Robert dilts language tricks in english. Robert Dilts: Tricks of the tongue. Changing beliefs with NLP. How tongue trick patterns work

Foreword

This is a book that I have been preparing to write for many years. She talks about the magic of language, based on the principles and definitions of Neuro-Linguistic Programming (NLP). I first encountered NLP about twenty-five years ago in a linguistics class at the University of California, Santa Cruz. These classes were taught by one of the founders of NLP, John Grinder. By then, he and Richard Bandler had just completed the first volume of their seminal work, The Structure of Magic. In this book, they were able to model the language patterns and intuitive abilities of three of the world's most successful psychotherapists (Fritz Perls, Virginia Satir, and Milton Erickson). This set of patterns (known as the “meta model”) allowed me, a third-year political scientist with no practical experience in psychotherapy, to ask questions that an experienced psychotherapist would ask.

The scale of the possibilities of the metamodel and the process of modeling itself made a huge impression on me. I felt that modeling can be widely applied in all areas of human activity, be it politics, art, management, science or pedagogy ( Modeling With NLP, Dilts, 1998). The use of these techniques, in my opinion, could lead to significant changes not only in psychotherapy, but also in many other areas in which the communication process is involved. Since I was a political philosopher at the time, my first practical modeling experience was trying to apply the linguistic filters used by Grinder and Bandler to analyze the work of psychotherapists in order to highlight certain patterns in Plato's Dialogues.

The study was both fascinating and informative. Despite this, I felt that Socrates' gift of persuasion could not be explained in terms of the meta model alone. The same was true of other phenomena described by NLP, such as representational system predicates (descriptive words indicating a particular sensory modality: "see", "look", "listen", "sound", "feel", "touch", etc.). . P.). These linguistic features made it possible to penetrate into the essence of the Socratic gift, but could not fully cover all its dimensions.

I continued to study the writings and sayings of those who managed to influence the course of history - Jesus of Nazareth, Karl Marx, Abraham Lincoln, Albert Einstein, Mahatma Gandhi, Martin Luther King, etc. Over time, I came to the conclusion that they all used one a basic set of patterns by which they influenced the judgments of others. Moreover, the patterns encoded in their words continued to influence and define history even years after the death of these people. Tricks of Language patterns are an attempt to decipher some of the most important linguistic mechanisms that helped these people convince others and influence public opinion and belief systems.

In 1980, in the course of talking with one of the founders of NLP, Richard Bandler, I learned to recognize these patterns and isolate their formal structure. During the workshop, Bandler, a master of the language, presented us with a ridiculous but paranoid belief system and suggested that we try to get him to change those beliefs (see Chapter 9). Despite their best efforts, the members of the group were unable to achieve any result: Bandler's system was impregnable because it was built on what I later termed "thought viruses."

I listened to all sorts of verbal "frames" spontaneously created by Bandler, and suddenly found that some of these structures were familiar to me. While Bandler used these patterns in a "negative" way to be more persuasive, I realized that such structures were used by Lincoln, Gandhi, Jesus, and others to promote positive and radical social change.

Essentially, these patterns are made up of verbal categories and features, with the help of which our language allows us to form, change or transform a person's basic beliefs. Tricks of Language patterns can be described as new "verbal frames" that influence beliefs and the mental maps on which those beliefs are based. In the two decades that have passed since their discovery, these patterns have earned the right to be called one of the most productive methods of effective persuasion created by NLP, and are probably best remedy changes in beliefs in the process of communication.

However, these patterns are quite difficult to study because they involve words, and words are inherently abstract. In NLP, it is generally accepted that words are surface structures, representing or expressing deep structures. In order to correctly understand and creatively apply any language pattern, it is necessary to comprehend its “deep structure”. Otherwise, we can only imitate examples known to us. Thus, learning the "Tricks of the Language" and using them in practice, it is necessary to distinguish between the true magic and banal tricks. The magic of change comes from what lies behind the words.

To this day, teaching these patterns is reduced to familiarizing students with definitions and verbal examples of various linguistic structures. Students are forced to intuitively comprehend the deep structures necessary for self-creation of patterns. Despite the fact that children learn their native language in the same way, this method imposes a number of limitations.

Some people (especially if English language is not native to them) the patterns of "Tricks of the tongue" for all their effectiveness may seem too complicated or incomprehensible. Even NLP practitioners with years of experience are not always clear about how these patterns fit in with other NLP concepts.

These patterns are often used in polemics as a method of conducting a discussion or building evidence. This earned them a reputation as a potentially powerful tool.

