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• Manipulation through NLP
• by Stephan Landsiedel

Manipulation Through NLP? A Critical Analysis

Contents

• 1. Introduction to the Topic
• 1.1 The “Magic Trick”
• 1.2 Concept and Approach of This Work
• 2. Neuro-Linguistic Programming
• 2.1 The Theory
• 2.2 Methods of Neuro-Linguistic Programming
  • 2.2.1 Rapport
  • 2.2.2 The “Toward” vs. “Away From” Method
  • 2.2.3 Other Possibilities
• 2.3 Scientific Basis
• 2.4 Areas of Application
  • 2.4.1 Application in Schools
  • 2.4.2 Application in Negotiations
  • 2.4.3 Other Fields of Application
• 3. NLP as Manipulation
• 3.1 The Allegations
• 3.2 Manipulative NLP in Sales
• 3.3 Manipulative NLP in Advertising
• 3.4 Manipulative NLP in Politics
• 4. Conclusion
• 4.1 The Necessity of Manipulation
• 4.2 Intentions of the Original NLP
• 4.3 Protection From Manipulative NLP
• 5. Appendix
• 5.1 Interview with Stephan Landsiedel on 02/18/2017
• 5.2 Interview with Martin Haberzettel on 02/25/2017
• 6. References
• 7. Online Sources

1. Introduction to the Topic

1.1 The “Magic Trick”

It’s a perfectly ordinary morning at the Albert Einstein Gymnasium. The shouts coming from class 8c can be heard throughout the entire school building. No one is surprised anymore, since it’s always class 8c, the most feared class among the faculty.

Class will start soon, but their homeroom teacher has just called to say she can’t come in. She has clearly been overwhelmed by her class for some time.

Because of a teacher shortage, the only person who can step in at such short notice is Mr. M., a new trainee teacher. Nobody really knows him yet, but better to have him supervise these students than no one at all. And so, right as class begins, Mr. M. enters the specified classroom.

At first, they ignore him. Some students are just sitting around, bored, but the majority are running around the classroom, playing tag, or caught up in a fight. Ms. S., the homeroom teacher, would have tried to restore order by shouting a loud command, but would only have been met with a few laughs. Only a fraction of the class ever really listened to her. She’s actually a popular teacher, but no one on the staff has managed to handle this particular class.

Mr. M. takes a different approach. He first goes to his desk and takes in the situation. Nobody is paying attention to him. He stands up straight, head held high in front of the class, and lets his gaze wander. He makes eye contact with the students who actually look at him and smiles. Gradually, things calm down somewhat as most students have now noticed the teacher’s presence and at least move toward their seats.

Mr. M. then sits down and focuses on a few students, discreetly mirroring their posture and gestures. He doesn’t miss the nervous finger-twiddling of the student to the right of the teacher’s desk, nor the defensive posture of the student sitting in the far-left corner.

The class seems a bit perplexed, but overall the mood has become a lot calmer. Now Mr. M. changes his behavior. He stands up confidently and enthusiastically in front of the class and greets them with a smile. At this point, a good relationship with the class is established, allowing him to begin teaching. Both sides experience a successful lesson with only a few disruptive incidents.

The other teachers are thrilled by the sudden calm in the school building, and Mr. M. explains his “magic trick.” He tells them about Neuro-Linguistic Programming (NLP), which, while it isn’t actual magic, can achieve a great deal. The teaching staff then discusses the method intensively.

1.2 Concept and Approach of This Work

As the example shows, some of the methods in NLP aim to influence the other person’s opinion or behavior. Since these methods generally address the subconscious, the question arises whether and to what extent NLP constitutes manipulation.

According to the German Duden dictionary, manipulation is described as “an inscrutable, skillful approach [that] secures an advantage [or] obtains something desired.” Another interpretation is “deliberately influencing the other.” In this latter sense, one might argue that all communication is manipulative. In fact, Paul Watzlawick’s third axiom of communication states that every utterance—every stimulus—produces an effect on the other person, thus influencing them.

This work relies on the Duden definition when referring to manipulation. It will examine to what extent NLP is consciously used to gain an advantage over one’s conversation partners.

To shed light on this, I will begin with a concise introduction to NLP, followed by various practice-relevant application examples. I will also analyze different opinions from NLP practitioners regarding its manipulative potential. Various scenarios will be described in which NLP might have a manipulative effect and in what areas it could do so. My goal is to examine the ongoing controversial debate from an objective standpoint. Finally, different possible answers to the question will be presented, and a conclusion will be drawn from the assembled information.

