The Nettle Annual 2006
Stop Watching and Spot Liars
In this article I’d like to share with you something that recently
became clear after I attended a Neuro Linguistic Programming
If you’re not familiar with NLP, one interpretation could be a system
for modelling human communication and can be applied to your own
beliefs and modes of communication (modalities), or to inter-
For many people, just scratching the surface of NLP is enough to
change their life.
The aspect of NLP which addresses modelling other people’s
communications refers to the way that you can elicit information
about peoples preferred modalities. In other words, you understand
the way they communicate and modify your own communication to
be more ‘in-line’ with theirs to improve your results.
By asking them particular types of questions, and then assessing
the language they use, their pitch, tonality, etc, you can appreciate
how they communicate, and then package your own communication
The non-verbal component of communication is larger than that
presented by the words themselves (you’ve seen this, when
someone tells you yes, but you know they mean no - because their
whole body language disagrees with their words).
As you can imagine, if you could find out exactly how someone
would need to receive your communication to give you the outcome
you desired - this would be VERY useful (especially in a sales
There are certain things that generally apply to non-verbal
communication which you can use to get some information. These
include such elements as the direction a person’s eyes move when
answering a question (there’s a difference between when they’re
recalling information or creating it), as well as pupil dilation and a
host of other things.