Some of these difficulties simply reflect historical development the patterns themselves. I identified and formalized these patterns before I had the opportunity to fully explore the deep structures of belief and belief change, and their relationship to other levels of learning and change. Since then, I have been able to develop a number of techniques for changing beliefs, such as reimprinting, the pattern of turning error into feedback, the belief installation technique, the metamirror, and the integration of conflicting beliefs ( Changing Belief Systems with NLP, Dilts, 1990 and Beliefs: Pathways to Health and Well-Being, Dilts, Hallbom & Smith, 1990). And only in last years I began to understand clearly enough how beliefs are formed and fixed at the cognitive and neural levels in order to exhaustively and at the same time succinctly describe the deep structures that underlie Tricks of Language.

The purpose of the first volume of the book is to present to the reader some of my findings and discoveries so that the patterns of "Tricks of the tongue" can be used on their basis. My task was to reveal the principles and deep structures on which these patterns are based. In addition to definitions and examples, I want to provide you with simple structures that will put each of these patterns into practice and illustrate how they fit in with other NLP assumptions, principles, techniques, and concepts.

I also plan to write a second volume called The Language of Leadership and Social Change. It will look at the practical applications of these patterns by individuals such as Socrates, Jesus, Marx, Lincoln, Gandhi, and others who sought to create, change, and transform key beliefs that underpin the modern world.

“Tricks of language” is a fascinating subject. Their strength and value lies in the fact that with their help you can learn to speak the right words in right time– without the help of formal techniques or special contexts (traditionally associated with therapy or discussions). I hope you enjoy your journey through the magic of language and the verbal ways of changing beliefs.

This book is dedicated with gratitude and respect to Richard Bandler, John Grinder, Milton Erickson, and Gregory Bateson, who taught me the magic of language and« of magic».

Robert Dilts,

Santa Cruz, California

Robert Dilts

Foci of language. Changing beliefs with NLP

Foreword

This is a book that I have been preparing to write for many years. She talks about the magic of language, based on the principles and definitions of Neuro-Linguistic Programming (NLP). I first encountered NLP about twenty-five years ago in a linguistics class at the University of California, Santa Cruz. These classes were taught by one of the founders of NLP, John Grinder. By then, he and Richard Bandler had just completed the first volume of their seminal work, The Structure of Magic. In this book, they were able to model the language patterns and intuitive abilities of three of the world's most successful psychotherapists (Fritz Perls, Virginia Satir, and Milton Erickson). This set of patterns (known as the “meta model”) allowed me, a third-year political scientist with no practical experience in psychotherapy, to ask questions that an experienced psychotherapist would ask.

The scale of the possibilities of the metamodel and the process of modeling itself made a huge impression on me. I felt that modeling can be widely applied in all areas of human activity, be it politics, art, management, science or pedagogy ( Modeling With NLP, Dilts, 1998). The use of these techniques, in my opinion, could lead to significant changes not only in psychotherapy, but also in many other areas in which the communication process is involved. Since I was a political philosopher at the time, my first practical modeling experience was trying to apply the linguistic filters used by Grinder and Bandler to analyze the work of psychotherapists in order to highlight certain patterns in Plato's Dialogues.

The study was both fascinating and informative. Despite this, I felt that Socrates' gift of persuasion could not be explained in terms of the meta model alone. The same was true of other phenomena described by NLP, such as representational system predicates (descriptive words indicating a particular sensory modality: "see", "look", "listen", "sound", "feel", "touch", etc.). . P.). These linguistic features made it possible to penetrate into the essence of the Socratic gift, but could not fully cover all its dimensions.

I continued to study the writings and sayings of those who managed to influence the course of history - Jesus of Nazareth, Karl Marx, Abraham Lincoln, Albert Einstein, Mahatma Gandhi, Martin Luther King, etc. Over time, I came to the conclusion that they all used one a basic set of patterns by which they influenced the judgments of others. Moreover, the patterns encoded in their words continued to influence and define history even years after the death of these people. Tricks of Language patterns are an attempt to decipher some of the most important linguistic mechanisms that helped these people convince others and influence public opinion and belief systems.

In 1980, in the course of talking with one of the founders of NLP, Richard Bandler, I learned to recognize these patterns and isolate their formal structure. During the workshop, Bandler, a master of the language, presented us with a ridiculous but paranoid belief system and suggested that we try to get him to change those beliefs (see Chapter 9). Despite their best efforts, the members of the group were unable to achieve any result: Bandler's system was impregnable because it was built on what I later termed "thought viruses."

