This is a book that I have been preparing to write for many years. She talks about the magic of a language based on the principles and definitions of neuro-linguistic programming (NLP). I first encountered NLP about twenty-five years ago, in a linguistics class at the University of California, Santa Cruz. These classes were taught by one of the founders of NLP, John Grinder. By then, she and Richard Bandler had just finished the first volume of their seminal work, The Structure of Magic. In this book, they were able to model the language patterns and intuitive abilities of three of the world's most successful psychotherapists (Fritz Perls, Virginia Satir, and Milton Erickson). This set of patterns (known as the "metamodel") allowed me - a third-year political scientist with no practical experience in psychotherapy - to ask questions that an experienced therapist might ask.

). The use of these techniques, in my opinion, could lead to significant changes not only in psychotherapy, but also in many other areas in which the communication process is involved. Since I was engaged in political philosophy at the time, my first practical experience modeling was an attempt to apply the linguistic filters used by Grinder and Bandler in the analysis of the work of psychotherapists in order to highlight certain patterns in Plato's Dialogues.

The study turned out to be both fun and informative. Despite this, I felt that Socrates' gift of persuasion could not be explained by the meta model alone. The same was true for other phenomena described by NLP, such as the predicates of the representational system (descriptive words that indicate a specific sensory modality: “See”, “look”, “listen”, “sound”, “feel”, “touch”, etc.). These linguistic features made it possible to penetrate the essence of the Socratic gift, but could not fully cover all its dimensions.

Moreover, the patterns encoded in their words continued to influence and shape history even years after the death of these people. The Trick Tricks patterns are an attempt to decipher some of the most important linguistic mechanisms that helped these people persuade others and influence public opinion and belief systems.

In 1980, during a conversation with one of the founders of NLP, Richard Bandler, I learned to recognize these patterns and highlight their formal structure. During the seminar, Bandler, a master of the language, presented us with a ridiculous but paranoid strong belief system and suggested that we try to get him to change those beliefs (see Chapter 9). Despite all their efforts, the members of the group did not succeed in achieving any result: Bandler's system turned out to be impregnable, because it was built on what I later defined as "thoughts-viruses."

I listened to all sorts of verbal "frames" spontaneously created by Bandler, and suddenly discovered that some of these structures were familiar to me. Despite the fact that Bandler applied these patterns in a “negative” way to be more convincing, I realized that these were the structures used by Lincoln, Gandhi, Jesus, and others to promote positive and radical social change.

Essentially, these patterns are made up of verbal categories and features, with the help of which our language allows us to form, change or transform a person's basic beliefs. Patterns of "Tricks of the tongue" can be characterized as new "verbal frames" that influence beliefs and mental maps on the basis of which these beliefs are built. In the two decades since their discovery, these patterns have earned the right to be called one of the most productive methods of effective persuasion created by NLP, and are probably the best remedy changes in beliefs in the process of communication.

However, these patterns are difficult to learn because they involve words, and words are inherently abstract. In NLP, it is generally accepted that words are surface structures, representing or expressing deep structures. In order to correctly understand and creatively apply any language pattern, it is necessary to comprehend its “deep structure”. Otherwise, we can only imitate the examples we know. Thus, learning the "Tricks of the Language" and using them in practice, it is necessary to distinguish between genuine magic and commonplace gimmicks. The magic of change comes from what lies behind the words.

To this day, teaching these patterns is reduced to familiarizing students with the definitions and verbal examples various linguistic structures. Students are forced to intuitively comprehend the deeper structures necessary to self-creation patterns. Despite the fact that children learn their native language in the same way, this method imposes a number of limitations.

Some people (especially if English is not native to them), the patterns of "Tricks of the Language", for all their effectiveness, may seem too complicated or incomprehensible. Even NLP practitioners with many years of experience It is not always clear how these patterns fit in with other NLP concepts.

These patterns are often used in controversy as a method of conducting discussion or constructing evidence. This earned them a reputation as a potentially powerful vehicle.

Some of these difficulties simply reflect historical development the patterns themselves. I identified and formalized these patterns before I was able to fully explore the deep structures of beliefs and belief changes, and how they relate to other levels of learning and change. Since then I have managed to develop whole line techniques for changing beliefs, such as reimprinting, the pattern of turning a mistake into feedback, the method of installing beliefs, "metamirror" and the integration of conflicting beliefs ( Changing Belief Systems with NLP, Dilts, 1990 2
Dilts P. Changing beliefs with NLP. - M .: Independent firm "Class", 1997.

