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 know what is representative systems, 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 perception 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 the often moving eyes in different directions. 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, it is often necessary to show physical contact - to clap or somehow encourage. 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 this moment 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 defining 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, you can take a special test to determine your leading representational system.

Leading Representational System Test

To get started, read the simple rules:

• When answering the question, choose the option that seems most preferable and comfortable for you in most cases. life situations. If you don't like both options, then choose the least unattractive option.
• Due to the fact that some of our characteristics change throughout life, and the same person at 7 years old differs from himself at 30 years old, try to answer the questions from the point of view of yourself today. When you are given a choice in some hypothetical situation, answer as if this situation was very recent and choose what you would do on the horizon of the last 1-2 years.
• The test can be taken several times, but we do not recommend doing this, it is better to choose a time when you can pass it carefully in one go.
• Test data will be recorded after you answer the last question and see confirmation of the end of the test. If you finish the test earlier last question and close the page, the data will not be saved.
• The test can be taken any number of times, but remember that only the last one is saved. If you have already taken this test, a sign will be displayed in the left menu.

Secondly, 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, his posture, neck position, gestures, hand and body movements, favorite postures, and also in body type. These characteristics are important when you need to determine not your own representational system, but the system of another person (it is far from always possible to invite everyone to take a test). 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 direct their gaze 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 thirdly, 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 made 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 pass 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 in with 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 reflect the thought processes of a person very well, 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 resolve controversial issues to your advantage and conclude promising contracts, convincing people of the uniqueness of your 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.

Test your knowledge

If you want to test your knowledge on a topic this lesson, you can take a short test consisting of several questions. Only 1 option can be correct for each question. After you select one of the options, the system automatically proceeds to next question. The points you receive are affected by the correctness of your answers and the time spent on passing. Please note that the questions are different each time, and the options are shuffled.

The concept of representational systems

Representative system - an advantageous way of processing, storing and replaying previously received information. VAK is an abbreviation for sensory representational systems - visual, auditory and kinesthetic.

Representative system - practically synonymous with the concepts of modality and channels of perception, although there are some differences between them. See Representational system, perceptual channel and modality.

The concept of the Representational System is often used in NLP.

Main representative systems:

visual- based mainly on visual images;

auditory- based mainly on auditory images;

auditory-tonal- highlighting, first of all, sounds and tonal sequences;

auditory-digital- highlighting characters (words);

kinesthetic- based mainly on sensations.

conceptual(discrete, digital) - based on the logical understanding of the signals of other systems. There is an opinion that the concept of a discrete Representational System should not be considered as a representative system, since it implies that the incoming signals have already been pre-processed.

In addition, the olfactory (smell) and gustatory (taste) systems are sometimes distinguished, but they are very poorly distributed.

HAC and sensory persuasiveness

If you use all three of your partner's representational systems when communicating with your partner, this gives you the most sensory persuasiveness from your words. When he seems to see what you want to show him, hear what you say to him, practically feel what you want to convey to him.

Visual channel, auditory, kinesthetic.

Representational systems and vocabulary preferences

When given a choice, people are more likely to use words that match their representational system.

Visual: “Your position looks right”, “your rightness is obvious”, “I see the truth in your words”

Auditory: "Sounds like the truth"

Kinesthetic: "I feel that you are right", "the truth is felt in your words"

Digital: "I think you're right", "you're definitely right".

In practice, this is used in NLP methods due to the impossibility of a more accurate analysis of R.S. (for example, the study of EEG data). An example of using the features of representative systems can be methods of reducing the criticality of the perception of the subject by using words that correspond to his representative system (for example: "look at this data, you can see the obvious need for additional investment in them") or purposefully sharpening the interlocutor's attention by using the most alien to him representational system of words.

