NEURO-LINGUISTIC PROGRAMMING

KAUSTUBH SHRIVASTAVA, ARITRI BASU, NISHMA AVALON REBELLO

Vellore Institute of Technology, Vellore, India

NEURO-LINGUISTIC programming (NLP) could be a standard style of inter-personal talent

and communication coaching. “A user-oriented metaphor designed to generate behavioral
options quickly and effectively.” (Dilts et al, 1980,12). Originating in the late Seventies, this
technique created specific claims regarding the ways in which people perceived the world
around them, and quickly established itself, not solely as associate degree aid to
communication, but as a style of psychotherapy in its title. Today, NLP is in business with a
huge number of coaching courses, personal development programs, therapeutic and
academic interventions to be supported by the principles of NLP. This paper reviews articles
published on neuro-linguistic programming and its application. It explores what neuro-
linguistic programming is, and its potential in various fields such as medicine, education,
business, behavioral skills and gaming.

INTRODUCTION
The term Neuro-Linguistic programming was coined by Richard Bandler and John Grinder
in 1972. After the publication of their co-authored book, The Structure of Magic in 1975,
NLP techniques have been used either directly or indirectly to enhance learning, interpersonal
skills and in communication training. The term NLP includes the three most significant parts
of human experience, namely Neurology (thinking patterns), language (its use and influence)
and programming (behavioral patterns). NLP can be developed into a multi-dimensional
method that involves the event of behavioral ability and adaptability. It also involves strategic
thinking associated with an understanding of the mental and psychological feature processes
behind behavior. Information processing provides tools and skills for the event of states of
individual excellence; however, it additionally establishes a system of empowering beliefs
and presuppositions regarding citizenry square measure, what communication is and what the
method of modification is. At another level, information processing is about individuality and
exploring identity.

OVERVIEW

This paper begins by reviewing an analysis by Witkowski (2010) which attempts to answer
if Neuro-Linguistic Programming is effective. Through the course of this review, the
application of NLP in business negotiations by using principles like language meta-model,
pacing-report creation etc. is explained. Research papers exploring the application of NLP
 principles in fields like education, developing one’s behavioral skills and improving
language skills have been reviewed. Its potential in areas like psychotherapy, reducing
claustrophobia while undergoing MRIs, improving presentation and leadership skills is also
explored. An individual's creativity and emotional intelligence can also be enhanced using
guided imagery and NLP.

DISCUSSION
Business
NLP today has evolved into one of the most powerful tools for individual and group
development. The science of psychology through NLP principles is often applied in business
and used to identify the possible implications of these principles in business negotiations.
Cristi Berea (2016) collected data from 20 articles by major publishers on various topics like
NLP impact on sales, conflict resolution using the principles of NLP and NLP for leaders and
managers; published from 2008 to 2015. On the basis of studied articles, the author identified
5 basic NLP techniques. They are as follows:
Language Meta-Model: This method aims to change the phrasing of questions so as to induce
the answer at the same time.
Pacing-Report Creation: This method is where the practitioner views the situation from the
partner’s point of view to understand what his next actions may be.
Sensorial Acuity: Sensorial acuity teaches the practitioner to focus on the partner’s body
expressions; from body language to micro-expressions of the face.
Inner State Management: This technique may be used by the practitioner to mask his inner
state such as joy or anger so as to not give his opponent an insight into his mind.
Questioning Technique: This simply means to ask ample number of questions gain full
knowledge of the situation.
Heather Skinner and Paula Stephens (2003) analyzed the relevance of NLP in effective
marketing communication. The researchers played a series of television advertisements to a
group of people. They were then divided into groups to discuss the effects the advertisements
had on them. The subjects of the experiments confirmed that the advertisements that had
most impact on them were in a language they preferred while communicating with others.
Sudarshan Sirsat, Nikhita Mangaokar (2017) used the Text Mining algorithm (3 NLP
principles that can be used to structure and categorize this data are Screen Input, System
Database, Processed reviews) in online feedback forms to optimize and categorize customer
feedback which will ultimately benefit the organization. Andrew Chiou, Kok Wai Wong
(2008) explored principles of NLP to provide personalized experience while interacting with
entertainment media specially to promote the concept of Player Adaptive Entertainment
Computing (PAEC). In another example, Paul Manuel, Omar Demirel, Rifat Gorener (2003)
recommend using the principles of Neuro-Linguistic Programming to promote the working of
Small and Medium sized Enterprises (SME’s). They found that using principles of NLP
increases the potential for identifying and satisfying customers of SMEs.
Andrew Chiou (2008) did a research to find out a mechanism to model user’s experience
when interacting with gaming media. This was done to find out the success of an
entertainment computing project. In his paper, Chiou recommends the use of NLP to
gauge the user’s reaction, while interacting with entertainment media. This can be used to
generate customized responses to suit the user’s preferences.
According to Skinner, H., & Stephens, P. (2003), we can apply the knowledge of NLP to
develop effective communication skills among the students of accounting. We can use the NLP
for recording the information that is stored in the unconscious mind of the person. The purpose
of these research was to evaluate the links between responses to advertisements and sensory
representational system, to make the marketing communications more effective.

