Basic attitudes and filters of experience - patterns of metaprograms. Metaprograms. Studying and using metaprograms of clients in the process of communication Metaprograms examples

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Metaprograms are internal characteristics, ways of thinking of a person, on the basis of which his behavior is built. This is a very complex concept, so let's look at it from different angles.

Thinking and behavior are intertwined. If a person is confident in himself, he will speak in a certain way and feel and behave in a special way. And vice versa - in case of uncertainty, it will look appropriate.

Metaprograms are the mental keys that guide your decisions, behavior, actions, and interactions with others. They are internal representations of the external experience of reality. They determine how and what the brain pays attention to. It is a form of pattern recognition where the brain tries to make sense of what the body is feeling and experiencing.

Metaprograms are like computer operating systems that run a series of programs. Such software runs in the background and guides your thoughts, beliefs, values, memories and reactions. Therefore, it all governs our lives on an unconscious level.

Meta-programs operate on a sorting basis, determining which of our perceptions is selected for attention and represented internally from a vast array of sensory inputs and multiple possibilities. In other words, it is a filtering process that helps to change and direct thought processes, which leads to significant differences in behavior depending on the specific situation.

It is important to note that the manifestation of certain Meta-Programs in a particular context does not automatically mean that they will manifest themselves in another context or situation. They are unstable and can change over time as you encounter new information and expand your knowledge. For example, this often happens when you are high or have other emotional difficulties. Therefore, they are more adaptive than stable.

How useful is knowledge of metaprograms?

First: the study of metaprograms will help you and your psychological characteristics. How you understand the world, how you make decisions, how you interpret your life and circumstances, how you interact with others, all depend on the metaprograms that your brain operates on. They can also tell you about your values, beliefs, habits, behaviors, and patterns of self-sabotage.

Second: They will help you better understand other people and their behavioral tendencies. This is beneficial because it will help you adapt your behavior and choose your approach when interacting with others.

Metaprograms make it clear what a person's motivation is. And realizing the motives of the interlocutor, you will receive a key that will help influence his choice, decisions and actions.

Third: Understanding how you filter and sort information gives you the unique ability to change, change, or transform your behavior in ways that improve your beliefs, values, decisions, habits, and levels of motivation.

How to identify the metaprogram

Revealing meta-programs (one's own or other people's) requires practice and serious efforts. You should look for clues in speech, behavior, beliefs, and even physiology.

When it comes to defining your own meta-programs, it is important to determine how useful they are and how they affect your life. Perhaps, after you have worked through the examples of meta-programs we have listed, you will determine that not all of them serve your good.

For each Meta-Program, ask yourself:

• How useful and effective is this Meta-Program?
• How does it shape my life and circumstances?
• Given the desired results, is it helpful or harmful?
• Do I need to make any changes? Why yes? Why not?

Ask yourself these questions as you work through each of the Meta Programs below.

General Meta-Programs

About 50 metaprograms have been identified so far (although there are undoubtedly many more). However, this figure is constantly increasing, as the interest of scientists in them increases.

The study various kinds metaprogramming is an interesting process, but there is a lot to learn, and it can take a long time to understand and process this information. So instead of going through each of the 50 Meta Programs, let's focus on the most common ones that will help you better understand yourself and others. Here are the metaprograms:

• need or opportunity;
• action;
• match or mismatch;
• Me or others;
• point of view.

Let's look at each of them separately.

Need or Opportunity

This meta-program is based on whether a person makes a decision based on need, or having the opportunity. That is, forced or voluntary.

A person who makes a decision by force is often satisfied with what life gives him. He only does it to avoid pain. Agrees only to what is available and does not seek to look for a better option. Therefore, in order to influence, motivate and build a relationship with him, you need to focus on making him feel safe and comfortable. Offer him something familiar, easy, and safe.

A person with a metaprogram of opportunity seeks variety and options. He makes a decision in order to get pleasure, not to avoid pain. To influence him, you need to offer him risk and new challenges.