2. Neuro-Linguistic Programming

2.1 The Theory

Neuro-Linguistic Programming, often referred to as NLP, is both widely used and quite complex, aiming to improve communication with oneself and with others. It provides a wide range of methods for more effectively pursuing personal goals. Typically, these methods target either one’s own or another person’s subconscious. The German Association for Neuro-Linguistic Programming (DVNLP) defines it as follows: “NLP deals with the question of which factors direct our experiences and how we actually generate our experiences. In other words, NLP is devoted to studying human subjectivity.”

NLP originated in the early 1970s with Richard Bandler and John Grinder, both of whom worked at the University of California in Santa Cruz. They analyzed the approaches, behaviors, and methods of three highly successful psychotherapists, using various patterns and schemas to describe them in an understandable way. These techniques were further developed to form what is now known as NLP, which can be applied to a wide array of fields.

NLP is built upon several core assumptions that serve as the foundation for all its methods. One is that every person already possesses all the resources they need. The goal is to enable an individual to tap into these resources. Personal goals—referred to in NLP as outcomes—are to be achieved. Consequently, the methods are resource-oriented. A “resource” here refers to a trait, skill, or knowledge. The focus is on existing abilities that simply need to be brought out. It also facilitates good rapport with others. Another core assumption is, for example, that there is no such thing as failure, only feedback.

2.2 Methods of Neuro-Linguistic Programming

The following are several commonly used NLP methods, which can be applied to a wide variety of areas.

2.2.1 Rapport

In NLP, the term rapport—that is, establishing a successful relationship—plays a significant role. To work well with others, it is crucial to pay attention to the phases known as pacing and leading. During pacing, or mirroring, the practitioner mimics the behavior patterns of the other person.

This includes gestures, facial expressions, body posture, and breathing. Essentially, both communicators are “on the same wavelength” or have a “good connection.” This subconsciously fosters a sense of sympathy for the other person. Once this is achieved, during the leading phase, the practitioner changes their own behavior, and following the successful first phase, conversation partners adopt the practitioner’s lead.

Through pacing, subconscious trust is built, making the other person more willing to adopt the practitioner’s external and internal attitudes during the leading phase. Ideally, at the beginning of a communication, one can create an optimal basis for rapport, grounded in sympathy. For example, this method can be employed in schools (see the example in my introduction).

2.2.2 The “Toward” vs. “Away From” Method

Another way for the practitioner to generate motivation is through various techniques, including the “toward” or “away from” method. Here, one must recognize the other’s preference and adjust the language accordingly.

For instance, the statement “If you work hard, you’ll be able to choose your preferred university later” is motivating only for a student with a “toward” preference; it won’t work for someone else. For a student with an “away from” preference, the statement “You’ll have no flexibility in choosing your university—if you even get a spot at all—unless you start working hard right now” is more persuasive.

One might think these two statements convey the same thing, but they can have different (or no) subconscious effects. This technique can be applied not only to students but also in other areas like therapy or to motivate colleagues.

2.2.3 Other Possibilities

An additional significant aspect is “Milton Language,” which, through numerous subtle linguistic changes, can achieve significant results. One example is the use of implications—embedding a second statement within the main sentence. Thus, asking “Do you already have a clear idea of how we will solve your problem together?” implicitly suggests that we will solve the problem without a doubt and do so collaboratively. Metaphorically, this can be called a “Trojan horse” in communication.

Another example of Milton Language involves “generalizations”—basic statements that everyone agrees with but which, if used skillfully, induce a receptive mindset in the conversation partner. If you find yourself in a difficult situation, it may help to say something like, “You can nearly always find a way out of a dead end, right?” The other person will nod in agreement, and the situation often becomes more relaxed.

Within NLP, one’s own body is an important tool. One possibility is creating an “anchor.” Here, a specific reaction—usually an emotion—is linked to a stimulus. This stimulus can be a song, a particular touchpoint on one’s body, a smell, or a picture. For instance, the smell of the ocean might produce a deep sense of relaxation in one person, while someone else might recall their first love at the sound of a flute. Thus, an anchor triggers a specific subconscious response.

2.3 Scientific Basis

NLP is frequently criticized for its allegedly weak scientific grounding. Some critics argue that the technique itself shouldn’t be taken seriously because it lacks solid scientific validation. However, “new insights from brain research indicate that many NLP assumptions are scientifically comprehensible.”

