Abstract
Abstract The newly-emerging and rapidly growing neuro-linguistic programming model of communication states that conversational language reflects a favored sense for processing information, the “primary representational system,” (PRS). Using similar language structures while interacting is thought to increase rapport and influence. This study tested that assumption. Thirty subjects were exposed to three different hypnotic inductions varying in sensory language structure according to major representational systems. Subjects were evaluated by EMG for relaxation obtained from compatible and noncompatible inductions. Subjects objectively obtained greatest relaxation when experiencing hypnotic inductions containing predicates corresponding to their PRS (p < .05). Matching PRS predicates increases the relaxation level of subjects exposed to matching and nonmatching hypnotic inductions. Identifying and matching PRS language structures appears to enhance rapport and influence.
Sign-in/Register to access full text options 
Free) 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
