visual
Like the other two main types of people, visuals have their own characteristics, primarily related to vision.
- Visuals gesticulate more than other types of people. This is due to their desire to "show" what they are talking about.
- Visuals usually have a good eye. They are easily given such sciences as geometry, drawing. They can be great artists because external beauty is also important for visuals.
- If you ask the visual to remember what the hero of the film was wearing, which he watched two days ago, then the visual will first imagine him, and then he will begin to describe this picture in his head. This is how they deal with most information. They often have to remember and imagine a lot, so visuals often look at the ceiling.
- If in a large room with seats (classroom, restaurant) there is a choice of which seat to take, visuals choose the far corners opposite the door, near the windows, the last rows, as they need the widest and most complete view.
- Visuals remember images, pictures. They have a good visual memory.
- It has been noticed that during lectures, lessons, visuals often draw, stroke, simply drive a pen on paper.
- Visuals often observe other people a lot, draw their own conclusions. Often, each person in the visual has an association like "looks like ...".
Audial
For audials, hearing is the predominant way to receive information from the outside world.
First of all, the auditory will hear, and only then will he feel and see. Most often you can see a person of this type during communication, he can even afford to turn away from the interlocutor, but this will not mean that he does not listen, but rather listens to every word. The real auditory has bad memory on the terrain and faces, but it recognizes voice, movement and knocking well.
Extraneous sounds can significantly interfere with the concentration of attention for an auditory person, especially childhood. Most of all in work and teaching, the auditory person will remember what he discussed or what he was told. Auditory is characterized by such words: “hear”, “listen”, “say”, “speak”.
kinesthetic
AT this case It's mostly about touch. For these people, first of all, sensitive experience, emotional reinforcement are important. They also remember smells, tactile contacts, and physical actions well.
Kinesthetics - "feel" the world. People of this category do not know how to hide their feelings, their eyes betray them, so they often omit them. The answers to the questions are simple and straightforward. They make decisions based on their feelings.
Kinesthetics love taking hot baths and just love being massaged. After an unpleasant day, they are in a state of “squeezed lemon” for a long time. Kinesthetics hate uncomfortable clothes, they prefer comfort in everything. They perceive touches better than words, and love serious discussions. In your inner world they let only "chosen ones" in.
Submodalities
Submodalities- Objects allocated in NLP to describe the experience. The table below lists the characteristic submodalities for each sensory representational system.
| touch representative system |
Submodalities |
|---|---|
| visual |
|
| Auditory |
|
| kinesthetic |
|
The position of science
The theory of representational systems has repeatedly been subjected to scientific criticism. In 1984, Christopher Sharpley published a review of 15 studies aimed at testing the existence of representational systems and the effectiveness of those based on this concept. NLP techniques. He concluded that the evidence for the effectiveness of such techniques is weak, and that studies have not produced any reproducible results supporting the existence of representational systems. Most of the others scientific experiments also did not confirm this theory, but some studies gave a positive result.
However, the concept of representative systems is still used in some scientific papers and taught in some universities.
see also
Notes
Wikimedia Foundation. 2010 .
Each person perceives the world in their own way. Its perception is based on one or another channel of information flow: visual (visual), auditory (auditory), kinesthetic (bodily). Let's look at what representational systems of perception and information processing exist, understand what each of them means and learn to identify the types of systems in ourselves and others.
There are leading systems that we use most often to process information. So, many people think mostly in pictures, as if playing a movie in their head. Others prefer to lead internal dialogue. Still others will base their actions on internal feelings in relation to the situation (“warms the soul” or not, “catches”).
That's why different people become more successful in solving individual tasks, depending on what the specifics of this task are. For example, a musician's auditory channel of perception will be clearly more developed, while an athlete needs to develop a kinesthetic channel. The architect, by virtue of his profession, prefers to think in images.
It happens that people cannot understand each other just because they speak literally different languages– that is, in the languages of different representational systems.
For example:
Wife: "You don't love me at all."
Husband: "But it's obviously, Why you are not notice?»
Wife: "You never you say me about love."
It is clear that the wife thinks in sounds, and the husband in images. As a result, mutual understanding becomes impossible.
People who are in equally own all channels of perception and information processing, and can use them at their own discretion, very little. Although representative systems are not mutually exclusive, in general, a person has one main channel for perceiving, processing and storing information, the second is auxiliary, and the third is the least developed.
Knowing the leading representative system of the interlocutor will allow you to speak with this person “in the same language”, and thus establish rapport with him, arouse the person’s subconscious trust in relation to you.
How to determine which way of processing information for a person is “native” and which is not. Exists whole line indicators that can help us with this: behavior (breathing, speech rate, etc.), eye access signals, speech (words and expressions). Let's analyze each of them.