I listened to all sorts of verbal "frames" spontaneously created by Bandler, and suddenly found that some of these structures were familiar to me. While Bandler used these patterns in a "negative" way to be more persuasive, I realized that such structures were used by Lincoln, Gandhi, Jesus, and others to promote positive and radical social change.

Essentially, these patterns are made up of verbal categories and features, with the help of which our language allows us to form, change or transform a person's basic beliefs. Tricks of Language patterns can be described as new "verbal frames" that influence beliefs and the mental maps on which those beliefs are based. In the two decades since their discovery, these patterns have earned the title of one of NLP's most productive effective persuasion techniques and are probably the best way to change beliefs in communication.

However, these patterns are quite difficult to study because they involve words, and words are inherently abstract. In NLP, it is generally accepted that words are surface structures, representing or expressing deep structures. In order to correctly understand and creatively apply any language pattern, it is necessary to comprehend its “deep structure”. Otherwise, we can only imitate examples known to us. Thus, learning the "Tricks of the Language" and using them in practice, it is necessary to distinguish between the true magic and banal tricks. The magic of change comes from what lies behind the words.

To this day, teaching these patterns is reduced to familiarizing students with definitions and verbal examples of various linguistic structures. Students are forced to intuitively comprehend the deep structures necessary for self-creation of patterns. Despite the fact that children learn their native language in the same way, this method imposes a number of limitations.

For some people (especially if English is not their first language), the Tricks of the Language patterns, while effective, may seem too complicated or incomprehensible. Even NLP practitioners with years of experience are not always clear about how these patterns fit in with other NLP concepts.

These patterns are often used in polemics as a method of conducting a discussion or building evidence. This earned them a reputation as a potentially powerful tool.

Some of these difficulties simply reflect the historical development of the patterns themselves. I identified and formalized these patterns before I had the opportunity to fully explore the deep structures of belief and belief change, and their relationship to other levels of learning and change. Since then, I have been able to develop a number of techniques for changing beliefs, such as reimprinting, the pattern of turning error into feedback, the belief installation technique, the metamirror, and the integration of conflicting beliefs ( Changing Belief Systems with NLP, Dilts, 1990 and Beliefs: Pathways to Health and Well-Being, Dilts, Hallbom & Smith, 1990). It is only in recent years that I have begun to understand how beliefs are formed and reinforced at the cognitive and neural levels clearly enough to describe exhaustively and at the same time succinctly the deep structures that underlie Tricks of Language.

The purpose of the first volume of the book is to present to the reader some of my findings and discoveries so that the patterns of "Tricks of the tongue" can be used on their basis. My task was to reveal the principles and deep structures on which these patterns are based. In addition to definitions and examples, I want to provide you with simple structures that will put each of these patterns into practice and illustrate how they fit in with other NLP assumptions, principles, techniques, and concepts.

I also plan to write a second volume called The Language of Leadership and Social Change. It will look at the practical applications of these patterns by individuals such as Socrates, Jesus, Marx, Lincoln, Gandhi, and others who sought to create, change, and transform key beliefs that underpin the modern world.

“Tricks of language” is a fascinating subject. Their strength and value lies in the fact that with their help one can learn to say the right words at the right time - without the help of formal techniques or special contexts (traditionally associated with therapy or discussions). I hope you enjoy your journey through the magic of language and the verbal ways of changing beliefs.

This book is dedicated with gratitude and respect to Richard Bandler, John Grinder, Milton Erickson, and Gregory Bateson, who taught me the magic of language and « of magic».

Robert Dilts, Santa Cruz, California

This textbook is one of the most popular works in our country by Robert Dilts, an NLP trainer and practitioner. Despite the fact that the author of the book is a true master of Neuro Linguistic Programming, this book will be useful not only for training communication skills or for creating internal psychological balance, but also for developing creativity and creative thinking.

Description

Name: Language Tricks Belief Change with NLP (Sleight Mouth Magic Conversational Belief Change)

Book release date: 1999

This tutorial is one of the most popular works of Robert Dilts trainer and NLP practitioner. Despite the fact that the author of the book is a true master of neuro-linguistic programming, this book will be useful not only for training communication skills or for creating internal psychological balance, but also for developing creativity and creative thinking.

The basis for writing "Tricks of the Language" was the concept, which in NLP is called framing (from the English frame - frame) - this is the creation of various psychological and linguistic frames for any statement to change the tone of perception of this belief. But framing is not only about what is sometimes called verbal balancing act. Tricks of the tongue help us change focus and look at objects in different ways. We can say that the title of the book contains a play on words: “tricks of the language” as tricks (tricks, magic - 1) and as focusing (analogy from optics, foreshortening, concentration on specific details -2).

