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Definitions (42)
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rapport
The presence of trust, harmony, and cooperation in a relationship.
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accessing cues
Subtle behaviors that will both help to trigger and indicate which representational system a person is using to think with. Typical types of accessing cues include eye movements, voice tone, tempo, body posture, gestures, and breathing patterns.
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anchoring
The process of associating an internal response with some external trigger (similar to classical conditioning) so that the response may be quickly, and sometimes covertly, reaccessed.
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auditory
Relating to hearing or the sense of hearing.
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behavior
The specific physical actions and reactions through which we interact with the people and environment around us.
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behavioral flexibility
The ability to vary one's own behavior in order to elicit or secure a response from another person.
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calibration
The process of learning to read another person's unconscious, nonverbal responses in an ongoing interaction by pairing observable behavioral cues with a specific internal response.
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calibrated loop
Unconscious pattern of communication in behavioral cues of one person trigger specific responses from another person in an ongoing interaction.
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chunking
Organizing or breaking down some experience into bigger or smaller pieces. Chunking up involves moving to a larger, more abstract level of information. Chunking down involves moving to a more specific and concrete level of information. Chunking laterally involves finding other examples at the same level of information.
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congruence
When all of a person's internal beliefs, strategies, and behaviors are fully in agreement and oriented toward securing a desired outcome.
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