Tony Robbins wrote: "Everything a man does, he does either to avoid pain or to get pleasure." What kind of person do you want to be?

Action

A person can be reflective or active: either think before taking action, or take action right away. This meta-program is completely context dependent, so you can be active in one case and reflexive in another.

A reflective person rarely makes decisions quickly. He must first think about what he intends to do. He needs time and space to think about a solution.

An active person does not like to think about what he is going to do. He quickly jumps up from his seat and begins to act. Encourage him to constantly participate in any activity - so he will be motivated.

Match or mismatch

A person with a coincidence metaprogram is optimistic, he looks for similarities and a common point of view with his interlocutor, therefore, he bases his decisions on the similarities that he sees in others, circumstances and life. Mirroring their experiences, beliefs, values, and perceptions helps develop a strong emotional connection and a higher level of understanding.

The person with the mismatch goes against the current. He tends to find fault with life and circumstances. He is always looking for differences and will not agree with you no matter what the arguments are. Remember that this is not a character, but only a meta-program that can be changed. Or use reverse psychology: offer what you don't want and don't offer what you want.

me or others

The "Me or others" type is based on how a person thinks of himself in relation to others.

A person whose meta-program is based on "I" will be more self-centered. He makes decisions based on his interests. To influence, motivate and find mutual understanding with such a person, you need to determine how you can meet his needs.

A person with the opposite metaprogram is often very curious and focused on the needs of other people. When making a decision, he will think about how others will benefit from it. So if you want to influence him, focus the conversation around the needs of others.

Point of view

This meta-program is based on the external or internal perception of the situation.

A person with inner perception is intuitive and self-oriented. This means that he often makes decisions based on feelings and personal opinion. Therefore, in communicating with him, it is important to focus on emotions and experience.

A person with external perception is focused on the environment. He consistently seeks answers and approval from others. Therefore, in order to influence, motivate and build rapport with him, you will need to provide him with solid suggestions of your own or talk about other people's ideas and suggestions.

We wish you good luck!

The article was written on the basis of materials from blog.iqmatrix.com.

A.L. Poteryahin

Metaprograms

Exploring and using client metaprograms

in the process of communication

Selling involves a psychological impact on the client - persuasion, instilling confidence in the correctness of the act, etc. This is clear to any sales manager working in the field of sales, insurance agent. It is also clear that such an impact requires taking into account the psychological characteristics of a particular person who is a potential client. This task for the seller is extremely complicated by the fact that he does not have the opportunity to study the client, for example, using psychological tests, based on the test results, draw a conclusion about the type of personality, and then, taking into account this type, build a persuasive strategy. To complete the transaction, the seller needs to obtain information about the psychological characteristics potential client literally in the first minutes of communication. And it's possible. The idea of ​​personality meteorological programs, the ability to study them in the process of communication makes it possible to find an individual “key” to a person.

The very concept of a metaprogram was introduced and widely used in one of the areas of practical psychology, which is called neurolinguistic programming of personality (abbreviated as NLP). S. V. Ivanova , I. M. Mostovaya showed the possibilities of using metaprograms in personnel work. E. V. Samsonova was one of the first to suggest using this knowledge to improve sales performance.

In psychology, the prefix "meta-" is used to denote a phenomenon of a higher level than the phenomenon that denotes the main part of the word. M. Hall and B. Bodenhamer write that meteorological programs are programs that stand above the everyday thoughts and emotions that visit us. Everyday thoughts and emotions manifest themselves at the primary level as content that describes exactly what we think and feel. On top of the content of our thoughts, we have other thoughts and feelings that most often manifest themselves outside of consciousness. "These 'programs' function as 'rules' of sorting and perception, they govern what how we think and feel. This software, like any operating system, defines structure our thoughts and feelings. It determines what we select.”