It was this textbook by Dilts that became the basis of the second lesson on the development of creative thinking on our website. 14 tricks of the language, taken from Dilts, will help you find the right angle to consider any object or situation in order to continue further creative stages process of lateral thinking.

On our site there are materials that are similar in subject matter to this book. Below is a list of pages with these materials.

In neuro-linguistic programming, there is a special concept for finding the right focus, which is called framing. Frame (eng. - frame) - the context of consideration of any thing, with which you can change the shade of perception of this thing.

In an attempt to identify all possible interpretations of the same phenomenon, Dilts found at least 14 different ways to change the focus of our vision.

1. Override: replacement of one of the words used in the formulation of a belief with a new word with a different connotation (for example, a euphemism).
2. Analogy: replacement of a given phrase with another one similar to the given one, but the new phrase should change the meaning of the original judgment.
3. Intention: switching attention to the task or intention behind the belief.
4. Counter example: looking for an exception to the rule behind the belief.
5. World model: reassessment (or strengthening) of beliefs from the standpoint of a different model of the world.
6. Metaframe: evaluating a belief from a frame of continuous, person-centered context—creating a belief about a belief.
7. Consequences: Attention is directed to the consequences of a given belief in order to change or reinforce the belief.
8. Another result: switching to a goal other than the one stated in the belief in order to shake or reinforce the foundations of the belief.
9. "Separation" (English chunkdown): changing or reinforcing the generalization defined by the belief by breaking the elements of the belief into smaller pieces.
10. "Generalization" (English chunkup): generalization of a part of a belief to more high level, which allows you to change or strengthen the relationships determined by this belief.
11. Frame resizing: re-evaluating (or amplifying) the subtext of a belief in the context of a longer (or shorter) time frame, from the point of view of more people (or an individual), in a broader or narrower perspective.
12. Hierarchy of criteria: re-evaluating (or reinforcing) a belief according to a criterion superior in importance to any of those on which the belief is based.
13. Reality strategy: re-evaluation (or reinforcement) of a belief based on the fact that beliefs are created through the cognitive process of perceiving the world.
14. Application to yourself: evaluating the very formulation of a belief according to the relationship or criteria defined by that belief.

about the author

Robert Brian Dilts is one of the recognized luminaries of modern NLP. He was one of the first students of John Grinder and Richard Bandler, the founders of Neuro Linguistic Programming. His professional skills are applied in many areas: modeling of human excellence, creating computer programs related to human-computer interaction, business consulting, conducting trainings and lectures on practical psychology and much more.

He is one of the first developers of NL. He started back in 1975, becoming one of the first students of John Grinder and Richard Bandler. Robert also studied with Milton Erickson and Gregory Bateson. Now Robert Dilts is the founder of one of the best NLP Universities in the world and the organizer a large number international conferences in Santa Cruz.

In addition to important applications of NLP in areas such as education, creative thinking and leadership, Robert's personal contribution to NLP is the technologies he developed for changing thinking strategies and belief systems, as well as the development of a field of knowledge that later became known as "systemic NLP". Some of the technologies and models he developed include: reimprinting, conflicting belief integration, language tricks, literate writing strategy, allergy management, neurological levels, belief cycle, generative NLP techniques, and more.

Robert Dilts is the author of numerous technologies, books and articles. He has published about 50 books on Neuro Linguistic Programming, including: Changing Beliefs with NLP, Modeling with NLP, NLP: Effective Leadership Skills, Genius Strategies, Beliefs. Ways to health and well-being”, “Language tricks” and others. And his most significant creation is the "Encyclopedia of NLP" in two volumes, which he wrote together with J. DeLozier.

': Looks for a word or phrase that describes approximately the same quality or action, but with a different score. For example: stealing - housekeeping, a liar - diplomatic, arrogance - perseverance, an informer - socially active, irritability - emotionality.

Client: - The wife must be obedient.
Operator: - Do you like weak-willed women?

Client: - I act completely inconsistently.
Operator: - Well, when you are able to behave like a real woman.

In the first version, a negative reframe was made: obedient => weak-willed. In the second - positive: to act completely inconsistently => the ability to behave like a real woman.

3. Consequences

The consequences of using this belief are considered.
It is clear that the use of persuasion leads to consequences. Or it might lead.

Client: - I am completely unable to quit smoking.
Operator: - This is a good way to justify your early death.

Sometimes the consequences are described in a grotesque way.

