Application of NLP in business information management
Introduction to NLP
The acronym for NLP is Neuro Linguistic Programming. The term can put off people as it seems to be a scientific jargon, but in reality it’s just a simple tool for effective communication. Neuro refers to Neurology, Linguistic as language (verbal and non-verbal) and programming means how that neural language functions. In simple terms, neuro relates to minds at both conscious and unconscious levels. Linguistic is the language people use for communication, both spoken language and the body language and programming is the behavior pattern or how people act in a certain way. Basically, it is a method used for controlling over an individual’s actions or bringing changes in person’s thinking and behavior patterns.
The core of NLP is to understand as an approach to communication, personal development and psychotherapy. It includes a set of psychological techniques combines neurology, psychology and linguistics to manage the human thoughts and feelings. It is the combination of how the individual think, communicate along with behavioral patterns.
Learning NLP facilitates in learning specific skills and language patterns to make positive changes. The adoption of NLP can improve business information management and communication; and in overall, it helps to achieve the desired goals. NLP offers a set of mental toolkits for change, empowerment, motivation, persuasion and communication. It is design to help you improve the way you communicate and influence others by improving your ability to read and predict responses of others.
The pioneers of Neuro Linguistic Programming are Richard Bandler and Hogn Grinder. It was developed at the University of California at Santa Cruz in the 1970’s. Richard Bandler was a student of mathematics and computer science, and Hogn Grinder was a professor of linguistics. Bandler and Grinder believed that human’s neurological process, language and their behavior are all connected. NLP teaches that human mind, body, and the things people say interact and together form perceptions of the world.
The primary purpose of NLP is to help in therapy to cure phobias, decrease anxiety, reduce stress and overcome neuroses and used for psychotherapeutic. However, in the context of business, it serves the purpose of delivering communication techniques to change the people’s thoughts and behaviors for improvement of workplace performance. It is a specialized practice to polish communication and facilitate personal as well as professional development.
Techniques Used in NLP:
The selection of choice of words, the use of body language, the matching of body language, posture, voice tone and language patterns, changing person’s perception with the choice of words are some of the subtle but very effective techniques used in the communication process.
Some of the popular techniques used in NLP are:
- Anchoring: It is a technique use to produce a certain emotion within oneself by some external triggers (sound, smell, taste and touch). For instance, when one touch a person’s shoulder, the person will smile unconsciously. In this case the sense of touch is the trigger. It is a connection between stimulus and emotion. Engaging in a gesture elicits certain emotions like clapping your hands or pumping your fists.
- Rapport: This technique of NLP is use to build trust and relationship with the use of proper choice of words. When building rapport with other person, in effort to appeal to a person or audience, they copy the tone of voices or gestures, body language, facial expression, and gesture to “look like” them.
- Reframing: It involves changing the way that one look at it. for instance, “the glass is half empty” can be reframed as “the glass is half full”. The question is reframed in such a way that it intends to change the perception of the statement for the receiver. Reframing is used in removing negative statements about something.
- Dissociation: Sometime people might be nervous in certain work situations, feel shy or might fear when they have to speak in public. In these situations, with the NLP technique of dissociation, it will identify the emotion and try to get rid of these feelings by dissociating the negative emotion off human body.
- Influence and persuasion: Another NLP technique uses the hypnotherapy to influence and persuade others, especially those people who is resistant to change their thoughts without their conscious awareness. The method of Hypnosis is develop by one of the mentors of NLP named Milton H. Erickson.
NLP Application in the Business management Context:
NLP can be applied in all spheres of human activity. Such as, psychotherapy, teaching, fitness and sports, health practices, education, politics, law, spiritual development, military, marketing, public relations and so on. NLP is use for everyone.
It is a proven technique use in worldwide for success in business. Also, it is a tool to enhance efficiency and development to various business activities that escalates productivity in the workplace. It is about communicating values, messages and ideas to others in effective and relevant ways. It also provides a selection of powerful tools and skills used to enhance personal and professional performance.
NLP teaches people to watch someone’s eyes. Where they are speaking to them and advises that do not continue to speak while the other person is thinking. In fact, it is relatable to the psychographic techniques that sets a cluster of techniques to extract something without even knowing it. It can also apply to overcome the problem of work overload, procrastination and poor time management, and conflict resolution.