AND Beliefs: Pathways to Health and Well-being, Dilts, Hallbom & Smith, 1990). And only in last years I began to imagine quite clearly how beliefs are formed and consolidated at the cognitive and nervous levels in order to comprehensively and at the same time concisely describe the deep structures that underlie the "Tricks of the tongue."

The purpose of the first volume of the book is to present to the reader some of my findings and discoveries so that the patterns of the "Tricks of the Language" can be used on their basis. My task was to reveal the principles and deep structures on which these patterns are based. In addition to definitions and examples, I want to offer you simple structures that will allow you to put each of these patterns into practice and illustrate how they fit in with other assumptions, principles, techniques, and concepts in NLP.

I also plan to write a second volume entitled The Language of Leadership and Social Change. It will deal with cases practical application of these patterns by people like Socrates, Jesus, Marx, Lincoln, Gandhi, and others who sought to create, change and transform the core beliefs that underlie the modern world.

"Tricks of the tongue" is a fascinating subject. Their strength and value lies in the fact that with their help you can learn to speak the right words v the right time- without the help of formal techniques or special contexts (traditionally associated with therapy or discussions). I hope you enjoy your journey into the magic of language and verbal ways of changing beliefs.

This book is gratefully and respectfully dedicated to Richard Bandler, John Grinder, Milton Erickson and Gregory Bateson, who taught me the magic of language and language.« of magic».

Robert Dilts,

Santa cruz, california

1
LANGUAGE AND EXPERIENCE

The magic of the tongue

The "Tricks of the tongue" is based on Magic force the words. Language is one of the key components from which we build our internal models the world. He is able to provide a huge impact how we perceive and react to reality. The gift of speech is a unique human asset. It is believed that this is one of the main factors that contributed to the separation of people from other living beings. The eminent psychiatrist Sigmund Freud, for example, believed that words are the basic tool of human consciousness and, as such, are endowed with special power. He wrote:

Words and magic were originally one, and even today most of the magical power of words has not been lost. With the help of words, a person can give another the greatest happiness or plunge him into despair; with the help of words, the teacher transfers his knowledge to the student; with the help of words, the speaker carries the audience with him and predetermines its judgments and decisions. Words evoke emotions and, in general, are the means by which we influence our neighbors.

The Tricks of the tongue patterns were created as a result of research into how skillful use of language allows us to influence other people. Here are some examples.

A female police officer receives an urgent call to one of the houses of her precinct about a violent family quarrel. She is alarmed because she knows that it is in such situations that her health is at greatest risk - no one, especially people prone to violence and outbursts of anger, does not like it when the police intervene in their family affairs. Approaching the house, the police officer hears a loud scream of a man, the characteristic sounds of breaking objects, frightened screams of a woman. Suddenly, a TV flies out of the window and shatters to smithereens right at the feet of the policeman. She runs to the door and pounds on it with all her might. The voice of an angry man is heard from within: "Who else has the devil brought?" The woman's gaze falls on the remains broken tv and she blurts out, "Television master." For a moment, the house is deadly silence, and then the man begins to laugh. He opens the door, and now the policeman can safely enter the house without fear of any violence. Subsequently, she says that these few words helped her no less than months of training in hand-to-hand combat.

A young man is admitted to a psychiatric clinic who is confident that he is Jesus Christ. He wanders around the ward all day and reads sermons to other patients who do not pay any attention to him. Doctors and service staff unable to convince the young man to give up his illusion. One day a new psychiatrist comes to the clinic. After observing the patient, he decides to speak to him. "As far as I understand, you have experience in carpentry?" - says the doctor. "Well ... in general, yes ..." - the patient replies. The psychiatrist explains to him that the clinic is building new room rest and for this you need a person with the skills of a carpenter. "We would be very grateful for your help," says the doctor, "of course, if you are the type of person who likes to help others." Unable to refuse, the patient accepts the offer. Participation in the project helps him to make friends with other patients and workers and learn to build normal relationships with people. Over time, the young man leaves the clinic and gets a permanent job.

