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Neuro–Linguistic Programming: Volume I. The Study of the Structure of Subjective ExperienceConsider the following example of an advertisement, paraphrased almost word for word from a popular magazine: "When I shop I like to ask a lot of questions. That way I can feel sure that I've seen all of the options, and am really making the best choice. Product X has the best quality I've seen …" The strategy of the person making this statement is obviously The strategy is essentially one for information gathering in which the person asks questions, and is shown samples of the product, which are then evaluated kinesthetically with respect to the sample size required for the person's decision strategy. This ad would, of course, pace to some degree anyone who shared a similar strategy. The ad also contained a photograph of the person allegedly making the statement — dressed in stylishly modern clothes. Such a picture might also serve to pace the image a person has of themselves, or an image they aspire to achieve. A statement which would pace a different shopping strategy might go something like: "I don't like to feel pressured when I'm shopping ...» |
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