Posted by Davijai at 1:08am Apr 30 '10Representational systems
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A representational system is the way in which a person thinks about the experiences of their life. If you wanted
to recall your last vacation, how would you do it? How did you remember that vaction? Perhaps you remembered
the scenery. Maybe the sunshine or even the margarittas you had. Could you hear the sound of wildlife or the
sounds at the beach? Whatever way you remembered these is your representation system.
Now there are five major systems:
1. Visual (pictures and images)
2. Auditory (sounds)
3. Kinesthetic (touch)
4. Olfactory (smells)
5. Gustatory (taste)
The best way to remember these is that they are you 5 senses. Sight, sound, smell, touch and taste.
Now the interesting thing is, most people have a preferred system. I bet you can recall your past experiences but use one system more often than another. In my recent experiences, I've noticed that no matter how on recalls or contructs an idea, one systemis accessed first. For example, some people will first use sound, then sight, then whatever system needed for the information.
Now in NLP, we can realize and undetrstand this. When using this to build rapport (creating a bond), we can find ourselves thinking and feeling in the same manner as those around us. Not only does this give us insight into our own behavior (ability to use reframing, swish patterns, etc.[I will be discussing all these terms in later topics]) but we gain insight into other's behavior and thought. The rapport that is built can cause a great sense of secuity, relation, and even intimacy on a much grander level.
The other thing that this does is to helps us to influence behavior. Once behavior shifts as a result of the deep rapport (Our next topic will be on Rapport) built, we could even go a step further and shift their repesentational system, thereby also causing a shift in their consciousness.
Now there are two purposes to doing this, besides becoming closer to the person:
1. Influence the way they think to get them to see your point of view
2. Use covert hypnosis to cause an unaware trance or hypnotic state of mind causing the person to be more suggestable
So how do you tell which primary system, or lead system that a certain person is using and what are the characteristics of those behaviors?
Eye Accessing Cues
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Eye accessing cues are one way we can use to gauge how
people are thinking. When people pull information into short term memory, certain parts of the brain are used. When those parts of the brain are accessed for information and experiences, we tend to look in a certain direction.
There are 7 different directions that people tend to look at when trying to remember things.
They are:
1. Up and Right
2. Up and left
3. To the right
4. To the left
5. Down and right
6. Down and left
7. Straight ahead without focusing
Now, keeping in mind that most people will use the same eye patterns (I tend to be right and left opposite for
some reason), we can determine the following ways of thought:
When looking to the right, we are usually constructing (or imagining) something.
When looking to the left, we are uually remembering something.
Visual thought has upward eye movements.
So up and to the left - Visual Recall or VR (What your front door looks like)
Up and to the right - Visual Constuction or VC (What a cat with polka-dots would look like)
Auditory thought has left and right eye movements only.
Directly to the left - Auditory Recall or AR (What your friend sounds like)
Directly to the right - Auditory Construction or AC (Your friends voice at a very high or low voice)
Now the interesting thing is, when we talk to ourselves
in our head, we tend to look down and to the left. This is called Auditory Digital or AD (Recite your times-table in your head)
Down and to the right is our kinesthetic thought or K What does hot sand feel like when walking down the beach?)
And finally, straight ahead is generel visualization or V.
In this video,
http://www.youtube.com/watch?v=Rl9sOYPT5UY
the first 6 is demonstrated for us. The 7th
will be discussed a little later.
These 6 regions or directions that tend to be how right-handed people access their brains. So, to recap:
VR - Visual Recall - Up and Left
VC - Visual Construction - Up and Right
AR - Auditory Recall - Directly Left
AC - Auditory Construction - Directly Right
AD - Auditory Digital - Down and Left
K - Kinetic - Down and Right
Now, on the thought of V, there are people whose eyes don't move. There ae two reasons for this:
1. Look to Talk rule. That means that they must have eye contact with you when they are talking and therefore are using their "internal" eyes to look into the relative region to access information. The trick here is to not look at hem in the eyes and they will tend to start accessing systems. Then, try to sneak a glane or two to see where there eyes are moving to.
2. Near Term Memory. If they are speaking about something well known (Their name for example)they do not have to access any region of their brain. Also, if the information they are accessing is in short term memory, or was recently accessed, they will have the information at the forefront of their thought already. To bypass this, you might ask them something that requires thought.
Now, understanding this can give you vital information about the way someone is thinking. One could also tell truthfulness by watching the eye patterns. If one were looking to the right often, they are contructing information and if they are looking left, they are recalling info.