Behavioral characteristics
visual: speaks faster, louder, and in a higher pitch because images come to mind quickly and a person has to speak quickly to keep up with them. Breathing is upper and more shallow. Often there is increased muscle tension, in particular in the shoulders, the head is held high, and the face is paler than usual. Gestures are also "high", are at the level of the face. It is important to see the interlocutor, so eye contact is important. Can increase the distance to "cover" the gaze of the interlocutor. In speech, words of the corresponding modality are used: “I see what you are saying”, “it cleared up in my head”, etc.
Audial: breathes with the whole chest. Often there are small rhythmic movements of the body, and the tone of the voice is clear, resonant and vibrating, melodic. The head balances on the shoulders or is slightly inclined towards one of them, as if listening to something. People who talk to themselves will often tilt their head to one side, propping it up with their hand or fist (telephone posture). Some people repeat what they hear to the beat of their breath. Often does not look into the eyes, because. listens to the words. Gestures are mainly at chest level, above the waist, medium latitude movements. In the vocabulary there are such words as, “this is consonant with me”, “I missed it”, etc.
kinesthetic: characteristically deep low breathing abdomen, often accompanied by muscular relaxation. A low-pitched voice, rich in overtones, is associated with a low head position. Prefers to speak slowly, with long pauses. Gestures are also "low-lying", i.e. gestures predominantly occur below waist level. The movements are large, sweeping, free, the body is relaxed. He tries to get closer to the interlocutor, to touch him. Often uses words like “I felt”, “felt”, “hands itch”, etc.
AT recent times began to allocate another type of people.
Digital: they are characterized by shallow, shallow breathing, mechanical, memorized movements, the voice is also dry, monotonous, devoid of emotional nuances. Such people prefer sensory-indefinite words and expressions that carry only dry information, devoid of subjective information. emotional coloring. In speech, they use words that signal understanding, acceptance of information “understandable”, “interesting”, “I know”, “I'll think about it”, etc., often operate with numbers. For them, the most important thing is the internal dialogue.
In addition to the above bodily manifestations, there are also keys that allow you to directly and clearly determine what the train of thought of a person in this moment time. These keys are called eye access cues.
Depending on the direction of eye movements, which are known to be directly related to the activity of the brain, it is possible to determine which perceptual system a person uses to process information, as well as whether he remembers something or still comes up with something.
Below is short description options for moving the eyes of the person answering your question, and their interpretation.
Eye access signals
Up left.
Visual construction of the image
If you ask someone to imagine a purple bull, the person will look up and to the left because they will be constructing a purple bull in their brain.
Up right.
Visual memory of the image
If you ask someone "What color was the wallpaper in your room as a child?" they will remember and their eyes will move up and to the right.
Left.
Sound construction
If you ask someone to play the highest sound an alien can make in their head, they will begin to construct a sound in their head that they have never heard before.
Right.
Sound memory
If you ask someone to remember what his mother's voice sounds like, he will look to the right.
Down left.
Access to sensations
If you ask someone "Can you remember the smell of a fire?" they will look down and to the left.
Down right.
Internal dialogue
This is the direction of the eyes while someone is "talking to himself".
Defocused gaze straight ahead - visualization.
In order to learn how to read signals from a person, you can practice with someone you know, asking him questions, tracking the reaction. Below is a range of such questions.
Questions involving visual recall:
- What color is your front door?
- What do you see when you walk to the nearest store?
- How are the stripes on the skin of a tiger?
- How many floors are in the building you live in?
- Which of your friends has the longest hair?
Issues requiring visual design:
- What would your room look like with pink mottled wallpaper?
- If the map is turned over, which direction will be southeast?
- Imagine a purple triangle inside a red square.
- What would your last name look like written backwards?
Questions requiring auditory recall:
- Can you hear your favorite piece of music inside you?
- Which door in your house creaks the loudest?
- How does the busy signal sound on your phone?
- third note in national anthem above or below the second?
- Can you hear choral singing inside yourself?
Questions for auditory construction:
- How loud will it be if 10 people shout at the same time?
- How will your voice sound underwater?
- Which door creaks the loudest?
- Imagine your favorite tune playing twice as fast.
- What sound will a piano make if it falls from the 10th floor?
- What would a mandrake's wail sound like?
- How would a chainsaw sound in a corrugated iron shed?
Questions for internal dialogue:
- In what tone do you talk to yourself?
- Read nursery rhyme inwardly.
- When you talk to yourself, where does your voice come from?
- What do you say to yourself when things go wrong?
Questions for the kinesthetic channel of perception:
- How would you feel when you put on wet socks?
