Hypnotic language patterns in politics, sales and advertising

Transcription

1 1 of 49 12/12/2010 9:29 PM Hypnotic language patterns in politics, sales and advertising Free e-book by Hans-Peter Zimmermann Copyright 1998 Hans-Peter Zimmermann Cartoons Copyright 1998 Anita Zimmerman All rights, including the right of reproduction, distribution and translation rights. No part of this publication may be reproduced in any form (by photocopy, microfilm or other process) without the written permission of the author or electronically stored, processed, copied or distributed. The printed document may be freely passed to others, but not photocopied or reproduced in any other way. Any commercial use without written permission from the author: The original of this document is on About the author: The Swiss-born Hans-Peter Zimmermann is known since 1991 as the best-selling author, success coach and expert on small business marketing. During a stay in California from 1993 to 1998, he has a Training in Clinical Hypnosis since successfully completed and inform therapists and lay people in Classic, Ericksonian, detection and systemic hypnotherapy. The book "hypnosis in everyday life" shows an impressive and easy to understand how language works directly on our nervous system, and how you can protect yourself.

2 2 of 49 12/12/2010 9:29 PM For the participants in my seminars, For all people who want to know how language affects our nervous system, For therapists who want to get an overview of Ericksonian language patterns, and who do not need complicated expert language. A PrefaceThat should read... What's going on with the Ethics? A word to the NLP-Freaks and all those who know too little about NLP... So what is actually Hypnosis? Hypnotic phenomenaand why you should know it... Amnesia Hypermnesia Limb catalepsy Anesthesia and Analgesia Ideomotor signals Hallucinations Kinesthetic delusions Post hypnotic suggestion Presumably neither the stage nor the therapeutic hypnosis hypnosis can... What is the difference between, Hypnosis, relaxation and meditation? Authoritarian, permissive and indirect suggestion Hypnotic language patternsand as they work... The embedded command The Yes-Set The presupposition Mind reading Conversational Postulates Rhetorical questions Nouns and sentence fragments Violation of the selection restriction Lack of benchmark The shredded Preface... The hidden persuaders... Psychagogics or psychopath?

3 3 of 49 12/12/2010 9:29 PM Johnny High pressure and Another manipulation patterns... Do I have to be neurotic or what? A few Related Literature for interested Dear reader, You may have just sat down comfortably and to be told: «Now you do not begrudge even a little rest and read this interesting book, I would like to congratulate you on this decision, and for this reason: I am of the opinion that 99 percent of what is happening "out there" in the world, hypnosis is. Think of a long drive on the highway... has already happened to you that you are suddenly asked, as you have spent the last half hour? Or think of an everyday situation in a lift. You know you want from the tenth to the first floor. You get in and turn around toward the door, because you always want to see, in which floor you are on. And count with inner: th.. 8th.. 7th.. 6th.. 5th.. 4th.. 3rd.. The door opens, you step into the corridor and determine surprised that you are not yet reached the first floor. It just feels not like the first floor, right? If you then get back into the elevator, to finally get out there where you always wanted to go, you say to yourself: "That's right. Excellent! Now you're where you always wanted out. " Another example of an everyday trance: You are sitting watching TV, his eyes fixed on the screen, as if in a dream draw all those pictures over to you. All these known and long forgotten images... I do not know when it's you noticed exactly that in these moments of normal life-hypnosis, like now, the way to your subconscious is virtually free of obstacles and all that I now say to you, in your subconscious all the smaller and can make major changes that are necessary for you to come exactly at the place where you want to come back. If I have some time ago in Clinical Hypnosis training, it is not primarily because I wanted to hypnotize, but to developed. Mesmerize Of course, I leave it entirely up to you when you intend to wake up from the mass hypnosis. And you are also completely free to read this book today, even to the end, or even to wait until tomorrow. Whether you are just as excited as I am well, how does it continue? And while the healthy skeptic asks you if this book really is something for you (so it's right!), Has your subconscious may be decided long ago to read

4 4 of 49 12/12/2010 9:29 PM on... now! By the way.. You may have noticed that I have never said, 'Do exactly what I ask of you. "No, it would indeed see immediately that I want to manipulate you, right? It would not even occur to me in a dream, to suggest to you: «Ensure that this book is a best-seller" As you would just smile and throw the book into a corner. You are right: In this book is about much more subtle methods. Who knows, the first living more consciously, and second, he will see to it that can stretch every day and in every sense of the self-determined percentage of his personality to the heteronomous. It is not always the case that only decent people enchant you with hypnotic language patterns. This can sometimes be shameless exploiters. Or powerhungry politicians. Or cult leaders. Or priest and pastor, if this is not the same. And then what happens is you so ago by the well known story. To table of contents So, dear reader and dear reader: Now be honest! Have you noticed how I've manipulated you with every sentence of this preface? If you do not hypnosis expert, probably not. With this book, I would like to get out of the everyday trance and show you how some people drive and the mass media (some deliberately, and quite shamelessly) to your subconscious mind her games. Are you ready? So, let's go! I will tell you everything you need to know to recognize linguistic manipulation in everyday life immediately and render them harmless. By the way... We are, naturally, to this letter back yet. It is full of hypnotic language patterns. So please be on guard before I did! For ease of understanding I have five areas designated as follows: Therapeutic Range Political Propaganda

5 5 of 49 12/12/2010 9:29 PM Sales Advertising Stage Hypnosis Let me say a word about ethics... To table of contents Way, have you read the preface? If not, then you should absolutely do it before you continue. Because unlike other prefaces this is very important for the understanding of the following chapter. So, here is my clear opinion on ethics in advertising and selling: I will use any means be right if it leads to long-term happiness and success for all involved. If you have such a small company (my favorite audience!) And an honest man are, makes the excellent work and its clients to help solve the problem, then they have to make sure that people learn that you exist and how you can take your services. If you position yourself as I did in my book "Great success in small business" have suggested, you will need less and less advertising and more can always go over to normal, solid information. If you are the marketing manager of a cigarette company, however, then you know that your customers will never be the happiness and success are getting you promise in your advertising. This, in my opinion, unethical, and I'm glad we live in a universe where the law of action and reaction is in full operation.