Education
It has been demonstrated that Neuro-Linguistic Programming can be used for effective
teaching and learning in schools. Fahimeh Farahani (2013), for example, investigated and
explained how using NLP techniques for teaching can improve teacher’s effectiveness
through professional training. He analyzed reviews about application of NLP in schools and
concluded that an NLP teachers’ continuous course with 25 hours with presential learning and
autonomous work can make learning more interactive and effective. In another example,
Hayat Eid Alroudhan (2018) evaluated the effectiveness of NLP in learning the English
language. Using Oxford Placement Test on students (ages 15-16) from six classes in 47 public
schools in Riyadh in Saudi Arabia, he inferred from the statistics of this experiment is that
there is definite improvement in the grades of the control group after using NLP
techniques for language learning. NLP enables teachers and students to form their own
flexible solutions to problems of the same kind.

NLP could also be used as an innovation in education and teaching. Paul Tosey and Jane
Mathison (2010) concluded that NLP has been difficult to express and clarify briefly. Some also
say that, NLP is committed to a cybernetic view of how processes of perception and
conceptualization are structured, and how they operate. NLP provides a structured
understanding for both the teachers and the student. NLP provides us with a wide range of
techniques, which has much more applications. It gives us a pattern between outer behavior and
internal processing of a particular individual.

Heather Skinner and Robin Croft (2009) found a technique to improve the self-efficacy of
undergraduate dissertation students. In the workshops the students were introduced to the
principles of NLP and were taught how to set goals using these NLP techniques. His paper
therefore aims to address the gap in the support that is offered to the students in the
undergraduate dissertation. The pilot programs success led to the creation of a series of
workshop offered to the students undertaking the dissertation.

Eric Kong, Mark Farell (2012) tried to facilitate knowledge and learn capability through
neuro-linguistic programming. NLP has been examined across a number of fields, very little
research has been conducted that provides the application of NLP in organizational
knowledge, learning and memory. This paper has enhanced the understanding of NLP and its
potential for organizational learning. NLP uses a wide range of tools and techniques that
learners and trainers can apply.

Antić, Z. (2006) tells us about the link between language teaching and neurology. NLP can be
applied to the teaching of various types of languages. The primary focus of this is to get aware
about what is happening in the present. The teacher – student relationship is a cybernetic loop,
in which meaning is constructed through reciprocal feedback, not a transmission of information
from one individual to another. NLP is not just a language teaching method but an approach to
intellectual and psychological potentials.
The main intent of the article written by Kudliskis, V. (2013) is exploring the value of a strategy
in which the students would be encouraged to enter the classroom and engage with the contents
of the lesson in the right state of mind and in a manner conducive to their learning. The type of
information that was provided here can help stimulate discussions between teachers, and
between teachers and students with special educational needs about the state of minds and the
learning process. Evidence in the form of observations, questionnaires, and semi – structured
interviews suggests that visualization techniques and the concept of altering state associated
with NLP can lead to behaviours that are more conducive to teaching.

