Neurolinguistic Programming as a Persuasive Communication Technique

Abstract

Bandler and Grinder (1975) have suggested a psycholinguistic model for indirect persuasion of clients in a counseling setting: Through the use of pacing, metaphor, and various phonemic devices, client resistance is overcome. The present study compared the persuasive power of aspects of their neurolinguistic programming to direct and informational only (placebo) content messages in a group persuasion context. Results indicated no significant differences in attitudes following treatment for the three groups, whereas the direct message treatment was significantly more persuasive than the other treatments as reflected in the behavioral measure.