Operator: - I can already imagine how she ties a napkin around your neck and feeds you with semolina porridge: "For mom, for dad, for good sex." She can wipe your ass and wash your pussy in the evenings. It's so erotic. True, this is the maximum sexual experience that you will get in this situation.

4. Separation

We break down the elements of persuasion into parts.

Operator: - What exactly do you fail to do: write a letter of resignation, complete the current project, talk to the director?

5. Consolidation

Generalization of part of belief.

Client: - I will never be able to leave this job.
Operator: - Have you never been able to change anything?

Playing with the size of the frames, you can bring the statement to the point of absurdity:

Client: - I will never be able to leave this job.
Operator: - And also never go on vacation, never leave the city and stay forever in this office.

6. Analogy

Looking for an analogy that will give the belief a different meaning.
A direct analogy, parable, anecdote, etc. can be used here. In short, any metaphor or association.

Cameraman: - It's like saying that all artists are liars because their pictures don't look like reality.

7. Frame resizing

We change the considered duration of time, the number of people, the size of the territory, etc. in such a way that the belief changes meaning or becomes absurd.
Practically, this is context reframing. But the context is only allowed to change in size. For example, by expanding the time frame, you can offer the Client to look at the situation from the future.

Client: - I will never be able to leave this job.
Operator: - In retirement, you will be happy to tell your grandchildren about today.

In the same way, you can look at the situation from the past.

Client: - I will never be able to leave this job.
Operator: - Probably at school it also seemed to you that this would never end?

You can reduce the time frame.

Client: - I will never be able to leave this job.
Operator: - That is, today you will not return home?

Or increase the number of people.

Client: - I will never be able to leave this job.
Operator: - How many people thought the same way. But the reality turned out to be much more interesting.

8. Different result

Shifting the focus of attention to a different result
The client is informed that there is another outcome besides the intention of persuasion. Which is also worth thinking about.
Client: - She should take care of me.
Operator: - You can also think about how you can become truly independent.

Another option is to shift the focus of attention to other results of the action.
Client: - She should take care of me.
Operator: - Haven't you thought that when she takes care of you, she doesn't take care of herself?

9. Model of the world

We offer the “correct” belief as a replacement, referring to the authorities.
An example of other options for persuasion is given, referring to other people. Usually, the sentence will contain: "but I think", "the ancients believed", "scientists have established", "the Germans believe that", "my neighbor claims", "folk wisdom says". Apparently, the effectiveness of the focus of the language to a large extent depends on the authority for the Client of the group of people referred to by the Operator.

Client: - The most important thing in life is not to depend on anyone!
Operator: - And many people think that the most important thing is love.

Client: - If you are wrong, it means that you are a loser.
Operator: - But psychologists say that mistakes help us develop.

10. Reality Strategy

A person has certain strategies for checking "reality" - to separate "fantasy" from "reality".
For beliefs, this will be connected, first of all, with the validity of the conclusion - that is, with the history of creation. Plus, with internal "reality" testing strategies. So we get two patterns in one: in the first case, we refer to the events that led to the emergence of this belief, in the second case, to its internal representation.

Operator: - Did you read it in the magazine "Lisa" or did your friends suggest it?

Client: - You can get married only once and for love.
Operator: - How exactly do you know that this is true?

11. Counterexample

Looking for an exception to the rule.
The operator can propose an exception to the rule himself:

Client: - If you are wrong, it means that you are a loser.
Operator: - If Bill Gates puts a comma in the wrong place, is he a loser now?

But you can also ask the Client himself to find exceptions.

Client: - Men always lie!
Operator: - Remember, for sure there was at least one case when a man told the truth.

12. Hierarchy of criteria

We propose a more important goal.

K: - I act completely inconsistently.
A: - What is more important for you: to follow the rules or to achieve the desired result?

13. Apply to yourself

The Cretan says that all Cretans are liars.
Aporia Eubulides "The Liar".
The rule that applies to other people should also apply to the author of the belief. And so it is with conviction itself.
If a person reports a rule for other people, then I really want to apply this rule to him too.

Client: - People cheat all the time.
Operator: - Why are you trying to deceive me now?

Client: - The husband should be frank with me.
Operator: - Then you just need to tell him about your lover.

In the first case, a generalization is made about people, which is simply "returned" to the Client. In the second case, the requirement to “be frank” to a specific person is reported, and this requirement is immediately applied to the Client.

14. Metaframe

We create beliefs about beliefs.

Client: - She should take care of me.
Operator: - It is such beliefs that give rise to slobbers and whiners.

