Human representative systems and methods for their identification

If you understand how a person perceives information received from other people, you can find a lot of nuances and features in this issue. What is effective when communicating with some people may be completely ineffective when communicating with others. Some people understand us perfectly, but we can try to “reach out” to others for a very, very long time, and often our attempts will remain unsuccessful.

While some wonder why their interaction with others does not bring the desired result, others apply knowledge about the representation of information in their daily lives, i.e. about those features that differ in presentation and perception by different people. In our previous two lessons, we introduced you to the basic techniques of neuro-linguistic programming. But they concerned precisely the linguistic aspect of this area of ​​practical psychology. And very little has been said about the impact of neuroprocesses on the human psyche and perception. The presented lesson is dedicated to this topic.

From this lesson you will learn about what representational systems are and what role they play in NLP, as well as what methods of transferring experience and types of perception systems exist (visual, auditory, kinesthetic and others). The article will also present methods for determining the leading modality (the main representative system) in a person, including various diagnostic methods, such as tests, special questions, observations, etc.

Auditory sensory representational system.

The auditory representational system is based on the perception of sounds. People with the presented system (auditory learners) perceive information through the process of listening. All information is perceived and remembered by them, mainly in the form of sound impressions.

SIGNS.

You can recognize an auditory person by their eyes that often move in different directions. The breathing is rhythmic and even, but reflecting his internal experiences. If you ask such a person to describe some of his experiences, then, first of all, he will think about how to express it in the form of sound. The auditor speaks for a long time and a lot, expressing his thoughts very clearly. However, his speech can be very impulsive. Often dominates the conversation and often tires. He is particularly sensitive to sounds and often talks to himself. When communicating with an auditory speaker, you need to try to structure your speech more competently and accurately. As a percentage, auditory learners account for about 20% of all people.

APPEARANCE.

The body type of most auditory people is somewhere between thin and obese people. During a conversation, they often gesture and point to the ear area, and also lean forward, as if trying to be closer to the person with whom they are communicating. But when sounds arise in their own consciousness, on the contrary, they will deviate back. They monitor the rhythm of their speech and the timbre of their voice.

People with a dominant auditory sensory representational system have the ability to make subtle auditory distinctions, to clearly hear a variety of tones and timbres of sounds. The rate of speech is average, so such people usually speak loudly and clearly, in a strictly maintained rhythm. Their voice tone is clear, expressive and resonant.

People with a dominant auditory sensory representational system often pronounce, whisper to themselves what they just heard. The conversation or thinking process of such people may be accompanied by small rhythmic movements of the body, for example, tapping a foot to the rhythm of a conversation

When speaking, such people pay attention not only to the words, but also to how they are pronounced. They often turn their ear towards the interlocutor, as if listening to the tone, timbre and rhythm of his voice

These people themselves are very talkative, love conversations, and always very clearly outline the course of events. It is best to perceive information by ear, remembering everything sequentially step by step. Sometimes such people seem slightly withdrawn, “detached,” as they often engage in internal dialogue—talking to themselves.

They feel music very subtly and have a good sense of rhythm.

In speech, this system manifests itself in such words and expressions as: live in harmony, ignore, emphasize, stress, voiceless, voiced, silence, hear, dissonance

Auditory-digital system

A person who uses a predominantly auditory-digital representational system is essentially operating at a meta-level of consciousness above the sensory levels of the visual, auditory, and kinesthetic representational systems. As a result, others get the impression that such a person functions in a “computer” mode. I (M. X.) like to say that if a person has a good education, then there is a very high probability that he will end up in the auditory-digital world! I (B.B.) noticed that such people become scientists and accountants in our society. Woodsmall (1989/1996) noted that they like lists, criteria, rules, metacommunication, etc.

The eye movements and positions of people with this core metarepresentational system will follow a lateral movement pattern similar to auditory processing, except that they will tend to direct their gaze downwards and to the left when accessing information and thereafter. Their breathing will be restricted and uneven. Lips will often appear thin and compressed. Auditory digitals typically adopt a posture with their neck straight, shoulders back, and arms crossed over their chest. Their voice will sound monotone, robotic, and computer-synthesized. They often have a soft and plump build. However, because the auditory-digital mode often has properties of other representational systems, these people may be very different from the description given.

Submodalities - qualities of modalities

The key element of a representational system, and therefore NLP, is related to the elements or qualities of the representational system. These elements of representational systems provide much of NLP's contribution to the field of personality change and to the techniques that make such transformation possible. Our internal processes operate with extreme literalness. Consider the following statements:

“I feel very dull today.”

“I hear you loud and clear.”

“Something about his proposal stinks.”

“I have a bright future ahead of me.”

These seemingly metaphorical statements actually allow us to return to constructing internal maps of people in terms of the “modalities” of their representational systems. Before the discoveries made by NLP, most people considered such phrases to be “just metaphors.” However, today we have greater knowledge on this issue.

Based on the discoveries of NLP, we know that such metaphors are usually indicators of an internal representation of the world around us, and what we hear is a literal description of the internal world of the speaker. The brain often uses our metaphorical language to run some literal internal programs.

Submodalities represent one of the most fundamental components of the way the brain functions. Given that when we “think” we use three main modes (modalities), these modalities (VAK) mean that we represent the world in our minds through images, sounds and tactile sensations. We also use taste and smell, but they usually play a less important role.

Submodality – characteristics of sensations within each representational system; the quality of our internal representations.

Submodalities represent one of the most fundamental components of the way the brain functions.

The linguistic modality occupies a higher logical level than these sensory modalities, since words act as designations for images, sounds and tactile sensations. We now want to focus on basic-level sensory representations—our VAK representations—and describe how we can make further distinctions between these internal representations, namely their qualities.

In this NLP tutorial, we've included the latest discoveries regarding the role metastates play in what works and what doesn't work in NLP. To understand this, you must master some terminology. These terms are: “logical levels”, “basic levels”, “meta levels” and “meta states”. As we proceed further, you will find their explanation. In the metastate model developed by Michael Hall*, the term “core level” refers to our thinking about, responding to, and the meaning we attribute to the world beyond our internal experiences. Therefore, “basic states” characterize those states that result from our experiences regarding the external world. Fear, anger, sadness, joy, happiness, etc. are everyday states that we access based on core level experiences regarding the external world.

Logical level – a higher level, a level about a lower level, a meta-level that instructs and regulates a lower level.

Metastates do not refer to those states of consciousness that are the result of external experiences. Meta-states refer to those internal states that are based on internal experiences. Our brain has a unique ability to abstract. When studying NLP you read and hear a lot about “logical levels”. Logical levels refer to higher level abstractions. An example of logical levels is shown in Fig. 1.4.