6 6 of 49 12/12/2010 9:29 PM The same applies to a manager of Seppi-Cola, who thinks to do mankind a favor if he means hypnotic techniques to bring to resort to the bottle rather than to the Seppi Oops bottle. Neither Seppi-Cola-Cola Oops still deliver what is promised. namely, a promise is this: These include, being young, make friends, be just as refreshing, as when one is under a waterfall. Delivered in both cases a brown colored brew artificially without any nutritional value. I know from personal experience, because I drink it themselves regularly. Can somebody get me out of the trance, please! Do not think that you are prepared as an intelligent man with hypnotic manipulation! Intelligence has very little to do. The nature of hypnosis, which is often used in brand advertising and in politics, is making sure that your higher centers (including the cerebrum) are largely eliminated. Hypnotic advertising and propaganda aimed directly at your brain stem, which is known for his evolutionary rather advanced age and reptilian brain. And yet something about NLP... To table of contents If you do not know what is NLP: The acronym stands for Neuro Linguistic Programming. "Neuro" has to do with the nervous system and "linguistics" is the study of language. Here very briefly the history of NLP: Two Americans, the linguist John Grinder and computer scientist Richard Bandler, studied in detail in the early 70s, three therapists and their methods: the American doctor and hypnosis therapist Milton Erickson, the family therapist Virginia Satir and Fritz Perls, the behavior therapist. Hence the two new, fairly large area of psychotherapy have developed, based largely on the use of hypnotic language patterns. The client is often with open eyes in a trance, without knowing it. In the therapeutic field, I use it myself some NLP techniques (always with the consent of the client), and I am delighted with the incredibly fast and lasting results. For example, a so-called part-integration leave a smoking within ten minutes is not only a happier man, but also a Non smoking. And if you carry around for years been a phobia

7 7 of 49 12/12/2010 9:29 PM with you, they will be with the NLP phobia model in about 15 minutes going on. The smart are actually not even the most NLP techniques, I believe are almost all been together for some existing therapeutic schools together stolen. No, the real income, which one is to confess Bandler and Grinder envy must the radical reaction in immediate results and the setting that will stand behind the NLP therapy: namely, that we humans have all the resources that we need to change us, and that the therapist helps the client only to find their way better on his own mental map. Bandler and Grinder have done then in my view a serious error: You said if NLP works in the therapeutic environment so well, why do not we show people how to use these techniques in the business world? Among other things, they developed a technique that allows you to "internal sales strategy" a person can find out. If you know this, the founder of NLP, you can sell a man of almost anything. In order to justify their questionable actions they gave these and similar sentences on his own, which are now babbled to each of NLP-Freak: "Finally, we always manipulate, whether it's conscious or not. Why should not we be aware of and involved in system? " This, in my opinion a fallacy. Straight because You know after reading this book, as does manipulation, you should handle it carefully and honestly. If you have so unethical intentions, you are now may feel an irresistible urge to put this book aside and never again to take on... Thank God, the universe is also very fair, in Germany are aware of cases where they have trained entire sales organizations in Neurolinguistischem programming. The first sales were suddenly slumped to the top, but after a few months as from deep that the company had to file bankruptcy. In fact, logically, right? After the farthest and last customer had noticed that he had been manipulated against his will into a sale-final in, spoke to the dubious ethics of this company around very quickly. So, again a warning to all NLP-Freaks: NLP and hypnotic language patterns are in my opinion, the therapeutic environment, where are the client and therapist agree on their use. In sales and management techniques that have no business! Otherwise, you are your own fault if the universe is merciless strikes back. Do you agree that we are at a little talk about the principles of hypnosis, before we proceed to the hypnotic language patterns? Good.

8 8 of 49 12/12/2010 9:29 PM To table of contents Console yourself: It took me about a year until I understood to some extent, what is hypnosis. And I still do not know one hundred percent. I think that's precisely the exciting thing about this area that you have obviously never stop learning. So whether you have a little patience with yourself and with me. I'll tell you in this first chapter of what hypnosis is NOT, and then dare to attempt a definition. First of all, hypnosis is not Sleep. Everyone gets hypnotized by everything that happens. And he also has the feeling that his free will is in full operation. I purposely say "he has the feeling" because it would probably be lying to say if they would be free will functioning one hundred percent. More about that later. Depending on the depth of hypnosis can experience various hypnotic phenomena. Most of them are you by the so-called stage or stage hypnosis certainly well known: To table of contents Amnesia, forgetting certain memory content.

9 9 of 49 12/12/2010 9:29 PM In stage hypnosis the hypnotist suggests, for example, the Hypnotisanden that he will not remember his name when he opens his eyes. If the subject later asked for her name, she seems to not actually able to remember. Only when the hypnotist makes the suggestion reversed, the name will be remembered again. I personally find it irresponsible with amnesia around to silly. Of course the thought is tempting to do as a smoker that he can not recall ever having smoked. But can we be then, that we delete it not also memory content which is for the development of human beings is of paramount importance? Hypermnesia is the opposite of amnesia, meaning "increased memory. That is, the Hypnotisand remembers events that he actually believed in mind or which he has never even consciously recognized. This phenomenon is not in a stage hypnosis used too often, but more often in therapy and in some countries in criminal investigations. In the therapeutic environment such as a traumatic event from the past by means of hypnosis is still alive and can even be "erased from the nervous system" quasi. The results of such therapies are quickly and thoroughly. When police investigations may be the phenomenon of hypermnesia such as how to make the following advantage: A forensics (= criminological or forensic) hypnotist put a man in a trance, who took in a restaurant with his wife's dinner, while shown to be at the table next to a gang was planning a burglary. The witness said although he had heard nothing, and this may also vote. If he is, however, and hypnotized him, suggests that he can not remember everything, he may be able to provide important information. Please remember: If you asked this man after what he felt in hypnosis, he will probably say he would have had the feeling that this invent everything free. 70 or more percent of its notes, however, can make to conform to the