Many of the beliefs and methods of Neuro-Linguistic Programming correspond to findings in neuropsychology, such as the model of beliefs. Here, the user focuses on personal goals in terms of personal development. “This aligns with the discovery that repeated exchange of information in the cerebral cortex encourages the formation of new neural connections.”

2.4 Areas of Application

NLP can be applied in a wide variety of contexts. To determine the extent to which NLP can be manipulative, we’ll look at a few exemplary areas. Overall, NLP is playing an increasingly prominent role in many fields. In some companies, for instance, having an accredited NLP certification is considered a prerequisite for a successful job application.

2.4.1 Application in Schools

Beyond various methods aimed at facilitating learning, NLP also offers ways to create a calmer atmosphere in order to capture students’ attention (see the introduction).

Stephan Landsiedel, an NLP trainer interviewed for this paper, believes these techniques should be used more extensively in preschools and schools, as “individual differences could be addressed more effectively.” For instance, lessons can be adapted to each student’s personal learning style and mode of perception, thus achieving greater success. School could become a “more inspiring place filled with motivation.”

2.4.2 Application in Negotiations

NLP can be an effective tool in both private and—especially—professional negotiations. The communication style is intended to help someone pursue their goals more effectively. Based on NLP’s core assumptions, it’s crucial to constantly observe both one’s own and the other person’s behavior to find the technique most suitable for the situation. A central principle here, as in virtually all successful communication, is rapport—the best possible personal connection. The aforementioned “Milton Language” can also be extremely helpful.

Some might think these simple NLP methods hardly change anything, but many small changes in one’s choice of words can significantly improve the outcomes of negotiation talks.

2.4.3 Other Fields of Application

Another potential use for these methods is coaching and therapy. Martin Haberzettl, an NLP practitioner, has employed NLP in psychotherapy for 30 years. He notes that, for instance, “pacing” shows great respect and consideration to people who have suffered severe trauma.

Moreover, a large part of NLP involves working on one’s own resources. There are numerous techniques for mobilizing personal strengths, identifying and achieving individual goals, and working productively and successfully. This is referred to as personal application.

3. NLP as Manipulation

3.1 The Allegations

There are several factors that lead many people to associate NLP with manipulation. Undoubtedly, NLP aims to influence either oneself or a communication partner. The intention is to achieve one’s own goals by working on the subconscious mind. This can sound alarming, as no one can fully “protect” themselves from it. Consequently, the most prominent accusation is that NLP consists exclusively of “manipulative techniques […] and is thus unethical and should be rejected.” This perception is reinforced by the parallels between NLP and hypnosis. Some NLP methods are used in modern hypnosis as well. Hence, critics sometimes claim that NLP has an effect that “only certain invasive techniques like hypnosis” can achieve.

Furthermore, NLP is criticized for offering “easily learned techniques that irresponsible individuals could use to harm others.”

One cause for these allegations is the misuse of NLP without following certain “rules.” For example, it is used in advertising to enhance effectiveness. The following sections will highlight examples of this. This issue is mainly due to the fact that “Neuro-Linguistic Programming does not represent a precisely delimited set of topics.”

Another comment from NLP practitioner Martin Haberzettl is that certain prejudices arose because the founders acted in a way that was considered “unusually brash and arrogant” at the time. This cast NLP in a negative light, and some of these prejudices remain today. Below, I will illustrate manipulative uses of NLP in sales, advertising, and politics.

3.2 Manipulative NLP in Sales

It is possible to manipulate someone temporarily with NLP. Over the long term, however, this may have limited success. For example, if a customer is convinced via NLP methods to buy a product that isn’t suitable for her or him, it’s likely the customer will be dissatisfied afterward and stop returning. This was evident in sales data from the 1980s and ’90s, when NLP sales techniques became popular: they boosted revenues sharply at first but caused a steep drop later. Customers became more aware of the tricks used to nudge them into unwanted purchases and caught on more quickly.

Many salespeople undergo an NLP certification and apply its techniques to sell products more effectively. As 80% of our purchase decisions are made at a subconscious level, sales staff can build rapport in consultations and use the right language to generate a sense of sympathy. This can foster greater trust in the salesperson, potentially resulting in an unintended purchase.

