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48 Deception at Work

To find the truth, we have to overload the liar’s brain (see the difference between creating
fear – a definite no-no – and increasing anxiety, page [xref]) so that he loses confidence in his
ability to succeed. This is referred to as the pivotal point and it is critical in finding the truth.

Most liars succeed because they are not taken to the pivotal point

NEUROLINGUISTIC PROGRAMMING (NLP)

You either like NLP or you don’t and even its greatest supporters have difficulty in explaining
what it is. The simplest definition is that ‘NLP concerns itself with modelling existing cogni-
tive processes, and designing interventions, based on redirecting resources that the person
already has.’ The word ‘neuro’ refers to an understanding of brain functions; ‘linguistics’ to
communication; and ‘programming’ is the behavioural and thinking patterns that people
follow. The pseudo-science was founded by John Grinder and Richard Bandler in 1975 and
has come into and fallen out of favour ever since.7

The bottom line from a practical viewpoint is that there is a two-way feedback between
a person’s inner thought processes and his actions. In simple terms, the subconscious will
normally drive most non-verbal communications, paralinguistics and so on, but if an external
stimulus can be introduced there will be a corresponding impact on the person’s thinking,
feelings, attitudes, anxiety, verbal responses and so on.

NEUROLINGUISTIC PROGRAMMING

NLP is the art, science or pseudo-science to the amygdala and you will genuinely feel
concerned with programming the brain (see happy. Moreover, the more you repeat the
www.NLP.org) to act in a certain way. For process (called ‘feedback’), the more the
example, if you consciously feel the emotion emotion becomes a reality.
of happiness, neurotransmitters will be sent

If a child is feeling unhappy, with his head down and perhaps in tears, the mother’s normal
reaction is to place her fingers gently under his chin and raise it: the child cheers up. This is
another example of NLP. It is very difficult to remain depressed when your eyes are open and
looking upwards. If you don’t believe this, try it.

LOOK UP NOW feel happy that you bought this book.

Look towards the ceiling for a minute or two.
Are you feeling any different? You may even

Recent research, including MRI scanning, confirms this feedback relationship between the
brain and bodily movements. Neurotransmitters, coming from the amygdala, result in facial
expressions, such as smiles and other activity. But consciously driven activity can affect the
brain, including emotions. Thus the old saying ‘smile and the world smiles with you’ is true.

7 The website www.skeptic.com sets out to debunk NLP and it is well worth visiting