when you notice that they are confusing behaviours with identity. More importantly, you can stop yourself from making the same errors.

]]> http://www.successwithcommunication.com/archives/109/feed 0 http://www.successwithcommunication.com/archives/87 http://www.successwithcommunication.com/archives/87#comments Fri, 06 Mar 2009 09:15:53 +0000 Joelseah http://www.joel-seah.com/?p=87 As mentioned in my earlier post Paradigm Shift, every one of us uses a different map to view the world. As a result of that, the way we process our thoughts into words would differ as well.

Very often, when we talk to others, we use words that make sense to us. We also phrase our sentences in a manner that reflect our reality and beliefs. In NLP, this is known as deep structure, where a speaker have a full and complete idea of what he or she wishes to say. The thing is, this deep structure is not conscious.

From deep structure to surface structure, where we actually say what we are thinking, three things would usually occur unconsciously. Firstly, we generalise. It’s almost impossible to find someone who would specify every possible exceptions and conditions in a normal everyday conversation.

Secondly, we select some of the information available, and leave out the rest. This is known as deletion. And lastly, we simplify the structure of what we want to say, and inevitably distort the meaning of our thoughts.

Here are some common examples

Generalisation: Words such as always, never, all, every, no one.

• He is always late for work (Always? Has he been on time at least once?)

• Good things never happen to me (Never?)

• All students from that school are naughty (All students? Is there at least one good student?)

Deletion: Something is left out of the statement, such as a person, a thing, a reason, an unclear comparison.

• I have bad memory (Who said that? Were you born like this? Has it got to do with the method?)

• That’s silly (What is silly? In what way is it silly?)

• This route is better (Compared to what?)

• That is a bad school (In what way is it bad?)

Distortion: Linking two statements to mean the same thing, presupposing, attempting to read the mind of others.

• She’s not smiling, therefore she’s not enjoying herself (How does not smiling mean she’s not enjoying?)

• Why don’t you smile more? (I don’t smile enough? How much more is enough for you?)

• I could tell she did not like her present (How could you tell?)

Knowing how generalisation, deletion, and distortion can cause ambiguities in our interpersonal communication allows us to be more aware of what we say. At the same time, it allows us to be conscious and aware of what others are saying to us.

This awareness can empower us, and also allow us to empower others, especially if you are receiving information during a conversation. The other party could be generalising, deleting and distorting their sentences because of past experiences or limiting beliefs, and a question or rephrase from you could help them significantly.

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