An example of this might be a visit to an expensive household goods store. Initially, the friendly salesman asks Ms. S. if he can help. While leading her to the Persian rug she’s looking for, he engages in a friendly conversation. He asks why she needs the rug, and she says, somewhat annoyed, that her child ruined the living-room rug by spilling grape juice on it. The salesman smiles knowingly and shares a similar story about his own son. As they walk side-by-side, he matches her breathing and subtly mimics her facial expressions. Then he shows her various rugs, mirroring her behavior. She becomes enthusiastic about one of them, and he remarks that he’s also a big fan—he himself has a similar rug. After Ms. S. decides on a rug, he insists on showing her where to get a stain-protection product that, in his experience, works wonders. On the way, he shows her a few more helpful items. Now he no longer mirrors her initially annoyed mood but acts more cheerful, lightening her mood as well. In the end, she buys several items she never intended to purchase. This example demonstrates how, through pacing and leading, the salesman built rapport and led the customer to an unplanned purchase.

3.3 Manipulative NLP in Advertising

NLP is used not only by individual salespeople but also in advertising specifically. One strategy is the anchoring technique, as mentioned earlier, where particular stimuli are linked with emotions, experiences, or ideas. Advertising deliberately employs this approach: using well-known movie music, images, or slogans.

A good example is Marlboro advertising. Many of its commercials, billboards, etc., feature muscular male models, often dressed as cowboys. Through these ads, Marlboro creates a subconscious association of its products with strength, independence, and masculinity. This strategy and the associated brand image helped Marlboro become one of the world’s leading tobacco brands in the 1960s.

Another example is promoting a product using a person wearing a white coat in a commercial or on a poster. Immediately recognized as an expert, this figure conveys credibility and trust. As a result, the consumer believes that this “dentist” in the ad truly recommends and endorses the newest “Dr. Best” toothbrush, which is claimed to be medically recommended and scientifically tested.

3.4 Manipulative NLP in Politics

Certain politicians are also accused of using NLP to influence their audience. Politics relies on strong communication with both political allies and opponents, as well as with voters. One example of NLP use in politics was Jörg Haider, former head of the Austrian Freedom Party (FPÖ). Rumor has it that the FPÖ’s populist success was due to its extensive NLP knowledge. One strategy Jörg Haider allegedly employed in some TV debates is the “board effect.” Everyone has a preferred “representational system” for processing information—auditory (hearing), visual (seeing), or kinesthetic (experiencing). A speech primarily addresses the 10% of the population with a preference for auditory content. By using a board with the crucial data written on it, Haider also appealed to the visual group, which is 40% of the population. The transition among various representational systems—rooted in NLP—allows a topic to be accessible to a broader audience, and information presented in one’s preferred channel is easier to remember.

Politicians also frequently use very general and vague language. Such wording, which in NLP might be referred to as “empty phrases,” is easily endorsed by almost everyone: “We exclude no one. We’re the only party seeking a sensible partnership with everyone.” The precise meaning of these statements remains unclear, so the listener decides on their own interpretation and agrees. This is also part of the “Milton Language” described earlier.

Still, the use of NLP for manipulation is frequently denied in politics. Martin Haberzettl and Stephan Landsiedel also referred to these speculations as an example of how NLP can be used manipulatively.

4. Conclusion

Building on an introduction to the topic and an overview of several NLP methods, this paper laid out a foundation for exploring this complex subject. That was followed by a discussion of certain NLP applications. The accusations related to NLP and their origins were then examined, along with case studies from sales, advertising, and politics where NLP can be used in manipulative ways. Finally, I will now cover various answers to the question at hand.

The response to whether NLP is manipulation is complex. Rather than a definite yes or no, there are numerous possible answers.

Only in relation to personal use can NLP be unequivocally labeled as non-manipulative, since such usage deals exclusively with personal potential and involves no direct interaction with other people.

4.1 The Necessity of Manipulation

One possible answer to allegations of manipulation comes from NLP trainer Stephan Landsiedel. “It’s not a matter of the method or technique; it’s a matter of the person using it.” That is, not only can NLP be misused for manipulation, but so can any other type of communication. “Precisely because of the risk of potential manipulation, it’s important that NLP be taught competently.” NLP can be likened to a knife: “It’s not bad because it’s a knife, only if it’s used for murder. In another context, it’s extremely useful.”

Another logical answer arises from a very broad definition of manipulation—one that deviates from the meaning established in section 1.2, defining manipulation as “deliberately influencing another.” In this sense, NLP is indeed manipulative. However, many professions—such as salespeople, managers, or psychotherapists—are explicitly tasked with influencing others. “It would therefore be unprofessional to ignore the influence techniques of NLP.” NLP is often compared to a communication toolbox, with each method representing a different tool. “In my profession, my speaking ability is my tool—just as a craftsman must master his.”