Meta-programs are often defined as filters on the way of perceived information, which determine the type of thinking, features of motivation and preferences, the nature of decisions and actions of a person. Without special work, metaprograms are not recognized by a person. Having revealed the presence of a certain meta-program in a communication partner, we can also evaluate those individual characteristics that are associated with it. Moreover, the most valuable thing for the seller is that metaprograms appear in a person's speech. Knowing their signs and carefully listening and observing the interlocutor during a conversation, it is possible to identify them and make adjustments to communication, tune in to the client, switch to his language, seize the initiative and lead. In addition, metaprograms are manifested not so much in the content of speech as in its form, the structure of the construction of phrases. The partner practically cannot consciously control the form of speech and deliberately mislead us in this regard.

Let's consider the essence of meta-programs, which are of the greatest practical importance for the activities of an insurance agent.

Reference type

This meta-program shows how one's own and other people's opinions correlate in decision-making and self-esteem of a person. There are people who, when making decisions and forming their views, are guided by others, by public opinion and generally accepted norms of behavior. But there are others who are always guided by their own opinion, not paying attention to the approval or disapproval of other people. The former is dominated by the so-called external reference , the second - internal . Here it must be emphasized that we are talking about the predominance of a certain type of reference, i.e. a person with an internal reference can also make a decision, focusing on others, but his orientation to his own beliefs still prevails. Approximately equal combination of both orientations allows us to speak about mixed references .

People with an external reference are focused on other people, are capable of finding new solutions, are able to reach a compromise, and are easily controlled. But they behave insecurely in the decision-making process, are subject to external influence and can easily change their minds. “The externally referent person has the decision-making focus outside. The more people approve of his choice or made the same, the more he will be sure that he is doing the right thing. In view of the difficulties in making a decision, they constantly need your support and advice.

For clients with a pronounced external reference, E.V. Samsonova does not recommend saying the following:

— Decide for yourself...

You should be more visible...

“I don’t know all the circumstances and I can’t advise ...

In her opinion, statements that encourage them to make their own decisions are contraindicated.

People with an internal reference, on the other hand, have a decision-making focus within. They make decisions on their own and do not need other people's advice. They themselves know what they need. They are ready to firmly defend their point of view, have a certain vision of goals and take clear positions, are more able to resist pressure and manipulation. But, at the same time, they often do not see other solutions, they are not flexible enough in the negotiation processes. A person with an internal reference “may hear a lot of advice or read a lot of recommendations, but his final decision may surprise you greatly. He seems to have an inner core, own system decision criteria. ... Intra-referential people cannot stand when they are given advice, when they are taught or something is recommended to them by those whom they themselves do not yet consider worthy of trust (their trust).

Clients with a pronounced internal reference E.V. Samsonova categorically forbids saying the following or similar phrases:

— I advise you...

- Listen to me…

All of our clients are happy with this...

Most people think that...

At the same time, it should be taken into account that over time the type of reference can change both under systematic influence and as a result of changes in a person’s life.

Open-ended questions help determine the predominance of one or another type of reference (or their ratio), by answering which the client can explain WHY he thinks so, HOW he came to make this or that decision. These may be questions: “Why did you choose this particular company?”, “Do you consider the conditions acceptable? Why?”, “How do you decide which candidate to give preference to in the elections?”, “Do you easily adapt to a new team? Why do you think so?" and others.

Answers such as: “It seems to me”, “I feel this way”, “I like it so much” or others containing references to internal, one's own feelings, will indicate an orientation, first of all, to one's own opinion, i.e. to internal reference. If the answers contain references to an objective result, to the opinion of other people or generally accepted norms, then this will indicate an external reference.

Reference signs

(according to E.V. Samsonova)

- I want to see this...— I think that…

I don't like things like this...

Send me the conditions, I want to study. Most statements contain a passive "I":

- I was told that the things of this company are not of very high quality ...

- Tell (advise) what is more suitable ...

My friends didn't advise me... 2. The role of other people Other people or sources of information are only mentioned in passing in the communication:

I saw it (read about it) in a magazine. Show me, I want to see for myself (check, figure it out) ...

- Friends said that very favorable conditions. I want to make sure myself. Let me… Other people or sources of information are present in the story as important advisers:

- In the magazine "X" they wrote that they are popular now ... Do you have such?

