Part 6 of 12 in How to Use NLP to Run Your Business: Ethical Influence, Communication Mastery, and Practical Strategies← Part 5Part 7 →
This chapter discusses language patterns that can enhance influence and clarify communication in business settings. It is useful for those seeking to improve their questioning techniques and influence strategies ethically.
- Laborde's Pointers help recover missing or distorted information in conversations.
- Clarifying questions include 'How specifically?' and 'Compared to what?'
- In Indian settings, soften direct challenges to avoid disrespect.
- Permissive language can encourage open thinking without pressure.
- These language patterns aim for clarity and ethical influence, not manipulation.
Laborde distilled the Meta-Model into practical “Pointers”—questions that recover deleted, distorted, or generalized information. These are especially useful when statements are vague or when assumptions are being treated as facts.
Useful Clarifying Questions
- “How specifically?” when someone says “the market is bad” or “customers are not interested”
- “Compared to what?” for comparative statements
- “Who says?” or “According to which data?” for unsupported generalizations
- “What would happen if…?” to test limiting beliefs
In Indian settings, direct challenges can be experienced as disrespectful, particularly with seniors. Soften the language: “Sir, when you mention that expansion is risky right now, which particular risks are you most concerned about?”
Softer Influence Language (Milton Model Patterns)
Permissive language can open thinking without pressure: “As you consider the different ways this partnership could support both families’ long-term goals…” or “You might discover that a pilot arrangement reduces uncertainty for both sides.”
These patterns are tools for clarity and mutual understanding, not manipulation. Used with the intention of dovetailing outcomes, they support ethical influence.
Frequently asked questions
What are Laborde's Pointers?
Laborde's Pointers are questions designed to recover deleted, distorted, or generalized information in conversations.
How can I clarify vague statements in business communication?
Use clarifying questions like 'How specifically?' or 'Compared to what?' to address vague statements.
Why is it important to soften language in Indian business settings?
In Indian settings, direct challenges may be seen as disrespectful, especially with seniors, so softer language is recommended.
What is the purpose of permissive language in influence?
Permissive language encourages open thinking and mutual understanding without applying pressure.