I was waiting at a railway station recently and wandered into the bookshop. What struck me when I got to the ‘management’ section was the number of books on Neuro-linguistic Programming (NLP). NLP is an interesting (and highly successful) phenomenon that brings together elements of linguistics, behaviour modification, hypnosis and many other things besides. Popularised by Richard Bandler and John Grinder it seems to offer a quick and powerful way of understanding the link between the unconscious mind, language and behaviour; and to provide a channel for breaking out of learned patterns and of modelling successful behaviour, so increasing personal effectiveness. And make no mistake it is now big business, and is widely used not only for personal development, but extensively in management training, coaching and sales.
Despite its undoubted popularity it remains a controversial set of techniques, in particular when it’s used in a sales context. To take an example: consider what happens when you ask a person to do something and they respond by saying: ‘I can’t make that decision now.’ Obviously they are being resistant, but why?
NLP suggests that you try to spot which bit of the response is given the most emphasis, so if it’s on ‘now’, the problem is with the timing; on ‘that’, the issue is with what the person is being asked to do; on ‘make’, that they may not have the capability to make the decision; on ‘can’t’, that they don’t believe they can do it; and finally, on ‘I’, that it’s something ‘I’ cannot do. This is all fine and dandy and if it was proven to work it would be a really fantastic sales technique, as it would allow you to zero in on the real block to action. However the issue that bedevils NLP is that there is no empirical evidence that supports its effectiveness. Yes, there’s lots of anecdotal stuff but the hard science is missing. This also goes for the other bit of NLP that most people remember: the link between the movement of the eyes and the part of the brain that is being accessed. For example, eyes down and to the right, a person is being asked something about their feelings.
So what? Well, I cannot say for certain that all of the techniques that comprise NLP do not work. There may well be useful bits. However it has been enormously over sold, in particular on the back of its apparently science-based credentials – which it does not have. More to the point it doesn’t feature in mainstream psychology texts and is not taught on psychology degree courses. So perhaps in the words of Douglas Adams: ‘If it looks like a duck, and quacks like a duck, we have at least to consider the possibility that we have a small aquatic bird of the family Anatidae on our hands.’ The bottom line is that it doesn’t hold up as a coherent approach, and almost certainly is just too good to be true.
Note: There’s much on the Internet both for and against NLP. However if you’re interested in a more scientific view of the area, try Martin Heap’s website.