10 10 of 49 12/12/2010 9:29 PM truth out. Already light trance states are sufficient to suggest, for example, an arm that he is completely automatically float to the top. The Hypnotisand has the feeling that "something from within," is moving his muscles. A cataleptic arm can float in the air for hours without tiring the subject. Sometimes you feel the Hypnotisand not even know where the arm is right. Maybe you have ever experienced at a stage show called cataleptic Bridge: The hypnotist suggests to the Hypnotisanden that his whole body become stiff and rigid. Then he places it between two chairs and stood with his whole body weight on him. What looks so spectacular, you can always carry with open eyes at home, it need only a very slight trance. But be careful: You do not scrambling around on a person with back problems! Anesthesia is insensibility. Analgesia, a sub-concept of anesthesia involves no pain. In hypnotherapy, the two terms are often used interchangeably. Perhaps you are the cases of Indian fakirs known that bite in the limelight (= self-hypnosis), a needle through the skin or the tongue, without giving a sign of pain from him. As the story was pretty much done every possible surgery with hypnosis as the sole anesthetic, ie, without chemical anesthesia. And there are all over the world dentists who offer hypnosis instead of chemical anesthetics. Hypnotic anesthesia for dental treatment, you can learn the way itself, which is very light. Just say at your next dental visit to your jaw, "You go walking in the park. As long as I sit in this dentist chair and closed my eyes, hold you will be completely numb. " When I go to the dentist, I do simple operations without chemical anesthetics, for more complicated procedures I wish for a quarter of the normal dose of Novocain. Very good helps me the following trick: Whenever

11 11 of 49 12/12/2010 9:29 PM the dentist attaches the drill, I say inside me: "At the moment, no one there. Please leave a message, we will call you back. " You laugh, but it works great! I do not know how much experience you have with it. But maybe you've already determined that your subconscious knows more than your logical thinking will admit sometimes. If you want to know, for example, if your pregnant girlfriend expecting a girl or a boy, you can give your subconscious the following suggestion: "If you want to say yes, you move the index finger of right hand. If you want to say no, you move the middle finger "Then your subconscious mind the question." Is it a boy, "one of the two fingers will feel immediately a little different than the other, and in most cases you will be there one? drawing or feel even a twitch. These are so-called ideomotor signals, ie signals from your subconscious mind sent directly to your motor nervous system. The exact physical processes are still unknown. For the experts among you: It is thought that the limbic system plays an important role of the hypothalamus directly subordinate headquarters of the autonomic nervous system and regulation of the endocrine system. People who use a pendulum do, it really just to reinforce these ideomotor signals and make them more visible. This has therefore nothing to do with magic, but only with a reinforcement of the unconscious signals. In hallucinations, a distinction between positive and negative hallucinations. A positive hallucination means that the Hypnotisand see something that is not there. A negative hallucination means that the Hypnotisand not see something that is there in reality. In my opinion, this phenomenon has no therapeutic value and should actually be enjoyed at a hypnosis show with great caution. Hallucinations are in fact included a symptom that occurs in schizophrenia, and I'm not so sure whether you should play around with such things.

12 12 of 49 12/12/2010 9:29 PM Precisely because of this phenomenon is the audience, it is of course of stage hypnotists used again and again. For example, the hypnotist suggests his "poor victims" are on his hand, a canary who wanted to fly away immediately, and the task of Hypnotisanden was to prevent these birds from flying on. To the delight of the audience is now the subject is with her imaginary canary back and forth across the stage race. Now you know already, as it is called, is not it? Right, a positive hallucination. Here is an example of a negative hallucination: the show-hypnotist suggests the subject that his clock had disappeared from his wrist and he'll look everywhere. The Hypnotisand will insist that his clock had disappeared, although the audience can see that this is not so. Hallucinations are possible only in a very deep trance. It is known as sleep-or Somnambulist trance. However, since nearly 20 percent of the population are capable of such deep trance, it will be for each stage hypnotist easy to find its audience in two to three useful subjects. What's more, that stage hypnotists are always looking for volunteers and never force anyone to participate. The fact that someone volunteered for something like this says quite a lot of people about this: a) He wants to be hypnotized, apparently, b) he wants to have fun and knows that audiences like to have fun, c) he is ready, to make a show. The stage hypnotist can therefore assume that there are 20 volunteers to see at least eight usable subjects, and he knows relatively simple suggestibility test, with which he picks the right ones out. This phenomenon is in the field of stage hypnosis, and it takes a special degree on the extent to which we humans can ever perceive an objective world, or in other words: if we are not just balls of our nervous system to program that anyone can if they know the secrets behind it. The hypnotist suggests, for example, that the chairs on the stage as soon as he counted to three, would be quite hot, so hot that it will no longer tolerate it. When the hypnotist has counted to three, will start the test subjects, restlessly on the chair to slide back and forth until they suddenly jump up and say they no

13 13 of 49 12/12/2010 9:29 PM longer held. This phenomenon can go so far that the hypnotist touched the Hypnotisanden with an ice cube, as he suggested to him that it was a red-hot iron. The subject will not only have the feeling that the ice was hot, his skin is even respond with blisters. The sake of completeness we mention that some experts believe hypnosis, in which case turn the show on hypnotist trick. Indeed, there is a chemical substance that can subtly applied to the skin of the subject, and which ensures that the skin showing a blister-like reaction. Post hypnotic suggestions are suggestions that will survive the hypnosis or impact. In therapy utilizes this phenomenon by suggesting to the client after the first session like this: "With every hypnosis session, you will easily and quickly go into a trance. Your subconscious mind will make in the coming days and weeks, all minor and major changes that are necessary for you to come exactly at the place where you want to go. " The stage hypnotist, for example, say to his subject: "In a moment I'll count to three, then you will open your eyes. Every time I touch my tie, you will have the irresistible urge to get up from your chair and stretch. " The subject will adhere strictly to these instructions. If you ask them whether she had noticed the suggestion, she will say. "Of course," When asked if she could resist not, if the hypnotist attack the tie, she is about to answer as follows: "I could already, but why should I? I thought it was a good idea to stretch myself. " Again, the experts disagree as to what concerns the explanation for this

