|
NLP
3 Cathegories |
|
| HOW
TO UNDERSTAND TYPOLOGY |
| How
can we understand the typology of those who we face? |
|
| SYSTEM 1 |
| The first system
is made up by the observation of our converser's
physiology as each typology meets determined
features. A person who owns a mainly VISUAL typology
walks with an upright bearing, he/she gesticulates
upward, he/she communicates verbally with a quick,
loud tone of voice and he/she has got deep
breathing. A person who owns a mainly AUDITORY
typology communicates verbally with a lower and
controlled tone of voice in relation to the visual,
he has diaphragmatic breathing, he is inclined to
lean his/her head to one side (as he/she is talking
on the phone), he/she gesticulates horizontally. A
person who owns a mainly KINAESTHETIC typology has
got abdominal breathing, he/she has got a low tone
of voice with long pauses, he/she has got bowed
posture, when they look for information they
"look" towards their feet, they
gesticulate downward. |
|
| SYSTEM 2 |
| Another system is
made up by the observation of eye movements. It is
necessary to ask the converser a question assuming a
"sharp" answer. For example: "Where
did you go on holiday last year?" "To
France". Before answering his/her eyes will
move towards a determined direction suggesting
his/her preferential channel. The Visual glances
upward as looking for the answer in an imaginary
world above his/her head; the Auditory glances
horizontally; the Kinaesthetic directs his/her
glance downward. It is important to catch the moment
before the answer as his/her eyes could turn in more
directions, as he/she is searching in more sensory
channels. You should take into consideration the
last direction before the answer. In this way you'll
get his/her preferential channel or ACCESS CHANNEL
which will allow you to get onto the same wavelength
as your converser. |
|
| QUESTIONS |
| Instead, if you
submit a question assuming a longer answer he/she
will provide you the second channel he/she employs
less frequently in relation to the access one.
Later, we'll see how it can be managed. Another way
to identify typology is made up by the verbal
predicates that mostly are employed during the
interaction. Here below you'll find a list of the
most used ones: |
|
| VISUAL |
|
AUDITORY |
|
KINAESTHETIC |
|
|
|
|
|
| To see
clear |
|
To listen |
|
To touch |
| To focus |
|
To shout |
|
To hear |
| To brighten |
|
To speak |
|
Relaxed |
| To imagine |
|
To say |
|
Strained |
| To show |
|
To call |
|
Pressure |
| Indistinct |
|
To talk |
|
Real |
| Colourful |
|
Harmony |
|
|
| To view |
|
Noise |
|
|
|
|
To Play |
|
|
|
|
To Tune |
|
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|
| There
are some predicates, which do not refer to anyone of
the three typologies. For example: |
|
| NEUTRAL:
I understand you |
| V:
I see your point of view |
| A:
I am perfectly in tune |
| K:
I'm inclined to agree with you |
|
| Whenever
the access channel has been identified, we can
employ the corresponding verbal predicates and
everything it is connected to in his/her own world.
Later, we can employ the second channel, the one
he/she employ less frequently, in order to follow a
strategy. We have to pretend we are willing to go
inside a house: I need a key to open the door
(Access Channel), to turn a handle (second channel)
and finally I'll be able to access it inside
("dozing" channel). This is the aim of a
good communicator: managing how to employ the
processing channel which is rarely used. But this
will not be given to us if firstly I have not
followed the sequence in the right order. Commonly,
in relationships, we employ the "dozing"
channel only when we are emotionally involved in the
relationship with our converser. It clearly appears
that if we manage to interact with this specific
channel, we'll emotionally involce those who we
face, going beyond simple empathy. |
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