Rice. 1.4. Levels of Abstraction

* Michael Hall, Ph.D. Meta-states Journal. Meta-States Patterns in Business, Vol. Ill, Number 6. (Grand Junction, CO: ET Publications, 1999), p. 2.

Higher levels organize lower levels.

Please note that in Fig. 1.4 the words above correspond to higher levels of abstraction. Start with the word "transport". We know that this word is located at a higher logical level than the word “car”, since the concept of “transport” includes cars, but not only them. The word "car" includes the term "car door", but not only that, etc. Therefore, each word is a higher-level abstraction, since it includes what is below it and something else. Gregory Bateson's discovery that higher levels organize lower levels plays an important role in this metastate model (Bateson, 1972). The term "meta-levels" refers to the logical levels above.

In the metastate model, we use the power of higher levels to organize lower levels. The brain has the unique ability to internally use one thought to think about another thought. The brain goes into a state of another level and reflects this state onto another state. Suppose that due to some external event you experience a basic state of fear. Internally, you can “assess” your fear and take appropriate action towards the external threat. Or you can apply another state of awareness called fear of fear, which is the result of the basic state of fear. So you will be afraid of your fear. What do you think you will earn? Paranoia. You are afraid of your fear, and a higher level of fear organizes your underlying state of fear and increases it, so that you finally experience paranoia. But note the difference in the resulting states if you use the meta-level fear rating state. What will you get? Definitely not paranoid, right?

The basic levels relate to our experiences concerning the external world and are carried out primarily through sensations.

Basic states characterize those states of awareness that result from our basic level experiences concerning the external world. Meta levels refer to those abstract levels of awareness that we experience within ourselves. Since the meta-levels are connected to the body (kinesthetics), we have a “state” that contains emotions.

Meta-states characterize those internal states of awareness that are located “above” states of a lower level.

Michael formally defines metastates as follows:

“We begin modeling the structure of subjective experiences with states: states of consciousness, body and emotions, that is, states of consciousness and body or neurolinguistic states. What mechanisms control these conditions? “Thoughts” (mental representations, ideas, meanings, etc.) processed and formed by our nervous system. When our awareness "emerges" from some link pointing to the external world (person, event or object), we experience a basic state. But when our thoughts and feelings refer to our thoughts and feelings, we experience a meta-state.”

In metastates, consciousness is reflected into itself. We call this reflective awareness. Thinking about thinking generates thoughts and feelings at high logical levels, which is why we experience states about states. Instead of referring to something in the external world, metastates refer to something about some past thoughts, emotions, concepts, conceptualizations, Kantian categories, etc. Korzybski spoke of metastates as "abstractions of abstractions" or abstractions of the second order.

As meta-classes of life, we live our lives at meta-levels. Here we experience beliefs, values, domains of meaning, conceptual and semantic states, “deep” or transcendental states, etc. To model human mastery (or pathology), we must “go meta-level” (Bateson) and recognize the role of meta-levels in the systemic nature of awareness (that is, that it functions in a reflective and recursive manner).

Beliefs are generalizations we have made about cause and effect, meaning, ourselves, other people, actions, identity, etc. that we believe to be “true” at the moment.

Value is what is important to you in a certain context. Your values ​​(criteria) are what motivates you in life. All motivation strategies have a kinesthetic component.

Through metastates, we cause a state of consciousness and body to affect another state. This way we set a frame of reference, which, in turn, organizes all the levels below. It functions as an attractor in self-organizing systems. Bateson noted that higher levels control and organize lower levels. In this way we create our model of the world, or map, which we then use in our lives.

Human representational system

To begin with, it should be recalled that representation should be understood as the process of representing and expressing certain experiences (thoughts, ideas, etc.) by a person. And a person, receiving information coming to him from the outside world, always relies on his senses. The human body is equipped with a huge number of sensitive receptors, which are the only way to receive information. To put it simply, all human experience is formed by the following sensations (modalities): visual, auditory, gustatory, olfactory and tactile. Besides them, there are others, but they play a secondary role. These modalities are called representational systems in NLP.

Receiving information through our senses, the brain encodes it and then represents it in the form of corresponding data, feelings and emotions, even a small part of which can accommodate a whole range of possible meanings. And a person already evaluates and systematizes these data and values. In short, this is how the process of perception works. But here we should take into account the main presupposition (truth that is not subject to discussion) of NLP - “The map is not the territory,” where the map is a person’s perception of reality, and the territory is objective reality itself. It turns out that the way a person perceives the information received has only a subjective meaning, not reflecting the objective state of affairs. Each person has his own map, which is the basis of his perception, and this map, due to its individuality, will never become a reflection of the truth. But, knowing that each person has his own map, you can successfully use this, which, in turn, allows you to understand people on a deeper level and convey information in the form in which it will be perceived as accurately as possible. You can also influence a person’s map, thereby changing it.

In general, to be more specific, knowing about a person’s map and his peculiarities of perception, as well as about his map and his peculiarities, you can maximize the level of mutual understanding with others and make any communication as effective, mutually beneficial and productive as possible. And one of the main ways to influence oneself and others is precisely communication based on representative systems. We will talk about them further.

Recommendations for using knowledge about a representational system

And at the end of the lesson, we provide several useful practical recommendations , which you can try and get results from in the very near future.

