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

can match, pace, and lead the other person's values. They

identify what conditions have to be true for those values to be

satisfied. They operate from the belief that each person is unique.

Learning the unique indications that have to be present for

someone to feel that their values are respected and fulfilled is

one of the most sophisticated skills you can develop to

negotiate your way through life. The evidence of fulfillment for

each of the following values could be (they will be different

and unique for everyone):

Value Evidence of fulfillment

Openness A willingness to express feelings. Someone

who is prepared to state their views before

others state theirs. Someone who talks

about what is happening in their personal

life as well as in their business life.

Security An acceptance of solutions to problems that

have been tried and tested and shown to

work in other situations. The ability to

express ideas without having them ignored

or dismissed.

Creativity Agreements and ideas that haven't been

applied before. People who can think

laterally and who can provide a new way of

thinking about existing situations.

Listening Someone who doesn’t interrupt, who is

curious about what is being said and who

asks clarification questions. Someone who

leans forward and maintains eye contact for

the majority of the time someone else is

speaking.

To find out someone's values, watch and listen. Pay attention

to what excites them and what changes their state to one of

interest and curiosity. What do they pay attention to? If they

are constantly looking at their watch and want to get on with

discussions straight away, you may find that attention to time

and to the way time is used is important to them. The more

you develop your sensory acuity, your awareness to notice

even the smallest of changes in the person with whom you are

300 NLP AT WORK

Each person is unique

To find out values—watch and

listen