NLP THURSDAY: Introduction & Coming To Our Senses

Neuro Linguistic Programming, or NLP, is a form of persuasion technique created by Richard Bandler and John Grinder in the early 1970’s. Bandler and Grinder were professionals in the area of psychotherapy and linguistics and were looking for a new method to treat their patients, a method grounded in the pragmatic application of certain concrete principles. NLP has grown into a system of techniques that, when applied correctly, deliver consistent and powerful results time and again. The power of NLP is that the system works regardless of the various peculiarities of the individual working it.

NLP evolved from the study of three areas of therapy: Gestalt therapy, Family Therapy, and Hypnosis. By taking elements from each of these areas, combining them, and discarding the parts that were not effective, the doctors began to witness amazing progress in their patients. Where patients before remained stuck in their personal blockades of emotional paralysis, NLP was giving them a solution that did not waste time and energy on complex theories. When applied correctly, NLP simply worked. It gave people a virtual recipe for success. And unlike a complicated French souffle, NLP was relatively easy to follow.

The primary “unit” of NLP is the “pattern.” A pattern is a set of thoughts and actions that when replicated in a pre-defined order, work to achieve a certain desired result. NLP patterns are always based on one of three basic elements: Visual (seeing), Auditory (hearing), and Kinesthetic (touching). By working with these powerful points of reference, it is possible to strongly influence the decision making process of others. The study of NLP can be applied to many areas of legal practice, ranging from the promotion of personal growth to the ultimate influence of the client, judge and jury.

Here is where it gets truly exciting for practicing attorneys. NLP gives the lawyer the power to influence others in ways usually relegated to science fiction and carnival hypnosis demonstrations. By understanding the foundation of our thoughts, feelings, and emotions, we can take certain actions to influence these emotions and thus influence the ultimate behavior of others. The implication of such influence is truly breathtaking.

In the next, “NLP Thursday,” we will examine the five primary patterns of NLP and see how they can be applied to the modern practice of law. Through the simple application of some basic principles, we will see how it becomes possible to determine how others will think, feel and ultimately, act.

NLP: The Technology of Human Communication

I have been studying NLP for several years now. NLP stands for Neuro Linguistic Programming. Though it may sound complex, the basic idea is that as individuals, what we believe is based on what our mind sees rather than what is actually in front of our eyes. Though far too simplistic a definition, NLP study allows one to learn how to effectively communicate, educate, and persuade others with incredible effect. The advantages that this has in the legal arena are obvious. As a trial attorney, I am constantly working to persuade an audience (client, judge, jury) to accept my point of view.

The following description of NLP and the law is from www.DesignedThinking.net, a web site devoted to the study of NLP and its application to lawyers.

“Lawyers are using Neurolinguistic Programming to present their cases to juror, with winning results. The thinking used to be that if a lawyer could present enough evidence in favor of his client, he would be able to win his case. Now most people realize this isn’t always true, as time and time again it’s the ability to tap into the jury’s emotional state that will influence their decision.

Twenty-five years ago a new science in the field of human behavior was born from the success of a therapist who could exert amazing influence over his clients. Since then the development of Neuro Linguistic Programming (NLP) has moved into the fields of human behavior, influencing, persuading and changing how people communicate with each other. Today, NLP is beginning to find a prominent role in our judicial system. Why communicate only with facts and reason when you can tap into the emotional state of jurors just as easily?

Whether choosing perspective jurors, influencing jurors’ decisions, or working with witnesses to overcome their fears on the witness stand, NLP is now one of the cutting edge tools in the field of judicial psychology.”

I have collected an extensive library of NLP titles and the interesting thing is that many of the works have words such as “magic,” “mind-control,” and “illusion” prominently displayed on the cover. Though easy to misinterpret, NLP is not an underhanded method to deceive others, nor is it a “witches brew” concocted to make others act against their will. NLP, rather, allows us to confront our own fears and debilitating illusions that hold us back. In addition, NLP gives us concrete methods by which to touch others and get them to see beyond the limitations of their preexisting beliefs in order to accept sometimes radically new ideas.

All of this is incredibly helpful in the world of legal practice. Ask others to value the importance of effective persuasion for attorneys and the responses will be overwhelmingly “very important.” In today’s competitive environment where every advantage helps, investigating NLP should be on every attorney’s priority list.

Just as we look to the most advanced technological solutions for our computers, phones and other machines to make our practice more effective, it is necessary to go even further. NLP, after all, has been called “the technology of human performance.” When about to stand to offer a closing argument on behalf of a family whose lives have been crushed by tragedy; when their very future hangs on the words you will choose to employ, the effective use of NLP technology can make all the difference.