Programowanie neurolingwistyczne (NLP) manipulacja czy sztuka?

Internet, prasa oraz inne media bombardują nas informacjami o tzw. „cudownych” kursach, dzięki którym nauczysz się manipulować ludźmi. Ponadto, będziesz potrafił wpłynąć na ich decyzje i znacząco zwiększysz sprzedaż.  Neurolingwistyczne programowanie  stale wywołuje kontrowersję.  Definiują je dwie subiektywne opinie: wspierający NLP i rzeczywiste jego działanie oraz przedstawiający  je jako manipulację.  W odniesieniu do ostatniego najczęstsze przekonanie to: „więc teraz będziesz potrafił manipulować”. W  wielu z nas wzbudza to wielkie, nieuzasadnione zaniepokojenie. Nic bardziej mylnego. W rzeczywistości nie zdajemy sobie sprawy czym naprawdę jest NLP. Stąd nasze obawy.

Każdy z nas jest manipulowany, każdy z nas manipuluje.

Często używanym argumentem w dyskredytacji programowania neurolingwistycznego  jest jego kategoryzacja jako świadomej manipulacji. Wobec tego warto zdefiniować wywołane pojęcie manipulacji. Najprościej mówiąc, manipulacja to świadome wywieranie wpływu na jednostkę (jej myśli, emocje i zachowania) lub grupę. Wszystko po to, aby osiągnąć zamierzony cel, w taki sposób, aby adresat nie zdawał sobie sprawy z tego, iż podlega pewnego rodzaju oddziaływaniom. Definicja ta ma szerokie spektrum interpretacji. Można powiedzieć, że obejmuje większość sytuacji obserwowanych w zachowaniach społeczeństwa. Zgodnie z tą definicją,  każdy z nas potencjalnie „manipuluje”, gdyż  dąży do realizacji osobistych celów, jednocześnie wywierając wpływa na innych.

Brzmi niepokojąco, co finalnie stanowi zupełne przeciwieństwo powielanych, błędnych, wynikających z niewiedzy opinii. Czym jest zatem NLP?

NLP – Naturalne Ludzkie Procesy

Programowanie neurolingwistyczne  stanowi zbiór technik komunikacji nastawionych na tworzenie i modyfikowanie wzorców  ludzkiego postrzegania oraz myślenia. W przystępny sposób NLP można rozumieć jako : Naturalne Ludzkie Procesy. Termin został stworzony przez Johna Grindera i Richarda Bandlera z potrzeby zaznaczenia zależności  między procesami neurologicznymi (neuro), językiem (lingwa) oraz wzorcami zachowań, którymi ludzie się kierują ( tzw. programowanie).

Zapoczątkowano je w latach siedemdziesiątych dwudziestego wieku w Santa Cruz, w Kalifornii. Wówczas, spotkali się oraz podjęli współpracę: lingwista – John Grinder i ówczesny student informatyki, psychologii – Richard Bandler. Wspólnie prowadzili badawcze prace w dziedzinie lingwistyki, jednocześnie leżące u podstaw skuteczności terapii Gestalt. Celem zarówno Bandlera jak i Grindera było dążenie do odnalezienia zasady, która uczyniłaby pracę z człowiekiem bardziej efektywną.

Wobec powyższego wśród metod stosowanych w NLP rozróżniamy:

  • „Modelowanie”, czyli badanie zachowań, przekonań i wartości osoby w powiązaniu do danej jej cechy lub działania, którego właściwości chcielibyśmy przejąć,
  • „Kotwiczenie” – stwarzanie odruchowych emocjonalnych powiązań przyczynowo – skutkowych z bodźcem. Wspomnianym bodźcem może być dotyk, obraz, dźwięk itp.,
  • „Metafory” pozwalające spojrzeć na rzeczywistość z innego punktu widzenia,
  • „Trans”, czyli łagodna forma zjawiska znanego jako hipnoza,
  • „Linia czasu” – linia, na której umysł człowieka odnajduje  w przestrzeni przeszłość oraz przyszłość. „Linii Czasu” wykorzystywana jest miedzy innymi w pracy nad zmianą historii osobistej, wzmacniania zasobów, projektowanie przyszłości, future-pacing. Wszystkie te, dzięki zmienianiu subiektywnego odczucia czasu, pozwalają dotrzeć do swoich osobistych zasobów (doświadczeń i stanów emocjonalnych) oraz przenieść je w przyszłość,
  • „ Switch pattern” – metoda tworzenia skojarzeń pomiędzy sytuacją odbieraną negatywnie, a sytuacją, w której ma się poczucie komfortu. Wszystko to przy pomocy szybkiego przeskakiwania w myślach pomiędzy wyobrażeniami tych dwóch sytuacji,
  • „Przeramowanie” (ang. reframing) – taka zmiana kontekstu wypowiedzi, która nie zmieniając jej logicznej treści, zmienia wypływające z niej wnioski. Technika w neurolingwistycznym programowaniu oznaczająca zdolność do nadawania znaczeń zdarzeniom w taki sposób, który będzie korzystnie oddziaływał i stworzy pożądany stan emocjonalny.

Kursy i szkolenia? Robisz to źle.

Wiele technik stosujemy na co dzień nie zdając sobie sprawy, że są to właśnie techniki neurolingiwstycznego programowania.  Korzystając z  kursów czy szkoleń, wielokrotnie dostajemy wycinek technik i chcąc, aby te zaczęły działać, zaczynamy je w niewłaściwy sposób aktywować. Przede wszystkim, nie należy ich używać bez poznania zasad etycznych. Ponieważ korzystając bezmyślnie z tych metod, można bardziej zaszkodzić niż pomóc. Dlatego warto odnaleźć trenera – mentora, który uważnie przeprowadzi nas przez szkolenie i ukierunkuje już na samym początku.

NLP – prawda o Tobie.

Sztuką jest podjąć wyzwanie nauki i praktyki  w wykorzystaniu posiadanej wiedzy. Manipulacją jest nagiąć czytelne reguły wiedzy i wypracowanych technik. Każda wiedza może być wykorzystana należycie, bądź niezgodnie z podstawowym założeniem. Programowanie neurolingwistyczne  wykorzystuje jednocześnie wiedzę, naukę ale ponadto wsparte jest czynnikiem ludzkim. Dlatego zgłębiając tajniki NLP jesteśmy bliżej odkrycia prawdy  i zdecydowanie bliżej prawdy o samym sobie.

Staż NLP w Business Way

Jeśli chcesz nauczyć się całego, etycznego zestawu technik NLP i będziesz je wykorzystywać świadomie tak, aby sięgać po więcej, zyskać kontrolę nad swoimi planami i celami, nauczyć się je definiować, tak aby pobudziły podświadomość do działania, czy też pozbyć się przy tym wewnętrznego lenia i miotania się pomiędzy setkami pomysłów i nieustannego odkładania „na potem” skorzystaj ze Stażu NLP prowadzonego przez firmę Business Way w dniach 23 – 24 marca 2015!

Dowiedz si więcej na temat Stażu NLP w Business Way!

47 comments:

  1. Ja czegoś tutaj nie rozumiem, z jednej strony to fajna sprawa to NLP ale z drugiej dlaczego ludzie wykorzystują NLP do sprzedaży? W czym ono jest pomocne?

  2. Dziękujemy na komentarz NLP to spisane najskuteczniejsze metody oddziaływania i wpływania na otoczenie. Dzięki tym standardom zaczynamy lepiej rozumieć siebie, swoje mocne strony i ograniczenia ale też tej drugiej strony. Dopasowanie siebie, swojego komunikatu do otoczenia to wyzwanie a NLP umożliwia to dopasowanie zbudować. Pytasz w czym NLP jest pomocne w sprzedaży. Krótki przykład. Mamy wzrokowców, kinestetyków i słuchowców a Ty masz im sprzedać produkt, warto przygotować pod nich odpowiedni komunikat. Dla wzrokowca pokazujemy produkt, słuchowcowi opowiadamy o produkcie a w rozmowie z kinestetykiem odwołujemy się do jego doświadczenia. To oczywiście bardzo uproszczony przykład. Każdy z nas ma preferowany sposób komunikacji i warto zwłaszcza w sprzedaży dostosować się do klienta/otoczenia a nie forsować swój jedyny słuszny komunikat 🙂

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