Thursday, 5 June 2014

The NLP Approach To Communication

Authored by Shayda Sharfaei

A few days ago I was on site at a client organization and overheard someone mention the phrase ‘NLP’ and he explained how he would use this approach from here onwards within his role in procurement. What is NLP you wonder? Well upon researching the phrase a little further, I came across a number of explanations for the term NLP, but the most compelling explanation I came across describes how Neuro-Linguistic Programming (NLP) illustrates the fundamental dynamics between mind (neuro) and language (linguistic) and how their interplay affects our body and behavior (programming). It allows us to change and improve the way we think, feel and behave, particularly by making it possible for people to:
      1. Set clear goals and define realistic strategies
      2. Coach new and existing staff to help them gain greater satisfaction from their contribution
      3. Understand and reduce stress and conflict 
      4. Improve new customer relationship-building and sales performance 
      5. Enhance the skills of customer care staff and reduce customer loss 
      6. Improve people's effectiveness, productivity and thereby profitability 


      If you delve a little deeper into the programming techniques associated with NLP, you will realize how critical this is to the development of our business lives. Having the ability to communicate with someone after evaluating their reactions, then using this to influence their decisions by tailoring your response to they can relate to makes perfect sense. 

      It is understandable why the individual I overheard discussing NLP would consider using this in procurement as a key factor to effective procurement is being able to negotiate. Conveying the right message to your stakeholders can often be a struggle, and may result in delayed decisions and at even result in the wrong decision being made. By using the techniques identified in NLP you are able to read the behaviors of the parties involved and use this to your own advantage, enabling you to negotiate more effectively – a weapon any procurement professional or business professional would want in their artillery.

      So why don’t more of us know about this system if it’s the key to successful communication? Why not research a little further into NLP and see if what they call ‘magic’ really works! (Watch NLP in practice)

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