- What does it feel like to put your feet in a cold pool?
- How would you feel if you pulled a wool sweater over your naked body?
- Which hand is warmer now: right or left?
- How pleasant would you be to sit in a bathtub with warm water?
- How do you feel after a delicious lunch?
- Remember the smell of ammonia.
- What do you feel after taking a whole spoonful of salty soup?
Eye movements are very fast and you have to be observant to see them. They will show the sequence of representational systems that a person uses to answer the question posed. For example, when answering an auditory question about a door creaking loudly, a person might visualize each door, mentally feel it open, and then hear the sound. Often a person will turn to their host system first to answer a question.
In some cases, tracking eye movements can tell if a person is being honest with you.
If the interlocutor is going to hide something, lie to you, then in this case his gaze moves along a certain path, which is called "trajectory of lies": first look is directed left up or left horizontally (relative to you)- the interlocutor refers to the visual or auditory construction, then right down- a person turns to the control of speech. That is, the interlocutor first imagines how it can be, constructs speech, after that he tries to choose words so as to say only what corresponds to the presented, constructed, and nothing more.
In addition to eye signals, which often reflect a person's thought process, his leading representational system can be determined by the sensory-defined words and expressions that he most often uses in speech. Below are examples of words and expressions that can be used by representatives of different modalities.
Sensory-Specific Words and Expressions
visual: look, picture, focus, imagination, insight, scene, blind, visualize, perspective, shine, reflect, clarify, consider, eye, focus, foresee, illusion, illustrate, notice, view, sight, point of view, show, appear, announcement, see, review, review, vision, spectacle, observe, obscure, dark.
Auditory: speak, emphasize, rhyme, loud, tone, resonate, sound, monotonous, deaf, call, ask, stress, intelligible, hear, discussion, declare, make a remark, listen, ring, shut up, taciturn, vocal, sound, voice, speaks, silence, dissonance, consonant, harmonious, shrill, quiet, mute.
kinesthetic : grab, hand, contact, push, rub, hard, cold, rough, grab, squeeze, take, strain, tangible, tangible, tension, hard, soft, gentle, pinch, hold, hurt, endure, heavy, smooth.
Neutral : decide, think, remember, know, meditate, understand, intend, realize, evaluate, teach, motivate. Change, conscious, relate.
Visual expressions:
- I see what you mean.
- I am considering this idea carefully.
- We look eye to eye.
- I have a vague idea.
- He has a blind spot.
- Show me what you mean.
- You look at this and laugh.
- This will shed some light on the subject matter.
- He looks at life through rose-colored glasses.
- It cleared up for me.
- Without a shadow of a doubt.
- Look skeptical.
- The future looks bright.
- The solution appeared before his eyes.
- Pleasant spectacle.
Auditory expressions:
- At the same wavelength.
- Live in harmony.
- Speak in gibberish.
- Pass over the ears.
- Ring the bell.
- Set the tone.
- Word for word.
- Unheard of.
- Clearly expressed.
- Give an audience.
- Keep your mouth shut.
- The manner of speaking loudly and distinctly.
Kinesthetic Expressions:
- I contacted you.
- I got the idea.
- Hold on for a second.
- I can feel it in my liver.
- A person with a cold heart.
- Cold blooded person.
- Thick-skinned.
- Hands itch.
- Don't touch with your finger.
- Didn't hit a finger.
- Solid base.
- Burn with desire.
- Not enough stars from the sky.
- Smoothly regulate.
Take some time each day to listen to your own and others' speech, ignoring the content, and pay attention only to sensory-specific words specific to sensory experience. At first, this will require some concentration, but soon this will no longer be necessary, and you will learn to automatically recognize the patterns of representational systems.
How this information can be used
The tactics of influencing a person depends on the leading modality. To build rapport (subconscious trust), match the other person's predicates. You will speak his language and present ideas to him exactly the way he thinks about them.
During communication with visual use turns “see”, “it’s obvious”, “look”, etc. Rely on figurative comparisons, talk about "bright prospects", maintain expectations of a "brilliant future".
In communication with auditory necessary maximum attention pay attention to the intonations of speech, since this will be the main instrument of influence. Use Selection hidden suggestions using your voice (raising or lowering the tone, changing the timbre, raising the volume, switching to a whisper). Use expressions like "listen", "I can't believe my ears", "like thunder in the middle of clear sky", etc.
When communicating with kinesthetic put into speech more descriptions possible sensations that the interlocutor may have during the interaction. Say the phrase "you can feel that ..." more often, give him a "feeling of firm confidence", or "a rod on which he can lean."