As mentioned, NLP is also used in coaching, where the client wants to be motivated to rethink certain issues. This inevitably involves influence—and may be considered manipulation, depending on one’s definition.

4.2 Intentions of the Original NLP

NLP founders Richard Bandler and John Grinder were also aware of the dangers inherent in the technique and explicitly warned against misuse. In their own book, they wrote: “We are fully aware of the significance and powerful influence of the information provided in this book, and for your own protection, as well as the protection of those around you, we urgently recommend exercising special caution when learning and applying the techniques of NLP.”

The so-called “ecology check” is intended to ensure, among other things, that the consequences of one’s actions do not come at someone else’s expense. The original intention of Neuro-Linguistic Programming is not to harm others through manipulation. NLP has certain “rules.” If used “properly,” it does not aim to disadvantage one’s counterpart but instead aims to benefit both parties. It focuses on empowering the conversation partner, whereas manipulation is associated with negative emotions like fear.

In summary, NLP can be and indeed is sometimes used manipulatively, such as in advertising, politics, or sales. On the other hand, NLP can also have a positive impact. It offers numerous methods to improve communication, strengthen someone’s personality, or help both parties achieve their goals.

4.3 Protection From Manipulative NLP

This raises the question of whether and how one can protect themselves from NLP-based manipulation. In my view, complete protection is practically impossible, but knowing about it and recognizing NLP in use is a significant defense. Because Milton Language, as noted, involves many subtle changes, it’s hard to detect. One way to figure out if the other person is attempting to build rapport is to watch whether they discreetly mirror your body language.

NLP generally targets the subconscious, and simply becoming conscious of that intention is the best line of defense.

Finally, it’s worth noting that all perspectives on the question “Manipulation through NLP?” are subjective and strongly shaped by personal experience with NLP. Thus, formulating a truly objective answer proved challenging.

5. Appendix

5.1 Interview with Stephan Landsiedel on 02/18/2017

1. How do you use NLP?
I make extensive use of NLP in my role as an NLP trainer—i.e., with seminar groups, in presentations, while demonstrating NLP formats, and in coaching. Apart from that, I use NLP daily with myself, for example to handle unpleasant situations, overcome fears and pain, stay motivated in pursuing my goals and visions, and in communicating with my children and my wife.

2. What fascinates you about NLP?
I’m fascinated that NLP contains so many options for transformation. It covers all levels, whether about changing a behavior, learning a new skill or strategy, or altering my attitudes, values, and beliefs. NLP features practical “formats” (or “recipes”) that I can even customize and adapt if need be. I’m also intrigued by the central idea: taking peak performance in any domain (medicine, psychology, business, sports, relationships) and modeling it so we can share these success strategies with others. That way, humanity can grow more quickly and make better use of our planet’s resources.

3. When or where do you find NLP especially helpful?
Primarily in self-work—unlocking one’s potential and personal transformation—although I apply it daily in numerous situations.

4. In which areas do you think NLP should be used more frequently?
In schools and preschools. Learning would be much easier for many children and teenagers, and individual differences could be addressed more thoroughly. Schools could become more inspiring places full of motivation and new ideas.

5. In your view, how can NLP be used manipulatively?
Negative manipulation is really an ethical issue. Salespeople use these techniques to “press the right buttons” with buyers. On the one hand, this can be beneficial if the customer becomes aware of their actual needs. But it’s ethically problematic if the customer doesn’t really need the product but buys it only because of a skillful sales strategy.
Every form of communication can be used for manipulation, including well-known models like Schulz von Thun’s four-ears model. It’s not a matter of the method or technique but rather of the person using it.
Milton Erickson, a major figure in the development of NLP, often said that if it were so easy to manipulate people, all my clients would be healthy after one session. In the context of medicine and psychotherapy, we actually desire effective manipulation of the client—we approve of it, we even demand manipulative techniques—because we assume it’s for the client’s well-being.
Manipulation also occurs in political speeches. Controversies surrounding Austrian politicians have shown that NLP is used intensively there. Again, it’s a matter of the person, not the technique. A knife is not bad because it’s a knife; it’s bad only if it’s used to kill. Otherwise, it can be extremely helpful.

6. Are there situations in which NLP is deliberately used to manipulate someone to their detriment?
As previously mentioned, deliberately applying NLP can harm the individual if used inappropriately, which contradicts the intent and rules of NLP. It’s analogous to nuclear energy—useful for power generation and also usable as a weapon. In most cases, NLP practitioners aim to help others and seek a win-win solution. The ones I know are surprisingly altruistic and often hesitate to charge a decent fee for their assistance. Many in the coaching and naturopath scene just want to do good and help people.