Leading Representational System and Reference Representational System

The leading system (most often it is also the primary one) launches an internal strategy, and the answer comes in the reference one. See Lead and reference system

Development direction

It is useful to develop those representational systems that work worse for you (a sign - you use them less often), and build bridges between the R.S. See Development of personal representational systems

When we build bridges between our representational systems, then we perceive the world brighter and more colorful, more sonorous and more astringent.... How?

Visual==="The cow peeked around the corner"

Visual+Audial==="A mooing cow peeked around the corner"

Visual+Kinesthetic==="A warm cow peeked around the corner"

Visual+Audial+Kinesthetic==="A mooing cow slowly sinks into crisp snow"

Pictures usually appear and disappear very quickly. If you add kinesthetics, the pictures stay on the screen longer.

Instruction: " You are offered a list of questions, each of which has three possible answers. You need to choose the answer that suits you the most and mark it in the answer sheet with the number 1, the answer that is less suitable - with the number 2, the least suitable for you - 3".

How do you prefer to teach:

A) reading the notes made at the lecture and considering the diagrams (drawings, drawings, etc.);

B) repeating all the material to himself;

C) making drawings (drawings, etc.) for new material?

How would you like to learn about the effects of alcohol on the body:

a) watch a movie on the subject;

B) listening to the teacher's explanation;

C) disassembling a model (model) of a human body and thinking about what happens to various organs if a person drinks?

When you are working out, what distracts you the most:

a) people entering and leaving the room;

B) loud sound of TV, radio;

C) Feeling hungry or thirsty?

How do you prepare for the control (verification) work:

A) compiling a list of questions and ticking the learned;

B) calling friends and discussing the material with them;

C) making a drawing (drawing, diagram) to the material and mentally going through all the stages of studying the topic?

What do you do first (most often) when entering the audience:

A) look at the posters on the wall;

B) talk to your desk mate;

C) walk around the audience?

During an argument with your parents, what are you most likely to do:

a) make an angry face

B) scream

C) leave the room looking angry?

What would you like to do:

A) look at posters with musical "stars" in the store;

b) listen to music

B) dance?

You just had a big fight with one of your friends. How would you tell your best friend about this:

a) write a note about what happened;

b) call him

C) wait for the meeting and portray in the faces what happened?

When you listen to music, you:

A) mentally see the images cast by the music;

B) sing along

B) do you dance?

When the teacher explains the material, what do you prefer:

A) see illustrations, drawings for it;

B) that the material be read out loud;

C) for the teacher to give you some examples or give you samples, crafts, mock-ups, etc. to look at.

What influences your mood the most:

BUT) general form premises, room furnishings;

C) how comfortable are your clothes, is it pleasant to the body in them?

Which is easier for you:

A) choose different color combinations for clothes;

B) find the ideal volume of the tape recorder;

C) choose the most convenient, comfortable furniture?

When choosing and reading books, what do you pay attention to first of all:

A) description appearance heroes, landscapes;

B) on the monologues of the characters, a description of the conversations of the characters;

C) on the actions taking place according to the plot?

ANSWER FORM.

question number
Modality

Processing of results.

In the answer sheet, the sum of "places" is calculated - according to the columns (A, B, C). Each column reflects the degree of manifestation of one of the modalities (B - visual, A - auditory, K - kinesthetic). The lower the value, the more this modality is manifested in the subject. If the values ​​for the three modalities are close, this indicates a fairly harmonious development of the subject.

Interpretation of results(Characteristics of typical representatives of each modality - see the text of the training).