However, scrutiny is a must. Not all people have this exact pattern. Left-handed people tend to look left to construct and right to recall. Also, if I asked you to tell me a sentence that President Adams spoke, you may have to construct a voice, if you are using an auditory system, which would cause you to look in that region. Does not mean you are lying. But it can help to tell.
This will be a completely different topic.
Primary Lead Representational Systems and Eye Patterns
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So, how do you find out someone's lead system? Simple. Watch the patterns of their eyes. If you ask someone
the color of their front door and they first look down and left, then up and left, they probably repeated the
question in their head, then accessed the visual memory of their door. Their lead system is AD, Auditory Digital.
For me, I have to picture things in my head first. But I don't always do this. Sometimes, I talk to myself.
My lead systems are VR and AD.
Once you find their lead system, copy that system along with other Rapport building techniques until they start copying you. Then, you simply begin using another lead system, that they will copy if the bond is created, if you are trying to influence thei behaivor. Either way, this technique causes a powerful relation between you and the other person so much so that you can influence their behavior.
So what are the behaviors associated with the lead representational systems?
Visual people (who tend to access VR and VC first and often) tend to speak very fast. Picture worth a thousand words maybe? They also tend to take very shallow breaths and use aot of visual words: see, look, clear, focus, etc.
"is that clear to you?" Clear vision
"we are on the same page" Visualizing page
Visual people also prefer visual materials - pictures, charts, etc. and tend to learn easier with visualization. Those that speak with their hands tend to point alot as well.
Auditory people tend to speak and breathe slower as well as looking fom side to side often. They speak rythmically [sp?] and use auditory words - hear, listen, talk, in tune, etc.
"we need to talk things out"
"I hear what you are saying"
Auditory people like to talk rather than read or see materials.
Kinesthetic people obviously look down alot. They take very deep breathes, almost as if they are sighing alot. Their speeh is very slow and many (kinesthetic men only, for some reason) touch their chest often. They tend to use words of feeling.
"I feel your pain."
When we begin thinking in these different manners, our behaviors change accordingly.
As we move along, we will pull information back from ealier topics to discuss how these techniques actually work. For now, I want to try and get through the basics.
In the next topic, we will discuss Rapport a bit more.
---------------------------------------------------------------------------------------------
A representational system is the way in which a person thinks about the experiences of their life. If you wanted
to recall your last vacation, how would you do it? How did you remember that vaction? Perhaps you remembered
the scenery. Maybe the sunshine or even the margarittas you had. Could you hear the sound of wildlife or the
sounds at the beach? Whatever way you remembered these is your representation system.
Now there are five major systems:
1. Visual (pictures and images)
2. Auditory (sounds)
3. Kinesthetic (touch)
4. Olfactory (smells)
5. Gustatory (taste)
The best way to remember these is that they are you 5 senses. Sight, sound, smell, touch and taste.
Now the interesting thing is, most people have a preferred system. I bet you can recall your past experiences but use one system more often than another. In my recent experiences, I've noticed that no matter how on recalls or contructs an idea, one systemis accessed first. For example, some people will first use sound, then sight, then whatever system needed for the information.
Now in NLP, we can realize and undetrstand this. When using this to build rapport (creating a bond), we can find ourselves thinking and feeling in the same manner as those around us. Not only does this give us insight into our own behavior (ability to use reframing, swish patterns, etc.[I will be discussing all these terms in later topics]) but we gain insight into other's behavior and thought. The rapport that is built can cause a great sense of secuity, relation, and even intimacy on a much grander level.
The other thing that this does is to helps us to influence behavior. Once behavior shifts as a result of the deep rapport (Our next topic will be on Rapport) built, we could even go a step further and shift their repesentational system, thereby also causing a shift in their consciousness.
Now there are two purposes to doing this, besides becoming closer to the person:
1. Influence the way they think to get them to see your point of view
2. Use covert hypnosis to cause an unaware trance or hypnotic state of mind causing the person to be more suggestable
So how do you tell which primary system, or lead system that a certain person is using and what are the characteristics of those behaviors?
Eye Accessing Cues
----------------------------------------------------------------------------------------------
Eye accessing cues are one way we can use to gauge how
people are thinking. When people pull information into short term memory, certain parts of the brain are used. When those parts of the brain are accessed for information and experiences, we tend to look in a certain direction.
There are 7 different directions that people tend to look at when trying to remember things.
