NLP At Work : The Difference That Makes the Difference in Business

BEHAVIOR

his purpose and himself gave him the influence to persuade the

panel to let him enter the tournament on a wild card. His

passion was intense. His purpose was to give something to a

country that had been torn apart with conflict. Even during

conflict in Croatia, he believed that his best contribution was not

to take on the identity of a soldier but to inspire through his

identity as a tennis player. He played every point as if it were

match point. And he won the Wimbledon title in a final that will

be remembered as one of the best finals ever if not thebest.

All of the previous attributes—purpose, identity, beliefs,

values, and capabilities—show themselves in everything we

do. Our behavior is what we do and say. It is what the world

around us can see and hear us doing. All of my beliefs and

values are apparent in every word I write, both the beliefs that

I say and live out and those where I am not aligned.

You can think of behavior as the tip of the iceberg, the bit

of you that is above the surface, whereas purpose, identity,

capabilities, beliefs, and values are internal thoughts and

feelings.

218 NLP AT WORK

Behavior

Purpose, identity,

beliefs and values,

capabilities

What you say and

what you do

Above the

surface

Below the

surface