A woman regains consciousness in the recovery room of a hospital. A surgeon visits her. Still weak after anesthesia, the woman anxiously asks how the operation went. The surgeon replies, “I'm afraid I have bad news for you. The tumor we removed was malignant. " The woman, whose worst fears were confirmed, asks: "So now what?" Inspired by the words “the rest is up to you,” the woman seriously thinks about her lifestyle and possible alternatives, changes her diet, and begins to exercise regularly. Realizing how dysfunctional and stressful her life was in the years before the operation, she embarks on the path personal development defining beliefs, values and meaning of life for themselves. Things are getting better, and after a few years, the woman feels happier, cancer-free and healthier than ever.

A young man is driving along a slippery winter track. He returns from a party where he drank several glasses of wine. Behind one of the bends, a man suddenly appears in front of him, crossing the road... The driver puts on the brakes, but the car skids and the pedestrian gets hit by the wheels. For a long time after the incident, the young man cannot come to his senses, paralyzed by his own experiences. He knows that he took a person's life and caused irreparable damage to his family. He understands that the accident happened through his fault: if he hadn't drunk so much, he would have seen the pedestrian earlier and could have responded faster and more adequately. Deeper and deeper plunging into depression, the young man decides to commit suicide. At this time, his uncle comes to visit him. Seeing the despair of his nephew, the uncle sits beside him for a while in silence, and then, putting his hands on his shoulders, says simple and truthful words: "Wherever we are, we all walk along the edge of the abyss." And the young man feels that some kind of gap has appeared in his life. He completely changes his lifestyle, begins studying psychology and becomes a consultant therapist to work with hapless victims of drunk drivers, alcoholics and people arrested for drunk driving. He gives many clients the opportunity to heal and improve their lives.

The girl is about to go to college. Of all possible options she would prefer to apply to a business school at one of the most prestigious universities in the area. However, the competition seems to her so great that she has no chance of being accepted. In an effort to “see things real” and avoid disappointment, she is going to apply to one of the “simpler” schools. Filling out the application form, the girl explains her choice to her mother: "I am sure that the university will simply be overwhelmed with applications." To this the mother replies: “For good man there will always be a place. " The simple truth of these words inspires a girl to apply to a prestigious university. To her amazement and delight, she finds herself accepted and eventually becomes an extremely successful business consultant.

The boy is trying to learn how to play baseball. He dreams of being on the same team with his friends, but he cannot throw or catch and is generally afraid of the ball. The more he trains, the more his spirit becomes discouraged. He tells the coach that he intends to quit the sport because he turned out to be a “bad player”. The coach replies: "There are no bad players, there are just those who are not confident in their abilities." He stands in front of the boy and hands him the ball so that he passes it back. Then the coach takes one step back and lightly throws the ball into the player's glove forcing the pass back. Step by step, the coach moves further and further until the boy discovers that he easily throws and takes the ball to great distance... With a sense of self-confidence, the boy returns to training and over time becomes a player of value to his team.

All these examples have one thing in common: just a few words change a person's life for the better due to the fact that in his limited beliefs there is a shift towards a perspective with a large number of alternatives. In these examples, we see how the right words, spoken at the right time, can produce significant positive results.

Unfortunately, words not only empower us, but they also mislead and limit our options. Wrong words spoken at the wrong time can be harmful and painful.

This book talks about the benefits and harms of words, how to determine the effect your words will have, and language patterns for turning harmful statements into useful ones. The term "tricks of the tongue" ( sleight of mouth) reflects the similarity of these patterns to card tricks. The word itself sleight comes from an Old Norse word meaning "skillful", "cunning", "skillful" or "agile." Expression sleight of hand in English denotes a kind of card tricks, which can be characterized by the phrase: "Here is your card, but it is no longer there." For example, you cover the deck with the ace of spades, but when the magician draws this card, the ace of spades "turns" into the queen of hearts. The verbal patterns of "Tricks of the tongue" have similar "magical" properties, since they often entail significant changes in perception and those assumptions on which this perception is based.

Language and neuro-linguistic programming

This research is based on patterns and concepts considered in neuro-linguistic programming (NLP). NLP deals with the problem of the influence that language has on the programming of mental processes and other functions of the nervous system, and also studies how mental processes and nervous system shape our language and language patterns and are reflected in them.