This is a system that, within the framework of the theory of neurolinguistic programming, is responsible for human perception environment. The representational system is the primary system that helps the individual navigate the physical and information space. There are four types of representational systems. They are based on the natural data of a person and depend on the intensity of the development of the natural potential of a person. So the four representational systems are:
1. Visual. Visual people perceive the world mostly through the visual analyzer. Information is better absorbed and comprehended by them after a visual demonstration. It’s even easier to verbally draw the visual’s attention to something if you start a conversation with him with the words “see”, “look”, “looks”, “look”. Based on this, a person who knows the basics of neurolinguistic programming approaches the visual in a special way. To make him take the information seriously, remember it and analyze it, you need to say something like this: “I see that you will be interested in this ...”, “Apparently, this will suit you ...”, “This looks interesting, take a look ...”. The consciousness of a visual person will certainly react to the code word.
2. The auditory representational system is a system that contributes to the orientation of a person in space and the information field with the help of the auditory analyzer. Everything that the auditory person hears engraves into his memory, or stimulates the work of the imagination. Therefore, the task of the speaker who wants to manipulate the auditory is as follows:
- to speak expressively;
- decorate speech with tricks and turns;
- play with the intonation of speech;
- speak clearly, describe a lot;
- use in speech such words-tricks as "listen", "by ear", "sound" and others.
Based on this, we have several options for building important sentences, in which the command for the auditory will be hidden, or words-tricks will simply be inserted to focus on the voiced information. For example: “Sounds convincing…”, “I heard that it is effective…”, “This word will sound more than once…” and so on.
There are also two nuances in the interaction of the speaker's voice and the auditory. Some people, being auditory, react to the timbre of the voice and the phonetics of speech (pronunciation of sounds), and some specifically to the semantic content of words. According to this for effective influence you need to track exactly what type of representative auditory system your interlocutor has, and act according to the analysis data. You need to play with the auditory tonal with sounds, tonality, volume of the voice in order to make it subconsciously open up to you. The digital auditory must be conquered by highlighting the words and putting precise and accessible meanings into them.
3. The kinesthetic representational system is highly developed skin receptors that actively respond to mechanical, physical and chemical exposure. Kinesthetic learners perceive and remember information better if they are able to touch the object of discussion, make tactile contact with an opponent who carries information, or perform mechanical movements when listening and speaking. The kinesthetic trick is the words “feel”, “feel”, “touch”, “contact”. Start your speech with the words “Don’t you think? ...” (remember that a particle does not pass by consciousness and does not play a role), “Regarding this question ...”, “You also feel that ....”. To reinforce the action of the words, use unobtrusive tactile contact with the opponent: touch his arm, pat on the shoulder, swipe the palm, touch the clothes. But, most importantly, make sure that these contacts are appropriate and do not cause discomfort for both of you.
4. Discrete representative system. She bases her work on logical analysis information received from the rest of the system. In other words, a discrete, in order to understand the material, display it in his imagination and remember, it is necessary to conduct a logical analysis of the data. To influence a discrete, approach him with the phrase "I think ..." or "Don't you think ...", "Do you think ..." is also suitable.
By interacting with the representational systems of the individual, two main goals can be achieved. Firstly, make a person accept what you are giving, and secondly, overcome negative attitude listener to the proposed information, if any. For example, you address advertising to the visual, he does not want to perceive it. Then approach him with the phrase "Look how original it looks ..." and immediately demonstrate the material. The representational system of the visual simply cannot help but react. Thus, his attention will be provided to you.

Eyes are a big thing. Like a barometer. You can see everything in someone who has a great dryness in his soul, who for no reason, for nothing, can poke the toe of his boot into the ribs, and who himself is afraid of everyone.

Sensory representational system or modality.

Communication starts with our thoughts and we use words, tone of voice and body language to communicate them to another person. What are our thoughts? There are many different scientific answers, and yet each of us is well aware of what our own thinking represents. One useful way to think about thinking is to think that we use our senses internal way.

When we think about what we see, hear, and feel, we recreate those sights, sounds, and sensations within ourselves. We re-experience information in the sensory form in which we originally perceived it. Sometimes we are aware that we are doing it, sometimes we are not. Can you, for example, remember where you went on your last vacation?

So how do you remember it? Maybe a picture of that place popped up in your head? Perhaps you said the name or heard the sounds that accompanied the rest. Or maybe you reproduced your feelings. Thinking is such an obvious and banal act that we never think about it. We prefer to think about what we think rather than how we think. We also assume that other people think the same way we do.

