What is neurolinguistic programming? What are the authoritative representative works on this subject?

Can success be replicated? Can you succeed through training? How to pursue Excellence? How does psychology work in the face of various stimuli? That is, what is the mechanism of psychological activity? Let's introduce NLP, which can not only help you understand the psychological mechanism of psychological activities and how information affects people's minds, but also learn some new ideas and methods for successful psychological training.

Someone translated the neuro-linguistic program into neurolinguistics, a neuro-linguistic program. Neurolinguistics, mostly translated by neurolinguistics, mainly studies the neural mechanism of language acquisition, language mastery, speech production and speech understanding, how the human brain receives, stores, processes and extracts speech information, as well as the neurophysiological mechanism of normal speech and the neuropathological mechanism of speech disorders. As the name implies, it is easy for people to associate "language neurology" with the content that mainly studies the neurophysiological mechanism of speech.

Therefore, translating NLP into neurolinguistics is easy to cause misunderstanding. The translation of natural language processing programs into neurolinguistic programs is mainly carried out in Taiwan Province and Hongkong. Chinese mainland people are used to saying "program" and seldom use "program". Therefore, we think it is more appropriate to translate NLP into a neurolinguistic program. Conceptual reasoning of neurolinguistic programs? Bender and John? Gerlind put forward it in the early 1970s. Bandle and Gerlind studied some excellent communicators and tried to analyze their unique abilities. The results show that communication ability is related to the way of filtering, transmitting and receiving information, and information processing is the main means of communication.

Nerve-language program, as the name implies, is related to the connection between nervous system, psychology and brain, language is related to the words, words and sentences we use, and program is related to patterns, rules and conditions. NLP describes how people are controlled by patterns in information processing and how patterns exist in the process of our brain or body responding to language or information. Language programs, including nerves, are not a kind of ability in themselves, but a framework for communication, including a series of principles and ability models.

Familiarity with and mastery of neurolinguistic programs will help us to understand our own and others' thinking patterns and promote your communication with others. Cognitive psychology, cognitive therapy, and the improved psychological model proposed by Peter Shengji, which is highly praised by management scholars, have paid enough attention to human cognitive structure. And NLP's understanding and discussion of human mental model is of great significance, both for self-psychological training and for psychological training of others. Each of us has our own behavior pattern, and our input (experience), storage and output (behavior) all have patterns. The core content of NLP is how to learn and use these processes, promote communication, copy Excellence and pursue Excellence.

(A) the subconscious law

There are some contents in people's psychological activities. The process can be perceived by us, that is, it can be realized, but more psychological activities and psychological processes are unconscious. Although we are not aware of the subconscious, many of our psychology and behaviors are dominated by the subconscious.

The activities of the subconscious mind also have certain rules, which can help us face the complicated real life, understand the way the brain processes the information we feel, and make our behavior structure more reasonable. These subconscious laws are the basic framework for defining "program" in neurolinguistic programs. NLP divides subconscious laws into three categories: induction, ellipsis and deformation.

1. Induction

Induction is to sum up our experience, draw a conclusion, or explain it in a general form. After being stimulated and experiencing an event, we always unconsciously recall similar experiences, and use the impressions and memories left by previous experiences to draw conclusions about current events, that is, take past experiences as the basis of our current judgment and reasoning. For example, you meet a Japanese businessman and want to talk about cooperation with him. As soon as you come into contact with him, the impression you have made from the Japanese you have been in contact with, and the image of the Japanese you described in novels and movies will affect your evaluation of the Japanese you are facing at the moment.

Although the impressions and memories left by the past are very unclear, some information from the past will automatically emerge in your mind. Induction helps us to process new information. Of course, sometimes there may be one-sided and extreme mistakes in induction. For example, "once bitten, twice shy" is the negative effect of false induction.

2. Delete

People live in the world and are stimulated in many ways, so it is impossible to pay attention to everything. People can only selectively point to or focus on certain events, pay attention to certain objects, that is, ignore many stimuli and events. We delete a lot of information before we can pay attention to some information. For example, if you look up at the stars in the sky, you may turn a deaf ear to the music nearby. Deleting can reduce the psychological burden, and sometimes some important information may be ignored.