The essence of neuro-linguistic programming is that the functioning of the nervous system ("neuro-") is closely related to language abilities ("linguistic"). The strategies (“programs”) by which we organize and direct our behavior are made up of neural and linguistic patterns. In their first book, The Structure of Magic (1975), NLP founders Richard Bandler and John Grinder attempted to define some of the principles on which Freud's "magic" of language is based:

All human virtues, both positive and negative, imply the use of language. As humans, we use language in two ways. First, with its help we reflect our experience - we call this type of activity reasoning, thinking, fantasizing, retelling. When we use language as a representational system, we create a model of our experience. This model of the world, created by the representational function of language, is based on our perception of the world. Our impressions are also partly determined by our model of representation ... Second, we use language to convey our model, or representation, of the world to each other. We call it talking, discussing, writing, lecturing, singing.

For Bandler and Grinder, language serves as a means of representing, or creating models, of our experience, as well as a means of transmitting them. As you know, the ancient Greeks used in different words to denote these two functions of the language. The term "rhema" denoted the words used as a means of communication, and the term "logos" - the words associated with thinking and understanding. The concept of "rhema" (????) referred to the statement, or "words as objects", and the concept "logos" (?????) - to words associated with the "manifestation of reason." Ancient greek philosopher Aristotle described the relationship between words and psychic experience as follows:

Spoken words denote mental experience, while written words denote spoken words. How handwriting differs different people, so are the sounds of their speech. However, the mental experience that words denote is the same for everyone, as are the objects of which it is composed.

Aristotle's assertion that words "denote" our "mental experience" is in tune with NLP's position that written and spoken words are "surface structures" which, in turn, are transformed mental and linguistic "deep structures." As a consequence, words can simultaneously reflect and shape psychic experience. This property makes them a powerful tool for thought and other conscious or unconscious mental processes. Penetrating to the level of deep structures with the help of specific words used by an individual, we can determine those hidden mental processes that are reflected in the language patterns of this person and influence them.

From this point of view, language is not just an "epiphenomenon", or a set of arbitrary signs through which we communicate our psychic experience to others; it is the most important component of our mental experience. As Bandler and Grinder point out:

The nervous system responsible for the creation of the representative system of language is the same nervous system through which people create all other models of the world - visual, kinesthetic, etc. The same structural principles operate in these systems.

Thus, language can duplicate and even replace our experience and our activities in other internal representational systems. It is important to understand that "conversation" not only reflects our ideas about something, but can actually create new beliefs or change old ones. This means that language plays a potentially profound and specific role in life-changing and healing processes.

Robert Dilts

Tricks of the tongue. Changing beliefs with NLP

Foreword

The scale of the metamodel's capabilities and the modeling process itself impressed me immensely. I felt that modeling can be widely applied in all spheres of human activity, be it politics, art, management, science or pedagogy ( Modeling With NLP, Dilts, 1998). The use of these techniques, in my opinion, could lead to significant changes not only in psychotherapy, but also in many other areas in which the communication process is involved. Since I was engaged in political philosophy at the time, my first practical experience with modeling was to try to apply the linguistic filters that Grinder and Bandler used to analyze the work of psychotherapists in order to highlight certain patterns in Plato's Dialogues.

The study turned out to be both fun and informative. Despite this, I felt that Socrates' gift of persuasion could not be explained by the meta model alone. The same was true for other phenomena described by NLP, such as representational system predicates (descriptive words indicating a specific sensory modality: “see”, “look”, “listen”, “sound”, “feel”, “touch”, etc. . NS.). These linguistic features made it possible to penetrate the essence of the Socratic gift, but could not fully cover all its dimensions.

I continued to study the writings and sayings of those who managed to influence the course of history - Jesus of Nazareth, Karl Marx, Abraham Lincoln, Albert Einstein, Mahatma Gandhi, Martin Luther King, etc. Over time, I came to the conclusion that they all used one a basic set of patterns with the help of which they influenced the judgments of others. Moreover, the patterns encoded in their words continued to influence and shape history even years after the death of these people. The Trick Tricks patterns are an attempt to decipher some of the most important linguistic mechanisms that helped these people persuade others and influence public opinion and belief systems.