1. First of all, define your leading representational system. Find tests to determine it (there are a lot of tests on the Internet) and take them, observe yourself, your thoughts during the day, reactions, ways of conducting dialogue. Mark the words that you often insert into your speech. This will help you get to know yourself better. You can then apply this knowledge when communicating with others and can guide those you communicate with on how to interact with you more effectively. You will also be able to find the methods of obtaining information and ways to relax that are most suitable for you. After all, nothing has such a beneficial effect on a person and his psyche as doing something to which he is initially predisposed.
2. As you know, the vast majority of people in the world are visual people. Use this knowledge to your advantage: always, when communicating with new people, focus on those methods of influence that affect people with a visual representational system. Use more figurative expressions in your speech, give bright colorful examples, create pictures in people’s imaginations of what you are talking about. Also keep a certain distance from people, giving them room to see. Once you use pre-prepared techniques, you will be able to make the correct assessment with certainty and evaluate the effectiveness of your communication and impact. And if your predictions do not come true, you should resort to using other techniques.
3. Having at least roughly defined the leading representative system of a person, try not to use predicate words that do not correspond to his type. What will be extremely effective for a visual learner will not be suitable for an auditory, kinesthetic learner, etc. If you find that what you say is not having the desired impact, then most likely you have defined the system incorrectly and you should resort to experimenting with new words.
4. When communicating with people of each representational system, try to adjust the pace of your speech and the volume of your voice to them. With kinesthetic learners you should speak slowly and not very loudly, because... it fits their “characteristics.” This is necessary so that the information flows smoothly, otherwise they simply will not understand anything from your speech, even if they try very hard. It's a little easier with audio, because... they are subconsciously tuned to auditory perception and what you say will immediately fit into their minds. But here it is important to speak not too slowly and not too quietly, because... the original message will lose its momentum and you will have to start over. Visual learners generally do not perceive what is said to them very well. Therefore, regardless of the pace and volume of your speech, try to resort primarily to the use of visual characteristics. Better yet, show them what you are talking about - then the information will hit the nail on the head.
5. Eyes very well reflect a person's thought processes, because... Controlling eye movements is a rare ability and few can boast of it. Knowing this fact helps not only to determine the leading representative system, but also to identify lies. Remember, a person who is uncomfortable will either always look away from yours and try to avoid it. Or, on the contrary, he will not look away, looking into your eyes, trying to seem overly honest. Observe which direction the person is looking when talking to you: very often, if a person is lying, he will look down to the left, conducting an internal dialogue with himself and, most likely, trying to come up with something. If a person looks up and to the right, it means that he is creating some kind of image in order to then voice it to you. Looking to the right, a person selects suitable phrases, and looking down to the right, a person feels some emotions determined by the context of your conversation. Such lie detection methods are often used by specialists in intelligence agencies.
6. Knowledge about representative systems is very convenient to use when raising children , because a correctly identified leading system will help build a strategy for influencing the child, following which the process of upbringing itself will bring him only pleasure, arousing interest, and will not be a burden for the parent, because will happen easily and naturally. By influencing the child’s representative system, you can improve your performance in school, determine his predispositions and send him to the appropriate section, learn to explain complex things in a very simple and understandable language, and also avoid misunderstandings and, as a result, tense situations in the family.
7. And, of course, the topic of the professional sphere of activity cannot be ignored. Knowing the leading representative system, for example, your boss, with whom your relationship is not going very well, you can change the situation to your advantage, solve pressing problems and even get a promotion or increase in salary. To do this, you need to learn how to express your thoughts as correctly as possible and convey them in such a way that they are extremely clear. Moreover, the boss himself may not even realize that he was directly influenced by you.
8. The same applies to business: by influencing the representative systems of your colleagues and potential partners, you can resolve controversial issues to your advantage and conclude promising contracts , convincing people of the uniqueness of your project. Today, the heads of many successful companies and corporations use such knowledge from the field of NLP in managing their companies and interacting with partners and employees.

Based on all of the above, we can conclude that representative systems are an integral part of the personality of every person, and knowledge about them is a powerful, effective tool for improving communication with other people and one’s own life. The main thing is to put them into practice and hone your skills.

Ocular access signals

Up to the left. Visual design of the image

If you ask someone to imagine a purple bull, the person will look up and to the left because they will construct a purple bull in their brain.

Up to the right. Visual memory of the image

If you ask someone, “What color was the wallpaper in your room as a child?”, they will remember and their eyes will start moving up and to the right.

Left. Sound design

If you ask someone to reproduce in their head the highest sound that an alien can make, they will begin to construct in their head a sound that they have never heard.

Right. Sound memory

If you ask someone to remember what their mother's voice sounds like, they will look to the right.

Down left. Access to sensations

If you ask someone, “Can you remember the smell of a fire?”, they will look down and to the left.

Down right. Internal dialogue

This is the direction of the eyes when someone is "talking to themselves."

A defocused look straight ahead is visualization.

In order to learn how to read signals from a person, you can practice with someone you know, asking him questions and tracking his reaction. Below is a range of such questions.

Questions involving visual recall:

• What color is your front door?
• What do you see when you walk to the nearest store?
• How are the stripes located on a tiger's skin?
• How many floors are there in the house you live in?
• Which of your friends has the longest hair?

Questions requiring visual design:

• What would your room look like with speckled pink wallpaper?
• If the map is turned over, in what direction is southeast?
• Imagine a purple triangle inside a red square.
• What would your last name look like spelled backwards?

Questions requiring auditory recall:

• Can you hear your favorite piece of music inside of you?
• Which door in your house squeaks the loudest?
• What does the busy signal sound like on your phone?
• Is the third note in the national anthem higher or lower than the second?
• Can you hear the choir singing within you?

Questions for auditory construction:

• How loud will it be if 10 people shout at the same time?
• What will your voice sound like underwater?
• Which door creaks the loudest?
• Imagine your favorite melody playing 2 times faster.
• What sound will a piano make if it falls from the 10th floor?
• What will the mandrake's cry sound like?
• What would a chain saw sound like in a corrugated iron shed?

Questions for internal dialogue:

• In what tone do you talk to yourself?
• Read a nursery rhyme to yourself.
• When you talk to yourself, where does your voice come from?
• What do you tell yourself when things are going wrong?

Questions for the kinesthetic channel of perception:

• How would you feel when putting on wet socks?
• What does it feel like to put your feet in a cold pool?
• How would you feel if you pulled a wool sweater over your naked body?
• Which hand is warmer now: the right or the left?
• How pleasant would it be for you to sit in a bathtub with warm water?
• How do you feel after a delicious lunch?
• Remember the smell of ammonia.
• How do you feel after taking a whole spoonful of over-salted soup?

The eye movements happen very quickly and you have to be observant to see them. They will show the sequence of representational systems that a person uses to answer a question. For example, when answering an auditory question about a loudly creaking door, a person might visualize each door, mentally feel himself opening it, and then hear the sound. Often a person will turn to their master system first to answer a question.

In some cases, by tracking eye movements, you can understand whether a person is being honest with you.

If the interlocutor is going to hide something, lie to you, then in this case his gaze moves along a certain path, which is called the “trajectory of lies”

: first the gaze is directed
upward to the left
or
horizontally to the left (relative to you)
- the interlocutor turns to the visual or auditory structure, then
down to the right
- the person turns to speech control. That is, the interlocutor first imagines how it could be, constructs speech, and then tries to select words so as to say only what corresponds to what is presented, constructed, and nothing superfluous.

In addition to eye signals, which often reflect a person’s train of thought, his leading representative system can be determined by the sensory-specific words and expressions he most often uses in speech. Below are examples of words and expressions that can be used by representatives of different modalities.

First test

This test is one of the ways to independently and quickly determine the leading sensory system of a person.

Select from the word combinations given below one that, in your opinion, is the most suitable and accurate for you for this concept. If several of the phrases seem equally suitable to you, or vice versa, none of them fit absolutely exactly, choose the one phrase that, in your opinion, may be the closest.