Client: - People always cheat.
Operator: - As long as you believe in it, you are unlikely to be able to establish a trusting relationship.

Scheme

How tongue trick patterns work

Provocative format

There is a rather interesting format for promoting beliefs - provocative. In it, tricks of the tongue are served in the frame "I support your position." And, in the same way, the task of provocative tricks of the language is to motivate a change in belief. That is, we come up with a “direct” focus of the language, and then we present it in a formally “supporting package”. To do this, we use non-verbal "quotes". Quotation marks allow you to reverse the meaning of the word: “he is so“ smart ”will be perceived as“ he is so stupid. In conversation, sarcasm and irony are most often used to create quotes.

Read more about the provocative method in my book Provocative Approach.

A provocative format often turns out to be more effective due to the fact that on one level we support the position of the client, and on the other we demonstrate the inefficiency (falsehood, non-environmental) of his current belief. That is, we share information for the conscious and the unconscious. Which already causes the necessary trance to change.

At the same time, it is more convenient to use provocative tricks of the language to work with general statements, such as “no one can”, “generally difficult”, “I am not capable”, “I am not worthy”.

Or assume that the phrase has a general meaning. For example, "I am not able to make a decision" can be understood as both "I am not able to make a specific decision" and as "I am not able to make decisions at all." And if in a direct approach it would first be clarified what kind of meaning a person puts into a phrase, with a provocative one it is more convenient to choose the general option. It is clear that in most cases the motivation to stop “not making a decision at all” is likely to be much stronger than the motivation to stop postponing making a separate decision.

For example, the chosen "opposite example" is presented as "supportive".

Client: - I can't make my own decisions.
Operator: - Well, it's normal for a woman. A man should decide for her: father, husband, son, grandson. They are always ready to do it for you. "Honey, what should I wear today?" “Put on that blouse that my mother gave to New Year. You don't wear it at all."

Unacceptable consequences are presented as wonderful.

Frank Farelli: - Your husband can look forward to a long, long marriage. Well, if you survive. But if you only have three years left. When you have a cerebral aneurysm or cardiac dysfunction - these are other words for paralysis. You can tell that it's not too early for him to look for a replacement for you.
Client: - I think he will die earlier.
Frank Farelli: Maybe it's time to start planning the funeral? No expensive coffins needed - only cremation. You know, it would be great to have two smokers cremated. Burn, child, burn. And then you can be buried in a cigarette box. "She wanted her ashes to be placed in a cigarette box." Yes, it's very charming.

In the "strategy of reality" we can assume that the belief was prompted by "the most knowledgeable and authoritative person in this regard."

Client: - I can't find a suitable man.
Operator: - Surely, your mother told you that. Moms - they are always ready to support. To say something that no one else will tell you for sure, to open your eyes: “He is not worthy of you.” And so about each of your man. This is just genuine support. Mothers always want the very best for their daughters.

• truth;
• utility;

Accordingly, if we show that it violates these criteria or there are beliefs that fit these rules better, then a person will have a strong motivation to change this belief.

Truth

Truth presupposes that a belief correctly describes reality - does not contradict other beliefs, is supported by "facts". In this person's map.

True, there is one tricky thing here - beliefs have a bastard property to work as filters of perception. That is, a person begins to notice and interpret events in accordance with their beliefs. And if it doesn’t work out, he begins to organize events himself so that they correspond to his convictions. For example, if a man believes that “all women are bitches”, then he will choose bitches for himself (whatever this means for him). And if they're not being bitchy enough, provoke them into more bitchy behavior. And if they are not, he will find a way to evaluate their behavior as “bitchy”.