14 14 of 49 12/12/2010 9:29 PM reaction. Some believe that even here the peer pressure is an important factor, the others are convinced that this is an induced compulsive act, and that the subject with his attempts to explain only "streamlines", ie is looking for its unreasonable action a reasonable explanation. Now we have cut the key short-hypnotic phenomena. As I said, the exact physiological relationships are not yet entirely clear. There are also still experts who say there is no hypnotic phenomena and stage hypnosis only works, because the subjects wanted to do a favor for the hypnotist. Given the widely documented scientific experiments hypnosis seems to me such a view is untenable. It may well be individual cases of stage hypnosis show where simulation is difficult to distinguish from genuine hypnosis. But with a little practice you can see by pure observation of a man, whether he is in a trance or not. To table of contents Here lies buried one of the biggest misconceptions in terms of hypnosis: hypnosis, the opinion of most experts, it is impossible that a hypnotized person, no matter how deep his trance, is a suggestion out, directed against his morals. Numerous films, in which a villain equipped, stupidly, with hypnosis skills, a good-natured people in hypnosis are on "programmed" to kill his own wife. This would only be possible if the good-natured man everything else would be as good-natured and his excuse that he was holding was hypnotized, just in time coming. Thousands of experiments show that if a suggestion is given that is against the ethical code of the subject, this will either back out of the trance, or do nothing and wait for sensible suggestions. Years ago, made the following attempt spectacular headlines: A hypnotized man was suggested that he should grab with both hands in a pot full of poisonous snakes. And, oh scandal: He did! Of course, an invisible glass wall protected him from the deadly bite. What the papers are then concealed the comment of the subject after the experiment was: "In hypnosis, you get even with everything, and the logical mind is not completely eliminated. I knew that the investigator had to have taken the necessary precautions. If I had had reason to believe that I was bitten, I would have refused the job. I'm not stupid! " Just as misleading was another experiment in which a hypnotized went off at the behest of a knife on the unsuspecting public. His comment could have

15 15 of 49 12/12/2010 9:29 PM contributed to some clarification: "I knew that this was a plastic knife. With a real knife, I would never have done. " The American psychiatrist Josephine Hilgard and her husband, the psychologist Ernest Hilgard, have in the 70's discovered something totally fascinated me when I first read about it: Ernest Hilgard, then a professor at Stanford University hypnotized, a blind student and suggested to him that he is for the duration of the experiment completely deaf in both ears. The fact that the subject was blind from birth, is important because one can rule so that they in any way would have to get visual information. The experiment succeeded perfectly deafness. If Hilgard two sticks together so suggested that they reached the volume of a gun shot, flashed all together in space, with the exception of "deaf" subjects. One of Hilgard students then presented a very interesting question, namely whether it true am not a part of the subject that was being done because, after all, his ears were medically perfectly fine. Hilgard took up this question and said to still hypnotized and "deaf" subject: "As you know, there are parts of our nervous system that perform activities that are outside of our consciousness, such as the blood circulation and digestion. Well, it may be that there are intellectual processes that are outside of our consciousness, such as those that find their expression in dreams. Although you are hypnotically deaf, there may be a part of you that can hear my voice, and process the information. If that's the case, I would like that the index finger of your right hand moves. " To the surprise of all was moving the index finger of the subject! But that's not enough, the mesmerized student said a moment later: "Please restore my hearing, so you can tell me what happened. I felt that my index finger has moved, and I want to know what you did to me. " The Hilgard learned from this and many other experiments suggest that for every person at every moment a sort of "hidden observer" as is, where everything gets with, no matter what happens. I have experienced this fact several times himself. For example, I once hypnotized a man from whom it was known that he had had a sailing accident location for three days in a coma. The following suggestion was enough to get him a detailed report on everything that had happened: "You know that inside you is always a part of all observed. This part also has noticed anything in your sailing accident. I'd like to say that part of you that has you protected until now with good reason from these memories, 'This here is a safe place, and you can gaze now release process on all of these incidents, so we look at it, and decouple may. " When I count to three, all memories will be there, and you'll be able to tell me in peace, what has happened. We are two to three minutes before the accident. One, two, three... tell me is happening, what! " DHilgard quite the ass with their hidden observers have been confirmed also when a customer tells me after a hypnotic intervention, he would probably sleep and the treatment could not possibly have worked. In such cases, I say

16 16 of 49 12/12/2010 9:29 PM the following to him: "We will test the same. Close your eyes again. In a moment I'll count to three, and then the part of you, who always watches everything, can you tell me exactly what happened in the last half hour. One, two, three... We are at the beginning of the session. Tell me what you see, hear and feel. " This suggestion always results in that the customer makes a detail exactly what went on during the hypnosis session before him. If he once said he could not remember, I need only reply: "I know you do not you remember. If you had to invent something, what would have happened? "And then a precise description of the events. Why I put so much emphasis on these "hidden observer"? Because that means that no one can talk, in effect, he was hypnotized and therefore have been irresponsible. Or in other words: Yes, there are hypnotic phenomena. But there are always a part of us that observed these phenomena and can intervene if something does not fit him. Certainly you can argue against the fact that every war is, for example, a result of hypnotic influence. How else would it be possible, a peaceful people to the legalized mass murder to donate to. That's true insofar as a bogeyman for months or even years must be established before it can take effect. However, I am of the opinion that most people who are in a war situation, know in their heart of hearts that it is the aggression against the "enemy" actually unprocessed aggression against himself is. The top priority is "to take personal responsibility 'means to me. Those who see themselves as victims will be able to change his world is not large. Those who recognize, however, that we are all creators, who will accomplish that which unconscious people care to describe as a miracle. To table of contents Hypnosis is a deeply relaxed state, that's for sure. But how this situation differs from normal such as relaxation, meditation or autogenic training? The answer is: There must be a correlation between hypnotist and Hypnotisand come about. We call this relationship and rapport (pronounced Rapoor). Well, there is already an important distinction: the White Hypnotisand that he is hypnotized and he agree? Or he has no idea that you tried hypnosis techniques in him?