One way we think is by consciously or unconsciously re-enacting the sights, sounds, sensations, tastes and smells that we have experienced. Through language, we can even create a variety of sensory experiences without actually experiencing them. Read the next paragraph as slowly as you can comfortably do.

“Think for a moment about walking in pine forest. Trees tower over you, surrounding you from all sides. You see the colors of the forest around you, and the sun, breaking through the leaves of trees and shrubs, casts shadows and creates a mosaic on the grass. You are passing through a ray of sun that has broken through the cool canopy of leaves above your head. And, moving further, you begin to realize the silence, broken only by the singing of birds and the crunching under your feet when you step on dry branches, the rustle of your feet stepping on the soft carpet of the forest. From time to time, a sharp crack is heard when you accidentally break a dry branch that has fallen under your feet. You reach out and touch the trunk of the tree, feeling the roughness of the bark under your palm. Gradually you pay attention to light wind caressing your face, and notice the fragrant smell of pine resin wafting through the other, rougher scents of the forest. As you continue walking, you remember that dinner will be ready soon, and it will be one of your favorite meals. And you can almost taste the food in your mouth in anticipation.”

In order to make sense of this last paragraph, you went through all these experiences in your head, using your senses in an internal way to represent these experiences that were conjured up in your imagination with words. Perhaps you created this scene clearly enough to imagine the smell of the forest in an already imaginary situation. If you have ever walked in a pine forest, you probably remember the special experiences associated with this walk. If this has never happened to you, then you probably constructed this experience from other similar experiences or used material from television programs, films, books, or other sources. Your experience was a combination of memory and imagination. Most of our thinking is usually a mixture of such memories and constructed sensory impressions.

We use the same neurological pathways for internal representation of experience and for experiencing it directly. The same neurons generate electrochemical charges that can be targeted. Thought has direct physical manifestations, brain and body are one system. Imagine for a moment that you are eating the most sour lemon. The fruit may be imaginary, but salivation is not.

We use our senses in an external way to perceive the world and in an internal way to "represent" (represent) experiences to ourselves. In hypnosis, the ways in which we receive, store, and encode information in our brains—pictures, sounds, sensations, smells, and tastes—are known as representational systems.

The visual system, often denoted by the letter B, can be used in an external way (e, from English external) when we look at the outside world (B e), or in an internal way (i, from English internal) when we visualize (Bi). Similarly, the auditory system (A) can be divided into listening to external sounds (Ae) or internal sounds(A i). Feelings are referred to the kinesthetic system (K). External kinesthetic (Ke) includes tactile sensations: touch, temperature, humidity. Internal kinesthetics (Ki) includes recalled feelings, emotions, and internal sensations of balance and body awareness, known as proprioceptive sensations, which tell us how we move. Without them, we would not be able to control the position of our body in space with our eyes closed.

The visual, auditory, and kinesthetic systems are the primary representational systems used in Western culture. The senses of taste, the gustatory system (VK), and of smell, the olfactory system (O), are not as important and are often included in the kinesthetic system. They often serve as powerful and very fast links to the pictures, sounds, and sensations associated with them. Representational Systems

We use all three primary representational systems all the time, although we are not aware of them in equally, and we tend to favor one over the other. For example, many people have inner voice, which arises in the auditory system and creates an internal dialogue. They rehearse arguments, relisten to speeches, prepare lines, and tend to discuss various things with themselves. However, this is just one way of thinking.

Representational systems are not mutually exclusive. It is possible to visualize a scene, have sensations associated with it, and hear sounds at the same time, although it may be difficult to pay attention to all three systems at the same time. Some part thought process still remain unconscious.

How more people absorbed in his inner world of pictures, sounds and sensations, the less he will know about what is happening around him, like one famous chess player at an international tournament, who went so deep into the position that he saw with his inner eye that he ate two full meals in one evening. He completely forgot that he ate the first time. “Lost in thought” is a very apt description. People who experience strong inner emotions are also less sensitive to outer pain.

