Psychology

How is it possible that two people can talk and each go away with a different idea about the conversation? How can two people have the same experience and yet argue about what happened? What does it mean when someone agrees with you? What are they agreeing with? The answers lie in how we organize and give meaning to our experience.

Imagine you are in a meeting with several people. Everyone is contributing. What do you keep track of? What do you pay attention to? What do you remember?

During reading this chapter, you are going to build a series images in your mind:

You are a newborn baby, you first play with your own brain, aim to learn how it understands the world; after understanding how you understand, you walk out to negotiate with peoples; finally, you build your own friendship-zone, understand this world as a game, and play it well.

How we understand

This chapter helps you build a basic understanding model, although it is may not practical, but it will establish a concrete base for further learning.

Funnel Model

Reality (observable)
Perception
Interpretation
Felling and Emotion
Belief and Assumption
Decision
Action (observable)

Chunking Data

We can only interpret perception to several short verbals.

Negotiation

There is some negotiation skills

Preparing

Outcome and BANTA(Best Alternative to a Negotiated Agreement)
Evidences
Prepare resourceful state

During

Resourceful state
Rapport
Align perceptual perception
Seek understanding
Chunk up
Chunk down
seek agreement

Post

Test or get surveillance from 3rd party.
Future pace

Game Theory

Game theory helps you understand how things going on, extend the possibility of your choices.

Game Types

Endless, no rules to change rules
Meta game, rules to change rules
Zero-sum game, always win from another people.

Game strategy

lose-lose
lose-win
win-lose
win-win
win-win or no deal

Be aware of games that

Only certain players can participate. ere have to be losers and winners.
Time is running out.
rules cannot be changed.
Positional power is more important than the game.

Bonus

Aligning perceptual perception

Personally, I think the description in "NLP简快心理疗法" is better than NLP Workbook, recommend you to read it.

Internal Negotiation

Also known as 整合法