Category: Concepts

Having shades of meaning, as opposed to Digital, that has discrete (On/off) meaning. As in an analog watch (a watch with minute and hour hands).

Words or statements that can be interpreted in more than one way. The use of language that is vague, or ambiguous. Language that is ambiguous is also abstract (as opposed to specific). Ambiguous language is often used in therapy as a form of mild hypnosis.  It can also be used in several different ways in business, […]

The need of human beings to interact with each other. One of the Meta Programs that indicates whether a person prefers to work alone or with a team.

Mismatching is the opposite of Matching.  It is the process of adopting different patterns of behavior in contradiction to another person, breaking rapport for the purpose of redirecting, interrupting or terminating a meeting or conversation. Mismatching can be used at times when it’s appropriate to abruptly disrupt the rapport with another person.

Matching is when a person matches or “paces” the verbal and non-verbal language of others to build rapport with them. This can be achieved by matching the posture, breathing pattern, gestures, voice tone, speaking speed, and facial expressions. This can also be referred to as “pacing” or “mirroring”.

A method used to notate the structure of any particular experience. The concept of the four tuple maintains that any experience must be composed of some combination of the four primary representational classes – A,V,K,O – where A=Auditory, V=Visual, K=Kinesthetic, and O=Olfactory/Gustatory. x

Organizing or breaking down some experience into bigger or smaller pieces. Chunking up comprises of expanding out to a larger, more abstract level of information (the ‘big picture’). Chunking down comprises of narrowing down to a more specific and concrete level of information. Chunking laterally comprises of finding other examples at the same level of information.

The practice of reading another person’s unconscious and non-verbal responses during an ongoing interaction. This is achieved by recognizing observable behavioral cues that are linked to a specific internal response. Calibration can include such things as noticing body posture, eye movements, breathing patterns, breathing rates, skin color, voice tone and many other subtle changes in behavior. 

Subtle behaviors that will help indicate what representational system a person is using to think with. As people think or process information, they have subtle changes and variations in the physical body and behavior.  Common types of accessing cues include eye movements, voice tone, voice tempo, body posture, skin color, gestures, facial expressions, and breathing […]