Essentially, these patterns are made up of verbal categories and features, with the help of which our language allows us to form, change or transform a person's basic beliefs. The Language Trick patterns can be characterized as new “verbal frames” that influence the beliefs and mind maps that these beliefs are based on. In the two decades since their discovery, these patterns have earned the right to be called one of the most productive methods of effective persuasion created by NLP, and are probably the best means of changing beliefs in the process of communication.

To this day, teaching these patterns is reduced to familiarizing students with the definitions and verbal examples of various linguistic structures. Students are forced to intuitively comprehend the deeper structures needed to create patterns on their own. Despite the fact that children learn their native language in the same way, this method imposes a number of limitations.

For some people (especially if English is not their native language), the "Tricks of the tongue" patterns, for all their effectiveness, may seem too complicated or incomprehensible. Even NLP practitioners with years of experience are not always clear about how these patterns fit into other NLP concepts.

These patterns are often used in controversy as a method of conducting discussion or constructing evidence. This earned them a reputation as a potentially powerful vehicle.

Some of these difficulties simply reflect the historical development of the patterns themselves. I identified and formalized these patterns before I was able to fully explore the deep structures of beliefs and belief changes, and how they relate to other levels of learning and change. Since then, I have been able to develop a number of techniques for changing beliefs, such as reimprinting, the pattern of turning errors into feedback, the technique of installing beliefs, "metamirror" and the integration of conflicting beliefs ( Changing Belief Systems with NLP, Dilts, 1990 and Beliefs: Pathways to Health and Well-being, Dilts, Hallbom & Smith, 1990). And only in recent years have I begun to quite clearly imagine how beliefs are formed and consolidated at the cognitive and nervous levels in order to comprehensively and at the same time concisely describe the deep structures that underlie the "Tricks of the tongue."

The purpose of the first volume of the book is to present to the reader some of my findings and discoveries so that the patterns of the "Tricks of the Language" can be used on their basis. My task was to reveal the principles and deep structures on which these patterns are based. In addition to definitions and examples, I want to offer you simple frameworks that will allow you to practice each of these patterns and illustrate how they fit in with other assumptions, principles, techniques, and concepts in NLP.

I also plan to write a second volume entitled The Language of Leadership and Social Change. It will explore how these patterns have been applied in practice by people such as Socrates, Jesus, Marx, Lincoln, Gandhi, and others who have sought to create, change, and transform the core beliefs that underlie the modern world.

"Tricks of the tongue" is a fascinating subject. Their strength and value lies in the fact that with their help you can learn to speak the right words at the right time - without the help of formal techniques or special contexts (traditionally associated with therapy or discussions). I hope you enjoy your journey into the magic of language and verbal ways of changing beliefs.

This book is gratefully and respectfully dedicated to Richard Bandler, John Grinder, Milton Erickson and Gregory Bateson, who taught me the magic of language and language. « of magic».

Tricks of the tongue. Changing Beliefs with NLP Dilts Robert

Workshop on "Tricks of the tongue"

Try to practice using these questions yourself. Below is a form with examples of questions that can be used to identify and create Tongue Tricks frames. Start by writing down the limiting belief that you would like to work with. Make sure that the complete statement is in the form of either a complex equivalent or a causal statement. The structure shown in Table 1 will be typical here. 5:

Table 5

The structure of the limiting statement

Remember that the purpose of your responses is to affirm identification, positive intent, and support for the person who shares that belief, while reframing the belief to fit within a result or feedback frame.

Exercise

Form for applying patterns« Tricks of the tongue»

Limiting belief:________________________

Means / is

reason __________________________________________

1. Intention: "What is the positive purpose or intent of this belief?"

________________________

2. Overriding: "What word can replace one of those used in the formulation of this belief in order to preserve the meaning of the statement, but give it a new positive connotation?"

________________________

3. Effects: "What positive result can this belief or the relationship it defines?"

________________________

4. " Separation": "What kind smaller

________________________

5. " Union": "What kind larger elements or components are contained in a given belief, the relationships within which would be richer or more positive than the one that is determined by the belief? "

________________________

6. Analogy: "What relationship is analogous to one that is defined by belief (metaphor for belief), but has a different connotation?"

________________________

7. Resizing a frame: "What time frame (longer or shorter), what is the change in the number of people involved in the situation, what breadth of perspective can change the subtext of a belief to a more positive one?"