“Speed” a) rapid change of landscape, flashing of trees, houses... (+) b) wind noise, rustling tires, squealing brakes. (*) c) rapid heartbeat; feeling of the wind hitting your face. (@)

“Bad weather” a) the howling of the wind, the sound of drops. (*) b) chilly, feeling of dampness, humid air. (@) c) dim sky, gray clouds. (+)

“Honey” a) sweet smell, sticky lips, viscous. (@) b) golden, transparent liquid. (+) c) the clap of a jar opening, the clinking of spoons, the buzzing of bees. (*)

“Sea” a) blue-green water, large waves with white scallops. (+) b) warm, salty water, hot sand. (@) c) the sound of the surf, the rustling of waves, the cries of seagulls. (*)

“Fatigue” a) the body aches, the head is heavy, lethargy. (@) b) the world around seems gray, colorless, a veil before the eyes. (+) c) loud sounds are annoying, I want silence. (*)

“Apple” a) a ringing crunch of a bite. (*) b) round fruit, red, yellow or green, on a tall tree. (+) c) sweet and sour, juicy taste, smell of jam. (@)

“Snow” a) a sparkling white blanket sparkling in the sun. (+) b) cold, soft, fluffy. (@) c) creaks underfoot, crackling crust. (*)

“Evening” a) blurry colors, bright lights of lanterns, long shadows. (+) b) muffled sounds, voices of loved ones, dinner sizzling in a frying pan. (*) c) a feeling of pleasant fatigue, a soft comfortable chair, a cup of hot tea. (@)

“By the fire” a) it’s warm, the smoke stings the eyes, warms. (@) b) tongues of red flame, flaring coals, bluish smoke. (+) c) crackling of coals, hissing of firewood, gurgling of water in a pot. (*)

“Tree” a) rustling of leaves, cracking of branches, creaking of branches. (*) b) a tall straight brown trunk, a green crown, the rays of the sun peeking through the foliage. (+) c) rough bark, soft foliage, smell of freshness. (@)

“Library” a) rustling of pages, muffled speech, creaking of chairs. (*) b) books with smooth covers, weighty volumes, the smell of old books. (@) c) glossy and matte, colorful and multi-colored book covers; high racks. (+)

“City” a) enticing shop windows, variety and mixture of different smells. (@) b) tall buildings, gray pavements, bright billboards, colorful cars. (+) c) the noise of cars, the hum of voices, the howl of a siren, the slamming of doors. (*)

“Morning” a) light blue sky, clear air, pink sun appearing over the horizon. (+) b) chirping of birds, silence, quiet rustling of leaves. (*) c) cool air, wet grass, warm rays of the sun, breathing deeply. (@)

“Repair” a) the smell of dust, paint, varnish; damp, freshly pasted wallpaper. (@) b) clean wallpaper, white ceiling, a mess. (+) c) the sound of a hammer, the squeal of a drill, the echo in empty rooms. (*)

“Church” a) candlelight, gold altar, dull colors of ancient icons, twilight. (+) b) the monotonous voice of the celebrant, choral singing, crackling of candles. (*) c) the sweet smell of incense, the smell of burning wax, a feeling of peace. (@)

Count the number of responses (+), (*) and (@).

Key to the test

If answers (+) predominate, then your leading sensory representational system is visual .

If answers (*) predominate, then auditory .

If answers (@) predominate, then kinesthetic .

Do you think NLP is a science, a set of methods, or something else?

NLP is not a science, but a set of methods that some people once applied to others with varying degrees of success. And what one person can do, another can always master. Everyone will have their own effectiveness, but almost everyone will be able to master almost everything.

In this case, how can we determine what exactly the method is? How do you know that this is not apophenia (when patterns and relationships are seen in random events) or any other cognitive error? How to establish which factor worked at a particular moment, if you do not rely on research? For example, the pigeons mentioned below were trained by Skinner to repeat random actions that supposedly resulted in food. How does NLP avoid such mistakes?

Ways to identify and use them

Each person perceives the world in his own way. Its perception is based on one or another channel of information: visual (visual), auditory (auditory), kinesthetic (bodily). Let's look at what representative systems of perception and information processing exist, understand what each of them means and learn to identify the types of systems in ourselves and others.

There are leading systems that we use most often to process information. So, many people think mainly in pictures, as if replaying a movie in their head. Others prefer to engage in internal dialogue. Still others will base their actions on internal feelings in relation to the situation (“warms the soul” or not, “catches”).

Therefore, different people become more successful at solving particular problems, depending on what the specifics of that task are. For example, a musician’s auditory channel of perception will be clearly more developed, while an athlete needs to develop a kinesthetic channel. An architect, by virtue of his profession, prefers to think in images.

It happens that people cannot understand each other only because they literally speak different languages ​​- that is, the languages ​​of different representative systems.

For example: Wife: “You don’t love me at all.” Husband: “But it’s obvious, why don’t you notice?” Wife: “You never talk to me about love.”

It is clear that the wife thinks in sounds, and the husband in images. As a result, mutual understanding becomes impossible.

There are very few people who equally master all channels of perception and processing of information and can use them at their own discretion. Although representational systems are not mutually exclusive, basically, a person has one leading channel for the perception, processing and storage of information, a second auxiliary channel, and a third least developed one.

Knowing the leading representative system of your interlocutor will allow you to speak with this person “in the same language,” and, thus, establish rapport with him, arouse the person’s subconscious trust in you.

How to determine which way of processing information is “native” for a person and which is not. There are a number of indicators that can help us with this: behavior (breathing, speech rate, etc.), eye access signals, speech (words and expressions). Let's look at each of them.

Human modalities

Good afternoon.

Let's talk about human representational systems. This topic is very big. We will touch on it to the extent that is really necessary for a non-specialist. But if you want to learn more about human representational systems, you can easily do this, since literature on this topic is very easy to find and there is a lot of it.

Of course, one can live without knowledge of human representational systems, just as one can live without many other things. But if you want to know a person’s train of thought, if you want to know how he thinks and how he perceives the world, if you need to be guaranteed to convey some information to him, or establish close contact and much, much more, if, finally, you want to know when you are being deceived you need this information.

Everyone probably knows that depending on the perception of the surrounding world, on the reproduction of remembered information and on the methods of constructing images, all people are divided into three groups:

— visuals;

- auditory learners;

- kinesthetics;

In general, a person has five senses with the help of which he perceives the world around him:

- vision, or visual system;

- hearing, or auditory system;

- the kinesthetic system, which includes a set of various receptors located throughout the body;

- osmic system, the receptors of which are located on the tongue and are responsible for the perception of taste;

- olfactory system, responsible for detecting smell;

In psychology, it is customary to combine the osmic and olfactory systems with the kinesthetic system.

Thus, we will determine that people encode their life experiences and their memories visually, auditorily or kinesthetically in the brain. Those. they remember and subsequently recall information in the form of images, sounds, or sensations.