The simplest, but often one of the most effective ways, we can consider the search exceptions to the general rule described by the belief (“Context of application”). For example, you can not even try yourself, but offer the Client find these exceptions yourself:
- Do you know people who still honestly earned a lot of money?
You can not directly ask the Client to find an exception, but provoke him on this.
- Nobody needs me.
- Why do you need to change - accept yourself for who you really are.
Naturally, the exception suggest And Operator. He can directly draw attention to the discrepancy between belief and reality:
- Nobody loves me.
- Well, why - psychologists love such clients.
Refer to an authoritative opinion:
- Blondes - doo-oo-urs.
- And according to the studies, blondes turned out to be even smarter than smoking brown-haired women, who seem to be considered the smartest.
He can also report his own experience, the experience of acquaintances, scientifically confirmed data, or that "it is known that ...". It is clear that the proposed option should fall into the Client's card. Moreover, the exception may concern only one of the possible readings of his beliefs or ideas. For example, for the variants of promotion proposed below, the beliefs "it is impossible to earn a lot of money honestly" are based on the uncertainty of the pronoun "a lot", as well as the uncertainty of people, place, time, etc.
- It is impossible to earn a lot of money honestly.
- And what about famous artists or artists - do you think that they stole this money?
Naturally, you can not disaggregate, but, on the contrary, enlarge the context:
- It is impossible to earn a lot of money honestly.
- In no country for all time, not a single person has earned money honestly?
The context can be made frankly grotesque:
- I can't force a man to be honest with me.
- Oh, it's very simple! To do this, it is enough to tie him to the battery and the very first needle driven under his nails will make him as frank as possible. An iron placed on some tender place also works well. Believe me, almost immediately after turning on the iron in the network, the man will tell you everything that you would like to hear from him. And even more.
In this example, the plurality of the meaning of the verb "to be able" is used. The client, most likely, means the moral possibility or the existence of effective behavioral patterns, the Operator - physical ability. In addition, various meanings of the verb "force" are played here.
You can start doubt the author or source this belief: “Scientists have established? What, British? It is also possible dispute the facts, on the basis of which the conclusion was made: “Do you think that two examples are enough?” Or show that Based on these facts, another conclusion can be drawn: "And I would guess that you just haven't found the right woman for you yet."

These are all different versions of "Reason"

You can also show inconsistency of belief, applying the rule to itself.
- All people lie.
- You are illogical, as it turns out that you have now lied.
Another option is to apply persuasion to the person himself or to people close to him.
- All women are whores.
How dare you call your mother a whore!

And these are the “Apply to yourself” options.

Utility

Another important criterion for a working belief is usefulness. That is, we assume that the belief “not just like that”, but performs a certain useful function, serves for something. And therefore it must be efficient to implement this feature.
- I'm incapable of being happy.
- If you really want to be happy, then you should think about happiness differently.
- I can not create a long-term relationship with any woman.
- Well, if you really want a long-term relationship, you should probably just think that you are capable of it - it will happen more likely.

The tricks of the language, working with the goal - “Intention”, “Hierarchy of criteria” and “Another result” are just focused on utility. That is, we either show the non-usefulness of this belief, or offer a more useful (effective, workable) one.

It can be hinted that the use of this belief is based "immoral" reason- a hint is made that a person actually pursues completely different, and at the same time very “bad”, goals.
- The family is slavery.
- To think like that, you need to have a very perverted idea of ​​people.
- A successful man must be over forty years old.
- Do you think about this when talking with any man, or only if you evaluate whether he suits you as a landlord or not?
You can only get married once and for love.
- Admit it - you're just afraid of serious relationships and come up with a way to avoid them.
- You can't be happy without money.
- Apparently for you, victory is the loss of your opponent.
Can be offered more important goal(value, criterion) Here it is assumed that the pursuit of a more important goal or value will be more effective (useful, important, etc.).
- The family is slavery.
- Maybe you should think about how to build close relationships that would give you freedom?

Environmental friendliness

It's pretty simple - acceptability of the consequences of using persuasion. Accordingly, if the belief is not environmentally friendly, or a more environmentally friendly belief can be proposed.
- The family is slavery.
- While you think so, you will not be able to build any other relationship.
- Nobody loves me.
- That's a good persuasion for avoiding relationships.
- Difficult to find Good work.
“Thinking like that, you really can never find a decent job.
But you can also focus on good consequences or the absence of bad. This goes well with beliefs with "must", "must", "have to", and "can't":

In practice, this is a pattern of the cause-and-effect metamodel.

Do I have to work hard?
- What happens if you work a little less?
We can also show the Client that this statement conflicts with other values, beliefs, or moral principles.
- I don't have time for my family.
- Well, there is one thing - either a career or a family.

Methods of influence

With what you need to get as a result of unwinding a belief, it seems like they figured it out. But what exactly to do? There are basic ways of processing information: enlargement, disaggregation, analogy and evaluation from a metaposition.

Enlargement

Enlargement, as the name implies, involves an increase. At the same time, you can enlarge in two ways: move to a more general category or expand the range. The transition from "boy" to "people" is just the transition from a smaller category to a larger one ( union, induction): tram - transport, chair - furniture, dogs - animals. But if we do something more, wider, higher, more, more massive and extended - this is an increase in the range ( extension): two people - a lot of people, one meter of wire - a kilometer of wire, five kilograms - a ton.
If we change a belief, then we need to either increase the context - in terms of time, people, size - or increase some part of the belief.
- Only hard work can lead to success.
- That is, absolutely all successful people worked hard?
- A wife must obey her husband.
- You excite weak-willed women?
Or jump to a higher level value:
- Love makes people dependent.
- Maybe it's better to think about how not to be left alone?
You can go to a higher neuro-logical level - for example, from the level of ability to the level of personal originality, from the level of personal originality - to the level of mission, etc.
- I can't speak well.
So you're a person who can't speak?
- I'm a loser.
- Is your goal in life to fail wherever possible?