3. Deformation

People's perception is influenced by experience, knowledge structure, personality and other aspects, and our perception of the physical world is often distorted. The same pine tree, forest farm workers, poets, botanists, they will have different knowledge, understanding and get different impressions. When it rains in Mao Mao, women may feel romantic, while men may complain about the bad weather.

(B) the principles of neurolinguistic programs

The principle of natural language processing is the basis of effective communication and the basic composition of neurolinguistic programs. The principle of NLP is: appearance is not reality; The way to understand other people's mode is to communicate and know in other people's world; Use reaction to measure the effect of communication; There are two levels of communication between individuals-subconscious and conscious; There is no failure, only the result; The displayed behavior is usually the best behavior that can be obtained; Confrontation is only the result of inflexible communication; People's information is revealed through behavior; The intention of all human actions is positive; People's value remains unchanged, only judging the value of behavior; The influence of body on mind and the influence of mind on body are interrelated.

1. Appearance is not reality

Usually, many people say: Seeing is believing. In fact, what we see with our eyes may be an illusion. Map is not a region; The history written by people, even the history written by neutral and upright scholars, is not real history; The photograph is not the object itself; We often use words to express things and feelings that exist or don't exist, but words themselves are just symbols. People live in the world, understand their own perception by creating certain patterns, make impressions on the reality they have experienced, and then assume that these impressions are reality, and make judgments and inferences on this basis. Different people have different nervous systems, different ways of thinking and behavior, and have different impressions of the same stimulus and the same thing. However, many people tend to be self-righteous, think that they are right, and judge others by their own cognitive styles and impressions.

Some leaders are active in their work, and he is extremely indignant at the passivity of his subordinates; Some teachers think that the reason is extremely simple, but it is difficult for students to understand and comprehend. He thinks that students have low IQ and stupid brains. We should learn to look at the problem from the perspective of the communication object. Many contradictions in interpersonal communication are caused by the lack of mutual understanding. When interacting with people, always remind yourself to go deep into each other's inner world and estimate what they will think.

2. The way to understand other people's patterns is to communicate and know them in their world.

If you argue with someone about a problem, maybe the other person is speechless and seems to have lost. Don't be intoxicated by this temporary victory. It's hard to persuade a person to change his attitude! People who are temporarily defeated are generally unconvinced. They will continue to accumulate strength and find arguments to argue with you. When interacting with people, we should enter the inner world of each other, understand each other's values, interests, needs, motives and personalities, and communicate in a way that conforms to their values.

Everyone has the right to establish their own unique mental model. You don't need to completely deny others and oppose them. Even if you want the other person's values and outlook on life to change, at the beginning, you should be tolerant, agree or noncommittal from the perspective of understanding, otherwise he will refuse to communicate, from confrontation and hostility at the beginning to "knowing the rainy season and moistening things silently", and gradually develop into qualitative change. People who are successful in interpersonal communication are generally good at reading other people's psychology.

3. Use reaction to measure the communication effect

When interacting with people, if you make careless remarks, the other person will get hurt. Although you didn't mean to hurt others and didn't consciously want to embarrass them, the result was that they were hurt. Unintentional injury and injury to each other are two different things. The fact is that the other person has been hurt, and the reaction shows that your meaning is understood as hurt. For example, two classmates who met five years after graduating from college, one worked in Shanghai and the other in Beijing. A classmate in Beijing works as a teacher in a famous university, earning 1.200 yuan in January, and a classmate in Shanghai works in an enterprise, earning 1.2000 yuan a month. The classmate who works in Shanghai said sympathetically to the classmate who works in Beijing, "Why, you only earn that little money a month?" \"

Students who earn 1200 in January may be very angry and feel that their self-esteem has been hurt. They already hold a grudge against their low income, and feel that it is unfair for a knowledgeable person like themselves to earn so little. Students who earn 12000 a month didn't mean to upset their old classmates, but the result was their anger and disgust. The reason is that students with a monthly salary of 12000, starting from the psychological characteristics of intellectuals, do not associate, such as loving money and saving face. When dealing with people, even acquaintances should be cautious, think more before speaking, and try to avoid accidentally saying things that hurt people's feelings. When interacting with people, we should pay attention to nonverbal information such as eyes and body movements.

A Brief Introduction to Neurolinguistic Programming (2)

There are two levels of communication between subconscious and consciousness.