If a person prefers to perceive the world through vision and use images for mental processes, then the visual system for him is the leading representative system. Such a person is called a visual person.

A person with an auditory leading representative system, who perceives the world through sounds, is usually called an auditory person.

Those people who perceive the world through sensations are kinesthetics.

Let us immediately clarify that visual, auditory and kinesthetic learners do not exist in their pure form. To a certain extent, every person has developed all three representational systems, and he uses them depending on his needs. However, most often a person uses his leading representative system.

Let's talk about why we need knowledge of the human representative system, what it gives us, and how to use this knowledge.

As we have already said, a person remembers, recalls and reproduces information using his leading representative system. Communication between two visual learners will be more valid than between a visual learner and a kinesthetic learner, for example. The reason is the use of their inherent predicates when communicating between representatives of various representative groups.

Predicate is a logical predicate; what is expressed in a judgment about the subject of the judgment, about the subject .

For example, if you intend to perform an action that will lead to negativity, the visual will say:

“I see it’s a dead end”;

Audio:

“My inner voice tells me to stay away from this”;

Kinesthetic:

“I feel like nothing good will come out of this”;

It has been noted that when we are in an emotional state, we almost completely switch to using our leading representative system. Who among us has not heard one person say about another:

“He can’t hear me at all!”;

Or:

“He is not able to see obvious things!”;

Or:

“He’s a completely insensitive guy!”;

We all perceive the world differently. For example, it is difficult to convince a kinesthetic learner of anything using predicates inherent to a visual learner. If you, a visual person, say to a kinesthetic person: “Do you see where this is leading?”, he will not perceive it clearly, because he does not see, he feels. He needs to say: “Do you feel what will happen?”

Or you, the visual learner, will have to strain to understand the following phrase: “Don’t you want to ask yourself where we will end up doing this?” The whole point is that you don't listen, you see. You perceive the world in images.

I had clients - a married couple. Everything seemed to be fine in their family - they suited each other in almost all respects, they had good sex, there was prosperity in the family. The problem was that the wife believed that her husband did not understand her. She complained that she lived in the family as if in emptiness, lonely and unnecessary. Things were headed towards divorce. The husband stated quite sincerely what was happening.

The casket opened simply - the husband was a visual learner, the wife was a kinesthetic learner. As a result, at times they simply did not understand each other. And, in addition, kinesthetics are designed in such a way that they are more emotive, they need words about feelings, they need touch.

All I did was tell this couple about representational systems and how it works. I advised my husband to tell his wife more often how much he loves her, how much he values ​​her, and be sure to hug and kiss her more often. I advised my wife to remember that her husband perceives the world in images, and that he sees feelings in pictures. They were smart people and understood everything. Since then, as far as I know, they have lived amicably and happily.

As you can see, it “works”, and it works powerfully.

Do you understand what I'm talking about?

Do you feel how this all affects us?

Definition of the human representational system.

I will try to omit information that, in my opinion, is not particularly important for understanding the topic. Those who wish to obtain more complete information can always turn to a variety of sources.

So, the representative system that a person most often uses is usually called the LEADING representative system. A person remembers, recalls and reproduces information using his leading representative system - visual, auditory or kinesthetic.

Let me remind you once again that visual, auditory and kinesthetic learners do not exist in their pure form.

Even with a little practice, one can learn to automatically recognize patterns in representational systems. The easiest way to do this is by analyzing the predicates used by a person or using access keys - eye movements.

When analyzing the predicates people use, the patterns of representational systems usually turn out to be quite obvious. Examples:

visual predicates: see, draw, bright, clear, vague, gloomy, illumination, light, dim, transparent, etc.;

auditory predicates: hear, sound, loud, noisy, melodic, deafening, sonorous, etc.;

kinesthetic predicates: feel, sense, touch, hold, grope, warm, soft, smooth, prickly heavy, etc.;

For example, if a person says: “I feel that the situation with this project is rotten,” you will make the absolutely correct conclusion that you are dealing with a kinesthetic person.

A visual person, in this context, would probably say: “It’s obvious that we missed the mark with this project.”

And the audio: “Something tells me that the project has been given a long life.”

Access keys: eye movements.

Access is the process of obtaining internal information - pictures, sounds, words, sensations that make up memories, fantasies, etc.

ACCESS KEYS are specific nonverbal behaviors that indicate the manner in which information is obtained. Access keys are eye movements.

Studying human behavior, it was established that oculomotor reactions are associated with internal processes necessary for updating in consciousness information about past memories or constructing future experiences.

For example, in this picture we see that the president is engaged in a dialogue with himself - it is always nice to talk with a loved and respected person.

And here the president apparently remembers something audio that has already happened before. For example, a not very pleasant conversation with someone. But maybe he's just looking at someone standing opposite him.

Vladimir Ilyich is designing something for the “joy” of the Russian people.

Our lack of attention to access keys can cause misunderstandings.

For example, a husband complains about his wife: “She doesn’t listen to me at all. We sit in the same room, I tell her important things, but she just doesn’t hear me.”

In this case, the dissatisfied husband was busy with his own internal images and the desire to receive an auditory response. He simply did not notice what was happening “outside”. He did not perceive those moments when his wife consciously perceived his speech, but visually, as indicated by the movements of her eyes, and she gave a visual reaction in the first place - that’s how she is. But that’s not what he needed, and he didn’t notice anything, continuing to talk.

How can you learn to talk to a person in their language? In short, to do this you need to determine the modality of a person and use predicates and expressions acceptable for his modality. Among other things, this will serve to build trust between you and the person with whom you are communicating. Choosing the right predicates is one of the foundations of trust.

And also, when communicating with a person, watch the movement of his eyes. If, when answering your question, a person looks first to the right-up (mentally constructing what the answer should look like), and then to the left-down (controlling what he says), then most likely he is lying. In NLP, this eye movement is called a “lie detector.”

We have only touched upon the topic of human modalities. However, using even this small amount of information, you can get tangible practical benefits. For those who seriously want to study this topic, I can recommend the books of the NLP classics.

Be careful, watch your surroundings and the hidden meaning of phenomena and objects will become clear to you.

Probability samples

For probability samples, a number of parameters are calculated that the objects in the sample will correspond to, and among them, in different ways, exactly those facts and data can be selected that will be presented as representative of the sample data. These methods of calculating the required data can be:

Simple random sampling. It consists in the fact that among the selected segment, the required amount of data is selected using a completely random lottery method, which will be a representative sample.

Systematic and random sampling makes it possible to create a system for calculating the necessary data based on a randomly selected segment. Thus, if the first random number that indicates the serial number of the data selected from the total population is 5, then the subsequent data that is selected may be, for example, 15, 25, 35, and so on. This example clearly explains that even a random choice can be based on systematic calculations of the necessary input data.

