A Pragmatic Guide To Communication & Change.pdf - NLP Info Centre

- precise diligent study of the issues.
2. During an argument, I am most likely to be influenced by: - the other person's tone of
voice.
- whether or not I can see the other person's point of view.
- the logic of the other person's argument.
- whether or not 1 feel I am in touch with the other person's true feelings.
3. 1 most easily communicate what is going on with me by: - the way I dress.
- the feelings I share. - the words I choose. - my tone of voice.
4. It is easy for me to:
find the ideal volume and tuning on a stereo system. - select the most intellectually
relevant points concerning an interesting subject.
select superbly comfortable furniture. -. select rich color combinations.
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color of your first car?"
People access all the time. Once you get used to the concept and its uses, you will find
that it is usually unnecessary to go through the formal mapping process. Many people will
give you all the information you need during the course of a normal conversation.
APPENDIX A
CONSTRAINTS ON OUR MODELS OF THE WORLD
13.5
The diagram which follows illustrates the three constraints which affect the construction
of our models of the world. As discussed in Chapter 1, we start with the "raw materials"
of experience. These are channeled via our sensory organs through our neurological
filters. At any moment in time, we have available to us one complete 4Tuple which
includes an experience of sight, feeling, sound, taste and smell.
From there, our experience is further modified by language and other social filters
which either enhance our perception or diminish it.
Finally, our great body of stored memories create an individual filter which further
modifies our perception, sometimes by heightening and other times by obscuring the
original sensory data. This internally generated experience can take the place of any of the
four parameters of the 4-T at any moment in time. The completed 4-T with its
combination of experiences of external and internal origins is then shuttled into memory,
where it may be called upon to modify future experiences as they arise.
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Of course, this hierarchy testing leaves out the digital representational system. A
"digital" will be more likely to score auditory and visual over kinesthetic. However, a
"digital" will also tend to score visual over auditory, while an "auditory" will tend to
score auditory over visual. In any event, it is important to take into consideration all
aspects of a person's communicative output. The mapping skills described above are only
one of the ways to facilitate understanding and determine which system of communication
to use in order to obtain the rapport and trust necessary for influential
communication. For more on identifying a person's hierarchy, see Appendix B.
The Visual Model provides us with a format for seeing, understanding and utilizing
consistent patterns of observe able behavior. Based in part on research and pragmatic