- Friends advised me to contact you. They believe that it is profitable ... And what do you say? 3. Controllability of behavior Their behavior is poorly controllable. In the office (room) where they entered, they themselves decide where to go and when to sit down. Your invitation may be ignored or accepted, but done in their own way. Their behavior is controlled. Once again they will ask if something can be done. Your invitation will be accepted with gratitude. In further communication will be guided by your recommendations and advice.4. Need for the help of loved ones When making a decision, they do not need help. Even if they come to the office with someone, they remove him from participation in the transaction. Often they come to the office (shop, for a presentation, for viewing) not alone, but with advisers (relatives, girlfriends, specialists) who are involved at the assessment stage (Worth or not to deal with it).

E.V. Samsonova suggested following rules communicating with people with different types of reference.

Rules for communicating with an internal referent person:

1. Respect the opinion expressed, even if the client is wrong.
2. Do not argue (do not say: “No, this is not right. I will now tell you how to…”).
3. Provide information without pushing or overtly pushing for a solution. Such pressure is quickly tracked and causes resistance not to the proposal, but to the form in which it is made.
4. Find out who the client himself considers an expert in your field, who he listens to and considers worthy of trust. Please cite this source for your argument.
5. The formula that allows you to influence the intra-reference client is formulated as follows:

“I can give you information (tell, show, etc.) But only you make a decision ... (and then you talk about what you offer)”

Such a formula, according to E.V. Samsonova allows you to bypass the control system of the intra-reference client.

— I can acquaint you with the conditions of various life insurance programs. Think and decide for yourself which one suits you best.

When you decided to spend your vacation abroad, you probably thought about insurance. I can provide you with a detailed list of travel insurance programs. This type of insurance is voluntary. You decide on what conditions and type of travel contract to stay.

Rules for communicating with an external referent person:

1. Find out who and what advised him. During the presentation, try to make references to the advice and recommendations of those who were the adviser.
2. If a person came not alone, but with a “support group”, find out who is in charge in it. In further communication, focus more on him than on the client.
3. Rely on recognized and respected sources of information and assessment, in particular refer to famous people respected by your client. It can be both world famous personalities and people from the circle of acquaintances. this client. Rely on the opinion of the majority.
4. Try not to release the client from under your influence until the final completion of the transaction. “Even if you spent two hours persuading and a person confident in his choice went after the money, then you cannot have any certainty that he will return. Any phrases like: “This is nonsense. Don’t take it, uttered by a randomly met acquaintance, can negate all your efforts. ”
5. Give advice like an expert and clearly express your opinion about what this person needs to do:

I've been doing this for a long time. Listen to me as an expert. These are excellent conditions. Take…

Concluding the consideration of this metaprogram associated with this or that type of reference, it should be noted that there are almost no “pure” intra-referential and external-referential people. Researchers are paying attention to this. Much depends on the specifics of the situation. An internally referenced person may behave as an externally referent in an area where he is incompetent. Conversely, an extrinsic client may behave as an intra-referencer on issues with which he has long been familiar, if he is sure of his opinion. In addition, people may not show their reference if the issue price is low. The error in this case does not really matter. Referentiality is clearly manifested in situations of serious choice, when the price of the issue is high.

The next meta-program is associated with the presence of two types of deep motivation for actions.

avoid/achieve

One of the important personality traits that can be identified during communication is the motivational tendencies of a potential client, which may consist in the predominance of striving to achieve something or avoiding failure or something unwanted. These two tendencies are sometimes referred to respectively as “to” motivation and “from” motivation. This factor must also be taken into account in the process of communication with the client.

The fact is that people who have a tendency to avoid failure have difficulty communicating. Because of the fear of failure, they do not dare to take risks, they do not like innovations, they tend to double-check everything many times, they prefer to act in the old proven ways. Such people feel insecure in constantly changing conditions, in stressful situations, they need stability. But, since they are focused on finding errors or negatives, they are very successful in controlling types of work, in analytical activities, they better anticipate possible problems. Such people can easily tell what they do not want, what do they want to avoid , what shouldn't to be. From the story of such a person, one can easily understand that he does not want to. But you will not be able to hear what he wants. There is no positive component.

