Introducing NLP

Journal of European Industrial Training

ISSN: 0309-0590

Article publication date: 1 March 2000




(2000), "Introducing NLP", Journal of European Industrial Training, Vol. 24 No. 2/3/4.



Emerald Group Publishing Limited

Copyright © 2000, MCB UP Limited

Introducing NLP

Introducing NLP

Sue KnightInstitute of Personnel and Development (IPD)1999ISBN 0 85292 772 X£5.95 (£5.35 to IPD members)(Can be ordered direct from Plymbridge Distributors Ltd on 01752 202301, or purchased from business bookshops or through the IPD Web site on

Keywords: Neurolinguistic programming

A gentle pinch to the earlobe can be a useful leadership technique, according to this book. The self-inflicted nip is not intended to hurt, but to signal that the owner of the ear should be in a certain state of mind. Sue Knight, author of Introducing NLP and a training expert who has tutored senior business figures, says everyone is unconsciously aware of the best behaviour to adopt in different situations and can think themselves into it.

The ear pinch, or another simple gesture, is a trigger to adopt different attitudes for different situations - energized and extroverted which may suit presentations, or relaxed and introverted for activities such as report writing.

In Introducing NLP, Knight gives an introductory guide to the fascinating science of neurolinguistic programming (NLP) in a non-jargonistic, down-to-earth approach. With NLP you can identify and then copy the behaviours of successful people. But, unlike many management wisdoms, it starts by harnessing talents which people already possess, although they may not realize it.

"NLP works on the principle that, although you cannot change the world, you can change the way you represent the world in your thinking. It is our 'thought life' and not our circumstances that determines our success and happiness", says Knight, who has worked with PriceWaterhouseCoopers, Barnardos, ICL, Thomas Cook, Unipart, NEC and Unisys.

The roots of NLP are simple. It was developed in 1975 by two academics who set about trying to reproduce the excellence of people whose performance they admired. Knight's book explains its techniques, and how they can be used in personal and professional relationships with other people.

NLP, she says, can be widely used in business to:

  • build and enhance relationships with new and existing contacts, and build rapport to do effective business;

  • "keep your head" when the world around is reeling;

  • learn how to recognize natural talents within yourself and others - and to be able to select and draw on them;

  • inspire and motivate through a sense of direction and a capacity to communicate in compelling ways.

Knight says:Anyone who needs to achieve results through others needs to be able to connect with people, no matter what their background, style or culture. Those who have it generate respect and trust from the people they work with. Those who are successful in being able to influence people and situations expect to have rapport with everyone they meet. They have learned either intuitively or consciously to match the style of the people they are dealing with.

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