Our behavior emerges from a mixture of internal and external sensory experiences. At any given time, our attention is focused on different parts of our experience. While you are reading this book, you are fixing your attention on a page of text and you are probably not aware of the sensations in your left leg…until I mentioned it…

While I am typing this text, I for the most part I am aware of my internal dialogue, adjusting to my (very slow) typing speed on the computer. I will be distracted if I pay attention to external sounds. Being not very experienced in computer typing, I look at the keys and feel them under my fingers, so that my visual and kinesthetic channels are used. outwardly. This will change if I stop to render the scene I wanted to describe. There are several danger signals that would immediately grab my attention: a sudden pain, my name spoken out loud, the smell of smoke, or the smell of food (if I'm hungry).

preferred representational systems.

We are constantly using all our outer channels of perception, although we pay attention to one channel more than another, depending on what we are doing. In an art gallery we will use our eyes mostly, in a concert we will use our ears. And what's surprising is that when we think, we tend to favor one, maybe two, representational systems no matter what we're thinking about. We are able to use all systems, but by the age of 11 or 12 we already have clear preferences.

Many people can create clear mental images and think mostly in pictures. Others find this view difficult. They can talk to themselves for a long time, while others base their actions mostly on their feelings in relation to the situation. When a person tends to use traditionally one internal channel of perception, then this channel is called his preferred or primary system. He is probably more perceptive and able to make finer distinctions in this particular system than in others. This means that some people are naturally more "talented" in certain tasks and estates. They have learned and become more adept at using one or two internal channels of perception. Sometimes some representational system is not so well developed, and this makes mastering certain skills more difficult. For example, music turns out to be a difficult art if there is no ability to clearly hear sounds.

None of the systems is absolutely preferred, it all depends on what you want to do. Athletes need well-developed kinesthetic awareness; it is difficult to become a good architect without the ability to create clear, constructed mental pictures. The skill that unites all geniuses is that they move freely from one representational system to another and use the most suitable one for the task at hand.

Different branches of psychotherapy tend to favor different representational systems. bodily targeted therapy initially kinesthetic, psychoanalysis is predominantly verbal and auditory. Art therapy and Jungian symbolism are examples of therapies based more on the visual representational system.

Languages ​​and representational systems.

We use language to communicate our thoughts to others, so it's no surprise that the words we use reflect the way we think. John Grinder talks about the time he and Richard Bandler lived in country house and led Gestalt therapy groups. Richard was made laugh by one person who said: "I see what you are saying"

“Think of it literally,” Richard said. - What does it mean?

"Okay," John replied. Let's take this word for word. Suppose this means that this person creates images from the meaning of the words that you pronounce.

It was interesting idea. When they came to the group, "they immediately tried a completely new procedure. They took green, yellow and red cards and went around all the people in the group, asking them for what purpose they came here. Those people who used a lot of words and expressions Those who used a lot of words and phrases to describe sensations got green cards, those who used words and phrases that were mostly about seeing got red cards.

This was followed by a very simple exercise. People with matching color cards had to sit down and talk to each other for five minutes. Then they changed seats and talked to someone with a card of a different color. The differences they observed in communication between people were amazing. People with the same color cards had significantly better rapport. Grinder and Bandler thought it was fascinating and thought provoking.

Predicates.

We use words to describe our thoughts, so our choice of words will indicate which representational system we are using. Imagine three people who have read the same book.

The first one can note how much he had seen in this book, how well the examples are chosen, illustrating examples, and that it is written with glitter.

Others may not like tone books, her cutting style. He actually couldn't tune in on the ideas of the author and would like talk with him about it.

The third will feel that the subject is being understood very carefully. He likes the way in which the author affected all key points and it's easy grab all new ideas. He feels sympathy for the author.

