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How does he do this? Typically by means of a feedback loop! We thus see the two themes of this chapter
brought together in the one example. On the one hand we plan to activate a useful system - that of
Acceptance - by means of decreasing another system which is holding it in check - Resistance. On the
other hand we will see that this is typically not achieved in one step, but as a result of a feedback loop:
\R > /A > \R
which is a positive feedback loop which is increasing for A and decreasing for R.
This abstract formula had better be illustrated by an example. Generally the persuasive speaker,
Hypnotist or not, will use the procedure of starting with an idea for which there will be automatic
acceptance, such as, "Now, I think you will agree with me when I say that you seem a very sensible
person?" The acceptance of this statement will reduce the resistance a little. Why? Because we cannot
always have R active. We have learned that if we trust a person - which amounts to discovering that what
he says is in agreement with our ideas - then we gain by reducing our resistance to other ideas. As a rule
of thumb we therefore start with a fairly high resistance and lower it on every example of agreement and
raise it on every example of disagreement.
Because the resistance is reduced, the next suggestion will then be accepted a little more readily. It might
be, "But as a sensible person you will know that some people suffer from closed minds like tortoises?"
This can also be accepted easily, which will in turn reduce the resistance. This can then be followed up
with a more direct action to reduce the resistance still further, such as, "But I am sure that you are not
like them. You will certainly recognise the importance of having an open mind." Again, with the reduced
resistance, this can be accepted, and the way is becoming open to stronger and more questionable
statements, such as, "Now, I have your best interests at heart, and when I say that this car is going to
transform your life, I know that you will not be like one of those tortoises and dismiss it out of hand, but
will really examine the advantages." And so on.
The above is clearly a manipulative process: it is not being recommended! It is mainly mentioned to
illustrate the fact that the nature of the process is a feedback loop. Creating rapport is a process. It takes
time. And it involves the amplification of small changes.
These facts are also true for the Hypnotist's task of developing rapport. As an example consider the
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Principles of Hypnosis (13) The highly important use of feedback loops to amplify changes in hypnosis.
following process which might be used on stage. "You probably wonder if you will be hypnotised
tonight?" This will usually get a "Yes" response. (The good Hypnotist, like the good salesman, will be
looking for responses - a "Yes" or a nod of the head - to verify that there has been acceptance at each
stage.)
"So do most people. Now, are you prepared to co-operate with me to see if we can find out?" (This is an
easy statement to accept, so resistance drops a bit, reducing in turn its inhibiting effect on acceptance.)
"Now just face the audience. That's fine." Here we have an example of a trivial request to which the
potential Subject cannot object, but the acting out of it means that the idea of moving has been accepted,
and the Hypnotist is a small step further on. I have seen cases in which the Hypnotist does a lot of little
adjustments in this spirit: "No, if you could just move along a bit. No, back a bit. That's fine. Now give a
big smile to anyone you know in the audience." And so on.
The accepting of these seemingly trivial suggestions generally reduces the resistance to all other
suggestions, whether of actions or ideas. It is really quite immaterial what the suggestions are: the
important thing is that they are accepted, so that the loop is travelled a few more times. It is then
correspondingly quicker to get another loop started, such as the loop involving the expectation of eye [ Pobierz całość w formacie PDF ]