BUSINESS COMMUNICATION AND NLP: SUCCESSFUL DRIVERS IN THEORY AND PRACTICE

  • Autor:

  • Editura: Editura Universitară

    ISBN: 978-606-28-0795-5

    Doi: 10.5682/9786062807955

  • Anul publicării:

    Pagini: 232

2600 RON

Disponibilitate: în stoc



Mai multe detalii BUSINESS COMMUNICATION AND NLP: SUCCESSFUL DRIVERS IN THEORY AND PRACTICE

This book facilitates understanding behavioural and organisational change and leadership development. With first-hand experience of getting a PhD in Neuro-Linguistic Programming (NLP) Perspectives on Negotiating and Selling, I can say that this book reflects the practical capacity I have gained by closely working with business leaders and managers in their struggle to bring about fast change for themselves and their organisations.

This book extensively uses the concept of NLP to help both business students and professionals improve their communication skills, develop their leadership skills, build rapport, make positive changes, improve team working to boost performance, work one-to-one as well as with groups, and accomplish their goals. Firstly, used in a business context, it demonstrates, with clear and practical examples, the advantage of applying NLP to the workplace in order to overcome barriers towards success and develop a winning mindset. Secondly, it shows how to positively interact with your colleagues and establish better working relationships so as to improve communication skills and create rapport with your team-mates. Thirdly, this book is an engaging guide of how to motivate and inspire through the language you use to lead people to perform. Fourthly, it spells out in detail how to deal with difficult interlocutors to set and achieve ambitious goals in a selling or negotiating process, what the benefits are for using NLP in business in order to get the best from our everyday performance, expand our NLP knowledge and resources and, moreover, avoid the pitfalls of others.

This book tackles five parts, with each part being parcelled off into bite-sized pieces easy to assimilate. You can either use this book whatever the chapter may be, or make use of the information given in one or more chapters according to your interests and needs.

The book provides students with applications of NLP headed towards favourite areas such as conducting negotiations, closing deals, making sales, taking them through specific linguistic strategies and techniques used as power tools to take control within the workplace.

Cuprinsul cărţii BUSINESS COMMUNICATION AND NLP: SUCCESSFUL DRIVERS IN THEORY AND PRACTICE

INTRODUCTION/ 9

PART I: DIFFERENCE DOES COUNT IN CHANGING THE BUSINESS ENVIRONMENT/ 11

CHAPTER 1: Generating Business Excellence with NLP / 13

1.1. Generating Business Excellence with NLP/13

1.1.1. Getting familiar with NLP is really user-friendly/ 13

1.1.2. One can accomplish more by using NLP/14

1.1.3. Reprogramming mind in order to achieve business success/17

1.2. Unblocking the Route to Success/ 21

1.2.1. Overcoming barriers that prevent you from being successful at work is really possible/ 21

1.2.2. Outcome – the most important measure for business success/25

1.3. Conclusions /29

CHAPTER 2: Communicating and Building Positive Working

Relationships/31

2.1. Building Paths to Making Choices/ 31

2.2. The NLP Foundations and Their Relation to Mastering Business

Communication (BC)/ 34

2.3. Unconsciously Used Filtering Systems/59

2.4. Conclusions/71

PART II: BUILDING RAPPORT AND DETECTING ’VAK’ THINKING PATTERNS FOR INFLUENCING BUSINESS RELATIONSHIPS/ 73

CHAPTER 3: Rapport as „chemistry” in Building Long-Standing

Work Relationships and Matching Language To Create Rapport /75

3.1. Recognizing, Achieving and Maintaining Rapport Easily /75

3.2. Matching Language To Create Rapport and Improve Communication/ 78

3.3. Metaphors Used To Communicate in The Business Environment/ 81

3.4. Creating Rapport through ’VAK’ Systems. Using Specific Words and Phrases / 91

3.5. Conclusions /97

CHAPTER 4: Pacing and Leading – The Engines of Strengthening

Rapport/99

4.1. Pacing Used To Strengthen Rapport /99

4.2. Leading Used To Influence, Maintain and Strengthen Rapport / 100

4.3. Conclusions /109

PART III: PINPOINTING PATTERNS OF GETTING TO KNOW YOURSELF AND OTHERS IN BUSINESS: METAPROGRAMS, SLEIGHT OF MOUTH AND FRAMES TECHNIQUES/111

CHAPTER 5: Metaprograms in Business English: Perceptual Filters on Communication/113

5.1. Unconscious Filters on Communication/113

5.2. Metaprograms and Job Implications/114

5.3. Conclusions/125

CHAPTER 6: Linguistic Frames in Business Communication/127

6.1. The Concept of Frame /127

6.2. Types of Framing Events in Business Interactions/ 127

6.3. Conclusions/ 132

CHAPTER 7: The Sleight of Mouth Technique/133

7.1. The Origins of The Sleight of Mouth Technique /133

7.2. A More Modern Perspective on the Sleight of Mouth Technique based on Alder’s SOM Model /135

7.3. Conclusions/ 137

PART IV: A HANDY SUMMARY OF BUSINESS APPLICATIONS THROUGH NLP PRINCIPLES AND TECHNIQUES/ 139

CHAPTER 8: Perceptual Positions: You...The Other Person’s Shoes... Fly on the Wall/ 141

8.1. Perceptual Positions Can Expand Our Level of Awareness /141

8.2. Business Applications and Functions/142

8.3. Conclusions /159

PART V: DEVELOPING BUSINESS COMMUNICATION SKILLS THROUGH EFFECTIVE APPLICATIONS/ 161

CHAPTER 9: Meetings/163

9.1. The Importance of the Meeting Process in Achieving Business Communication /163

9.2. Types of Meeting/164

9.3. The Meeting Specific Steps/ 165

9.4. Conclusions /168

CHAPTER 10: Negotiations/169

10.1. The Basic Steps of Effective Negotiation/170

10.2. The Specific Steps of the Negotiating Process/172

10.3. The Linguistic Characteristics of the Negotiation Process/179

10.4. Conclusions/183

CHAPTER 11: Presentations/185

11.1. The Presentation Process and the Abilities It Activates/ 185

11.2. The Essential Elements Appealing to any Presentation /186

11.3. The Presentation Specific Steps /190

11.4. The Linguistic Characteristics of the Presentation Process/191

11.5. The ’Sandwich’ Method/198

11.6. Conclusions/200

CHAPTER 12: Sales/203

12.1. Types of Relationships in the Selling Process /203

12.2. The Questioning Technique/204

12.3. The Linguistic Characteristics of the Sales Process/ 207

12.4. The Aikido Technique/209

12.5. The Use of Selling Idioms to Create a Magical Effect /213

12.6. Conclusions/ 215

INDEX/ 217

BIBLIOGRAPHY/ 223

Despre autor

Cristina Mihaela Zamfir

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