For example, if a person tells you "Look" - answer: "I see", or "Now I will see better." And if he says: “I want to talk”, answer “I am listening”, or: “Will you listen to me too?”. In response to the words “I am worried”, you can say: “I feel your state”, or “What is the reason for your mood?”. This way you will be able to avoid a common mistake when one of the interlocutors says: “Do you feel?”, And the other answers “I don’t see.”
Success will depend, first, on your sensory acuity and ability to see, hear, or grasp other people's linguistic patterns. And secondly, whether you have enough vocabulary in each representational system to adequate response. Of course, not all conversations will take place in the same system, but language alignment is extremely important to rapport.
Turning to group of people , use a variety of predicates. Let the visuals see what you are saying. Let auditory-thinking people hear you loud and clear, build a bridge to those kinesthetic-thinking audience members who can get the gist of your speech. Otherwise, why would they listen to you? If you limit your explanation to just one representational system, you run the risk of two-thirds of the audience not following you.
If you understand how a person perceives information received from other people, then you can find a lot of nuances and features in this issue. What works well with some people may not work well with others. Someone understands us perfectly, and we can try to “get through” to someone for a very, very long time, and often our attempts will remain unsuccessful. While some are wondering why their interaction with others does not bring the desired result, others use it in their Everyday life knowledge about the representation of information, i.e. about those features that differ in the presentation and perception of different people.
In our previous two lessons, we introduced you to basic techniques neurolinguistic programming. But they concerned language aspect this direction practical psychology. And very little has been said about the impact of neuroprocesses on the psyche and perception of a person. The presented lesson is devoted to this topic.
From this lesson you will learn about what representational systems are and what role they play in NLP, as well as what methods of transferring experience and types of perception systems (visual, auditory, kinesthetic and others) exist. The article will also present methods for determining the leading modality (the main representative system) in a person, including various methods diagnostics such as tests, special questions, observations, etc.
Human representational system
To begin with, it should be recalled that representation should be understood as the process of presenting and expressing a certain experience (thoughts, ideas, etc.) by a person. And a person, receiving information coming to him from the outside world, always relies on his senses. Human body supplied huge amount sensitive receptors that are the only way get information. To put it simply, the whole experience of a person is formed by the following sensations (modalities): visual, auditory, gustatory, olfactory and tactile. There are others besides them, but they play a secondary role. These modalities are called representational systems in NLP.
Receiving information through our senses, the brain encodes it and then presents it in the form of relevant data, feelings and emotions, even a small part of which is capable of accommodating a whole range of possible meanings. And already these data and values are evaluated and systematized by a person. In short, this is the process of perception. But here one should take into account the main presupposition (truth that is not subject to discussion) of NLP - “The map is not the territory”, where the map is a person’s perception of reality, and the territory is itself objective reality. It turns out that the way a person perceives the information received has only a subjective meaning, not reflecting the objective state of affairs. Each person has his own map, which is the basis of his perception, and this map, due to its individuality, will never become a reflection of the truth. But on the other hand, knowing that each person has his own map, you can successfully use it, which, in turn, allows you to understand people at a deeper level and convey information in the form in which it will be perceived as accurately as possible. You can also influence the map of a person, thereby changing it.
In general, to be more specific, knowing about the map of a person and his peculiarities of perception, as well as about his map and his own characteristics, you can maximize the level of mutual understanding with others and make any communication as effective, mutually beneficial and productive as possible. And one of the main ways of influencing oneself and others is communication based on representative systems. We will talk about them further.
Types of representational systems
In NLP, there are several main representational systems, each of which receives information only in its own way, and then activates certain behavioral mechanisms. The whole process is controlled by the central nervous system person. For example, when we see something, the brain transmits the perceived image to us. When we hear something, the brain transforms it into sounds. Some inner feelings turn into feelings and emotions. And then, when we remember any information, our brain gives a memory signal, and the memory is expressed approximately in the same form in which it was stored. It is on these principles that work with representative systems is based. It should also be noted that there is a direct relationship between the representative systems and the mental and physiological characteristics of a person, on the basis of the analysis of which it is possible to determine the type of person's personality and its characteristic features. So, let's look at the types of representational systems.
Visual representational system
The visual representational system is based on the perception of visual images. People with such a system (visuals) organize their vision of reality through what they look at. What such people see and the pictures that arise in their imagination, has direct influence on their emotional condition and inner world.
SIGNS. You can identify the visual by a straightened neck/back, as well as by looking up. His breathing is shallow and, in most cases, chest. When perceiving an image, visuals may hold their breath for a moment until the image is formed. Their lips can be compressed and look thin, and their voice often becomes loud and high-pitched. Any experience is remembered by visuals in the form of pictures and images, so when you have to perceive someone's speech for a long time or just listen to something, they start to get bored, and the noise itself often disturbs them. When communicating with such people, you need to provide visual support to your speech. AT percentage Visuals account for 60% of all people.
