GLOSSARY 371NeuroThe way we use our brain.
Neuro linguistic programmingDefined as the study of the structure of subjective
experience. The name was developed by John Grinder and Richard Bandler in 1975. It is
a process of modeling and increasingly the term is used to encompass the techniques
and skills uncovered as a result of this process.
Outcome (well formed) A goal that is characteristic of someone who consistently achieves
what they want in ways that are a win for others as well as themselves. Different from
traditional methods of goal setting in that it involves the use of all senses, including
emotion.
PacingRespecting the values, needs, and style of another person in a way that leads to
rapport. Going along with aspects of what is important to another and yourself.
Perceptual positionsThe mental strategy used by skillful negotiators, involving moving
mentally between being in one’s own shoes, the shoes of the other person, and an
outside detached position. There is an old Indian saying, “You must first walk two moons
in a man’s moccasins before you can understand him.”
ProgrammingNot the computer kind, but similar in that it is to do with the sequences of
thinking and behavior patterns that constitute our strategies for achieving the results we
do.
RapportOur ability to relate to ourselves and others in ways that create a climate of
respect, trust, and cooperation.
ReframingThe ability to make meanings of events in ways that work for you and create
desirable emotional states.
State The mental, physical, and emotional condition of a person.
StrategiesA set of thinking and behavioral steps to achieve a result.
TOTETest➔operate➔test➔exit, the feedback loop used to guide behavior.
Well-formed outcomesSeeOutcomes.