ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel
  • »
  • Business and Employment»
  • Presentation Skills & Public Speaking

Communicating With the Human Mind

Updated on December 3, 2012

Persuasion in the Age of Overload

How do you get your message across to anyone in this age of information overload?

Each of us is subjected to millions of bits of information coming at us through all five of our senses. Some even estimate that we receive 400 billion bits of information every second.

Your nervous system is constantly being bombarded with an unimaginable volume of information. Even the most powerful computer would soon seize up in the face of that onslaught so the human ‘computer’ needs to have a mechanism to enable it to cope – otherwise we’d all go crazy.

Fortunately our mind has a built-in filtering system to make dealing with all that information manageable. The good news is that if you understand how this works you can communicate more effectively with others.

A useful model for explaining this has been developed in the field of NLP (Neuro-linguistic Programming).

This model explains what happens inside our minds when we experience communication – it might be something we see on the television, a phone call we receive or a comment somebody makes. This ‘trigger event’ then enters the mind’s filtering system. Understanding what happens during this filtering process gives you a huge advantage in communication because you will have unique knowledge of your audience.

Here are the four steps of that process:

  • Filter Level 1: Deletion, Distortion and Generalization
  • Filter Level 2: Memories and Decisions
  • Filter Level 3: Values, Beliefs and Attitudes
  • Filter Level 4: Metaprograms

Below, we look at each of these filters individually.

Overall, the filters explain how two people see the same things differently or why one will buy and the other will run the opposite way.

What happens next?

After the trigger event has been processed through our mental filtering system, we create something inside of our head that is known as an Internal Representation. This may be in the form of a picture, a sound, a feeling, a smell, a taste or words (in the form of self-talk). This all happens very quickly at an unconscious level.

The nature of the Internal Representation will determine how we feel about something (called our State) and, in turn, this will influence our physiology. The combined result of this will cause us to take a particular action – leading to the eventual result or outcome.

When you are communicating with people, you want to ensure that the Internal Representations and States that you create in their minds are as positive as possible.

Clearly two people will have different Internal Representations depending on how they have filtered the information and this will cause them to create different outcomes.

Your ability to control your own Internal Representation of an event – and that of the others around you – will determine your success.

Four Persuasion Filters of the Mind

Here we look at each of the filters in more detail

Filter Level 1: Deletion, Distortion and Generalization

When we process the information that our senses have taken in, we adapt what we see based on our own experience and priorities.

  • When we delete information, our mind decides not to make us consciously aware of it.
  • If we distort information, we change its meaning into something different, based on pre-conceived ideas.
  • When we generalize information, we put things into convenient categories by saying ‘that is the same as …’

These shortcuts are essential to manage the flow of information but can sometimes work against us.

Filter Level 2: Memories and Decisions

  • Our memories have a significant impact on our perceptions and on the way we behave.
  • Decisions we have made in the past also have a huge impact on who we are now.

Filter Level 3: Values, Beliefs and Attitudes

  • Our values motivate us and help us decide what to do. They guide us when to feel good about something and when to feel bad.
  • Beliefs are the way we generalize about the world. They can be seen as an 'on/off' switch that creates or denies us personal power.
  • Attitudes are our collections of beliefs and values around subjects.

Filter Level 4: Metaprograms

Metaprograms are unconscious filters that have a big influence on the way people think and act. The basic metaprograms, for example, categorize people based on their:

  • Source of energy - 'Introverts' typically enjoy their own company when they want to relax while 'extroverts' re-energize in the company of larger groups.
  • Decision-making – 'Thinkers' tend to be cool and rational about decisions whereas 'feelers' tend to rely more heavily on their emotions.

Understanding your own metaprograms and those of people around you can give you a big advantage in communication.

Comments

    0 of 8192 characters used
    Post Comment

    No comments yet.

    working

    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, hubpages.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: "https://hubpages.com/privacy-policy#gdpr"

    Show Details
    Necessary
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
    Features
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Marketing
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Statistics
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)