17 17 of 49 12/12/2010 9:29 PM Consider first the case where the Hypnotisand agrees with hypnosis and I want to bring about will. Depending on whether hypnosis is therapeutic, forensic or accounting purposes, will be different Hypnotisand suggestible, that is, he will follow some suggestions and not others. An example: The Suggestion to stand on a chair and quack like a duck, is followed in an under-keeping situation (stage show) by most subjects with ease, whereas the same suggestion in a therapeutic or forensic context only incredulous shake of the head will produce. Conclusion: A part of us is obviously in deep trance in a position to recognize the situation and to assess whether a suggestion is appropriate in context or not. Some experts therefore come to the conclusion that all hypnosis is really self-hypnosis. Finally, the hypnotist can do nothing if the Hypnotisand not wanted. And this self-control was intact in every phase of hypnosis. Other hypnosis experts attach great importance to ensuring that the hypnotist is not as "powerful" is viewed as the Hypnotisand. You do not do hypnosis to someone, but with someone. Of course, many show hypnotists try to cover up this fact by giving the pleasant-sounding fancy names (eg, Don Alessandro) and have to dress like human beings, the magical powers. Do not be fooled by not! Who volunteered as guinea pigs for a stage show reports, and the suggestibility tests is that the stage hypnotist performs with him, who has already made a voluntary report. He tells the Don Alessandro "on stage:" Hey, I'm with you. I help. Together, we now throw a hell of a show, okay? " The question we all have been waiting for is now: What if there were hypnosis techniques that work even if someone knows nothing about it? The answer: They do exist. And this brings us to our topic... Let me describe briefly the second criterion of hypnosis, then it is equal to go! The second characteristic that distinguishes hypnosis from other relaxation techniques, is the "narrowing the field of consciousness" and the "increase in the concentration." This means: At a certain depth of hypnosis, the hypnotized directs his attention only on those things that makes him aware

18 18 of 49 12/12/2010 9:29 PM of the hypnotist. Everything else is not important for him and "not present" unless he feels directly threatened. For example, when during a hypnosis session, a fire alarm goes off and the hypnotized person has every reason to believe that this is a real alarm, it is with absolute certainty immediately and automatically come back from the trance and get to safety. Other sounds such as a jackhammer disturb the depth of trance is usually not, but can even be used to deepen the trance by skilled hypnotists. During a hypnosis session with one of my clients (in a hotel room), a worker in the next room began unexpectedly have to deal with a jackhammer. After I had swallowed just empty, I said to my clients: "And you may hear loud and clear even as the old structures are gone and drilled all the new understanding can take place. That's right. And the louder they are, all the things you have been hindered, the deeper and deeper can now understand in your mind, or is it the subconscious, I do not know... exactly! That's right... " If you act thus, the trance usually takes more than off. It is indeed with lawnmowers. In a group relaxation during my life plan seminar in California, the Mexican hotel employees began in the most inconvenient time to mow the lawn in front of our seminar rooms. Thank God I noticed an immediate suggestion: "And I do not know when you've decided to grow over the old blocks are no longer grass, but to mow it, to look out and take it off once and for all, to get there exactly to come when you want to go. That's right... mow... Let go sow new understanding learning... now. " This type of usage of external influences Milton Erickson called "Utilization". And so we are now definitely in Erickson's hypnotic language patterns. To table of contents Milton Erickson before there was only a Kind of suggestion, namely, the direct or authoritarian. The hypnotist said to the Hypnotisanden:

19 19 of 49 12/12/2010 9:29 PM "You close your eyes!" "You take a deep breath!" "You will now tired and tired!" You can imagine that people who are not used to taking orders, contrary to their love have trouble. Therefore, it was said earlier also that there can be hypnotized only a certain percentage of people. Erickson said, "Bullshit! Each person can be hypnotized. "(I apologize to Erickson's heirs for the term. I imagine holding, Erickson actually said" bullshit ") Erickson found that in fact, there are other, less obvious ways to suggest things. The first such possibility is the permissive (= pleading for permission) suggestion. It sounds like this: "It may be that you now like to close your eyes and simply to relax, because you know how wonderful such a pleasant relaxation can be, right?" "And you know, no one can stop you now to take three deep breaths and relax you even deeper." "And if you might feel like you're tired and weary, you're completely free to defend yourself against it or to let you down easily into a deep, deep relaxation." Have you figured out how to do that? The hypnotist takes the suggestions of the quasi-authoritarian point. The suggestion then is what they base their word was always after, namely a "proposal". And although a proposal that can take and follow the Hypnotisand or not. This discovery alone could Erickson already hypnotized many people who had previously "not hypnotizable" as described. He went further, however, two steps... "You know, I sometimes wonder how many times a day an average man thinks of sex." Do you understand this sentence? Then I have a surprise for you: because that was a mature suggestion! formulated, it would be direct:

20 20 of 49 12/12/2010 9:29 PM "Imagine now immediately before a sex scene!" This would have aroused opposition in some of you, because you require so determined not to let what you think, does not it? So I'm quite relaxed conversational style and therefore say. "You know, I sometimes wonder how many times a day an average man thinks about sex" To help you understand this sentence, your brain has to trigger search processes, and the word sex with absolute certainty it will provide sexual images (I hope that you connect to positive feelings, otherwise you should see a therapist as soon as possible). Now you think about but at what that means! It means: When ever you open your mouth to tell someone something, you suggest! If I come with the seemingly innocuous phrase "Today it's raining again" I suggesting you to use the following: "Imagine all the rainy days once before in your life, and how lousy you feel when it rains. Now feel lousy! " Did I say "when ever you open your mouth?" It's worse! Do you consider the following experiment: Suggest a group of people on a raw egg, smell it and forgive you your face in disgust. Then submit the egg around with the request that one by one to smell it. I guarantee: At least half will be forgiven disgusted face and say, the egg was rotten. The way it works equally well with wine corks, if not better! Sit down with a few people who describe themselves as wine connoisseurs together, and forgiven at the first sip of wine clearly the face. Then say, very confident and determined: "This wine has cork, as you can tell me what you want!" This is where the rate is the "fellow traveler" between 80 and 100 percent! Milton Erickson was then considered the following: if we already programmed with each set of the nervous system of our opponent, then there should be but isolated speech patterns that meet the following conditions: Put down the criticism of the speech receiver and ensure that the suggestions are embedded in the speech patterns more followed. They employ the brain with search processes and thus provide a deeper trance. And here are these language patterns... To table of contents

21 21 of 49 12/12/2010 9:29 PM Do you mind if I ask you as far as possible from linguistic terminology spare and you easily deliver speech patterns for each of a few. Most of the examples require no further explanation, and you will immediately understand what is at stake (Uuuups, have you noticed the suggestion?) "I would never dare to give you a command. And certainly not: 'You keep this book in hand, until you have finished reading it! "» "... And maybe you have already told themselves: 'Close your eyes is not absolutely necessary but it helps Relax!'» Did you notice what is happening? In the first example, the command is actually very clear, and the recipient has the feeling that the station had no manipulative intentions. The only problem is, our subconscious mind can not process negatives directly. The proof? Please think of anything now, just not a pink elephant! Please do not be thinking of a pink elephant. I said, no pink elephant now! Well,'s just clicked? You are right: allows you to imagine what you can not imagine, should you need it at first imagine. This principle is exploited to embed a command so that the consciousness offers no resistance and the unfiltered command can pass to the subconscious. The second example works as an embedded command because of the emphasis. The already somewhat lulled consciousness can not detect any manipulation, and the subconscious mind hears only 'close eye' and 'relax'. It must be understood in a therapeutic context that is quite desirable. Yes, the client asks a question so literally that the therapist does everything in his power to him just to get to where he (the client) wants to be.

22 22 of 49 12/12/2010 9:29 PM The situation is different, however, when a soft drinks manufacturer (let's call him Seppi-Cola) would hire a football star, who would be in a TV commercial, the following words of himself: "I call myself a self-confident people. And I appreciate it at all, if someone such as me says 'Drinking Seppi-Cola, the refreshed!' " Or take the case of a mentally disturbed politician who has something against beards and a speech begins: "Dear compatriots, when I first heard the phrase 'beards are anarchists,' I could not believe my ears." Did you recognize the embedded commands and suggestions? If you find the already very exciting, but wait and see! That's just the beginning... "Who puts you value personal freedom? Who of you firmly believe that every person has the right to be happy? Who of you determined not to let his life be determined by someone else, and certainly not by a foreign power? Who of you now prepared to defend its values and voluntarily to report to our army? " You have certainly noticed it: Click here to go to political-propaganda. This time, the mildly mentally battered speaker has used the yes-set, to wrap his audience. It works like this: Questions will be asked or statements made, which can say the majority of the audience with ease, yes. The more yes's can collect the speaker, the greater the chance that he gets at the end of the great "yes. The first three Yes's make our example in any sense, right? The last is completely illogical. The members of the armed forces are neither free nor happy. And her life is largely determined by the supervisor. The logical

23 23 of 49 12/12/2010 9:29 PM filter that could explore this anomaly, but in many audiences no longer intact, because after the first three Yes's enters a kind of an automatic response. It has been so often said yes, it's easy to say yes again. And finally, this all sounds quite logical, right? (Uuuups, yet another yes... collected) Let us in between a trip to the ethical Sauber country. In therapy you would use the yes-set like this: "You're the contact you have with your feet feel the ground, you hear the faint hum of the air conditioning and the voices of people outside the door, you can watch the thoughts come and go... and all this means, you can now go with me into a deep, deep trance. " Look again point exactly! You can feel the contact that have your feet with the ground (yes, that's right). You hear the soft hum of air conditioning (yes, that's right). You hear the voices of people outside the door (yes, that's right). You can (if you want to) observe the thoughts that come and go (yes, that's right). Does the fact that you now can go with me into a deep trance? Of course not! But if you say such a sentence in a therapeutic context, you will notice to your client clear signs of trance. Let's take a morally less clean example from the psychology of selling: A seller who is consciously or unconsciously, with hypnotic methods, says the customer: "I see this correctly: you do not pay too much for this plant?" Client: "Yes you see correctly." Client: "Yes, that's right." Seller: "And you want to be hundred percent sure that you buy the right thing?" Seller: And am I right in assuming that a good airflow and a solid guarantee for at least ten times more important than a dumping price? " Customer (First slightly hesitantly, then yes): "Yes, you could say that." Seller: "Well, then the XY system for you. When you need it because of all the latest? "