________________________

8. Another result: "What other result (or problem) can be more significant than the one imprisoned in a given belief?"

________________________

9. Model of the world: "What model of the world will present this belief in a completely different perspective?"

________________________

10. Reality strategy: “What are the cognitive processes involved in creating a given belief? How exactly should a person perceive the world for this belief to be true? "

________________________

11. The opposite example: "What example or experience is an exception to the rule defined by a given belief?"

________________________

12. Hierarchy of criteria: "What criterion is potentially more significant than those associated with this belief?"

________________________

13. Apply to yourself: "How can you evaluate the formulation of a belief in terms of the relationship or criteria it defines?"

________________________

14. Metaframe: "What belief about a given belief can change or expand its perception?"

________________________

Example

Take a common limiting belief such as "Cancer ends in death" (Figure 56). Examples are provided below that show how these questions can be used to find new perspectives in this situation. Remember that the end result of a Trick of Tongue statement is largely determined by the tone of your voice, as well as the degree of rapport established between speaker and listener.

Belief: "Cancer ends in death."

1. Intention: "I know that your intention is to avoid false hopes, but you should not give up all hopes altogether."

2. Overriding: “Ultimately, it’s not cancer that leads to death, but the depletion of the immune system. Let's find a way to strengthen the immune system. Our perception of cancer can cause fear and loss of hope, which is even more difficult to live with. "

Rice. 56. Patterns of "Tricks of the tongue"

3. Effects"Unfortunately, such beliefs tend to become self-fulfilling prophecies as people stop looking for alternative options."

4. " Separation":" I have always wondered: how much 'death' is contained in one cancer cell? "

5. " Union":" You mean that a change or mutation small area system always causes destruction of the whole system? "

6.Analogy: “Cancer is like a field that is overgrown with weeds if the sheep have not been properly grazed on it. The white cells of the immune system are like sheep. If stress, lack of exercise, poor diet, etc., reduce the number of sheep, then the grass becomes too much and it turns into weeds. If the number of sheep is increased, they can return the field to a state of ecological balance again. "

7.Resizing a frame: “If everyone thinks the same way, we will never find a cure for cancer. Would you like your children to share the same belief? "

8. Another result: "In fact, the question is not so much what exactly causes death, but rather what it is worth living for."

9. Model of the world: “Many doctors share the point of view that a certain number of mutant cells are constantly present in the body of each of us. It only becomes a problem if our immune system is weakened. Doctors believe that the presence of malignant cells is just one of many factors (such as diet, indoor installation, stress, appropriate treatment, etc.) that determine the length of our lives. "

10. Reality strategy: “How exactly do you imagine this belief? Is cancer the smart invader of your body in your mind? What internal representations correspond to your body's responses? Do you think the body and the immune system are smarter than cancer? "

11. The opposite example: “There are many documented cases where people got cancer and lived in good health for many more years. How does your belief fit into this? "

12. Hierarchy of criteria: "Probably the most important thing for you is to focus on the meaning of life and your own mission, and not on the time you have measured."

13. Apply to yourself: “This belief, like cancer, has been growing in you over the past few years and in itself is a serious threat to your life. It would be interesting to see what happens if this belief disappears. "

14. Metaframe"An oversimplified belief like this arises when we lack a model with which to explore and test all the complex variables that affect life and death."

From the book The Structure of Magic (in 2 volumes) author Bandler Richard

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From the book Tricks of the tongue. Changing beliefs with NLP author Dilts Robert

TRAINING OLD DOGS IN NEW FOCUS Myths about intelligence and

From the author's book

The magic of language At the heart of the "Tricks of the tongue" lies the magic power of the word. Language is one of the key components from which we build our internal models of the world. He is able to have a huge impact on how we perceive and respond to reality. The gift of speech -

Neuro-linguistic programming operates with the concept of "language tricks". This name is by no means accidental. It contains an associative connection with card tricks, magic. Yes, the basis of this concept is magic, namely the magic of the word. Robert Dilts in the book "Tricks of the tongue" reveals almost magical ways transforming harmful beliefs into beneficial, life-changing beliefs.

Even…

Generally speaking, patterns focuses of language are models for changing language frames, which helps people to differently evaluate the events that have occurred, their experiences. Tricks of language give a person the opportunity to identify filters that distort understanding of reality, limiting his potential. Awareness of the presence of such filters allows you to subsequently get rid of them.