Freud, Jung, Fromm, Lacan and others have done a lot of research on the subconscious. When people communicate with each other, they often wear masks. What he expresses in words may not necessarily mean what he means. For example, a woman cries before getting married, crying that she can't bear to part with her parents, but the bride is busy planning when the bearers are looking for tools to lift the sedan chair. Her actual behavior shows that she wants to leave her family as soon as possible.

People talk to people, especially superiors to subordinates, teachers to students, and people with high status ask people with low status: "Do you understand?" Even if people with low status don't listen to what you said, they will say, "I see." But at the same time, he may have some nonverbal information such as frowning, wondering eyes and touching his head, that is, he didn't understand what you said. Observe whether words and deeds are consistent with expressions, and analyze jokes, humorous stories, typos, typos and forgetfulness. We can understand the subconscious of the communication object. Smart people often know the truth through masks made by consciousness and subconscious.

5. There is no failure, only the result.

Neurolinguistics majors study how language greatly affects people's psychology and behavior. Some things we do are limited by subjective and objective conditions and may not be successful. We shouldn't say, "I failed!" Instead, I should say, "This is not the result I want. "The theory of trial-and-error learning advocated by Thorndike and others attaches importance to the positive significance of mistakes and failures, and thinks that learning is completed after many mistakes. Even if we think it is a very failed result, we can learn a lot from it, which will help to avoid repeating the path of failure in the future; In the process of correcting mistakes, you may realize a lot of truth.

Now some people advocate frustration education, thinking that proper setbacks and failures in one's life are conducive to one's success. We didn't get the ideal result, but don't say "I failed" or "I am a loser". There are too many such words, which may really become a reality, and the power of suggestion is powerful.

6. The behavior shown is usually the best behavior that can be obtained.

Many people do unsatisfactory things, or fail to achieve the expected results, or even full of failures, and often sigh with regret: "I could have done better." "Self-blame has no positive significance. You always want to do things well in your heart, but the result is actually the best you can do. Under the conditions at that time, you did your best. We should be good at summing up: why, instead of feeling failed and inferior. Always sum up and find ways to improve, so that every time the result is good or bad, it will provide us with opportunities to improve and perfect ourselves.

7. Confrontation is the result of inflexible communication.

In interpersonal communication, the attraction and affinity between people are very important, but sometimes there will be hostile and antagonistic emotions and behaviors between communicators. The result of confrontation is probably that the sender of information is not flexible enough in conveying information; It may also be that the recipients of information lack flexibility. Both the sender and the receiver of information may have biased and mechanical assumptions and expectations.

8. People's information is revealed through behavior.

Verbal words can sometimes be deceptive. If you want to understand a person, you should mainly observe his behavior and not be confused by his wonderful words. For example, some people make eloquent reports on anti-corruption, but he uses despicable means to flow state-owned assets into his pocket. In the Ming dynasty, Wang Yangming was extremely disgusted with people who were duplicitous, so he advocated the theory of unity of knowledge and action, hoping that people would pay attention to it.

9. The intention of human behavior is positive.

Some people have doubts before interacting with others and think a lot about the worst. At present, many books on the communication skills of Sun Tzu's Art of War in the market assume that the object of communication is the enemy. The ancients in China advocated being kind to others, which was very clever. What we know about anyone is just a kind of "refraction" to him, and we judge by the impression he left on us. Therefore, when interacting with people, we should try our best to explore their positive intentions. Of course, when trying to explore each other's positive intentions, we should also follow the old saying that "it is necessary to guard against people."

10. When criticizing people, "focus on things, not people"

Everyone needs the respect of others. Criticizing and blaming a person is very different from criticizing and blaming a person's actions and events, and it will leave a very different impression on people. For example, a student solved a chemistry problem and accidentally wrote the molecular formula wrong. If you criticize him, "how can you be so stupid that you can make mistakes with such a small problem!" " ! "The person who is criticized must be extremely uncomfortable psychologically. If you criticize him just for writing the wrong molecular formula, finally remind him to be more careful in the future, and the criticized person will generally be convinced.

1 1. The influence of body on mind and the influence of mind on body are interrelated.

The mind affects the body, the body affects the heart, and the body and mind blend. When we are excited, we will have a physiological reaction of faster heartbeat and higher blood pressure; When the body relaxes, we will feel inner peace. Psychosomatic interaction, there is a psychosomatic medicine in medicine that specializes in this phenomenon.

