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Can Neu o-Linguis ic P og amming (NLP) Be
Used As Con empo a y and E ec i e Skill o an
Excep ional Manage in an O ganiza ion?
Lim Joey
1
Cen e o Sou he n New Hampshi e Uni e si y P og am, Help College o A
and Technology, Kuala Lumpu , Malaysia
Rashad Yazdani a d
Cen e o Sou he n New Hampshi e Uni e si y P og am, Help College o A
and Technology, Kuala Lumpu , Malaysia
Abs ac
As he wo ld o business becomes mo e compe i i e because o globaliza ion,
Neu o-Linguis ic P og amming (NLP) is eme ging as an e ec i e ool ha helps
manage s o lea n and manage he i m in o de ha hey may inc ease hei
compe i i eness in he ma ke . I is he e o e no su p ise ha NLP in a business
con ex con inues o g ow apidly, as NLP is inc easingly becoming
acknowledged as one o he bes a ailable sou ces o knowledge on people-
skills. This is impo an , as employees a e he mos impo an asse o a i m so
using NLP skills o main ain a good ela ionship wi h employees is c ucial.
Hence, he acquisi ion o NLP skills by he manage s would make hem
success ul.
Keywo ds: Neu o-Linguis ic P og amming, e ec i e, skills, excep ional
manage , o ganiza ion.
Ci e his a icle: Joey, L., & Yazdani a d, R. (2015). Can Neu o-Linguis ic P og amming
(NLP) be used as con empo a y and e ec i e skill o an excep ional manage in an
o ganiza ion? In e na ional Jou nal o Managemen , Accoun ing and Economics, 2(5), 457-466.
In oduc ion
Globaliza ion in ecen yea s has caused apid changes, especially in managemen
p o essionals, a ound he wo ld due o echnological ad ancemen . The ques ion o
h i ing in a compe i i e ma ke becomes a e y c i ical issue as globaliza ion has b ough
1
Co esponding au ho ’s email: Joey02lim@ho mail.com
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458
wi h i new challenges in he ield o human esou ce managemen . Success ul companies
ealize ha people a e one o he mos impo an asse s hey ha e and hey a e also awa e
ha human esou ce has changed om ocusing on mo e physical and mechanis ic skills
o ha o so skills. I is he e ha Neu o-Linguis ic P og amming (NLP) s eps in, as i
can p o ide signi ican imp o emen in e ec i e communica ion amongs people,
indi idual and g oups, as well as se e as a mo i a o o employee. Manage s and leade s
wi h NLP knowledge and he abili y o apply i in hei li e ha e an edge o e hose who
do no use NLP. This pape co e s he de ini ion o NLP, he echniques o NLP, he
signi icance o NLP skills used by manage s, applica ions o NLP skills in an o ganiza ion
and he s a egies o de elop NLP skills by manage s.
Neu o-Linguis ic P og amming (NLP)
The e m NLP o igina ed om Richa d Bandle (a compu e scien is s and Ges al
he apis ), and D . John G inde (a linguis he apis ) in he ea ly 1970s (Ga dne , n.d.).
NLP is used qui e o en in he co po a e, heal h and educa ion indus y because NLP is
an e ec i e in e pe sonal communica ion model and an al e na i e app oach o
psycho he apy (Tosey & Ma hison, 2006). NLP can be an ad an ageous way o hinking
abou indi idual o g oup communica ion and has uses in a much b oade ange o
applica ions o enhance unde s anding and e ec i eness in communica ion (Biswal &
P us y, 2011). In o he wo ds, i can be desc ibed as a “manual o he b ain” ha guides
us o ob ain he esul s we wan (Biswal & P us y, 2011). NLP has become inc easingly
amilia in p o essional a eas such as managemen aining and coaching oo whe e
excep ional manage s use i o exe in luence o e people h ough he use o language
(“Neu o-Linguis ic P og amming (NLP),” 2003).