Using words, a person drives the perceived experience into a certain frame, where he highlights some of the aspects, and sends all the rest to the background. In the NLP system, these frameworks are called - frames... Their main function is to distribute attention when a person perceives or interprets something. They are responsible for where it goes, where it will focus. This is how frames impose frames and restrictions on the process of human interaction with the outside world.

For example, a person is asked to visit small room and memorize all the blue objects that are there. At the exit he was asked what items Brown color he saw. The man was confused. Because of the task he had received, he did not even look at objects of other colors. Since there was only blue in focus, the rest became the background. The principle of the frame is clearly visible here. Namely, how he sets the general direction that determines the course of thought and action.

Language frames affect how expressions are interpreted and how they will react to a person. It is interesting that connecting words such familiar and often used in speech as "but", "a", "and", "even if" control a person's attention, establish frames... Due to them, attention is focused on different points of the same statement, highlighting some of them in the foreground. How the emphasis is distributed is clearly shown in the following diagram.

Shifting focus of attention with language frames.

When using different connecting words, the expression "I want to achieve the goal, there is a problem" is perceived differently. "But" - focuses on the second event. There is concern about the existence of a problem. The desire to reach the goal with such a focus shift is practically ignored. "A" - puts equal emphasis on each event. “Even if” - focuses on the first event, and pushes the second to the background. Thanks to this, the goal is kept in focus, which makes it possible to take actions to achieve it.

When establishing such frames, the shift of the semantic stress does not at all depend on the essence of the statements themselves. In NLP, such context-independent speech structures are called patterns. The ability to identify these patterns helps shape language means helping to change the meaning of experiences.

One of these NLP tools is reshaping with the even if frame. This magic trick is very simple. In expressions where the “but” either belittles or completely devalues the positive experience, it is replaced with the “even if” structure. Thanks to this, a person concentrates on positive, constructive moments, and at the same time maintains a balanced point of view. This method is very useful for those who tend to regularly use the "yes, but ..." pattern.

New tricks

Frames impose frames on people's perception, sorting information into the one that will be in the center of attention, and the one that will be deprived of it, becoming the background. Using them allows attention to be directed in the right direction. As a result, a person becomes available to alternative interpretations of events, leading to the expansion of his capabilities. The most commonly used frames in NLP are shown in the diagram below.

Types of frames.

The result frame keeps the focus on the goal. Any information and activity, when it comes into focus, is evaluated for its usefulness for moving towards the cherished goal. This contributes to the fact that the person remains result-oriented, focused on finding resources to achieve it. Presumably, at the same time, a person is tuned in to successfully overcome difficulties and a positive future.

The "problem" frame focuses attention on the undesirable, thereby ignoring what is desirable. A person focuses on negative moments, searching for reasons and guilty ones, loses sight of thoughts about the future. Trying to get to the bottom of what happened, he plunges into chewing on unpleasant events. By constantly focusing on problems, a person can form habits of thinking about the bad, living in the past, instead of looking forward with hope and blazing new happy paths. It is useful to contrast this frame with the "result" frame. How to do this is reflected in the corresponding diagram.

Switching from one frame to another.

The process of establishing a "result" frame has two stages. First, the context of understanding is transformed from a problem into a goal. According to NLP, each problem can be seen as a challenge or an opportunity for change, growth, mastering something new. Such an approach radically changes the perception of problems and presupposes their obligatory favorable outcome. Secondly, the formulation of the goal is corrected by replacing words with a negative semantic connotation with constructive ones.

The statement, "My problem is fear of failure," supposedly has a hidden purpose in the desire to gain confidence in achieving success. Similarly, problems expressed in the fact that profits are falling, health is deteriorating or relationships are deteriorating, contain hidden desires that there should be a corresponding increase in profits, or.

Goals that are negatively worded do not positive results... However, it is not uncommon for people to express them in this way: "I want to lose weight", "I want" or "I want to stop being a failure." By formulating goals in a similar way, a person puts problems in the focus of his attention. That is, without realizing it, he makes the problem his goal.

To establish the "result" frame, you need to carefully scan your desires, answering the questions: What do you want? What qualities do you want to have? What do you want to be? What do you want to become? How would you feel when you lose weight, quit smoking, stop being a failure?

