Mar 7, 2011

Programación Neurolingüística

Con los primeros dos capítulos del libro de O’Connor & Seymour, “Introducción a la PNL”, podemos darnos una leve idea de lo que es la PNL y cómo el saber utilizarla nos puede ayudar tanto en la vida diaria como en la profesional, aunque hace énfasis en cómo nos ayuda dentro de una negociación.

Los autores mencionan que la PNL es un arte y una ciencia, arte desde el punto de vista que todos los individuos somos únicos pero es ciencia porque tiene un método de enseñanza y aprendizaje.

El qué tan rápido pueda uno volverse un líder gracias a la PNL depende únicamente del individuo y qué tan comprometido esté con su objetivo. Estoy totalmente de acuerdo en que no podemos ser mejores (en lo que sea) si no sabemos en qué queremos mejorar. Se me hizo muy ad-hoc la cita que hacen los autores de Lewis Carol, pues muchas veces en la vida nos vemos en la misma situación de Alicia. Queremos ser mejores, queremos avanzar, pero no sabemos en qué aspecto o qué rumbo tomar.

Cabe mencionar que, justamente la semana pasada vi nuevamente el filme de 1991 de Oliver Stone, “The Doors” y en dicho filme podemos observar a un novato Jim Morrison hablar de Aldous Huxley y las puertas de la percepción. O’Connor y Seymour citan a Huxley de la misma manera que Morrison lo hace con Manzarek. Las puertas de la percepción son nuestros sentidos, y depende de los estímulos extrenos y de la propia experiencia el que nosotros formemos nuestro propio mapa de la realidad.

Entonces, si sabemos que nuestro único contacto con el exterior son nuestros 6 sentidos (incluído el equilibrio), tenemos que analizarnos profundamente para entender en qué aspecto estamos mal así como conocer en qué somos mejores.

Todas nuestras fallas, en PNL, estarían clasificadas como Incompetencia Inconsciente, por ejemplo, yo a veces tiendo a elevar la voz cuando tengo una conferencia telefónica con mi cliente. Al principio no me daba cuenta, pero mis jefas me hicieron ver mi error por lo que ahora es una incompetencia inconsciente. Ahora cuando hablo con mi cliente y empiezo a alzar la voz, me doy cuenta y trato de modular mi voz en ese mismo momento. Ahora podemos decir que mi competencia es consciente, sin embargo mi meta es hablarle siempre bonito. El día que pueda entablar una conferencia de negocios sin exaltarme negativamente habré cumplido con mi objetivo de ser competente conscientemente, por lo menos en ese aspecto.

Algo que me llama mucho la atención del texto por ser un concepto que yo aplico a mi vida diaria es el hecho de que el cerebro sólo puede entender lo negativo convirtiéndolo en positivo.

Nuestro cerebro funciona con la repetición y si nos repetimos cosas negativas, es muy probable que nos veamos inmersos en situaciones negativas, no así si cambiamos el modo en que se estructura nuestra frase. Es decir, si yo intento programar a mi cerebro diciendo que “No le voy a gritar al cliente”, el cerebro no registra la palabra NO, registra GRITAR y CLIENTE, por lo que es probable que la próxima vez que tenga una conferencia, termine alzando la voz. Si por el otro lado, me repito, “Voy a ser cordial con mi cliente”, mi mente registrará nuevamente el concepto CLIENTE, pero ahora lo asocia con CORDIALIDAD.

Si aunado a esto, tratamos de poner mayor énfasis en ser empáticos con nuestros interlocutores, obviamente a raíz de la observación (con todos los sentidos), tendremos una gran ventaja competitiva con el resto de la gente. Será más fácil lograr nuestros objetivos.

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