Neu o e e s o neu ology, ou ne ous sys ems whe e he men al ac i i ies used o
expe ience he wo ld h ough ou i e senses such as sigh , sound, ouch, as e and smell
ake place (“Neu o Linguis ic P og amming,” n.d.). Linguis ic e e s o indi idual
language abili y. Fo ins ance, how we cons uc a sen ence by pu ing oge he wo ds and
ph ases o exp ess ou sel es coupled wi h non- e bal communica ion such as ges u es
(S e enson, 2008). Las ly, p og amming e e s o he concep , hough s, eelings and
ac ions ha a e p og ammed in ou mind o each ou objec i es o acqui e immedia e
imp o emen s in ou hinking, eeling, ac ing and li ing (S e enson, 2008). In a nu shell,
NLP emphasizes how an indi idual’s b ain connec s wi h he wo ld and how he
connec ions in luence beha io (Pulse, 2007).
NLP Techniques
NLP consis s o many di e en powe ul se s o echniques o impac change and
ou come. Some o he mos equen ly used echniques a e e aming, ancho ing, appo ,
and pacing and leading.
Re aming
Re aming is he p ocess whe eby a componen o communica ion is showed so as o
change a pe son’s pe cep ion o he de ini ions by ocusing on he choice o wo d used
(Biswal & P us y, 2011). This echnique unc ions g ea when you a e in a si ua ion ha
In e na ional Jou nal o Managemen , Accoun ing and Economics
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459
makes you ang y o upse because i can al e he de ini ion o he si ua ion in a mo e
empowe ing o posi i e way (Mills, 1999). In o he wo ds, i enables you o pu he
con en o a si ua ion in a di e en ame (Mills, 1999). As a esul , a manage can use
e aming when explaining a ask o he eam membe s o a ask ha would usually ne e
be done and e ame i so he ask doesn no seem so di icul (“NLP Tools o E eci e
Managemen ,” n.d.). Fo an ins ance, a s a emen o “ he glass is hal emp y” ha can be
e amed as “ he glass is hal ull”, he eby changing he pe cep ion o he ecipien o
his message (“NLP Tools o E eci e Managemen ,” n.d.).This demons a es ha
e aming is e y use ul echnique o manage s o be mo e e ec i e in communica ion
and i would posi i ely in luence beha io and esponse o employees.
Ancho ing
Ancho ing echnique is a p ocess whe e i connec s an in e nal esponse wi h some
ex e nal igge (K ugman e al., 1985). Fo ins ance, when you ouch a pe son’s shoulde ,
he pe son will smile unconsciously. This echnique is use ul o manage s because i can
immedia ely change how a pe son eels (Rich, 2010). A manage can he e o e use he
ancho ing echnique o change a nega i e eeling o a posi i e eeling because he
emo ional s a e is exposed o he i e senses whe e he e a e connec ions be ween he
s imulus and emo ional s a e (Rich, 2010).
Rappo
Rappo echnique is e y impo an and easy skill o lea n ha allows an indi idual o
ge along easily wi h any kind o people by gaining hei us and con idence (Hayes,
2006). Rappo includes he mi o ing p ocess, which is he ma ching o body language,
pos u e, b ea hing and onali y h ough ollowing he pe son o c ea e a ha monious
en i onmen (O’Conno & Seymou , 2002). Howe e , he pe son needs o iden i y
whe he he ecipien ’s main senso y pe cep ion is isual, kines he ic o audi o y (Rich,
2010). Di e en senso y pe cep ion uses di e en ypes o appo . Fo ins ance, when
he ecipien ’s main senso y pe cep ion is audi o y, he indi idual can use a s a emen
such as “I hea you”; whe eas, o isual ypes o audience, he indi idual can use ph ases
such as “my ision is clea ” (Rich, 2010).
Pacing and leading
This is ano he echnique, which is use ul o manage s who wan o o ha e mo e
e ec i e communica ion skills. Fi s ly, pacing wo ks o build us and suppo wi h
o he s by showing unde s anding owa ds hem (Ho , 2011). The choice o wo ds, o
example, can be used o show unde s anding and app ecia ion o he o he pe son’s poin
o iew and he use o body language can help o c ea e a ha monious en i onmen (Ho ,
2011). E ec i e pacing will he e o e help o build unde s anding and i will enable he
manage o lead and in luence people. In a nu shell, pacing o build appo and leading
is an essen ial skill needed o become an excep ional manage because eam membe s will
eel ecognized and alued, which will lead o mo e e ec i e managemen (“NLP Tools
o E ec i e Managemen ,” n.d.).