— I don't want to buy policies for the whole family.

“I don't want the cost of insurance to go up.

— I don't want public clinics to be on the list.

In contrast, achievement-oriented (or K-motivated) people set themselves certain goals and strive to achieve them, while often willing to take risks. They welcome innovations, are not afraid of changes, generate new ideas themselves, but at the same time they tend not to notice the "pitfalls" in the way of their implementation. If we give short descriptions, then we can say that people with a predominance of the striving tendency know what they WANT, and people with a predominance of the avoidance tendency know what they DO NOT want.

— I want to insure the child.

- I want you to narrow down the list of clinics, as well as detail - for which diseases where they will be sent for treatment.

- Tell me my rights, I want to know what actions will need to be taken in case of ...

Avoidance as a speech characteristic is manifested in the formal expression of a neutral position (“normal”, “acceptable”) or negation (prefix “not”). Positive wording indicates a desire for achievement. THEM. Mostovaya gives the following example: if, when asked what kind of work would be optimal for a candidate, he answers that it is non-routine, not far from home, normally paid and there are no overtime, then we can say that in terms of motivation, he is dominated by the tendency to avoid failures. In this answer, out of four job characteristics, one is neutral (“normally paid”), and three are negative (contain “not” - NOT routine, NOT far from home, NO overtime). If we get the answer to the same question: “Interesting, well-paid, in a pleasant team”, then this indicates that the candidate has a desire to achieve. The answer “Creative, non-routine, well paid, in a well-known company” will rather indicate the predominance of the desire for achievements, but at the same time, the presence of negative experience associated with routine work or increased criticality to this factor.

Questions to determine the prevalence of the desire to achieve or avoid failures may be related to clarifying the client's ideas about the optimal conditions for something (for example, insurance conditions), clarifying his preferences, etc.

How to take into account the presence of these trends in communication with the client? E.V. Samsonova notes that if a person has one of the motivations as dominant, then he does not perceive arguments focused on a different type of motivation. Sometimes he simply does not hear, his "filter" (ie the math program) does not let such information through. A person does not pay attention to the words "not belonging to his world." For example, a person with avoidant motivation should not be told that he will receive as a result of insurance. He may not hear it. He needs to be told what he can to avoid. “Not realizing this, salespeople often get nervous and offended: “I just told everything in detail. And he didn't even seem to hear me. Asks the same questions! Haven't heard! This is true. And this must be understood and taken into account.

E.V. Samsonova formulated some rules for working with people different type dominant motivation.

With clients who are “From” (avoidance) motivated:

1. At the presentation stage, state information according to the formula “From” > “To”, i.e. listen to concerns, assure that he can to avoid troubles that bother him and only then offer something.
2. When communicating, be sure to use significant the words client.

— You do not need to worry about organizing and paying for a consultation with a doctor at home, you do not bear the costs associated with possible hospitalization, payment for drugs, physiotherapy, if you need consultations of narrow specialists, you do not need to pay for them. Our insurance contract includes the risks of acute diseases…

With clients with “K” (achievement) motivation:

1. Information must be presented in a positive way. Such clients want to hear only "positively packaged" information.
2. If possible, exclude all sorts of "scarecrows" and "horror stories" that irritate such people. They may even express their indignation about this.

— Travel insurance is necessary condition relaxing holiday. By purchasing our policy, you get not only maximum health protection, but also high-quality support, and most importantly, a guarantee that the insurance will really help you if necessary.

Speaking about this meta-program, many authors also point to a certain convention of dividing people into two large groups or two types. The presence of a certain motivation should be considered precisely as the dominant trend. A person, as a rule, manifests both one and the other motivation. Every person avoids something and strives for something. But at the same time, some people are dominated by “frightening themselves” with various undesirable scenarios, while others like to think more about what they will get if they do something. In insurance, too, someone tries to avoid undesirable consequences, while someone thinks more about the benefits that he will receive. And yet, as a rule, a person is closer to one of the poles.

