INTRODUCING NLP

AYMAN EL-NAJJAR
NLP in Brief
NLP is the art and science of personal excellence, derived from studying how top
people in different fields obtain their outstanding results.
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NLP in Brief
NLP is a model of how individuals structure their unique experience of life.
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NLP in Brief
NLP represents an attitude of mind and a way of being in the world
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About NLP (2)

NLP shows you how to understand and model your own success, so that you can have
many more of those moments. It is a way of discovering and unfolding your perso
nal genius, and bringing out the best in yourself and others.
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Ayman El-Najjar
History – Two Founders
At the University of California, Santa Cruz, 1972
Dr. John Grinder (Assistant Prof. Of Linguistics) Dr. Richard Bandler (was a stu
dent of psychology)
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Initial Models
Together they intensively Studied and then Modeled Three TOP Therapists: FRITZ P
ERLS (Psychotherapist) VIRGINIA SATIR (Family Therapist) MILTON ERICKSON (Hy
pno-therapist)

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From these initial Models, NLP developed in two Complementary Directions :
As a PROCESS to discover the
patterns of excellence in any field.
As PATTERNS & SKILLS of
Thinking and Communicating used by outstanding people.
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The Purpose of NLP
To be useful, to increase the choices you have and to enhance the quality of you
r life, by acting and experimenting , not by thinking about it. It is what you n
eed to achieve your dreams and be successful
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WHAT IS NLP?
NEURO LINGUISTIC PROGRAMMING
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Neuro
– acknowledge the fact that behavior stems from our neurological processes of si
ght, hearing, smell, taste, touch, and feeling. We experience the world through
our five senses. We make sense of the information and then we act on it.
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Linguisticlanguage behaviors others.
indicates that we use to order thoughts and and communicate with
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Programming
- refers to the way we can choose to organize our ideas and actions to produce r
esults.
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NLP IN THREE WORDS

Outcome Acuity Flexibility

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Ayman El-Najjar
NLP PRESUPPOSITIONS
FOR A BETTER COMMUNICATION
NLP presuppositions are not simply theoretical axioms. They are intended to be p
rinciples to live by. The field of NLP is based on a set of fundamental presuppo
sitions about ourselves, our behaviors, and our world.
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THE MAP IS NOT THE TERRITORY IT DESCRIBES. WE HAVE ONLY OUR OWN REALITY.
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FILTERS
Language Beliefs Behavioral frames
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BEHAVIOURAL FRAMES
Outcome vs. Problems Orientation Feedback vs. Failure Possibilities rather
than Necessities Curiosity & Fascination rather than making Assumptions
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PEOPLE MAKE THE BEST CHOICE THEY PERCIEVE AVAILABLE
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IF IT IS POSSIBLE FOR THE WORLD, IT IS POSSIBLE FOR ME
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ENERGY FLOWS WHERE ATTENTION GOES.
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THERE IS NO FAILURE BUT FEEDBACK
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WE ALL HAVE, OR CAN CREATE, THE INNER RESOURCES WE NEED TO ACHIEVE OUR GOALS
THE MEANING OF THE COMMUNICATIONS IS THE RESPONSE THEY GET
COMMUNICATION
INTERNAL » EXTERNAL
»
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Communication is a loop, what
you do influences the others, and what they do influences you.
NLP is the ability to respond
effectively to others and understand and respect their model of the world.
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Ayman El-Najjar
COMMUNICATION

55%
38% 7%
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Body Language; (gestures, postures, eye contact) Voice Tonality Words
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How to influence Others
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PACING AND LEADING Pacing is establishing the bridge, through rapport and respec
t. Leading is changing your behaviors so the other person follows.
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RAPPORT
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Rapport or empathy is essential to establish atmosphere of trust, confidence and
participation, within which people can respond freely.
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People in rapport tend to mirror and match in postures, gestures and eye contact
. The deeper the rapport, the closer the match
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SENSES – THE DOORS OF PERCEPTION
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The ability to notice more, and make finer distinctions in all the senses can si
gnificantly enrich the quality of life.
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OUTCOME FRAME
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WELL-FORMED OUTCOMES - POSERS

POSITIVE
OWN PART SPECIFIC EVIDENCE RESOURCES

SIZE
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EYE ACCESSING CUES
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MODALITIES & REPRESENTATIONAL SYSTEM
SUB-MODALITIES
ANCHOR
REFRAMING
SECONDARY GAIN & SIX STEPS REFRAMING
NEGOTIATION BETWEEN PARTS
PHOBIA CURE