They all read the same book. You will notice that each of them expresses their attitude towards the book. different ways. Regardless of what they think of a book, what sets them apart is how they think about it. First thinks pictures, second sounds, the third sensations. These sensory-specific words: adjectives, adverbs, and verbs are called in hypnosis predicates. Habitual use of one kind of predicate will indicate a person's preferred representational system.

One can find the preferred system of the author of any book by paying attention to the language he uses. Classic literature always contains a rich and varied set of predicates, using all representational systems equally.

Words such as "understand", "explain", "think", "process" are not sensory-defined and, therefore, turn out to be neutral with respect to representational systems. AT scientific papers authors prefer neutral rather than sensory-specific words, perhaps unconsciously realizing that sensory-specific words are more personal in relation to the author and reader and, therefore, less "objective". However neutral words will be translated by the reader in various ways (kinesthetic, auditory and visual) and will give rise to many academic disputes, often over the meaning of these words. Everyone will be sure that he is right.

You may want to know in the future what kind of words you prefer in ordinary conversations. It's amazing to listen to others and discover what sensory-defined language they prefer to use. Those of you who prefer to think in pictures may enjoy discovering patterns. colorful language the people around you. If you think kinesthetically you will be able to grasp the way people succeed, and if you think in sounds we would ask you to listen carefully and tune in to how different people they say.

Establishing rapport has important applications. The secret to good communication is not so much what you say, but how you say it. To build rapport, match the other person's predicates. You will speak his language and present ideas to him exactly the way he thinks about them. 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 an adequate vocabulary in each representational system for adequate response. Of course, not all conversations will take place in the same system, but language alignment is extremely important to rapport.

You are more likely to develop rapport with someone who thinks the same way you do, and you will discover this by listening to the words your partner uses, whether you agree with them or not. Perhaps you will tune in to the same wave or look into each other's eyes, reaching a stable understanding.

When addressing a group of people, use a variety of predicates. Let the visuals see what you're saying. Let auditory-thinking people hear you loud and clear, build a bridge to those kinesthetic-thinking members of the audience who will be able to grasp the meaning 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.

Eye access signals.

It is easy to detect when a person is thinking in pictures, sounds or sensations. There are visible changes that take place in our body when we think in different ways. The way we think affects our body, and the way we use our body affects the way we think.

What is the first thing that catches your eye when you open the front door of your house?

To answer this question, you have probably looked up and to your left. This is how most right-handed people remember visual images when they look up and to the left.

Now imagine how you would feel if velvet fabric touched your skin?

By now, you've probably looked down and to the right, which is a way for most people to address their feelings.

We systematically move our eyes to various directions depending on how we think. Neurological studies have shown that horizontal and vertical eye movements are associated with activation various parts brain. These movements are called lateral eye movements in the neuroscience literature. In hypnosis they are called eye access cues because they are visual cues that allow us to understand how people are accessing information. There is a certain intrinsic relationship between eye movements and representational systems, since the same patterns appear to be common throughout the world (with the exception of the Basque region of Spain).

When we visualize (imagine) something from our past experience, our eyes tend to move up and to the left in relation to us. When constructing a picture from words, or when we are trying to "imagine" something that we have never seen before, our eyes go up and to the right. The eyes move horizontally to the left when you remember sounds and horizontally to the right when constructing sounds. When accessing sensations, it is typical to move the eyes down and to the right. When you are talking to yourself, your eyes are most often at the bottom left. An unfocused gaze straight ahead, when the other person looks at you and does not see you, also speaks of visualization.

Eye access signals are stable for one person. Sometimes they will look down to the left, feeling, and down to the right, listening to the internal dialogue. There are always exceptions - be careful when applying to people of these general rules. Look for the answer not in a generalization, but in the person who is in front of you.

Although you can consciously move your eyes in any direction in the process of thinking, gaining access to a certain representational system turns out to be general case, much easier if you use the right natural movements eye. They are tools for fine-tuning your brain to a particular representational system. If you want to remember what you saw yesterday, the easiest way is to look up to the left or fix your gaze straight ahead. It's hard to remember images looking down.