In addition, in different situations, the same person may exhibit different motivational tendencies. For example, as E.V. Samsonova, at work a person can be result-oriented, and at home they can avoid unpleasant situations of showdown. Concerning general recommendation: listen carefully, collect and analyze information in the process of communication. It is desirable to understand in what moments the client manifests himself in the style of avoidance, and in what moments he strives to achieve something. And then present your product taking into account these features. “It is always necessary to join current moment. The client will tell you everything. You just need to listen, analyze and immediately use the information received to present your product.

We examined the concept of a metaprogram and analyzed the signs, the role of two metaprograms, as well as the rules for communicating with clients who have various manifestations of these metaprograms. In the next issue of the magazine, we will continue our discussion on this topic.

Metaprograms.

Literature:

1. Derks L., Hollander J. The essence of NLP. Keys to personal development. - M.: "KSP +", 2000. - 704 p.
2. Hall M., Bodenhamer B. 51 NLP Metaprogram. Predicting behavior, "reading thoughts", understanding motives. - St. Petersburg
3. Knight S. NLP at work. Differences that are important in business / Per. from English. V. Eremenko. - M.: AST: Astrel, 2007. - 444 p.
4. Ivanova S.V. The art of recruiting: how to evaluate a person in an hour. - M. Alpina Business Books, 2004. - 160 p.
5. Ivanova S.V. Motivation 100%: And where is his button. – M.: Alpina Business Books, 2005. – 288 p.
6. Mostovaya I.M. The study of personality in the interview process: we structure the interview and ask questions correctly / HR Handbook, No. 6, 2005 - P. 85 - 89; No. 7, 2005 - P. 80 - 83
7. Samsonova E. Dance of the seller, or non-standard textbook on system sales. - St. Petersburg: Peter 2009. - 352 p.

Metaprograms are certain "patterns" (unconscious automatisms) of human thinking. That is, a kind of “rails” along which the mind moves and, as a result, any communication, search for solutions, reflection and even enjoyment.

There are more than 51 meta-programs in NLP, and you will begin to study some of them already in the course of NLP practitioners.

But why do we need to know metaprograms and how do people think in general? What opportunities does this open up for us?

In short, it is a) freedom and b) control.

Freedom from our own "rails" that limit our thinking, and which we do not see until we know about what other "rails" are?

And of course, if someone has a habit to which he has become attached, it is quite easy to control him. In order to help him, motivate and direct, or vice versa, make this person do what you need, considering this own desire- this is your personal choice. Metaprograms are just a tool.

Let's get acquainted with some of the most interesting meta-programs.

Polar transponders

Surely you have met people who are always arguing with you. Even when they agree, they begin with the words "No, of course ...".

They just don't have the guts to say otherwise, because that's how their brains are wired. Rather, " operating system» of their brains. Despite their habit of arguing, they are quite easy to control because of this very habit. Just start telling them the opposite of what you want them to do and stop when they say what you want ;)

If you want to tease such a person in public, then at the moment when he once again begins his answer with the phrase "No, but ..." just tell him that he always begins with a denial. What do you think he will do right away? Yes, he will begin to deny it! The laughter of the audience will sound as many times as he tries to deny that he denies everything)))

Among the polar defendants there are more flexible ones. Their favorite speech pattern is "Yes, but."

They seem to agree with you, but in reality it is only an appearance. You can circle them around your finger in the same way as the first ones, by starting to prove to them the opposite of your goal, though you won’t be able to play them anymore. Apparently, they have already passed this joke in their lives;)

Processors and results

Quite a lot has already been written about these comrades, since the metaprograms “process” and “result” very much determine both motivation and, in general, the fate of a person.

Result workers make excellent leaders due to their ability to plan and control in a results format. They don't care how, they are goal oriented and will be quite flexible and resourceful in their choice of ways.

