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

❏ I want to be really relaxed.

❏ I want to have a really attractive, orderly office.

❏ I want to make a key contribution to that meeting.

If you find you are thinking in a problem-centered way, the

question to ask yourself to switch to outcome thinking is,

“What do I really want instead of that?”

By modeling people who are achieving what they want in

life we have uncovered “conditions for success.” Below is an

example of someone whose thinking does adhere to these

conditions:

Jill works for a large organization and is clear that although the

organization is slow and bureaucratic in its style, she wants to stay

and make a difference. She wants to be a key player in the

management of change toward a culture that is more open,

supportive, and honest than at present. She recognizes that her

level of influence in her current role is limited and has mapped out

the future roles she wants that would increase her influence to

introduce the changes she believes to be important. She knows that

if she waits for others to make this happen she might wait forever.

One thing that strikes you about Jill when you meet her is that

she wants passionately to achieve this future. Her whole presence

is captivating as she talks about what is important to her. She talks

positively of what she wants and she is always respectful of other

people’s views and opinions. People are attracted to her.

What precisely is the difference in the way Jill thinks about her

outcomes and the way Kevin and Jim think about theirs? Jill

certainly seems to be on track to achieve her outcome andis

enjoying the journey toward it.

How is it that some people are satisfied, highly motivated,

and consistently achieving the sort of success they want? What

exactly is the difference? Let's explore this in a way that will

enable you both to set compelling outcomes for yourself and

support others to do the same.

“Until one is committed, there is hesitancy, the chance to draw

back, always ineffectiveness. Concerning all acts of initiative and

creation, there is one fact, one elementary truth, the ignorance of

268 NLP AT WORK

“What do I really want instead of

that?”

KNOW WHAT YOU

WANT