Developing Behavioral Skills

According to some researchers, NLP can be a tool for developing behavioral skills and
competencies. The author recommends the use of NLP to understand the emotional and
behavioral patterns of individuals and apply its principles to improve one’s interpersonal and
intrapersonal skills. Cristina Michaela Zamfir (2019) analyzed the techniques and structures
mentioned by the author Robert Dills in his book ‘Effective Communication Skills’. She
identifies the methods mentioned by Dills to maintain a rapport with the audience like verbal
pacing, making micro gestures, emphasizing message with voice tone and gesture, creating
and utilizing metaphors and using visual and kinesthetic representation channels for output.

The author analyzed the mnemonic OSCAR given by NLP practitioner and psychologist
Andrew Bradbury that applies to any presentation: Outcome-clear Structure-layered
Chunking Selective Attitude-positive Response-flexible. The results of the study show that
using NLP techniques while delivering presentation help to establish a rapport with the
audience and make the presentation more dynamic.

Lim Joey, Rashad Yazdanifard (2015) analyzed NLP to use as an effective skill for an
exceptional manager in an organization. The major purpose of this paper was to determine
whether NLP could be an effective skill for an exceptional manager in a firm or could the
application and strategies of NLP be used to develop the skills. NLP helps us to understand
how we think and how those thoughts will affect our feelings and behaviors. The last but the
most important aspect is to convert our thoughts to actions. By using all the NLP skills, it
will lead to a successful company as well as successful employees.

A study was done by Kotera, Y. (2018), in order to analyse and reproduce excellent behaviours.
NLP is an approach based on creating a model that maps ‘tacit knowledge into explicit
knowledge’ to study how excellent individuals and organisations create their outstanding
results. This paper explored why many career consultants are undertaking NLP training, and
aspects of NLP they find useful to their practice.

Improving Language
Some of the Neuro-linguistic programming models may benefit less proficient English as
second language (ESL) learners in gaining a better and more effective learning experience.
This can be achieved by connecting language with learner’s cognitive behavior. Through
various questionnaires available (Allen D. 2003) the preferred thinking pattern of the student
can be identified whether it is visual, auditory or kinesthetic. On identifying the thinking
pattern of students, the teacher may use suitable activities in the classroom. Some of the NLP
techniques that can be incorporated are mind mapping (Tony Buzan, 1960) and positive and
non-verbal reinforcement (Chan & Wu,2004). Christine Shobana Arthur (2012) suggests
through her study that ESL learners can also use strategies, thought pattern or else style used
by proficient learners under the proper guidance of a teacher in order to be at par with
proficient learners. Schmidt (1990) emphasizes the importance of consciousness in language
learning
Bandler and Grinder (1976) developed NLP and defined man as a complete mind and body
system, who thinks and communicates, creating different patterns of behavior. NLP is a
collection of techniques which seeks to understand cognitive processes people use. It is found
that language teachers unconsciously may be using NLP techniques. A single case study
(Yin,2014) was done on a group of 8 people using the NLP techniques of anchoring, framing
and mirroring. By the triangulation performed afterward to verify the validity of the data
collected. Two other NLP techniques were used during triangulation namely eye accessing
and meta -questioning. At the end of the experiment, the researcher summarized the findings.
The study found that NLP techniques can increase the confidence level of the learners and
that NLP intervention in both teaching and learning is beneficial, effective in teacher-learner
situation.

Medicine
The field of medicine also has scope for the development of NLP as a tool in counselling to
help mitigate stress. Dr. D.H.Rao, Dr. D.G.Kulkarni (2010) successfully carried out
experiments on two groups of employees; one using NLP techniques and one without. They
concluded that NLP techniques such as rapport, anchoring, swish and persuasion can be
used to mitigate stress in employees effectively. In (2016), Masumeh Hemmati Maslakpak,
Masumeh Farhadi, Javid Fereidoni, emphasized the effect of NLP to cope with
occupational stress in critical nurses of Urmia. The experiment results show that the nurses
in the experimental group showed lesser scores of job-related stresses than the control
group nurses.
NLP could also be used for internal imagery of a person and hypnotisability. Thirty–one
volunteers; aged between twenty-one to fifty-five years, were tested. All participants were
given some to complete the test. Some tests were in hypnotic state while some were in
waking state. Positive and negative emotions were induced in them. Anna V. Kirenskaya,
Vladimir Y. Novototsky-Vlasov, and Andrey N. Chistyakov, Vyacheslav M. Zvonikov
(2011) concluded through this experiment that NLP has a very pronounced effect on a
person’s mind.