But processors really know how to enjoy life. Unlike the results, they do not put "flags" and "pluses" in their lists of achievements. They don’t understand at all how it is possible to motivate with a “plus” - the intensity of experiences, the range of sensations are important to them, to be in the flow and allow the amazing to happen ...

True, they don’t know what kind of amazing thing will happen)) so in business they need to be controlled and directed.

Naturally, each of these meta-programs has its own system of motivation - the first need results, the second - what the path to the result will be like. ...however, what exactly the path will be to is no longer important to them))

Global and detailed

There are people who love details, nuances, details exactly to the smallest detail.

I hate them!!!))) They will drown you in these damn details and you will never see the whole picture! Normal people think globally, perceive the world as a whole ... and they don’t care that someone starts to fall asleep at this moment))

In general, as you correctly understood, global ones find a common language with detailed ones with great difficulty. And as you might guess, there is a professional inclination here, and features of motivation, and a way to find an approach to a person.

Sorting Gate

And finally, for today, let me show you another type of metaprogram. Let's do an experiment.

Try to remember some bright but not regular event in your life, like a friend's wedding. What is the first question you ask yourself in order to get this memory out of the bins of your memory?

Where was it?

Who was there?

What were you doing there?

When it was?

What did you give the newlyweds?

What ended?

Or maybe you are listing the chain of events to arrive at this in sequence?

The "sort gate" is a kind of "grid" according to which we structure the contents of our memory and operate on them. There are seven types of “coordinates” in total, and some of each person are leading, and 3-4 maximum are close. Thinking in other coordinates is extremely unusual, and it is difficult to find a common language with people living in them. These "grids" are:

Place

People

Actions

Time

Things (objects)

Results (meanings)

Procedures

Can you change your metaprograms?

Above, I have listed only some of the Meta-Programs, but this is enough to start noticing how different people are from each other. …Although, it will be interesting for someone to see who you have something in common with ;)))

The question arises. If metaprograms limit our thinking so much (or rather, if we have a lot of new opportunities to think differently)))) then how can we master other metaprograms? And is there a chance to completely change one's character, or will the existing metaprogram profile determine a person's nature all his life?

The good news is that we can develop habits of thinking in other Meta-Programs that we didn't have before. This is the same skill as the ability to count, write and speak in another language. He is training.

The bad news (although, I'm sure, employees of the operational services do not think so))) is that the basic meta-programs that have developed in a person from birth and become what we call his "character" will always be closer to him. And in a normal situation (when a person does not need to look for non-standard solutions or adapt to someone's style of thinking), he will think in his usual way.

Solution for James Bond

The difference in metaprograms, by the way, is the reason why we like to consult or resort to the help of coaches when we cannot find a solution ourselves. If some decision is in the “blind spot” zone, then the reason is not necessarily “fear to admit it” or some other diagnosis - it may simply be a limitation of metaprograms, which is solved by the alternative “point of view” of another person. The more unlike you, the better.

Well, if you don’t want to ask for advice all the time, but on the contrary, you prefer to sell your advice for money))) ... Well, or you just want to develop the flexibility of your thinking, learn to speak with each person in the language of “his brain”, causing him to feel that you understand him like no one else (which is true), then develop new meta-programs. You can do this in NLP courses.

P.S. The NLP Practitioner Course for Leaders by Tatyana Muzhitskaya starts this Saturday - November 15th. There are more than 80 people in the group, !

NLP: Skills effective presentation Dilts Robert

Basic Attitudes and Experience Filters - Meta Program Patterns

Metaprogram differences can be thought of as a more general version of many of the processes we have already covered in this book. Metaprogram patterns describe various ways approach to the space of perception or its elements. Below is a list of them.

The same can be said about metaprograms as about other characteristics that we have already considered: a person uses metaprogram patterns regardless of content and context. Meta-programs do not operate on the principle of "all or nothing" and can be combined in various proportions.

Metaprogram patterns

When considering a problem or idea, a person can focus on moving towards something, or moving from something, or in a certain ratio to combine both of these approaches. The group may approach a problem or idea with varying degrees activity or reflexivity.