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Impo ance o NLP as an e ec i e skill o an excep ional manage
The e a e se e al bene i s o ob aining NLP skills in business such as encou aging
excellence in eam membe s, lowe a es o s a u no e , dec ease in misunde s andings
and an inc ease in consume sa is ac ions (Bu le , 2009). The e o e, i is impo an o he
manage o ob ain NLP skills in o de o succeed in he wo kplace.
Communica ion Skills
E ec i e communica ion is i al o anyone who wan s o be an excep ional manage
and i is he key o s a ing o main aining a ela ionship be ween people.
Miscommunica ion, such as hose caused by he use o he w ong wo ds o ph ases o
h ough lack o cla i y will cause con lic in he wo kplace. NLP is one o he ways ha
can be used o sol e con lic bu i is one o he ew ha simul aneously o e a wide ange
o skills o enhance communica ion in he wo kplace (Mun o, 1999). NLP echniques
enable communica ion o be mo e e ec i e, pe suasi e, clea , con iden and p ecise
he eby allowing i o be applied on all le els o employees in an o ganiza ion (Mun o,
1999). Addi ionally, NLP can also s eng hen he abili y o a manage o connec wi h
o he s and de elop appo in o de o build ela ionships and us . NLP can also be used
o imp o e e bal o non- e bal communica ion, such as body language, o w i en
communica ion by using e aming and pacing echniques (Cassidy-Rice, 2014).
Fu he mo e, by using appo echnique o imp o e communica ion skills, he manage
can communica e wi h a wide ange o people and main ain he ela ionship (Bu le ,
2009). To pu i simply, he mo e e ec i e he communica ion, he mo e success he
manage will achie e, he e o e, i is impo an o an excep ional manage o ob ain NLP
skills.
S ess Managemen and Pe sonal De elopmen
S ess is a physical and men al esponse ha is expe ienced by human beings while
eac ing o a challenge; and ch onic s ess will cause all kinds o physical and men al
illness (Ree y, Oze & I o, 2010). A manage will ace plen y o hea y asks in he
wo kplace, so s ess is an ine i able pa o a manage ’s li e. I is he e o e ob ious ha
s ess managemen is i al o a manage ’s success. By using NLP skills a manage can
lea n how o deal wi h s ess easily (Smi h, n.d.). One o he NLP echniques ha can help
o educe s ess quickly and easily is ha o ancho ing whe e i can ge he pe son ou o
us a ion and o he nega i e emo ional s a es (Smi h, 1999).
Mo eo e , NLP enables be e awa eness and con ol o onesel because i can help
manage s o con ol he way hey hink, eel and ac (Pa ick, 2005). NLP skills can
empowe people o each hei ull po en ial and when people g ow and de elop
pe sonally, so does he o ganiza ion hey belong o (Ande son, 2012). Fo ha eason,
manage s ha e o coach and de elop NLP skills in hei subo dina es.
Leade ship Skills
NLP skills enable he manage o mo i a e and lead eam membe s e ec i ely. NLP
can also help c ea e leade s who a e commi ed o c ea ing some hing be e by knowing
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hei goals and achie ing i by leading and aining employees (Wake, 2011). One o he
NLP echniques, which is pacing, has he leade showing he impo ance o his
subo dina es o he eam in o de o make hem eel acknowledged and allowing us o
be buil (Vicke s, 2009). When us is build, he leade can hen s a o lead e ec i ely
and well. This se es o indica e ha pacing and leading a e one o he NLP echniques
and leade ship skills ha mus be inculca ed o be an excep ional manage . Fu he mo e,
NLP echniques can ge eams o wo k oge he and going beyond his, i can help
manage s o sol e di icul p oblems and manage changes (Yemm, 2006). I becomes
appa en a his poin ha e ec i e leade s need o ha e p inciples o guide hei beha io
and hey also need o encou age o e e yone o wo k om whe e hey a e o whe e hey
wan o be, whe he i is pe sonally o as an o ganiza ion (Vicke s, 2009).