24 24 of 49 12/12/2010 9:29 PM Prize question: Why did the customer probably just delayed in his last answer? Solution: Probably because he realized that something happens to him. But the question of the seller for him was too complicated, as that he had in that short time to analyze. The seller then has the same Just Checking with a presupposition, and brings us to the next hypnotic language patterns... Presupposition means as much as pre-adoption or implication, and if you read the following examples, you will feel immediately what this is about: "You may have discovered the top seller is not in it." Here I presuppose, that you put in it a top seller. If I would just like to say to you "They are a top sellers» some readers would react with resistance and say "I'm certainly not a salestype!" So I pretend like I could give you all options open, and you probably do not remember that I am suggesting to you that you are a top seller. This principle, I'm advantage of my sales seminar, and I'm assuming that I can to arouse the top seller in each of the parties (Uuuups, again a presupposition). If the seller asks its customers in the previous section, until when he as the system need the latest, he presupposes that the seller actually wants to buy the plant. Our final sale cola football star could, for example, incorporate the following presupposition: "That's why I leave it entirely up to you when you call us today want to order your free trial shipment and to assure yourself that nothing so refreshing as Seppi-Cola." Have you seen the presupposition? True, there were two. Our star presupposes, first, that you will call, and that today, and second, that nothing so refreshing as his soft drink. Milton Erickson is reported to have struck in a moment of delicious self-irony, the following quip:

25 25 of 49 12/12/2010 9:29 PM "My patients are to be completely free, how do they do exactly what I ask of them." This statement shows exactly what it is in the presupposition is: your mind to think it is completely free to decide, while your subconscious mind has no choice but a must do what is required. And if the report is correct and no ethical rules are violated, it will continue to do so neatly. Let's go back to our fictional anti-bearded politician. When he could hear a presupposition about this: And I do not know, ladies and gentlemen, whether you need to have first collected enough of their own examples or if you are already convinced that 99 percent of all bearded anarchists. " If you think the way, this example is far-fetched, then I must point out that there was a time that has moved an entire nation of hypnosis to teach them that people who worship a god named Yahweh, and Green Tree or flint mean to blame for all the miseries of this world are! By the way... in this section has another voice pattern was hidden. Did you recognize it? Here it comes... "If you have more time for yourself? You are right. Who would not! " This sentence is the principle of mind reading. If I tell you "You're right," then I am doing this because I believe that most people on the question of whether they want to have more time for answer is yes. Milton Erickson says, a set enhances the repeat. The subconscious feel "there is someone who knows what I think" and feel understood. Our bearded politician would exploit this principle may be as follows: "Ladies and gentlemen, dear fellow, you ask yourself safe 'How could he think that?" I am very glad you asked, because I have just shaken his head in disbelief as you when I was first confronted with the hard facts. "

26 26 of 49 12/12/2010 9:29 PM Haaaalt, stop! Our politicians overflows again! Did you recognize the pattern? "You ask yourself safe" mind-reading is at its best. "I'm very glad you asked" are equal to one more. "Shake your head in disbelief" is the third idea, which has guessed the mass hypnotist miraculously. And then a very perfidious presupposition, namely that what he is going to tell the same, the "hard facts" are. In effective advertising copy, you will find this speech pattern very often. Since it can mean, for example: "Now you ask yourself, if no such thing outrageously expensive. We have a surprise for you... " And finally, the therapeutic context. Simple Thoughts read pattern where sound something like this: "Your awareness now may wonder if you'll manage to implement this new knowledge into results." If you embed this statement in other hypnotic language patterns, for example, comes into this highly effective therapeutic suggestion: And while you may ask your consciousness whether you can implement this new knowledge into results, is your subconscious mind already about to make all minor and major changes that are necessary to get you exactly where you want to go. Yes, right there. " Do you understand what this is? Good! (Uuuups, again read thoughts) By the way... would you be possible to read the next section on right now? The last sentence of the last section was already a conversation elles postulate. Rather than tell you

27 27 of 49 12/12/2010 9:29 PM "Read the next section right now," I embed my invitation to a "harmless" question, just a conversation-elles postulate, and say: "By the way... would you be possible to read the next section on right now? " More examples? "Would you be able to open the window?" Granted, if you ask this question to an adolescent-looking nose, he will say "yes, I would be possible" and not move from the spot. The majority of "normal" adults, but this issue is regarded as a command and execute him obediently. By this I do for God's sake have said nothing against such polite phrases, and it's perfectly OK to ask someone in this manner for a favor. In therapy, we use conversational postulates, for example: "You do not move now» or "I wonder if you remember at the moment just before you woke up this morning." The first example is clearly the command is hidden: "Do not move!" The second example asks the therapist to help to remember the moment just before waking. This is naturally a rather sleepy and unconscious state and if the client is asked to think about it, he will automatically go into a trance. Of course, one can increase the effect of a speech pattern yet, when it is connected with other hypnotic formulations. For example: "You do not now move (Conversational postulate elles)just as much as it is necessary to you... exactly... (Mind reading) to get to where your subconscious mind says (Mind reading)that you should point to exactly achieve with this meeting, what you want... always wanted to achieve (Mind reading), And always knew that you deserved it (Mind reading), Deep, deep and deeper (Embedded command and ambiguity) inside you. That's right (Mind reading). And is not it (Rhetorical question), You

28 28 of 49 12/12/2010 9:29 PM know... (Sentence fragment and mind reading)as it is... (Sentence fragment) That's right... (Mind reading)sink deeper... (Sentence fragment)to dream... (Sentence fragment)to float... (Sentence fragment) and all this new understanding (Nominalization), All the new learning (Nominalization) penetrate deeply, deeply leave. And easily... sooooo easy... as you sink deeper (Implied causative) all to see this...(missing reference index) listen and... felt and (Repeat). That's good (Mind reading)!» Yes yes, I know: I have called you quite a bit. I'll explain in a moment, what are nominalizations and sentence fragments and missing reference indices. Always nice one by one, yes? And finally, before we continue, our politicians, who want to gasify the beard best. He is conversational postulates as follows installed in his speech: "I heard what my political opponents by calling me, you want to see proof of my assertions. You want to hear objective reasons for my accusations. But I ask you, ladies and gentlemen: Do we need evidence to defend our freedom? Do we need reasons to maintain law and order in our country this upright? Or has a sense also its right to exist in a country like ours? " First, we want to visit our NLP hobby seller again a visit. He would use a conversational postulate elles like this: "Mr. Prospect, it would be possible for you to order today so that we could give you the desired discount?" If the customer is here with "yes," acknowledged that he has only said yes to the opportunity to order today. The high-pressure seller will interpret this as but a yes to all business and consider the sale as completed. This is of course all absolute port cheese, you are quite right. And I admit that I have the illustration's sake a little exaggerated. You see no? But you have said! But seriously. What politician wants to cheer our subconscious with these