In addition to the above principles, NLP has some assumptions, such as having a choice opportunity is better than not having a choice opportunity; Action can increase the chances of choice; People who choose the most have the best flexibility in thinking and behavior and will have the greatest influence in any interaction process; We always have all necessary resources, or we can create them; We process all information through five senses; Imitating a successful performance can achieve Excellence. As long as someone can do one thing, it is possible to imitate him. Excellence can be replicated.

(C) the application of natural language processing in psychological training

Understanding NLP, in order to pursue Excellence, success and happiness, we are equivalent to upgrading our mental software. After upgrading mind software, our motivation for success will be stronger and our efficiency will be higher than before. Just like Win98 and Win95 have more functions and higher efficiency than Win3.2, NLP can be widely used in psychological adjustment, psychological training, psychotherapy, management training and other fields to change ourselves and others. Let's give an example of interpersonal communication to illustrate.

We build relationships with people of different levels of thinking, American Robert? Dilts divided the way of thinking into environment, behavior, ability, beliefs and values, self-identity and spirituality. Values and beliefs are well understood, and the environment refers to the place where we live and the people we associate with; Behavior includes thoughts and conscious actions; Ability refers to the automatic, continuous and habitual psychological technology and practical technology formed through practice; Self-identity refers to the perception and evaluation of self; The level of spiritual spirituality refers to the realm of integrating one's own self with an external self, that is, the realm of harmony between man and nature, self-transcendence and mission completion. Dilts's thought can be represented by the following "thinking mode hierarchy" diagram:

If you want to change yourself or others, you must first find out at which level the problem occurs. After finding out which level the problem occurs, you'd better start to change it from another level, that is, from bottom to top or from top to bottom. Don't change it at this level, because it is impossible to solve the problem at that level. At the same level, since there is a behavior and a phenomenon, it is reasonable at this level. It's easy to tell where the problem is. For example, by listening to each other, you can analyze and judge:

The traffic jam in Beijing and Shanghai is serious-environmental level;

I have seen "The Yellow River is lovelorn"! -the behavioral level;

English letters are not well written! -Level of competence;

Why do you sympathize with the beggar? The hierarchy of values;

You call me selfish? The level of self-identity;

I hope to use my knowledge and money to save the poor-spiritually.

A graduate student, I have a high IQ, good academic performance and beautiful people, but because her parents used to call her clumsy, she has always felt inferior. We can help her find out that the problem occurs at the level of self-identity, and then help her change her values and beliefs: parents' words may not be right, and teachers and classmates' evaluations may be more fair. After a real understanding, the sense of inferiority will be eliminated.

Don't be preconceived and self-righteous when dealing with people. Let's suppose that if we stand in the other person's position and start from the other person's psychology, we may think, say and do something. The basis of our decision-making is the impression left by our cognition of the communication object. NLP believes that different people have different representation systems. Some people like vision, some people like hearing, and some people like touch.

Different representation systems naturally have different concerns and cognition about people's things, and the communication information he wants to accept, the communication content he likes and the way he likes will be different. Also a war correspondent, people who prefer vision may like to describe the sound of gunfire, shouts and killings; Journalists who prefer smell may like to describe the smell of gunpowder and blood. People generally like to choose people who have the same advantages as themselves as friends. Therefore, we should understand the advantage representation system of ourselves and others. If you find that you have great defects in one aspect, you should actively learn and improve. Knowing the differences of people's performance systems, you should associate with people with a tolerant attitude, and don't expect everyone you associate with to share your interests. The richness and diversity among people make the human world full of novelty and charm. Accepting yourself and being lenient with others is the basis of communication.

NLP is widely used to replicate excellence and pursue success. NLP assumes that imitating successful performance will bring Excellence. If someone can do something, it is possible to imitate and teach others. There are three stages in the imitation of NLP. The first stage is to observe, find problems and follow the imitator, especially when he is doing this technology, you should put yourself in his shoes as much as possible; The second stage is to systematically test all aspects of the imitator's behavior to confirm which ones will affect your desired results; The third stage is to analyze what you have learned, so that you can teach others the successful experience. That is, what to focus on (what to do), how to do it (how to do it, how to think), and why (why to do it, values, information).

Many people use NLP imitation and replication technology to improve their leadership, sales ability, sports skills and other qualities. In short, NLP firmly believes that as long as people can learn and make things, they can imitate and copy.