APPEARANCE. Visuals tend to have a lean physique, tall and slightly longer waist. often supported correct posture. When interacting with them, it is advisable not to block their space to view the place where they are.
auditory representational system
The auditory representational system is based on the perception of sounds. People with a presented system (audials) perceive information through the process of listening. All information is perceived and remembered by them, mainly in the form of sound impressions.
SIGNS. You can recognize the auditory by frequently moving in different sides eyes. Breathing rhythmic and even, but reflecting his inner experiences. If you ask such a person to describe some kind of experience, then, first of all, he will think about how to express it in the form of sound. The auditory speaks for a long time and a lot, expressing his thoughts very clearly. However, his speech can be very impulsive. In conversation, it often dominates and often tires. He has a special sensitivity to sounds and often talks to himself. When communicating with the auditory, you need to try to build your speech more competently and accurately. As a percentage, about 20% of all people are auditors.
APPEARANCE. The physique of most audials is a cross between thin and obese people. In the course of a conversation, they often gesticulate and point to the area of \u200b\u200bthe ears, and also lean forward, as if trying to be closer to the person they are communicating with. But when sounds arise in their own consciousness, they will, on the contrary, deviate back. Follow the rhythm of your speech and the timbre of your voice.
kinesthetic representational system
The kinesthetic representational system is based on the olfactory-tactile channel of information. Such people (kinesthetics) are very fond of tactile contact. Any experiences, emotions and sensations are best perceived by them if they have the opportunity to touch something, feel it physically.
SIGNS. You can recognize kinesthetics in a person, first of all, by the eyes: his gaze often has a “down-right” direction. Breathing kinesthetic abdominal and deep, but depending on the sensations experienced by him, will change. The lips are, in most cases, soft and full, and the tone of the voice is low, deep, sometimes hoarse and slightly muffled. During a conversation, the kinesthetic person will speak slowly, making long pauses while searching for relevant information within himself. Kinesthetics account for about 20% of all people.
APPEARANCE. If the perception of kinesthetics is directed inward, then, most likely, outwardly this will be expressed in the fullness and roundness of the body. If perception is directed towards external world, then this will reflect strength and muscularity. Most Kinesthetics move rather slowly. To encourage them to be active, physical contact is often required - a clap or some kind of encouragement. And when communicating, it is recommended to be closer, because. kinesthetics prefer closeness.
Digital representational system
The digital representational system is based on subjective-logical perception and comprehension. People using this system (digitals) function at a meta-level of consciousness, which includes data received through the visual, auditory and kinesthetic systems. Any information perceived by them is reflected in all manifestations of the above systems.
SIGNS. You can understand that a person is digital both by the movement of the eyes, which can often be directed down-to-left or move from side to side, and by thin and compressed lips. His breathing is uneven and characterized by short sighs. If we talk about the posture, then the shoulders are usually straightened, the neck is straightened, the arms are crossed on the chest. The voice often sounds monotonous, and the person speaks as if "on the machine." Only a small percentage of all people are classified as digital.
APPEARANCE. Considering that people with a digital representational system include the properties of people with visual, auditory and kinesthetic systems, to determine their exact external signs pretty hard. We can only say that outwardly they can look completely different.
In addition to the above, there are also two other representative systems - these are olfactory (olfactory) and gustatory (gustatory). But these systems are very rare and people who have them are quite rare. These systems are observed mainly in those people who are deaf or blind. For these reasons, they are almost never considered in NLP.
Summarizing this section, it is very important to note that there are no people with any one representative system. AT real life people always (consciously or subconsciously) change them based on the situation. Depending on what is perceived at a given moment in time, a person can process one manifestation visually, and approach the second from the position of the auditory, and vice versa.
Speaking about the effectiveness of the definition of representative systems, it must be said that one of the main laws of NLP is the following: what a person says when describing any of his experiences can have not only a metaphorical meaning, but also literally reflect the processes taking place in his mind during the representation of data . It follows from this that any representational system is directly related to speech manifestation. For example, if a person tells you: “It seems to me the same as it seems to you,” then most likely, when communicating, he feels the need for visual images. And in order to “join” it, it is necessary to visualize a picture of what is being said and express it verbally. If a person says: “I feel with all my being…. ”, then continuing a conversation with him, being tuned to the position of the auditory or visual, will be extremely inefficient, because. alignment will not occur. Here you need to talk using words that are close to sensations and physical contact. Only in this case it will be possible to find mutual understanding.
