Hear And Now

NLP is clearly a complex topic; its trainers have produced numerous books, videotapes and audiotapes explaining it. Most of these products, however, are of limited use, experts say. The best way to learn about NLP is through personal training, which can be expensive and time-consuming. The basic NLP course costs about $2,500, takes from two to four weeks, and may require travel since there are only a few hundred trainers nationwide. More advanced courses require additional commitments of time and money.

Less extensive training can be helpful, says Hott, who was first exposed to NLP at a three-day introductory seminar. "That [training] lasted me a year," she says. "I was able to apply those things right away, and it's a good way for people to start."

Some students, like Kirk, have found NLP more difficult. "It requires a ton of hard work to master," Kirk says.

NLP also has image problems. It isn't widely accepted by psychologists, partly because of the controversial professional and personal style of co-founder Richard Bandler. And it's suspect among businesspeople, in part because of the hyperactive promotion of practitioners like Tony Robbins.

But NLP's biggest image problem is that it's perceived as manipulative, a trick to get other people to do what you want. NLP fans counter that while it can be used to influence others, it's no worse than any other method people use to make themselves more attractive, popular or influential. "The tool itself is neutral," says Kirk. "It's how you use it that's important."

The negative perception remains, however, to the extent that Kirk recommends NLP practitioners use their craft discreetly. "In a lot of situations, it's probably not wise to talk about what you're doing because people react negatively to it," Kirk says.

To become more popular in the business environment, Emerick says, NLP must lose its manipulative image. He stresses the need to take a win-win attitude toward its application, using the techniques to identify and fulfill both your goals and the goals of others. That's not as easy as it may sound, however. NLP was developed to aid therapists in dealing with profoundly troubled patients. When applied to the relatively superficial concerns of business, it's not always a good fit. "NLP hasn't yet made the full transition from the context it was designed for to the corporate context," Emerick says.

That's where entrepreneurs come in. Many entrepreneurs started their own companies to escape the political infighting and complex communication issues of big corporations, Emerick notes. For them, NLP may be a way to help deal with similar issues that arise as their own companies grow and prosper. "It makes interpersonal skills [seem] more like a science than an art," says Emerick. "And that's desperately needed by a great many people."

Entrepreneurs like Kirk who have embraced NLP are few and far between. If its relevance is widely accepted, that will likely change. Meanwhile, says Emerick, "NLP has a tremendous amount to offer people in business. And it's only going to get better."

Contact Sources

NLP Center of New York, (800) 422-8657, http://www.nlptraining.com

Taconic Woods Consulting, (914) 245-5783, http://www.taconicwoods.com

This article was originally published in the December 1997 print edition of Entrepreneur with the headline: Hear And Now.