29 29 of 49 12/12/2010 9:29 PM seemingly meaningless phrases is the following message: "Forget the thought and think what I tell you!" My suggestion: If you should occasionally meet once a Hitler speech, but once you examine it to hypnotic language patterns. can you'll be surprised and impressed at the same time, what one man can cause by abuse of language! If you want to protect linguistic manipulation, here's my advice: Whether it is a politician, a high-pressure salesman or even a master table-mates: Every time when you are tempted to say I do not know "what he said, but it somehow makes "sense, you should look back and out again just listen. The chance is very great that this man you have charmed consciously or unconsciously, with hypnotic language patterns. And now you are certainly ready for the next section. Or? Yes, the "or" in the last paragraph was a rhetorical question. Also, it ensures that the receiver inside a small releases "Yes." In addition, make sure that he whole information package that you have him served up on the verge of practical in a mop up and endorsing checks off as fact. Exciting, huh? (Ooops, rhetorical question...) Here are a few examples from advertising and sales: "150 marks per month for your natural beauty in every household budget place. Do not you? " "As a self-confident woman you do not like to prescribe you what to buy. Am I right? " "Even young skin needs care. Right? " "Tell yourself: this is not paid half?" You have noticed it for sure: A rhetorical question is a question to which there is practically only one possible answer, in general, "yes."

30 In therapy, I'm advantage of this pattern to the hatred that some clients against a fellow human feeling, to delete from their nervous system. It sounds like this: "When you see these people now in front of you and you realize that he has no idea what love is, then you come before you weaker or stronger than he?" The client always responds here with "stronger". And it's not in this world, that the stronger help the weaker? " (Rhetorical question) "Yes." "What you can do as a strong man but to help this poor weak man?" At that moment happens at the client an almost metamorphosing metamorphosis. His body relaxed, his features are suddenly soft, nice and relaxed, and he answers about the following words: "I told him could send some love, fill it with light." From that moment on, the negative feeling removed from the nervous system and can not be produced. Anyone who has experienced it once, will agree with me: A fantastic story! Now to our abuse-heinis, and how they use rhetorical questions. Johnny first high pressure, the seller: "If I understand it, Mr. Customer, you want to get for as little money as much power?" Client: "Yes, that's right. Who would not! " Seller: "Exactly. And you attach importance to a high flow rate, is not it? " Client: "Yes, it is very important." Seller: And you agree that any month in which you have (Presupposition) with the old system to spend can cost Mark also, quite apart from the fact that you need a man anymore? " Customer (after a brief hesitation): "Yes, that is true." 30 of 49 12/12/2010 9:29 PM

31 31 of 49 12/12/2010 9:29 PM Seller: "Good. If you would sign here, you can still benefit from the savings this month. You want it, right? " And then Johnny High pressure to the customer the pen into his hand and, as it is in the booklet on page 77, "quietly and patiently wait for the completion of sale." Now, when you reply "to this I would never fall," I believe you to every word. I'm doing the same. But you can also believe that there are thousands of people every day who see through such tricks and not buy something that they would not even exist. And finally, for the second abuse-heini, the politician Dr. Giovanni Corrupto ('s seems a doctorate was bought). I will tell you now: The final will be a rhetorical question. Pay close attention: Do you recognize any other language patterns? "I say, ladies and gentlemen: We already have enough problems in our own country! And I say: We can not reject elements of which you never really know whether they are fighting for or against our country, and they think just because they had facial hair, they are something better. I call for freedom and security for every one of us. Because we do not want them all! Is not it so? (The crowd screams yes) I can not hear you! Is not it? " Did you hear that? With this last sentence, the affirmative so any reasonable person must have the politicians got a "yes" for all his previous statements. And that such techniques work, you can find it confirmed every day in political discussions. Let me explain a few voice samples, and then we will explore together how even I have tried to manipulate them with this book. Yes, you read that right: Not even in front of me, you are safe! Nominalization is, make a noun from a verb, or to make German, a verb a word thing. Example? Please, please immediately. In therapy, we should deepen the trance, for example, by not saying "do you understand that much better now," but

32 32 of 49 12/12/2010 9:29 PM "You can integrate all this new understanding is now very easy and simple." A sentence fragment is a sentence that is not explicitly done, or the middle of a sentence begins. In therapeutic hypnosis heard many such statements, often combined with nominalizations: "All this new understanding, all the long-forgotten images... exactly... That's right... and you know all this learning, and you can sink lower... now... because you know you're safe and secure..... care of itself, self-confidence... and dreams... may be better... " Such fragments are set in traditional advertising very popular, especially when it comes to persuading the audience to something that no sane person would do when he thought about it about it. Here is an excerpt from a tobacco-advertising: "Autumn... the time of maturity... the mild sunny clarity, later days... we love them... just like our mild variety. " This is done by using sentence fragments mood, which is now used for a nervous new link. In that cigarette advertising is still one more hypnotic language patterns... What sounds complicated is really quite simple. Look again at our cigarette sample from the previous section. Is there such thing as late days? No, there is not. It can happen on the day a little late, but late days? No. A Psycholinguistic would make about the following statement: "If the client hears such a sentence is, the load, a meaning for this communication to construct for him. This solves transderivationale search processes in the brain, which in turn reinforce the trance. " Expressed in German: "The clarity mild sunny days-later" sounds so beautiful that you could cheer me under even a throat operation (that is yes, then in twenty years be necessary even if the variety is so gentle yet... )