Understanding the causes of problems is important. It is only necessary to study them, keeping the focus of attention on achieving the goal. Otherwise, this search will lead into the jungle. When information is accumulated in relation to a goal, solutions can be found even if the problem remains unexplained.

Other frames are applied in a similar way. The “as if” frame encourages the person to behave as if the state they want has already been achieved. The "feedback" frame, as opposed to the "error" frame, helps a person to abstract from the feeling of failure, to interpret the problem situation differently, to make adjustments leading to the achievement of the goal.

Robert Dilts believes that the main function of verbal structures of language focuses is to help people in mastering the art of refocusing from frames of "error", "problem" and "impossibility", respectively, to frames of "feedback", "result" and "as if ". Their purpose is to contribute to the expansion of the limiting ideas about the world, the opening of new horizons of potential opportunities.

The magic power of the word

The structures of the focuses of the language are both very simple and endowed with amazing magical properties... Quite often, through their use, significant changes occur in the perception of a person and the assumptions on which it is based. Language focus patterns were developed through research into how to influence people through the skillful use of language patterns. Robert Dilts in the above book describes interesting examples obtained in the course of these studies. Here are three of them:

Female, a police officer, having received a call, drove up to the house where a family quarrel with elements of violence was taking place. A television set that had just been thrown out of the window of this house crashed near her. To smithereens. Knocking on the door, and hearing the cry of the angry owner: "Who else have the devils brought there?" After a short pause, the man laughed. The atmosphere was defused. It was possible to move on to dialogue.
Surgeon randomly correctly placed the accents, answering the questions of the newly recovered operated patient: “ Bad news... The removed tumor turned out to be malignant. " To her question, what next, he replied: “ Good news the fact that the tumor was removed in the most careful way. And then everything depends on you. " The last phrase inspired the patient so much that she reconsidered her habits, began to adhere to healthy way life, embarked on the path of self-improvement.
Mom's the phrase: "There is always a place for a good man", inspires a daughter, overcome by doubts, to still apply for admission to a prestigious university. To the pleasant surprise of the girl, she is accepted. Over time, she becomes a successful business consultant.

These examples have something in common. An uncomplicated phrase, accidentally thrown, sometimes turns out to be a turning point in a person's life. Due to the sudden insight from the words he heard, he has a spontaneous expansion of the framework of perception of reality that previously limited him. Suddenly he begins to see alternatives and resources that were previously not available to him. New horizons are opening up for him. Thus, the right words at the right moment can bring about significant creative change.

Unfortunately, words have the power not only to endow a person with power, but also to mislead him, to impose restrictions on his capabilities. Inappropriate words spoken at the wrong time can seriously harm a person, cause him pain.

Communication is a very delicate matter. Speech-endowed people actively use it. They are constantly in communication, interaction. One way or another, they certainly have a mutual influence on each other, be it conscious or unconscious. It is better that it be positive and constructive in any case. Otherwise, the gift ceases to be such ...

Foreword

The study turned out to be both fun and informative. Despite this, I felt that Socrates' gift of persuasion could not be explained by the meta model alone. The same was true for other phenomena described by NLP, such as representational system predicates (descriptive words indicating a specific sensory modality: “see”, “look”, “listen”, “sound”, “feel”, “touch”, etc. . NS.). These linguistic features made it possible to penetrate the essence of the Socratic gift, but could not fully cover all its dimensions.

These patterns are often used in controversy as a method of conducting discussion or constructing evidence. This earned them a reputation as a potentially powerful vehicle.

The purpose of the first volume of the book is to present to the reader some of my findings and discoveries so that the patterns of the "Tricks of the Language" can be used on their basis. My task was to reveal the principles and deep structures on which these patterns are based. In addition to definitions and examples, I want to offer you simple frameworks that will allow you to practice each of these patterns and illustrate how they fit in with other assumptions, principles, techniques, and concepts in NLP.

This book is gratefully and respectfully dedicated to Richard Bandler, John Grinder, Milton Erickson and Gregory Bateson, who taught me the magic of language and language.« of magic».

Robert Dilts,

Santa cruz, california

1LANGUAGE AND EXPERIENCE

The magic of the tongue

Language and neuro-linguistic programming

Workshop on "Tricks of the tongue"

Even…

New tricks

The magic power of the word

Foreword

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1
LANGUAGE AND EXPERIENCE