What is a representational system?

Each person has a certain representational system. What does this difficult-to-pronounce phrase mean?

By nature, humans have five sources of receiving information from the outside. These are the ears (auditory source), eyes (visual source), skin (tactile or kinesthetic sensations), taste buds located in the mouth, and the olfactory perception channel - the nose. From birth, a person receives information about the environment through these channels of perception. Gradually, under the influence of upbringing and environment, each person develops one or two leading channels. Most often, the auditory, visual and kinesthetic channels become the main ones. Of course, this does not mean that a person does not perceive other types of information; it is simply that the one received from the leading source is processed first. In the psychology of each person, depending on his main (representative) system of perception, they are called: auditory, visual, kinesthetic (or kinesthetic).

Of course, there are no auditory, visual or kinesthetic learners in their pure form; a secondary one is always mixed into the main source. The auditory-kinesthetic, auditory-gustatory, auditory-olfactory system, as well as the visual one. The auditory-visual system is extremely rare.

Characteristics of each type:

An auditory person - first of all, hears, and then sees and feels; such a person may not look at the interlocutor at all, but very well perceive what is said to him. Sometimes he may deliberately turn away from the speaker in order to hear better. Possessing a not very good memory for faces, he accurately identifies people by their voice. If the person who is talking to you looks around or even stands with his back turned, this does not mean that he is ignoring you, most likely, this is a clear auditory response.

How to recognize: in speech, an auditory learner uses the words “hear”, “listen”. Turns the ear towards the interlocutor, not the face. He will easily say: “Listen, what a picture.”

A visual person is a person who sees. He will notice every speck of dust, crumb, slight shade of color, and when talking he always tries to look his interlocutor in the eyes. He has an excellent memory for faces, but can confuse voices.

How to recognize: a visual person most often says “look”, “see”, “let’s see”. He can easily say: “See what kind of music.”

Kinesthetic - he hears and sees only when he feels. In a conversation, he can touch the interlocutor, and if this is not possible, then he will fidget with something in his hands. If he is at a considerable distance from you, then it is very likely that the conversation will not take place at all until he “feels” you with his skin. Kinesthetic learners choose clothes that are soft and pleasant to the skin; itchy woolen sweaters are excluded.

How to recognize: the words “feel”, “soft”, “pleasant”. He can easily say: “You feel how soft the music is.” He always tries to shorten the distance in a conversation, touch either you or your handbag, zipper, button, etc.

Of course, there are people with a dominant olfactory and gustatory system. But this is very rare; most often, such a system is secondary. I have a friend with the kinesthetic-olfactory system. When we chose a mobile phone for her, not only did she feel everything, she also smelled them. There was obvious bewilderment and surprise in the seller’s eyes. This is what ignorance of such basic things as the representational system leads to.

In family life, it is also important to be able to recognize which system is leading. If your husband is an auditory learner, don't be surprised or offended if he talks to you while staring at the TV, he perceives sound better than image

And if someone close to you is kinesthetic, hug him more often and maintain tactile contact.

Good luck defining your representational system!

Author - Marina Kurochkina

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NLP. Perceptual systems (representational systems)

Visual, auditory, kinesthetic, digital. You've probably come across these concepts.

Let's figure out what this is about and how we use it in NLP. We perceive the world through five senses - eyes, ears, nose, mouth and body.

Together, the elements of perception shape our experience. Try to remember something from the past, any moment of your life. For example, how you were talking with your friend somewhere.

If you imagine that someone removed the visual component from memories, the words and the voice that spoke them will remain in the memory. If you remove sounds, the smells of the environment, your emotions and experiences will remain. If you remove smells, emotions and experiences, taste memories remain, especially if you were eating ice cream or drinking a soft drink at the time. But if you also remove the taste memories, all that remains is the knowledge that you had a conversation.

Therefore, our experience consists of visual, auditory, sensory, olfactory and tactile components. And what we perceive this experience with is called perceptual systems.

Let's imagine that we decided to use speech to convey our conversation to another person. And this is not difficult, because our language has the corresponding words. Words that convey the experience gained by a particular perceptual system.

In terms of language, these are verbs and adjectives. In NLP they were given a name - predicates.

Look and bright are visual predicates, listen and sonorous are auditory, carry and soft are sensual, taste and sour are tactile, catch and sharp are olfactory.

The creators of NLP noticed that a person prefers to pay more attention to one of the perception systems when talking about his experience. This is noticeable (or audible?) in the predicates used in the retelling.

Please note that I am trying to make my point clear. It is important for me that you clearly understand what I am describing to you. It can be seen that this example contains mostly visual predicates. And this place is worth stopping.

There are no people who speak entirely in predicates of just one system. But when analyzing a person’s speech, we notice the following.

Imagine the following metaphor.

Your consciousness is a little person who sits in front of the five channels from which information comes. And for some reason, it is more important for him to receive information on one of them.

But at the same time, he realizes the importance of information from other channels.

Then, the picture of the world that he builds contains, for example, visual information to a greater extent, which is supplemented by information from other channels. And he tries to convey this picture of the world to someone. Then, his speech will contain more visual predicates, including auditory, sensory, olfactory and tactile.

In other words, his speech will not be like this - I see that what you are describing to me looks very bright now, it is noticeable that you see the situation very transparently.

People don't talk like that unless it's a client of a mental health clinic.

People say - I noticed that you say things that I understand, but I would like to be more clear about what we are striving for.

We understand that the information that comes through the visual channel is a priority for him.

It becomes clear that it will be easier for this person to understand our speech if visual experience is a priority in it.

Moreover, when we talk to him like this, it will cause rapport, because we are adapting to the perception system.

is very important for us, as NLP specialists, to be able to adapt in different ways and speak the language of the interlocutor. But in order to adapt to perception systems, you need to learn to switch your conscious attention to one of the channels. This is flexibility that is developed through training and exercise.

We need to learn to switch conscious attention to one of the channels, and speaks as if the most important information is in it.

Another important addition. In NLP, the sensory, olfactory and tactile channels are classified as one and called kinesthetic. Thus, we divide human preferences into visual, auditory and sensory . In the usual translation of books and articles, these are visual, auditory and kinesthetic channels.

Now, let's figure out how you can determine which channel of perception a person prefers at the moment.

And here we need to outline another important premise of NLP.

It doesn’t matter to us which channel a person prefers in life, at home, at work or anywhere else. We do not put a stamp on a person - kinesthetic or visual.

It is important to us which system the interlocutor prefers right now when we are talking to him.

Any mental processes that interest us as NLP practitioners are reflected in language and non-verbal signals. This means that we can calibrate all these signals, structurally describe them, and use this description to determine which system a person prefers when communicating with us.