The words that a person uses most often during a conversation, based on sensations and reflecting his perception, are called predicates (see below in the text). Skillful use of predicates promotes rapid attunement with another person. It is this attunement, i.e. adjusting to another person, joining his perception, map, worldview and model of representation of experience has the most importance when establishing a relationship. After all, when we speak with any person in "his" language, we become closer to him and closer to him. And people, as a rule, are pleased to communicate with the same as they are.
But, as already noted, for effective communication it is important not only to know about representative systems, but also to be able to determine the main one.
Definition of Leading Representational System
Despite the fact that a person perceives any information he receives with the help of all representational systems, he uses one of them much more often and more intensively than all the others. This system is called the leader. And in order to determine which of the systems it is, there are several effective methods in NLP.
First, as mentioned above, any representational system is reflected in the movement of a person's eyes, the pace of his speech, the timbre of his voice, the manner of holding his posture, the position of the neck, gesticulation, hand and body movements, favorite postures, and also in body type. To understand which system is leading, you just need to know the signs of each of them (see above) and be able to identify them when communicating with people and observing them. An example is the eye positions characteristic of each system, called eye access keys.
People with a leading visual representational system will have a defocused, straight-forward gaze when visualizing. visual image their gaze will be directed up-right, and if a person remembers something, his gaze will be directed up-left.
People with a leading auditory representational system will look to the right when forming sound images, and to the left when recalling them.
People with a leading kinesthetic representational system will look down-right when bodily sensations and emotions occur, and down-left during internal dialogue.
And secondly, because the determination of the leading perception system is carried out on the basis of observation of a person in the process of interacting with him, the analysis of his speech and the determination of the most frequently used predicate words, which we recently mentioned, should be carried out most carefully. Below are the predicates that are most typical for people to use each of the systems.
visual system
- Nouns: perspective, aspect, picture, illusion, point of view, nuance, position, etc.
- Verbs: describe, represent, look, clarify, manifest, observe, notice, show, display, illustrate, see, etc.
- Adjectives: wide, narrow, blurry, clear, open, remote, small, clear, foggy, etc.
- Statements: “I represent”, “In my opinion”, “It seemed to me”, “You see”, “Shedding light”, “Bringing clarity”, etc.
auditory system
- Nouns: intonation, timbre, voice, dialogue, whisper, echo, song, sound, tonality, symphony, harmony, conversation, conversation, etc.
- Verbs: discuss, listen, ask, call, be silent, express, speak, expound, mumble, etc.
- Adjectives: unheard, deaf, silent, speaking, melodic, mute, noisy, sonorous, loud, etc.
- Sayings: “Saying differently”, “They set the tone”, “I want to hear”, “You can say”, “Muting down the dialogue”, etc.
kinesthetic system
- Nouns: tension, heaviness, contact, load, breathing, movement, fatigue, cheerfulness, weight, influence, etc.
- Verbs: touch, touch, feel, feel, hit, squeeze, balance, perceive, move, etc.
- Adjectives: unbearable, sensitive, soft, immovable, cordial, hot, unbalanced, hardy, dumbfounded, etc.
- Sayings: “I feel that”, “Influencing the situation”, “Holding on tightly”, “Carry heavy burden”, “Let’s make an impact”, etc.
Naturally, these are not all words and expressions, by identifying which one can determine the leading representative system of a person. In fact, there are a great many of them and there are an uncountable number of different variations. It is important to simply learn to determine the main line that a person adheres to in his statements. Better yet, learn to compare these predicates with the physiological manifestations that characterize each of the systems. Then it will be much easier to draw a conclusion, and the probability of its accuracy will increase significantly.
But in addition to the above features, which should be observed when communicating with people, aspects of a person’s life and activity can also speak about a person’s predisposition to one or another representative system.
What else to look for when determining the leading representational system:
- How does a person describe his experience, experiences, memories;
- What a person likes to remember most of all, what moments of his life he remembers more than others;
- Appearance of a person: whether he is neat, how good a person looks, what attention he pays to his appearance;
- Favorite items;
- Favorite pastimes, interests, hobbies, hobbies;
- What does a person like more: watching movies, listening to music, reading books, playing sports;
- Favorite way to relax, ie. what a person does if he has a free minute;
- Preferred method of obtaining new information: video, audio, books;
- Orientation in space;
- Desire to communicate by phone, skype, e-mail;
- The situation in the apartment and the interior of the room in which the person lives, etc.
Moreover, all these indicators are important not only in relation to those people with whom you have to communicate at work or other daily affairs, but also in relation to your loved ones and yourself. After all, their definition will help not only learn to communicate more productively, but will also have a huge positive influence on the own state and mood in everyday life, inner peace dear people, microclimate in the family and attitude to life in general.