We are usually not aware of our lateral eye movements, and there is no reason why we should, but "look out" for information in right place is a useful skill.

Access cues let us know how the other person is thinking. One way to do this is to ask questions and follow eye movements rather than responses. For example, if I ask. "What color is the flooring on your sofa?" - then you will have to visualize this coating to give an answer, no matter what color it really is.

The thought process is what matters, not the answer itself. There is no need to receive a verbal response. Some questions can be thought of in different ways. For example, to count the number of notches on the edge of a 5 ruble coin, you can mentally see the coin and count the notches, or alternatively, you can count them by mentally touching the edges of the coin. So, if you ask a question that should trigger a visualization, but the access cues say otherwise, then this is a sign of a person's flexibility and creativity. This does not necessarily mean that the access signal patterns are incorrect or that this person"wrong" If in doubt, ask. "What do you think?"

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 the loudest creaking door, a person can visualize each door, mentally feel it open, and then hear the sound. He may be forced to do this several times before giving an answer. Often a person will turn to their host system first to answer a question. One whose leading system is visual will usually create pictures various situations when answering auditory and kinesthetic questions before hearing sounds or recovering sensations.

Let's repeat the same thing, but briefly.

And so, for ease of perception, people can be divided into three sensory representational systems, i.e. modalities:

– Visualists (those who primarily think in images)

Audialists (those who think primarily in words)

kinesthetics (those who think primarily with feelings)

People rely on their leading modality not only with the help of a thinking strategy, but also with the help of speech and behavior.

People will not accurately understand each other if they exchange information in terms of different modalities; using one common modality will help you gain understanding and trust on a conscious and subconscious level.

You can learn about the leading modality of the subject by his use of the words of predicates, by some physiological features or eye movement.

According to the predicates:

Any person in his speech will pronounce the majority of adverbs, verbs, adjectives, i.e. predicate words associated with its leading modality. Characteristic words for the leading modality:

indefinite

(B) visual

(A) udial

(K) inaesthetic

understand the meaning

(B) See the main thing

(A) Hear the main

(K) Get the gist

Ignore

(B) look through

(A) not hear

(K) Miss

Bad

(B) Ugly

(A) discordant

(K) Unpleasant

A famous person

(B) Bright personality

(A) big name

(K) Strong personality

Let's think it over

(B) Let's see

(A) Let's talk

(K) Estimate

Explain

(B) Show

(A) tell

(K) Demonstrate

Realize

(B) View

(A) Listen

(K) Feel

Everything is right

(B) looks good

(A) sounds good

(K) Smooth out

Be careful

(B) look around

(A) listen

(K) Draw attention

Installation

(B) Perspective, point of view

(A) Comment, opinion

(K) Directionality, slope, stance

Think out

(B) Illuminate

(A) talk

(K) Feel

Persevere

(B) look out, track down

(A) listen, eavesdrop

(K) Achieve, persevere, hold on

Demonstrate

(B) Show

(A) Explain

(K) Scatter, pull, sort

emit something

(B) Shine, radiate, sparkle

(A) sound, resonate

(K) Tremble, vibrate

Absent

(B) to be empty, clean

(A) Be stunned, silent

(K) Be numb, freeze

Ordinary, habitual

(B) dim

(A) monophonic, muffled

(K) Sluggish, flabby, tasteless

Entertaining, attracting attention

(B) Bright, ostentatious, flowery, conspicuous

(A) Loud, deafening

(K) Sticky, stubborn, striking

Be careful

(B) to look, to look

(A) listen

(K) Worry, worry

Ignore

(B) overlooked

(A) not hear

(K) Don't feel, miss

Make it noticeable

(B) to show, to show

(A) proclaim, proclaim

(K) Push forward, put forward

Notice

(B) inspect

(A) listen

(K) Feel

Play, repeat

(B) Review, View, Review

(A) talk, talk

(K) Walk through ..., drive away

Outline

(B) Show

(A) tell

(K) Spend

Come up with

(B) Imagine

(A) Recall the sound

(K) Grab, embrace

Remind me of something

(B) look familiar

(A) to agree with something, to be consonant

(K) Dock, touch

draw attention to something

(B) Specify

(A) hint

(K) Touch

Deprived of sensation

(B) Blind

(A) Deaf

(K) Insensitive

Let's think

(B) Let's take a look

(A) Let's talk

(K) Let's guess

Some personality traits:

POSE

(B) Straight, straightened, head raised.

(K) Relaxed, head and shoulders down. Sits leaning forward.

(A) Head to one side, “telephone posture”, sitting straight.

BODY TYPE

(B) Both "skinny" and "full".

(K) Plump, rounded, soft.

(A) There is no clear relationship.

LIP SHAPE

(B) Thin, narrow.

(K) Plump, soft.

(A) different.

BREATH

(B) Top.

(K) Lower, abdominal.

(A) Complete.

MOVEMENTS

(B) Slightly stiff, at the level of the upper body.

(K) Loose, flowing, usually at the level of the lower torso.

(A) Small, average.

(B) High, sonorous, fast, loud.

(K) Low, thick, slow.

(A) Melodic, expressive, changing.

DIRECTION OF VIEW

(B) In the eyes of the interlocutor.

(A) Eyes downcast.

COMMUNICATION RULES

(B) See to hear.

(K) Touching is more important than looking.

(A) To hear, don't look.

DISTANCE

(B) Large to see, do not like to be touched.

(K) Very close to touch.

(A) Small, but protected from being touched.

CHARACTERISTIC

(C) They do not want to be lower than the interlocutor.

(K) Get out of stress by taking the blame.

(A) Very wordy, no rhetorical questions.

“MAIN” WORD

(B) BEAUTIFUL

(K) CONVENIENT

(A) HARMONIOUSLY

By eye movement:

B. Recognition of the way information is processed

Eye movements of any person can tell not only about his modality, but also about how he works with current information.

- right-up - visual design (VC);

- straight up - visual memory (VV);

- left-up - visual memory (VV);

- left-sideways - auditory memories (AB);

- left-down - internal dialogue, speech control (VD);

- straight down - kinesthetic representations (KP);

- right-down - kinesthetic representations (KP);

– right-side-to-side – auditory construction (AK);

- straight ahead - visual representations (VR), "imposed" from the outside or taken from memory.

(To facilitate orientations, it is convenient to use the property of the left side, which is “truer” than the right.) When confronted with a left-hander, the traced picture, as a rule, is a mirror opposite.

Eye movements are often combined with purely individual side reactions that report real attitude a person to the mental images that arose in front of him (the eyes went to the left, and the pupils narrowed at the same time - an unpleasant auditory memory of something ... or expanded - pleasant memory about anything…).

When communicating with a counterpart, you need to learn how to determine its leading modality, after which you must learn how to join using its predicate words, i.e. make your speech in such a way that it is convenient and easy for the interlocutor to perceive you.

Exercises.

3.1 Identify your leading representational system (modality). Mentally answer yourself, by what signs did you know that you belong to this modality? What was the first thing you noticed when defining your modality? Analyze yourself and give yourself a clear answer again, to which representative system do you belong?

3.2 Observing familiar and unfamiliar people, try to determine which representative system they belong to. Carefully observe and analyze all signs of manifestation of their leading modality. Once again mentally give a clear conclusion about their leading modality.

3.2. When communicating with the interlocutor, speak only in his language of the leading modality. Block all your desire to switch to your habitual speech of the representational system...

calendar order.

Exercise 3.1 should be performed for one day, then exercise 3.2 should be performed for three days, then exercise 3.3 should be performed for three days.

The exercise is considered completed when you can freely determine the modality of the interlocutor and adapt to his speech predicates.