We can monitor predicates, voice characteristics, breathing, gestures, body position.

Regarding predicates, it is important to pay attention to cases where a predicate of any system could be used, but the person chose this one.

That is, if a person says - look how beautiful the balloon is - this does not mean that he prefers the visual system. He wants us to look, because it’s unlikely that we’ll be able to listen to the ball.

But when he says - let's look at possible perspectives - he could use other predicates. Let's discuss. Let's try to figure it out.

What has been observed when a person prefers the visual system

Predicates: look, see, pay attention, consider, glance, take a closer look, notice, bright, transparent, obvious, light, cloudy, gloomy, clear, ... The list goes on. We do not set the task now to show all the predicates of the visual system.

Voice: fast. Because the visual system contains many objects, which, seeing in his internal experience, a person tries to describe. Speed ​​brings volume with it. Our vocal cords are designed so that sound gets louder the faster we release air when we speak. This also raises the pitch of the voice.

Breathing: since we need to speak quickly, lower the once inhaled air to the stomach. We pull it in with our lungs, raising our shoulders. Consequently, breathing is fast and chesty.

Gestures: When you see what you are talking about, your gestures will point to the objects you are talking about. A man explains how to get to the right place. There is a house there (points with his hand to his right, but in reality there is no house there, there is a wall, but a house in another area of ​​the city, explaining that it seems to have moved to this place, and points with his hands to objects), behind it there will be a turn to the right (moves right hand in the direction of rotation).

Visual gestures are object-oriented.

Body position: if a person is sitting, he leans back in the chair and raises his head up. He visualizes and nothing should disturb him. Neither you nor the objects around you. If he is standing, this will only be shown by his head being raised and his eyes moving in the upper area.

How to hear that a person has switched to the auditory system

Predicates: listen, discuss, talk, discuss, explain, sounds attractive, big words, I heard you.

Voice: The auditory system is music.

Accordingly, speed, volume and pitch will be used as musical instruments. They will change as we explain. It is as if the words a person speaks are accompanied by a melody that is played using speed, volume and pitch.

Breathing: The accumulation of air is concentrated in the solar plexus area. It is also called diaphragmatic. The shoulders don't move, the stomach doesn't swell.

Gestures: similar to those of a conductor. He beats out the rhythm. The hand, and most often gestures with one hand, is at chest level, and moves in time with the accents in the voice, from the body to the body.

Body position: the person stands straight, perhaps turning his head slightly with his ear towards the speaker.

How to feel that a person is immersed in kinesthetics

Predicates: try, take control, move, grope, touch, approach, give, approach, reach, tasty, warm (welcome), hard/soft (position), easy (decision), sugary (boy).

Voice: kinesthetics slow. There are significantly fewer feelings and sensations than visual objects. There is no rush in kinesthetics. The voice is slow, low and quiet. The same law of the speed of air release in the vocal cords applies here.

Breathing: belly. Slowly the lungs fill with air, sinking to the very bottom. And they are also slowly emptying out.

Gestures: There is no need to gesticulate. Where can you point when talking about sensations? Except on your body. Therefore, physical gestures in kinesthetics are self-touching, stroking or rubbing.

Body: in a sitting position, lean forward, resting your elbows on your hips. The body must rest. The hand that supports the chin.

There is another system - binary. It is classically called audio-digital.

This system cannot be classified as a system of perception of experience. It rather refers to a system of analysis, or perception of meaning.

When we removed the visual, auditory and kinesthetic components from our memory, we were left with the understanding that it was great or that it was not right.

The binary system is a rating system, it is cause and effect and logic.

Characteristics that indicate a binary system

Value judgments: good, bad, understandable, unclear, logical, normal, correct, not cool,

The transition from “I” to “me” and the loss of gender differences: when we say - I went or I went, then gender is read in the verb. The man went, the woman went. If you move to “Me”, the gender attribute is lost.

I had to go. It is not clear whether the speaker is a man or a woman.

Past/future instead of present: related to the previous criterion. I had to draw certain conclusions - this is the past tense, and the lack of indication of gender.

This person is dissociated from his own body, he is logic and concepts.

Speech is at the level of categories: if someone says - chair, table, wardrobe - then he says - furniture.

This is a convenient system for speeches by politicians and speakers when they do not have a clear answer.

We are thinking about this task very seriously and have come to a certain understanding. We would really like you to understand this process as much as we do, but unfortunately this is not possible. Lately, we have been spending a lot of resources on this task, but the results require some waiting.

Behavior: digital, tries to control all processes with his consciousness, including behavior.

But consciousness is limited to 7 + - 2 units of information that can be kept in attention at the same time. Therefore, we have to generalize the work of the muscles of the body to the work of the arms, legs, body, and head. Control over these elements of behavior leads to angularity, lack of accuracy and robotic movements. The fingers are folded together and open, maintaining their position in each gesture. The gait is funny, similar to a primitive robot.

A comprehensive description of the characteristics of a particular perception system gives us ample opportunities for adjustment.

If we know how to switch our perception to one of the systems, we automatically adapt to posture, breathing, gestures, voice characteristics and predicates.

Therefore, the most important skill of the NLP Practitioner is controlled switching to the visual, auditory, kinesthetic or binary system.

Second determination test

Evaluate each of the following statements in order of preference. Place the corresponding number next to each phrase: 4=best characterizes you; 3=best characteristic of their remaining ones; 2=characteristic ranked third; 1=least suitable for you.

1. When making important decisions, I: __ I rely on my feelings. __ I choose what sounds best. __ I choose what looks best to me. __ I rely on the accuracy of the information and knowledge of the issue.	2.During the discussion, I am most likely influenced by: __ the tone of the other person's voice. __ the ability to see the pattern of another person’s reasoning. __ the logic of the other person’s arguments. __ ability to feel the state of another person.
3. It’s easiest to find out what’s happening to me by focusing on: __ the way I dress and look. __ my feelings. __ words I choose. __ tone of my voice.	4. It’s easiest for me: __ find the ideal volume and set the stereo system settings. __ correctly formulate a question on a topic that interests me. __ choose the most comfortable furniture. __ choose a rich, attractive color combination.
5. __ I tune in to the sounds of my surroundings. __ I am an expert at making sense of new facts and data. __ I care a lot about how clothes fit on me. __ I am greatly influenced by the color and appearance of a room.

Step 1. Substitute your given estimates into the following list. Write down your answers in the same order. 1.	__K	__A	__V	__D
2.	__A	__V	__D	__K
3.	__V	__K	__D	__A
4.	__A	__D	__K	__V
5.	__A	__D	__K	__V

Step 2. Enter the numbers corresponding to each letter into the table. Enter your scores in the order in which you answered the questions.

A	D
1.
2.
3.
4.
5.