Recommendations for using knowledge about the representative system
At the end of the lesson, we present some useful practical advice, which you can try and get the result in the very near future.
1. First, identify your leading representational system. Find tests to determine it (there are a lot of tests on the Internet) and go through them, observe yourself, your thoughts during the day, reactions, ways to conduct a dialogue. Mark the words that you often insert into your speech. This will help you get to know yourself better. In the future, you will be able to apply this knowledge when communicating with others and will be able to indicate to those with whom you communicate how to interact with you more effectively. You will also be able to find the methods of obtaining information and ways of relaxation that are most suitable for you. After all, nothing has such a beneficial effect on a person and his psyche as doing what he is initially predisposed to.
2. As you know, the vast majority of people in the world are visuals. Use this knowledge to your advantage: always, when communicating with new people, focus on those methods of influence that act on people with a visual representational system. Use more figurative expressions in your speech, give bright colorful examples, create pictures in people's imagination of what you are talking about. Also keep a certain distance from people, giving them room to see. Once you use the pre-arranged techniques, you will be able to give the right assessment already for sure and evaluate the effectiveness of your communication and impact. And if your predictions did not come true, you should resort to the use of other techniques.
3. Having at least approximately determined the leading representative system of a person, try not to use such predicate words that do not correspond to his type. What will be extremely effective for the visual will not suit the auditory and kinesthetics, etc. at all. If you see that what you are saying does not have the desired effect, then most likely you have misdefined the system, and you should resort to experimenting with new words.
4. When communicating with people of each representational system, try to adjust the pace of your speech and the volume of your voice to suit them. With kinesthetic learners, you should speak slowly and not very loudly, because. it fits their "characteristics". This is necessary so that the information flows smoothly, otherwise they simply will not understand anything from your speech, even if they try very hard. With auditory it is somewhat easier, because. they are subconsciously tuned to auditory perception and what you say will immediately fit them “on the shelves”. But here it is important to speak not too slowly and not too quietly, because. the original message will lose its momentum and you will have to start over. Visuals generally don't take things very well to what they're told. Therefore, regardless of the pace and volume of your speech, try to use primarily visual characteristics. And even better - show them what you are talking about - then the information will go straight to the point.
5. The eyes display very well thought processes person, because controlling eye movements is a rare ability and few can boast of it. Knowing this fact helps not only to determine the leading representational system, but also to identify lies. Remember, a person who is uncomfortable will either always look away from yours and try to avoid it. Or, on the contrary, he will not stop looking into your eyes, trying to seem overly honest. Watch which way the person is looking when talking to you: very often, if a person is lying, he will look down and to the left, conducting an internal dialogue with himself and, most likely, trying to come up with something. If a person looks up and to the right, it means that he creates some kind of image in order to then voice it to you. Looking to the right, a person selects suitable phrases, and looking down to the right, a person feels some kind of emotion due to the context of your conversation. Such methods of determining lies are often used by specialists in the special services.
6. Knowledge about representational systems is very useful when raising children., because a correctly identified leading system will help to build such a strategy for influencing the child, following which the very process of upbringing will bring him only pleasure, causing interest, and the parent will not be a burden, because. will happen easily and naturally. By influencing the child's representative system, you can improve performance at school, determine his predispositions and send him to the appropriate section, learn to explain complex things in a very simple and understandable language, and also avoid misunderstandings and, as a result, tense situations in the family.
7. And, of course, you can not ignore the topic professional sphere activities. Knowing the leading representative system, for example, your boss, with whom relations are not developing very well, you can change the situation in a favorable direction for yourself, solve painful problems, and even get a raise or an increase in salary. To do this, you need to learn how to express your thoughts as correctly as possible and convey them so that they are extremely understandable. Moreover, the boss himself may not even realize that he has been given direct impact from your side.
8. The same applies to business: by influencing the representative systems of your colleagues and potential partners, you can decide contentious issues profitably and conclude promising contracts, convincing people of the uniqueness of their project. To date, the heads of many successful companies and corporations use similar knowledge from the field of NLP in managing their companies and interacting with partners and employees.
Based on the foregoing, we can conclude that representative systems are an integral part of the personality of each person, and knowledge about them is a powerful and effective tool for improving communication with other people and one's own personality. own life. The main thing is to put them into practice and hone your skills.
Have you ever wondered why some people free time like listening to music while others prefer watching movies or reading books? Why do some like to chat on the phone, the second to correspond in in social networks, and the third to spread their own and consider other people's pictures?
The thing is that different people differently perceive the information coming to them from the outside world.
There are three main channels of perception through which a person usually communicates: eyes, ears, and tactile sensations. And each person has a different sensitivity of these channels.
