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Karolina Warzynska Marcin Boborowski

NLP in Negotiations. Karolina Warzynska Marcin Boborowski. Outline. I. Introduction 1.What is it NLP? -      E xplanation of the NLP term 2.  W here NLP can be useful?? II. Case Studeies: -        1.   Presuppositions

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Karolina Warzynska Marcin Boborowski

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  1. NLP in Negotiations Karolina Warzynska Marcin Boborowski

  2. Outline I. Introduction 1.What is it NLP? -      Explanation of the NLP term 2.  Where NLP can be useful?? II. Case Studeies: -       1.  Presuppositions -       2. Representational Systems. Why thisknowledge can be useful? -       3. The process of leading and pacing -       4. Words with power... III. The examples of exercises IV. Conclusion and questions

  3. What the NLP means? Neuro- Linguistic Programming N Nervous system throught which experience is received and processed throught the five sences

  4. L Language and nonverbal commuication system throught which neutral representations are coded, ordered and given meaning P The ability to organize our communications and neurological system to achieve a specific desires and goals

  5. Where NLP can be usefull? NLP Theraphy Negotoation Private Life Marketing ETC……… hypnose

  6. Case studies Presuppositions Presuppositions are beliefs that someone practicing NLP will find useful for creating changes in themselves and the world, more easily and effectively. Practitioners of NLP often include different presuppositions in their list but what follows are the most common

  7. Communication is more than what you're saying People already have all the resources they need to effect a change Every behavior serves a positive intention and a context in which it has value.

  8. There is no such thing as failure, only feedback Every response is useful, you may hate the response but the knowledge you gain from it is valuable

  9. The map is not the territority We cannot contain every bit of information that comes to us in the world, so we have to create a "map of the territory" and then refer to the map for our information (see representational systems). By changing a person's map, we change their reality

  10. The meaning of your communication is the response you get If you get slapped, try anything else. If you aren't getting the response you want, try something different

  11. The process of leading and pacing Pacing A method used by communicators to quickly establish rapport by matching certain aspects of their behavior to those of the person with whom they are communicating - matching or mirroring of behavior.

  12. What is the aim of pacing? The aim: to establish a good contact with someone , because it will be easier to do the process of leading 1. Arragamgement of the body 2. Gesture 3.The tone of the voice for example chat with a little child

  13. Pictures

  14. The processs

  15. The process

  16. The process

  17. The process

  18. The process

  19. Representational Systems. Why this knowledge can be useful? VISUAL AUDITORY KINESTHETIC

  20. How it can be useful? 1. Better undestanding your interlocutor 2. Better communication between people 3. Using the special phrases

  21. Typical phrases Visual: Yep, looks good to me Auditory: I been hearing good things about it Kinesthetic: I feel good about the whole project.

  22. Typical phrases Olfactory: Smells like a winner to me. Gustatory: I can taste the victory.

  23. Excercise The aim of this excercise is to create a better understanding of a differences between Representational Systems in conversations What do we need? • Only three persons • One should be visual • Second should be auditory • third can be the one who is not sure

  24. Words with power... There are some words with extra power!!! We can use them to motivate someone… 0r To make smething different….

  25. The first: negation Don’t think about pink elephant!!! Don’t do it !!!!!

  26. The verb: to try Try to open the door Try to not to think about what has happened

  27. The phrase: but Yes you are right but … I am agree with your opinion but … This dress is nice but …

  28. The examples of exercises The excercises are impotant because they help you practice the knowledge which you had learnt In the NLP there are also kinds of strategy which can help you in create behavior, motivation, etc.

  29. Three strategic position The aim: • To become familiraze • To create something common with a opponent What do we need? One person …

  30. 1 2. Me into the situation, from my point of view The same situation from the point of view of your opponent The same situation from from outside 3.

  31. How to create the objectives • What would happen if I wouldn’t achieve this? • What wouldn’t happen if i do this • What wouldn’t happen if i don’t do this • What would happen if i do this?

  32. Conclusion and Questions • Using NLP technics you can take a control over your interlocutor • Using NLP technics you can communicate easier with people • Using NLP technics you can achieve your goals efficient • Using NLP technics you can win every negotiation both in proffesional like in a private live

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