Sales and Nego ia ion Skills
Manage s can use he appo skill o build a ela ionship wi h he consume s and he
supplie s (Ca e , 2005). Du ing nego ia ion, by using NLP skills such as pe cep ual
posi ioning, you will be able o achie e a win-win si ua ion because you pu you sel es
in ano he pe son’s shoes, and a e able o see hings om hei pe spec i e (Ca e , 2005).
In addi ion, lea ning some hing abou language pa e ns, such as ques ioning skills, would
be use ul du ing nego ia ion and i will inc ease unde s anding o he issues, conce ns and
needs o he nego ia ing pa y (Yemm, 2006). Sales and nego ia ion skills a e c ucial o
an excep ional manage because i helps he manage o a ain ag eemen s, achie e goals
and e en ually become mo e p oduc i e and success ul on he job (Singh & Ab aham,
2008). Las ly, he skill o e aming can be use ul when dealing wi h di icul people and
si ua ions as men ioned ea lie . As a esul , i is impo an o inco po a e NLP echniques
in sales and nego ia ion skills as i can help a manage o inc ease he chances o success
in he nego ia ion.
Applica ion o NLP in an O ganiza ion
The applica ion o NLP is limi less and endless because i has been success ully
applied in di e en a eas such as business, heal h, he apy and law o he las hi y yea s
(Alde , 1992). Manage s who wan o de elop hei o ganiza ions e ec i ely and
success ully can use NLP skills and p inciples as hey can build us and loyal y among
he s a as well as encou aging a channel o he s a o oice ou hei opinions, so he
o ganiza ion will be able o imp o e (Singh & Ab aham, 2008). O he han ha , he
managemen should emphasize on building ela ionships wi h he wo ke s in o de o
keep hem h illed and in o med by using NLP echniques such as me a-p og ams and
s ess managemen (Alde , 1992).
NLP Me a P og ams a e men al p ocesses which con ol, conduc and handle o he
men al p ocesses such as he way in o ma ion is pe cei ed and unde s ood di e en ly
among indi iduals (Hoag, n.d.). Mo eo e , he i m can p o ide aining o he s a o
lea n NLP. This helps he indi iduals o ha e an inc ease in sel -awa eness, sel -
managemen , communica ion skills and in e pe sonal dealings (Yemm, 2006). I can also
help o imp o e hei emo ional in elligence so he s a can main ain a good ela ionship
be ween pee s and cus ome s (Yemm, 2006).
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As a esul , applying NLP in an o ganiza ion will lead he s a o highe wo king
en husiasm; highe poin s o capabili y a all le els o he o ganiza ion, highe consume
sa is ac ion and s ong posi i e co po a e cul u e in he i m (Pa ick, 2005). Ul ima ely,
his will achie e he o ganiza ion’s objec i es and goals ha is mainly ge ing cus ome s
and gaining p o i .
S a egies o De elop NLP Skills o an Excep ional Manage s
NLP is all abou in e connec ion o ou hough s, speech and ac ions and i connec s
us wi h o he s, he wo ld and o he spi i ual dimension (C a , 2001). The s a egies o
de elop NLP skills o manage s a e o unde s and he ou main p inciples in NLP.
Fi s ly, de elop he appo echnique wi h you sel and hen wi h o he s. Secondly, he
pe son mus be su e o wha he o she wan s o achie e, because wi hou ealizing wha
you wan , you de ini ely canno succeed (Unde s anding NLP; p inciples and p ac ice,
2d ed., 2005). In NLP, his is known as goal o ou come se ing.
Thi dly, use he main senses o see, hea and eel wha is happening a ound you; and
use eedback o adap o he si ua ion. Las ly, he concep o NLP is ha o beha io al
lexibili y which includes hough s and ac ions. The mo e choices you ha e, he mo e
you chances o success (Unde s anding NLP; p inciples and p ac ice, 2d ed., 2005).
A e he ou main p inciples, i is ime o ans o m he beha io o a skill. The i s
s age o de elop NLP skills is o p ac ice he skill and i needs o ake a lo o awa eness
(O'Conno & McDe mo , 2013). The nex s age is eaching he capabili y le el and he
las s age is o pe sis in using he skills un il he pe son can apply he skills
unin en ionally (O'Conno & McDe mo , 2013). Simply pu , he bes way o lea n o
de elop NLP skills o an indi idual is o expe ience and p ac ice i egula ly un il i
becomes almos na u e and he indi idual will e en ually use i on a daily basis (Vicke s,
2009).