Through the eyes we perceive visual images- cinema, photos, drawings, that is, what you can see. People whose perception through visual images predominates are called visuals.
Through the ears we receive various auditory information - speech, music, noises, that is, what can be heard. People who prefer auditory perception are called auditory.
By using tactile sensations we can feel temperature, taste, pain, etc. People who perceive information primarily through sensations are called kinesthetics.
Recently, a fourth type of people has begun to be distinguished - digitals or discretes. This type is very rare compared to the other three. The peculiarity of digital people is that they perceive information with the help of logic, digital calculations and comprehension.
Consider each type of people in more detail.
visual
A person with a dominant visual system, as a rule, speaks quickly, gesticulates actively, and is impatient in conversation. When he explains something, he tries to show a certain image that appears before his eyes. The visual quickly grasps everything new, easily remembers information.
Signs of a leading visual representational system:
1. Mobile and mobile (energetic).
2. They love movement.
3. The condition depends on the visual environment.
4. Usually they speak quickly, impatiently.
5. They do not like to be interrupted, because then the course of their thought-pictures is interrupted.
6. They gesture with their hands, especially when they are carried away (as they indicate mental imaginary images).
7. Recall feelings in the form of pictures.
8. Rhetorical questions more often formulated in the form: "Can you imagine what I'm trying to say?", "Does anyone see the point in this?"
9. They don't like to work on the phone.
10. They love graphs, diagrams, short speeches.
11. Physiological signs: breathing is shallow and frequent, when they are looking for an answer to a question, they stop breathing.
The way to build and maintain relationships with the visual:
1. Do visual scores- beautiful, bright, dark, etc.
2. Listen actively, do not interrupt, repeat the last sentence or a few words.
3. Ask questions that stimulate the visual modality.
4. Show instead of talk.
Audial
Audials speak measuredly, express their thoughts consistently, their speech is intelligible. If necessary, they can easily repeat the presentation verbatim. own thoughts. Audials tend to be consistent and logical. Easy to learn languages good storytellers They are nice to listen to.
Signs of the leading auditory representational system:
1. Tend to work well if there are no distracting sounds.
2. Open to discuss the case from all sides.
3. Decisions are based on logic.
4. Involuntarily move lips when thinking or listening.
5. Try to dominate the conversation.
6. Noise is a source of great discomfort.
7. The quality of the work depends on how well it is explained.
8. They like to perceive information at the same speed with which they themselves speak.
9. Great on the phone.
10. They quickly master a foreign language.
11. Physiological signs: rhythmic breathing (metronome), diaphragmatic; sigh when they make decisions. Not as tense as visual people.
How to build and maintain a relationship with the auditory:
1. Speak to them with rich intonation in your voice.
2. Tell more than show (“Tell me”, “Explain to me”)
3. Let him talk
4. Accurate verbal instructions will stimulate his work.
kinesthetic
More than others, kinesthetics are capable of deep emotional empathy. They usually speak slowly, low pleasant voice. Their thinking is intuitive, and intuition works faster than logic. Actually, logic itself is not essential for them, which allows them to make extraordinary decisions. Kinesthetic learners can positively influence their environment and be highly respected by colleagues.
Signs of the leading kinesthetic representational system:
1. Two types of kinesthetics:
a) External kinesthetics - they are more guided by external feelings (softness of the chair,
temperature in the room), tend to hold everything in their hands, touch everything, including people, when they communicate;
b) Internal kinesthetics - more focused on inner feelings, emotions.
2. Can act like very attentive and patient listeners.
3. They look for deep emotional layers in the conversation: what motivates, what are the intentions, what are the goals of the conversation?
4. Intuitively perceive in what state you are.
5. They love sports and physical activity and, as a result, are more likely to be in a better physical form, than others.
6. Appreciate humor (subtle) and metaphors.
7. Physiological signs: breathe deeply and very slowly; say more low voice and slower than visual and auditory people.
How to build and maintain a relationship with a kinesthetic person:
1. Talk about feelings.
2. Let you feel your interest in the issue under discussion.
3. Periodically ask questions about whether he likes the way things are discussed, if he feels well, if he wants something.
Digital (discrete)
A digital can be difficult to recognize, as in communication he tends to imitate his interlocutor, to adopt a demeanor. Its only difference is the desire for logic in everything - in conversation, in behavior, in decisions. The main meaning for them is the words spoken or written, their meaning and meaning. There are very few digitals, literally one in 10,000. So the chance of meeting him is small.
Of course, in pure form each of the above types of representational system is extremely rare. As a rule, types of perception are mixed to one degree or another. However, in almost every person it is possible to distinguish the predominant or dominant type perception. And his behavior, style of communication, tastes and preferences depend on it.