Psychotherapy
In a study conducted by Melita Stipancic,Walter Renner and Peter Schutzand Renata Dond
(2010), 106 psychotherapy subjects, were assigned either to a control group(52) or a therapy
group(54). The therapy group were assessed prior to and immediately after therapy as well as
at a five-month follow-up session. The control group received their measures at pre-test, and
after a span of three months. The outcome with respect to clinical symptoms were evaluated
using Structured Clinical Interview for DSM-IV Personality disorders (SCID-II) and by the
Croatian scale of quality of life (Krismanic and Kolesaric(KVZ), 1992) with regard to quality
of life. ANNOVA analysis was used to compare the changes in the two groups. There was a
considerable decrease in clinical symptoms and an increase in quality of life of the therapy
group as compared to the control group suggesting that Neuro-linguistic psychotherapy is an
effective way of treating psychological difficulties and increasing an individual’s quality of
life.

To reduce Claustrophobia in Patients undergoing MRI

A study was conducted by A J Romanowski, L Miles, H Lidiard J Bigley, P.D. Griffiths,A
Prydderch and N HoggardAJ (Department of Radiology, Sheffield Teaching hospitals NHS
Foundation Trust, UK.) on 50 patients who had an unsuccessful MRI examination due to
claustrophobia at a teaching hospital in England (2010). The NLP technique called “Clare’s
fast phobia cure” for phobias of unknown origin was used on the patients.
Out of 50, 38(i.e. 76% of the sample) successfully completed the MR examination.
Considering all the patients, there was a significant reduction in anxiety level after NLP. The
12 patients who could not tolerate the examination had statistically higher anxiety scores than
the patients who were able to tolerate it.
The patients who fail to complete the MR examination due to claustrophobia can reduce the
need for re-examination under general anesthesia by using NLP. Using NLP ensures greater
patient safety and reduced costs.

Improving Presentation Skills

According to Daniela Ilieva-Koleva and Radostin Vazov(2014), anyone can improve their
presentation skills using NLP. There are two basic methods Modelling and representative
systems. In the Modelling system, a proven expert is taken and studied by asking lot of
questions. In the process, a model is developed, if it is good it can be utilized by others to
duplicate the skills and abilities of the model whereas in representative systems the person
making the presentation tailors his presentation using keywords to create a rapport with the
kind of audience he has before him. Modelling technique requires strong motivation and
plenty of observation. Representative systems require study of principles and constant
application.

Improving Leadership Skills

EJ van and S Ebrahim’s research (2018) indicates that NLP techniques can be applied in
educational and public sector organizations to promote excellent performance and
constructive leadership. NLP takes a successful person’s secret of success and analyses the
actions as well as the underlying mindsets in terms of thoughts words and behaviour.
Breaking these into structured points which are then formulated into a pattern or model. This
model can be followed by anyone and hope to achieve the same success. It would also
involve reframing one’s mindset, since we each have our own mindset (which is how a
person comprehends information through his senses). Changing one’s mindset will also
enhance the sensory awareness of individuals thus improving flexibility to deal with the
changes in the world and enrich and innovate contemporary teaching and learning techniques.
Thereby, increasing individual cognitive absorption and comprehension.
 Enhancing Creativity using NLP and Guided Imagery
Intelligence calls for convergent thinking whereas creativity calls for divergent thinking,
according to Shoshana Rosemarin (2016). Creativity is multi-faceted and is comprised of
apparent opposite that exist in harmony. Lists of descriptors of creative people sometimes
overlap and sometimes contradict. Since, everyone solves daily problems, one can say that all
have a creative potential. Conscious thought can ruin creativity, novel ideas originate in the
unconscious, which then come about as inspiration in the conscious.
Imagery is a 3-D sensory experience. It provides a greater flexibility in problem solving
situations. Albert Einstein was an example of this. He strove to find the underlying order
beneath the phenomena and experiences which seemed inexplicable. He would take a real-
world phenomenon and render it into a symbolic visual. He would then question the
assumptions of the symbolic visual construction. Imaging was the most important, a bridge
between purely abstract logical symbols and words and the chaotic diversity of our sense
experience. The important components are imagery, fantasy and visualization. This can now be
modeled by NLP to be used by others and enhance their creativity. Using guided imagery
Einstein’s strategy of creativity can be applied and studied.