Total __V __K __ A __D

Third test

1. Imagine a red triangle, a yellow square and a blue circle. We make the second line and swap two figures, again a row and ask what is in the first row. (not real)
2. Next, introduce your friends, describe their emotions, hair color, eyes, clothes. (real something) Remember your door. Remember three friends. Imagine how they communicate.
3. Imagine a melody in one ear and a friend's voice in the other. Behind is the sound of the sea. Listen at the same time. Then tell where what is.
4. The hand is holding on to a soft sofa on the second ice, the foot is in a warm sock, the other foot is on the warm sand, there is a plate on the head and the rain is pouring down the back. And ask what's where.
5. Muscle reactions. Remember how you walk, how you rise.

It is also determined by 15 signs.

How this information can be used

The tactics of influencing a person depend on the leading modality. To create rapport (subconscious trust), adapt to the other person's predicates. You will speak his language, and present ideas to him exactly the way he thinks about them.

When communicating with a visual person, use phrases like “you see”, “it’s obvious”, “look”, etc. Rely on figurative comparisons, talk about “bright prospects”, support expectations of a “brilliant future”.

When communicating with the auditory, it is necessary to pay maximum attention to the intonation of speech, since this will be the main tool of influence. Use your voice to highlight hidden suggestions (raising or lowering the tone, changing timbre, increasing the volume, switching to a whisper)

Use expressions like “listen”, “I can’t believe my ears”, “like a bolt from the blue”, etc. 

When communicating with a kinesthetic learner, include in your speech more descriptions of possible sensations that the interlocutor may experience during interaction. Often say the phrase “you can feel that ...”, give him a “feeling of strong confidence”, or “a core on which he can lean.”

For example, if a person says to you, “Look,” answer: “I see,” or “Now I’ll take a better look.” And if he says: “I want to talk,” answer “I’m listening,” or: “Will you listen to me too?” In response to the words “I’m worried,” you can say: “I feel your condition,” or “What is the reason for your mood?” This way you will be able to avoid the common mistake when one of the interlocutors says: “Do you feel it?”, and the other answers “I don’t see it.”

Success will depend, firstly, on your sensory acuity and ability to see, hear or grasp the linguistic patterns of other people. And secondly, whether you have a sufficient vocabulary in each representational system to respond adequately. Of course, not all conversations will take place on the same system, but tuning into the language is extremely important for rapport.

When addressing a group of people, use a variety of predicates. Give visual learners the opportunity to see what you are saying. Let auditory thinkers hear you loud and clear, build a bridge to those kinesthetic thinkers in the audience who can grasp the meaning of your speech. Otherwise, why would they listen to you? If you limit your explanation to just one representational system, you risk that two-thirds of the audience will not follow you.

Receive an advanced course in covert hypnosis Complete training under the guidance of a mentor

How to use this tutorial

To ensure you get the most out of learning Neuro Linguistic Programming

and this book, we advise you to do the following.

1. Keep a notebook and devote it to your thoughts, guesses, training and exercises. Motor activity during writing

will consolidate the material you have studied through kinesthetics and help you absorb knowledge on a subconscious level. In the future, you may find it useful to revisit your notes, guesses, ideas, and practice exercises.

2. Don't cheat when you get to the exercises, thought experiments, and labs. Stop. Do the exercise. Involve your friends in your training. Some exercises require up to five people, although most exercises can be done by two people.

textbook index

. This will strengthen your knowledge of NLP and its components, and will also allow you to better navigate the material in the book.

4. We have framed the key statements

and
definitions
. If you wish, you can purchase transparencies for use in lectures. This will allow the NLP trainer to align the sessions with these guidelines.

Behavioral characteristics

Visual

: speaks faster, louder and in a higher tone because... images appear in the head quickly and a person has to speak quickly to keep up with them. Breathing is upper and more superficial. There is often increased muscle tension, particularly in the shoulders, the head is held high, and the face is paler than usual. Gestures are also “high”, at face level

It is important to see the other person, so eye contact is important. Can increase the distance to “cover” the interlocutor with his gaze

In speech, words of the corresponding modality are used: “I see what you are saying,” “my head has cleared up,” etc.

Audial

: breathes with all his chest. Small rhythmic movements of the body often occur, and the tone of the voice is clear, resonant and vibrating, melodic. The head balances on the shoulders or is slightly tilted towards one of them, as if listening to something. People who talk to themselves will often tilt their head to one side, propping it up with their hand or fist (telephone posture). Some people repeat what they hear in time with their breathing. Often does not make eye contact, because... listens to the words. Gestures are mainly at chest level, above the waist, movements of medium width. The vocabulary contains words such as “I am in tune with this”, “I missed it”, etc.

Kinesthetic

: characterized by deep, low abdominal breathing, often accompanied by muscular relaxation. A low-pitched voice, rich in overtones, is associated with a low head position. Prefers to speak slowly, with long pauses. Gestures are also “low-lying”, i.e. Gesticulation primarily occurs below waist level. The movements are large, sweeping, free, the body is relaxed. Tries to come closer to the interlocutor, to touch him. Often uses words like “I felt”, “felt”, “my hands are itching”, etc.

Recently, another type of people has begun to be identified.

Digital

: they are characterized by shallow, shallow breathing, mechanical movements, rote, the voice is also dry, monotonous, devoid of emotional shades. Such people prefer sensory-vague words and expressions that carry only dry information devoid of subjective emotional coloring. In speech, they use words that signal understanding, acceptance of information: “understandable,” “interesting,” “I know,” “I’ll think about it,” etc., and often use numbers. For them, the most important thing is internal dialogue.

In addition to the above bodily manifestations, there are also keys that allow you to directly and clearly determine what a person’s train of thought is at a given moment in time. These clues are called eye access cues.

Depending on the direction of eye movements, which, as is known, are directly related to brain activity, it is possible to determine which perceptual system a person uses to process information, as well as whether he remembers something or comes up with something.

Below is a brief description of the eye movements of the person answering your question and their interpretation.

Representative sample

The principle of sampling is to select the most important and accurately reflect the properties of the overall data set. To do this, various methods are used that allow one to obtain accurate results and a general understanding of the population, using only sample materials that describe the qualities of all data.

Thus, there is no need to study all the material, but rather consider the sample representativeness. What is this? This is a selection of individual data in order to have an idea of ​​the total mass of information.

Depending on the method, they are distinguished as probabilistic and non-probabilistic. Probability is a sample that is made by calculating the most important and interesting data, which are further representatives of the general population. This is a deliberate choice or random selection, however, justified by its content.

Non-probability is one of the types of random sampling, compiled according to the principle of a regular lottery. In this case, the opinion of the person who compiles such a sample is not taken into account. Only blind drawing is used.