Application of NLP in Business Information and Management
Communication is one of the most common problems in business. NLP addresses this problem by enhancing the interpersonal communication at all levels; between peers, senior staffs, managers, employee and employers in the workplace. It is use to improve both verbal or non-verbal communication and attempts to appeal everyone with the powerful language patterns. For instance, the use of body language, eye movement patterns or any non-verbal clue can tell about the mindset of the members. And can develop the mind reading ability. This way, the employer can communicate with wide range of people and maintain relationship. By using rapport technique to improve communication skills. People naturally have a rapport with people who are like oneself. Once the rapport is established with the client, manager or team member it increases the likelihood of effective communication between them.
Leadership skills in the team members are foster with the use of clear powerful language. Language is such a powerful tool that can have deeper impact in people and it engages people subconsciously through your way of communication. As leaders have to know their team members in order to best work with them. In this regard, NLP principles helps leaders gain clarity over what they want which is vital for providing clear and strong direction.
NLP is use to reinforce the presentation skills. For instance, in establishing rapport with the audience, the presenter may involve the audience more quickly, making the audience like and sympathize with him. While doing presentation in in front of crowds, the fear of public speaking can be reduced. Because, one can gain confidence with the use of NLP techniques. In NLP just like one program a computer, human program themselves and they are able to change the mind and behavior. Although people cannot control the events, but can control peoples emotion.
Internal conflict arises in any organizations but with good and effective communication, the chances of conflict taking place will be less. In the workplace, one might not be in good terms with their coworkers. In this situation having knowledge of NLP can be advantageous. As it will provide various NLP techniques such as persuasion and negotiation skills. It means one look at the conflict from different angles. Such as see things from own point of view ( 1st position), perceive things from other person’s point of view(2nd position) and in 3rd position. He/she take the role of third person who is independent and unbiased towards the people who are in conflict. So, in workplace if any kind of clashes occurs. It is the role of the manager or supervisor to see, listen, and feel from their perspectives.
Recruitment and Interviewing:
One of the key applications of NLP Business information management can be used in improving recruitment process. It is beneficial to use when interviewing and making sure the recruiter employs the right staff for the business. With NLP, the interviewer becomes more skilled in asking questions to obtain more accurate and detailed information. While interviewing the candidates, by observing the behavior patterns of candidates upon asking certain questions or cross checking their answers. Interviewer can get a sense of whether the applicant will fit to the job. Also by observing whether they are engage or not through their body language and gesture during the process can help recruiter to speed up the further application process. With NLP skills, there will be less hassle in picking out the right people for any job.
Sales and Marketing:
Communication is central when it comes to selling product or services because the way the marketers communicate largely impact the consumer minds. So, in creating the powerful persuasive communication with the customers various techniques have been used by the advertisers and marketers. One such technique used is anchoring to create engaging image of the product in the customers mind. Increasing the rapport with the customers could be another way to persuade them. It is believe that people tend to react strongly to the language that invokes one of their senses. NLP teaches the marketers to be aware of these senses (visual, auditory and kinesthetic). And target the audience with images or words that will elicit the reaction.
The use of NLP techniques can significantly aid managerial skills in the company. Effective management in the company is enhance by the effective communication, leadership, team building and motivating staff. Especially using the framing and reframing techniques, managers can effectively communicate with its staff leading to the desired outcomes. Even if solving a problem seems to be impossible, the managers frames the question in such a way that the staff recipient are drawn to solving them. With the NLP trainings, the manager develop the ability to change the perception of others. And replace their negative attitudes with positive ones.
It’s a great way to make employees more engaged in the workplace. A NLP train manager observes the behavioral patterns of the employees at both conscious and unconscious levels. It also, identifies the unproductive behavior which he reverses to productive or positive habits. The manager keeps them engaged and motivated in the work by resolving conflicts between them.
Language is such a powerful tool that can have deeper impact in people. Also, it engages people subconsciously through your way of communication. Thus, many businesses are keen in training their managers with NLP techniques. To win more customers resulting in improving the profits. NLP in management and business information teaches one how to communicate exceptionally well with peers, with senior staffs, other member and build rapport with them. These are all the subtle skills that needs to be possess. To improve the efficiency of communication throughout the business and with the customers.