Group size, into which information is divided, indicates the degree of detail or generalization with which an individual or group of people approaches the analysis of a problem, goal, or space of perception. Ideas and situations can be analyzed with varying degrees of detail (dividing information into small groups) and generalization (dividing information into large groups).

A problem or situation can be studied in relation to long, medium, or short time frames, as well as in the context of past, present, and future frames. Time Frames, within which the problem or task is considered, have a great influence on its interpretation and the way it is approached. In the context of the past, present or future, both long and short time frames can be used.

Some people tend to look to the past for solutions, while others look to the future. good example differences between the former Soviet leader Mikhail Gorbachev and those who tried to overthrow him before the collapse may serve Soviet Union. One tried to prepare the future, others tried to preserve the past.

A problem or situation can be viewed from the position of "achievement", i.e., relatively tasks or from position relations, considering the issues of "power" or "affiliation". The issue of creating a balance between task and relationship is obviously key to leading a group of people. Achieving a goal implies an emphasis on goals, procedures, and choices. The problem of relationships can be approached by placing more or less emphasis on one's own position of perception, the positions of perception of other people and on the position of the environment ("company", "market", etc.).

A problem or task can be explored by comparing similarities ( consent) and differences ( disagreements) between elements. At the group level, this manifests itself either in the desire to achieve consensus, or in the promotion of diversity.

A strategy for approaching a problem or task can focus on a wide variety of combinations of vision, action, logic, and emotion. Cognitive micropatterns at the individual level can be expressed in terms of general thinking style at the macro or group level. "Vision", "action", "logic" and "emotions" are more abstract concepts in relation to "visualization", "movement", "verbalization" and "feelings".

Different styles of teaching and learning are characterized by a different set, sequence and correlation of metaprogram patterns. One person may be 80% task-focused and 20% relationship-focused in their approach to a situation. It also focuses 70% on long time frames and 30% on short ones. Someone else may focus 90% on a task and think primarily in short time frames.

It is clear that various aggregates patterns of metaprograms cover different areas of the space of perception. From this point of view, there are no "right" or "wrong" meta-programs. On the contrary, the effectiveness of Metaprograms in terms of learning and teaching depends on the ability to use them in such a way as to cover the space necessary to adequately work on a problem or task.

In practice, different attitudes and approaches are used depending on the field of activity. Some activities require the ability to focus on dividing information into small groups or on details. Others require the ability to see the big picture. At different stages of the work of a group or team, there may be a need for different styles of thinking. Consequently, specific attitudes or sets of metaprogram patterns may be more or less useful at various stages of the group process. A focus on outcome rather than procedure can be both an advantage and a limitation to the learning process in a group, depending on the moment. At some stages consensus may be necessary, while at others it may be very important to encourage different points of view.

Thus, different thinking styles and approaches will have different value depending on the learning task. For example, at the conceptual stage, it can be helpful to think in terms of the big picture and long time frames. When developing procedural skills, it may be more useful to focus on short-term actions. When solving an analytical problem, it may be more appropriate to think logically and in detail, with an emphasis on the task, etc.

Based on the foregoing, the process of leading a group requires the ability to recognize and direct various patterns of meta-programs, both one's own and group members, in order to find "missing links" and expand the perception of a concept or idea.

Basic Attitudes and Experience Filters - Meta Program Patterns

Thinking and learning styles

1. General approach:

- "movement from" something or "movement to" something;

activity or reflexivity.

2. Units of analysis:

- detailing - the division of information into small groups;

- generalization - the division of information into large groups.

3. Time Frames:

- short or long

- focus on the past, present or future.

4. Basic cognitive style:

- vision;

- action;

– logic;

- emotions.

Key points

Metaprogramming patterns describe the ways in which a person approaches the "grouping" of experience, information, or their perception of a situation.

Metaprograms are associated with different styles of sorting and filtering information and experiences.

Metaprogram patterns can be used to classify individuals, cultures, and roles.

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