Before we discuss Management, we need to understand psychology, in general. Psychology deals with human behavior. It deals with the human reaction under different circumstances. Different people react in different manner to similar situations or the same person reacts in different ways to similar situation in different times. Just to understand this, let’s try to understand first how we can deal with human psychology.
To deal with human psychology we need to understand Neuro Linguistic Programming (NLP). Neuro refers to the brain and neural network that feeds into the brain. Neurons or nerve cells are the working units used by the nervous system to send, receive, and store signals that add up to information. Linguistics refers to the content, both verbal and non-verbal, that moves across and through these pathways. Programming is the way the content or signal is manipulated to convert it into useful information. NLP helps us deal with human behavior. The brain may direct the signal, sequence it, change it based on our previous experience, or connect it to some other experience we have stored in our brain to convert it into thinking patterns and behaviors that are the quintessence of our experience of life. On this earth, only humans can understand language. Moods, emotions, feelings, mind, brain and psychology are present in every living being but humans have one special character, which makes them different from all the other living beings and that is Language. Other living beings like animals and birds also communicate but they express it through various sounds and unlike humans, they lack the cognitive mental apparatus to be infinitely creative. Humans are distinguished from all other species by an innate capacity to create language. To communicate or to express themselves they cannot use words. Hence, the power of word is very important, in dealing with humans. A word expresses the feeling that is going on in the mind of the human, for example if we have to say “hello”, though it is a single word but how we say it that makes the difference. It shows our expression and what is going on in our mind. The basic premise of NLP is that the words we use reflect an inner, subconscious perception of our problems. If these words and perceptions are inexact, they will create an underlying problem as long as we continue to use and to think them. Each word is important to deal with psychology and also to make it easier to deal with humans if we understand words. Language is a medium to communicate and convey our expression. There are regional, national or international languages but the common thing is that every language uses words. We need to understand that words are like knife. A person can use a knife in many ways, it can be used to kill someone or to protect himself or to chop the vegetables; reaction or the feedback will be depending on the action or the event. When a straight talk is given to a person, they might feel hurt or offended or even feel angry, on the other hand when the same talk is given to another person they might take it positively and rectify themselves. We might come across third type of people, who are least bothered about the statement; they will just listen to it and forget it. Same words can have different impacts on different person or no impact on some. So, in dealing with people we need to be very specific with our words, as words can make or break a deal and it should not be so that we have to talk about something just to keep our voice boxes in working order. Rightly has it been said “Watch your thoughts, they become words. Watch your words, they become actions.”
Neuro-Linguistic Programming deals with the three most influential components involved in producing human experience; neurology, language and programming. Now the question arises, how can a person be programmed? We can program a person in the same way a computer is programmed or the way software is programmed. A person’s programming is done through conditioning which starts from the moment he is born. This way a person develops certain habits and temperament in life. This is what makes him react to certain situations and his reactions are based on conditioning. So in human psychology, emotions, expressions, feelings and mood; all aspects are covered. All these aspects can be programmed and if we learn how to program humans, we can achieve our objectives and goals and be successful because ultimately we have to deal with humans. It is essential for an entrepreneur to understand the technique of programming humans, to achieve their objectives, goals or targets. In this book, I will discuss how to program a person and understand his psychology.