Emotional Intelligence
Earlier studies in this topic were inconclusive, some favourable, some unfavourable until the
definitive study of Ahmad (2011) where he compared NLP techniques with Timeline Therapy
and hypnosis. Ahmad found that all these improved EI and that there was no appreciable
difference between the three. So now this experiment was conducted by Kamarul Zaman
Ahmad (University of Dubai)using only various NLP techniques.
First the three major concepts of EI created by(a) Bar-On (1988,2006) (b) Mayor and
Salovey(1997) and (c) Coleman(1998) were studied and boiled down to five major
dimensions defining EI, (i)Self Awareness (ii) Self-Regulation (iii) Self-motivation (iv)
Empathy (v) Social skill, classified into 2 broad categories, personal competence of dealing
with oneself and social competence of dealing with others.
Each of these 5 dimensions had different techniques applied to them. Namely, (i)Self-
awareness-Values Hierarchy and goal setting technique (ii) Self-Regulation – Dis-associative
technique (iii)Self-motivation- Associative technique (iv) Empathy- Matching and mirroring
technique (v)Social skills- Rapport Technique.
Results showed significant improvement in the relevant dimensions of EI after using the
above NLP techniques as compared to values before the study.

Increasing Self Esteem and Well – Being

NLP interventions have potential to increase the self-esteem as well as well-being of the
common people. An experiment was conducted by Melody Cheal (2010) on a sample of 106
participants collected on the basis of snowball sampling. The sample was split into two
groups- experimental group (65) and control group (41).
The experimental group attended a workshop which used NLP tools consisting of the swish
pattern, a change-belief pattern, and a guided timeline experience. The control group did not
attend it. Post-workshop, a questionnaire was given to both groups and responses were
analyzed using Rosenberg self-esteem scale, Satisfaction with life scale and the Life
orientation test. The self-esteem among the experimental group participants was found to be
higher than that of the control. Increased well-being in the experimental group as compared
to the control group.

This is a case study done by Sharif, S., & Aziz, E. A. (2015) that uses qualitative interview
techniques as well as pre and post observation in the treatment group of NLP techniques. The
study is totally focused on techniques to enhance student’s motivation. Three main NLP
techniques are used this is Relaxation Technique, Discover Your True Values Technique and
Circle of excellence Technique. The study clearly show that the application of NLP is effective
in increasing the intrinsic motivation at high risk students.
The neuro linguistic programming can be used to help the athletes in many ways as stated by
Grosu, E. F., Grosu, V. T., Preja, C. A., & Iuliana, B. B. (2014) in their article. This article is a
part of large study which aims for the optimization of training of athletes. According to them,
NLP deals with “doing your own brain work” so that we can take responsibility of the
mechanism of cognitive behavior that control the subjectivity of an individual. NLP invented
and discovered numerous techniques and methods providing specific schemes that allow us to
manage our subjectivity with ease and efficiency.

Does NLP really

work?
The question which arises in this context is whether NLP is a state of the art or is it a
pseudoscientific decoration. Tomasz Witkowski (2010) found that in the sixty – three case
studies analyzed by him, 18.2% support the effectiveness of the NLP, 54.5 % don’t support
its effectiveness while 27.3% show uncertain results. In (2009) Gareth Roderique-Davies
studied human behavior, what affects human behavior and how it affects everyone. His
conclusion was that the NLP was indeed a cargo cult psychology. That is, there is not much
evidence to support the claim that NLP really works.

CONCLUSION

NLP has evolved over the years making its way into business, education, medicine,
communication and a range of other fields. Though it has a broad spectrum of applications
having enormous potential to revolutionize these fields, all its uses have not been explored
yet. Still, a lot of research and experimentation is required to be conducted in order to find
these uses.

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