They are:
1. Up and Right
2. Up and left
3. To the right
4. To the left
5. Down and right
6. Down and left
7. Straight ahead without focusing
Now, keeping in mind that most people will use the same eye patterns (I tend to be right and left opposite for
some reason), we can determine the following ways of thought:
When looking to the right, we are usually constructing (or imagining) something.
When looking to the left, we are uually remembering something.
Visual thought has upward eye movements.
So up and to the left - Visual Recall or VR (What your front door looks like)
Up and to the right - Visual Constuction or VC (What a cat with polka-dots would look like)
Auditory thought has left and right eye movements only.
Directly to the left - Auditory Recall or AR (What your friend sounds like)
Directly to the right - Auditory Construction or AC (Your friends voice at a very high or low voice)
Now the interesting thing is, when we talk to ourselves
in our head, we tend to look down and to the left. This is called Auditory Digital or AD (Recite your times-table in your head)
Down and to the right is our kinesthetic thought or K What does hot sand feel like when walking down the beach?)
And finally, straight ahead is generel visualization or V.
In this video,
http://www.youtube.com/watch?v=Rl9sOYPT5UY
the first 6 is demonstrated for us. The 7th
will be discussed a little later.
These 6 regions or directions that tend to be how right-handed people access their brains. So, to recap:
VR - Visual Recall - Up and Left
VC - Visual Construction - Up and Right
AR - Auditory Recall - Directly Left
AC - Auditory Construction - Directly Right
AD - Auditory Digital - Down and Left
K - Kinetic - Down and Right
Now, on the thought of V, there are people whose eyes don't move. There ae two reasons for this:
1. Look to Talk rule. That means that they must have eye contact with you when they are talking and therefore are using their "internal" eyes to look into the relative region to access information. The trick here is to not look at hem in the eyes and they will tend to start accessing systems. Then, try to sneak a glane or two to see where there eyes are moving to.
2. Near Term Memory. If they are speaking about something well known (Their name for example)they do not have to access any region of their brain. Also, if the information they are accessing is in short term memory, or was recently accessed, they will have the information at the forefront of their thought already. To bypass this, you might ask them something that requires thought.
Now, understanding this can give you vital information about the way someone is thinking. One could also tell truthfulness by watching the eye patterns. If one were looking to the right often, they are contructing information and if they are looking left, they are recalling info.
However, scrutiny is a must. Not all people have this exact pattern. Left-handed people tend to look left to construct and right to recall. Also, if I asked you to tell me a sentence that President Adams spoke, you may have to construct a voice, if you are using an auditory system, which would cause you to look in that region. Does not mean you are lying. But it can help to tell.
This will be a completely different topic.
Primary Lead Representational Systems and Eye Patterns
----------------------------------------------------------------------------------------------
So, how do you find out someone's lead system? Simple. Watch the patterns of their eyes. If you ask someone
the color of their front door and they first look down and left, then up and left, they probably repeated the
question in their head, then accessed the visual memory of their door. Their lead system is AD, Auditory Digital.
For me, I have to picture things in my head first. But I don't always do this. Sometimes, I talk to myself.
My lead systems are VR and AD.
Once you find their lead system, copy that system along with other Rapport building techniques until they start copying you. Then, you simply begin using another lead system, that they will copy if the bond is created, if you are trying to influence thei behaivor. Either way, this technique causes a powerful relation between you and the other person so much so that you can influence their behavior.
So what are the behaviors associated with the lead representational systems?
Visual people (who tend to access VR and VC first and often) tend to speak very fast. Picture worth a thousand words maybe? They also tend to take very shallow breaths and use aot of visual words: see, look, clear, focus, etc.
"is that clear to you?" Clear vision
"we are on the same page" Visualizing page
Visual people also prefer visual materials - pictures, charts, etc. and tend to learn easier with visualization. Those that speak with their hands tend to point alot as well.
Auditory people tend to speak and breathe slower as well as looking fom side to side often. They speak rythmically [sp?] and use auditory words - hear, listen, talk, in tune, etc.
"we need to talk things out"
"I hear what you are saying"
Auditory people like to talk rather than read or see materials.
Kinesthetic people obviously look down alot. They take very deep breathes, almost as if they are sighing alot. Their speeh is very slow and many (kinesthetic men only, for some reason) touch their chest often. They tend to use words of feeling.
"I feel your pain."
When we begin thinking in these different manners, our behaviors change accordingly.
As we move along, we will pull information back from ealier topics to discuss how these techniques actually work. For now, I want to try and get through the basics.
In the next topic, we will discuss Rapport a bit more.