5.2 Interview with Martin Haberzettel on 02/25/2017

1. How do you use NLP?
I’ve been using NLP for over 30 years. Initially, I worked as a psychotherapist in Nuremberg, which allowed me to learn, practice, and adapt many of these techniques. I was skeptical at first—NLP seemed very technical to me—but once I experienced and applied it, I realized it was quite respectful and considerate. This turned out to be extremely helpful in working with traumatized individuals, like women who had survived sexual abuse. NLP’s resource-oriented and gentle approach meant not “poking around” in the problem more than necessary. Hence, within two years, I transitioned from being very critical of NLP to really appreciating it. Later, about ten years after that, I personally started leading NLP trainings and certifications in Nuremberg. Now I occasionally still do it, though for the last twenty years I’ve been more involved in organizational work and conflict management, where many NLP models are also implemented.

2. What fascinates you about NLP?/What advantages does NLP offer?
As I’ve mentioned, the respectful aspect of NLP is extremely valuable when dealing with people who’ve experienced terrible ordeals. One of NLP’s core assumptions says “All behavior is a skill in a given context,” meaning we look at the context or situation in which the intention behind it is positive. This approach gave me a better understanding of my clients. The technique is resource-oriented, not problem-oriented, so instead of viewing a client as a bundle of problems, we realize they already have competencies that just need to be reactivated. For example, I had a patient who had psychogenic pain, which he described as if his bones were constantly broken. After many years of psychoanalysis, he knew where the pain originated but couldn’t fix it. In our first session, we tried an NLP technique called a meta-position—looking at the situation from an external perspective. That was just an experiment, but by the next session he said two-thirds of his pain had disappeared. That amazed me. I also personally experienced its effects when I used a special technique to quit smoking.

3. To what extent do you think NLP can be manipulative?
We can’t rule it out entirely. I think one could use certain aspects to “pull a fast one” on someone in the short term. But the real question is whether you can achieve something long-term that way, which would be so cumbersome with NLP that it doesn’t make sense to me. There’s a concept known as “buyer’s remorse.” If you use NLP comprehensively, there’s also an “ecology check,” weighing the pros and cons of a goal. If I try to sell a customer something and afterward do this test, perhaps they’ll regret it later and won’t recommend me again. So if one deliberately and thoroughly practices NLP, the risk of manipulation is quite small. Of course, some might try to derive or develop manipulative methods from NLP.

Another root of NLP is hypnotherapy. Hypnosis in general carries this mystique—making people do things against their will, etc. That image sometimes gets projected onto NLP. I also have training in hypnotherapy, and I assure you that manipulation isn’t that easy. If I pursue NLP in a highly resource-oriented way, it strengthens the conversation partner, so they can resist me more easily. Most manipulative attempts involve negative emotions—for example, fear—and then present a solution.

On politics: I live in Austria, where rumors say that some FPÖ politicians have an NLP background and use it. That might be true; I can’t confirm it. But, by my standards, that’s not genuine NLP practice.

4. In which fields is NLP deliberately used?

I know a sales trainer who considers NLP one of the “softer” methods, because it’s more about long-term success—ecology, in other words. You can’t force a good relationship; you can only invite it. I can offer an invitation in a certain way that raises the odds of the other person being more open. But if the buyer ultimately feels manipulated, that’s not positive, and you won’t achieve long-term success. I think NLP’s terminology contributes to the manipulation association as well.

“If someone were really so adept at manipulating that they achieved long-term success, it would arguably be acceptable.” That’s the higher-level art. Richard Bandler, one of the founders of NLP, said that when selling, you shouldn’t push the customer to buy something unsuitable. A customer will probably appreciate honesty. Overall, I’m certain NLP isn’t used more manipulatively than other methods.

5. Do you think NLP is too often associated with negative preconceptions, like manipulation?

The two founders were indeed very bold and arrogant, which may reflect the American style of expression. Translated into German, some of their statements seem downright rude. That fueled some prejudices as well.

There’s a strange phenomenon where certain NLP elements are used or adapted in other areas—like hypnotherapy or psychotherapy—often without openly admitting their NLP roots. Surveys indicate that 45% of psychotherapists use NLP but usually don’t say so publicly. That keeps undermining NLP’s reputation.

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