Downscaling

When disaggregating, we do the opposite - we narrow, shorten, refine and reduce the number - when working with a range ( constriction). And go to the included category when working with categories ( division, deduction)
- Success is luck.
- Yes, if you can do at least something - it's a great success!
The logic level can not only be raised, but also lowered:
- Success is luck.
- Yes. If he is able to do at least something - this is a great success!

Analogy

Analogy - shift "horizontally", distortion. For example, you can move everything to another time or place, apply persuasion to other people ( abduction).
- Nothing to hope for.
- If Robinson Crusoe thought so, he would not have waited for salvation.
This also includes associations and metaphors, etc.
- In difficult times, you need to deny yourself everything.
- It's like during a storm to offer the sailors to relax and not pay attention to the situation.
Similarly, you can search for a similar category in another hierarchy ( traduction):
- Family is slavery!
- When people come together to achieve a common goal, they obey certain rules. But you won’t say that climbers in a bunch going to the top are slaves?

Meta

Going to a new level or going beyond. For example, belief about belief:
- The family is slavery.
- Awesome limiting belief!
Or figuring out the internal representation:
- How exactly do you imagine this statement inside yourself?
Persuasion structure analysis:
- Her inconsistency annoys me.
How does her behavior affect your feelings?

Tricks of language and SCORE

If you look carefully, you'll notice that all of the tricks of the language can quite aptly be described as applying modes of action to SCORE points.

Causes

The history of the formation of persuasion. We examine the facts, the rules of inference based on these facts, the author of the conclusion (if it was not done by the Client himself) and the source from which this wisdom was drawn.

Belief

The belief itself, both in whole and in parts.

Context

The context in which the belief is applied.

Target

For what purpose is this belief used and what results from the use.

effects

Consequences of using persuasion.

At the same time, the four focuses of the language - "unification", "separation", "analogy", "metaframe" - just describe how do. The rest, it seems, should focus more on what to apply these to or what to get as a result of the impact.
"Redefining" is an analogy applied to one of the words in a belief.
"Model of the World" - a more “correct” belief is proposed, with reference to a weighty opinion: “But psychologists believe that ...”. That is, it is an analogy applied to all persuasion.
"Application to Self"- apply the belief structure to yourself. That is, it is a metaposition in relation to belief.
"Different Result"- an analogy applied to a goal.
"Consequences"- any mode of action applied to effects.
Etc.
It turns out here is such a scheme.

pattern matching

Structure

The result is a scheme in which all patterns of language tricks are obtained by the action of enlargement, disaggregation, analogy, and metaposition on the elements of experience: causes, belief, context, purpose, and effects. And although formally there are now 20 of them, it is much easier to remember: four actions and five points of “application of force”. Plus three more goals of influence, but they are associated with SCORE points: when acting on reasons, belief and context, we need to show that the belief is not true or offer a more correct belief, when acting on the target, show that the belief is not effective or offer a more effective belief , and when working with effects, scare bad consequences (or vice versa good ones - for limiting beliefs) or offer a more environmentally friendly belief.

In the table, an example of constructing language tricks to unwind a belief "All relationships end in feuds".

Causes	What exactly happened that you believed it?	Absolutely all your relationships ended in hostility?	And if your relationship ended well, what would you believe in?	Do you understand that your personal experience Shouldn't it be spread to everyone?
Belief	Met a man on a plane, went out - and now enemies?	Do you believe that everything ends badly?	All the things you've ever owned broke and you smashed them into small pieces in a rage?	Your attachment to this belief will also eventually end in enmity.
Context	Have you had any relationships that ended well?	If everyone believed this, old friends would not exist.	IN kindergarten did you believe that too?	There are no rules without exceptions.
Target	It must be very important for you to maintain good relationships with people.	I think it is more important to find a woman with whom you would like to live your life ...	It is better to think about how to maintain a good relationship than about how to end it badly.	Fear of loss indicates that you really want to have it.
effects	What happens when a relationship ends well?	So you will accumulate a huge number of enemies.	Surely you pick up women with whom you are ready to break up so that you can hate them long and hard.	The belief that any relationship must end leads to absolute loneliness.