Discussion
The majo pu pose o his pape was o de e mine whe he NLP could be an e ec i e
skill o an excep ional manage in a i m as well as he applica ion and s a egies o
de elop he skills. This inding is impo an because he wo ld has become mo e
compe i i e and human beings a e he main asse s o a i m. By gaining loyal y and us
om he wo ke s, manage s can use NLP as one o he skills o build and main ain
ela ionships wi h he s a . Fo ins ance, a alen ed employee needs a g ea manage
because how long he employee s ays in he i m as well as how p oduc i e hey a e is
de e mined by hei ela ionship wi h hei supe iso o manage .
NLP helps us o unde s and how we hink and how hose hough s will a ec ou
eelings and beha io s. Mo eo e , NLP also ocuses on empowe ing people o de elop
posi i e hinking and eeling so i can suppo he i m’s goals as well as pe sonal
de elopmen . The echniques discussed in his pape can help cus ome se ice eams,
sales s a and manage s o pe o m e en be e h ough ha ing be e con lic esolu ion
skills and be e pe o mance o imp o e he quali y o hei wo king li e.
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E ec i e communica ion is i al and i is desc ibe as he hea o business success.
The manage needs o ha e communica ion skills i s in o de o lead he employees in
he i m. NLP skills is signi ican o an excep ional manage because i can be use ul a
wo k such as in p oblem sol ing, nego ia ing o a win-win si ua ion, e ec i e
communica ion, pe suasi e and in luencing skills, s ess managemen , pe sonal
de elopmen and esol ing con lic s. In a nu shell, when manage has he me hod, so
skills and leade ship skills, he manage is close o ic o y.
Manage s canno con ol people o e en s, bu he manage can manage hei esponse
o people and o achie e objec i es. Applying NLP skills in an o ganiza ion will gi e he
manage s and s a inc eased e iciency in he wo kplace by unde s anding and
mo i a ing he people, ei he indi idually o in g oups.
Fu he mo e, applying he p inciples o NLP in he wo king en i onmen can de elop
he NLP skills e en u he . Hence, i will posi i ely change he pa e ns o
communica ion and beha io in o de o each he desi ed esul s. S a egies o de elop
NLP skills o manage s is o know he goals o achie e, wi h a clea unde s anding
whe he you a e mo ing owa ds he goals and changing beha io o i he p e ious ways
do no wo k. Las ly, ac ion is he mos c ucial pa , because ac ions speak loude han
wo ds. While applying NLP skills, p ac ice and ac ion is impo an o each ce ain
esul s. In conclusion, NLP is abou hinking, belie ing, obse ing and pe o ming o ge
wha you wan in li e.
Conclusion
People a e he mos impo an ye mos di icul o manage asse in any o ganiza ion.
NLP is one o he ways ha can each con empo a y and e ec i e skills o an excep ional
manage o lead and in luence he s a o wo k oge he and achie e o ganiza ion’s goals
and objec i es. Manage s can use e aming, ancho ing, appo , pacing and leading as
echniques o impac change and in luence ou comes. NLP is an impo an skill o he
excep ional manage as i can imp o e communica ion skills, s ess managemen ,
pe sonal de elopmen , leade ship skills and nego ia ion skills. These skills a e i al o a
manage o succeed in a business place. The s a egy o de elop NLP skills is o i s
de elop appo skills be o e cul i a ing he es . Secondly, he pe son mus be clea wha
she o he wan s o achie e. Thi dly, use he main senses o eel wha happened and use
eedback o adap o he si ua ion. Las ly, con e hough s o ac ions. Manage s ha e o
ans o m beha io o a skill and his can only be achie ed h ough cons an and consis en
p ac ice. Fi ms ha implemen NLP skills as pa o he aining o hei employees will
gain a compe i i e ad an age and his will lead o a success ul company as well as
success ul employees.
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© IJMAE, All Righ s Rese ed www.ijmae.com
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