Glossary

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A

As If technique – A way to achieve an outcome by pretending it has already happened.

Auditories – People who primarily use their ears to perceive the world and who depend on spoken words for the information that determines their behavior.


 

B

Backtrack – Review, summarize


 

C


Calibration
– Tuning oneself to recognize a certain state in another person by means of nonverbal signals.

Cerebrals – People who respond to labels (names) they give their perceptions.

CHANGE REALITY – An acronym for thirteen ways to move a blocked negotiation.

Congruence – State of being congruent.

Congruent – Unified, unimpaired, with all a person’s parts working together toward his/her outcome.

Crossover mirroring – Matching the rhythm of a person’s habitual movement with a different type of movement.


 

D

Dovetail – Fit together; match outcomes.


 

E

Eye accessing cues – Movements of a person’s eyes in certain directions that indicate visual, auditory, or kinesthetic thinking.


 

F

Fat (abstract) words – Nonspecific words; words with many layers of meaning.

Flexibility – Having more than one choice of behavior in a situation.


 

H

High-quality words see Lean words


 

I

In Time – Experience of remembering the past vividly.

Integrity – State of being complete, undivided, and unimpaired as well as honest.

Introjects – Unconscious rules that control behavior.


 

K

Kinesthetics – People who “feel” their way through their experiences. Kinesthetics sort both external and internal stimuli through their feelings, and they use these feelings to make their life decisions.


 

L

Lean (concrete) words – Specific words with precise or sensory-based meanings.

Low-quality words see Fat words.


 

M

Map of reality – Each person’s representation of the universe based on his or her individual perceptions and experiences.

Meta model – Linguistic procedures showing how the words people select limit, distort, and generalize their experiences and actions.

Metaphor – A skillfully organized story with intrinsic elements that are analogous to a present situation and also relate to a desired outcome.

Mirroring – Matching certain behaviors of someone else.

Modal operators – A linguistic term for rules (“shoulds,” “can’ts,” etc.).


 

O

Outcome – A specific, positive, sensory-based desired result.


 

P

Paradigm – A map of reality plus a set of belief systems.

PEGASUS – An acronym for the syntonics meeting procedures.

Perceptions – Information gathered by one or more of the senses and processed by the brain.

Pointers – Questions that lead to specific, concrete, sensory-based information.


 

R

Rapport – A process of establishing and maintaining a relationship of mutual trust and understanding between two or more parties.

Representation – Coding: storing sensory information in the brain.

Representational System – One of the five senses used for information in the brain.

Resource state – The sensory experience associated with a time when a person felt confident.


 

S

Sensory acuity – The ability to take in information by means of the senses.

Sensory-based – Relating to what a person sees, hears, feels, tastes, and smells.

Stimulus-response – An association between an experience and a subsequent so-called reaction; the natural learning process Ivan P. Pavlov demonstrated when he correlated the ringing of a bell to the secretion of saliva in dogs.

Strategy – A sequence of mental processes leading to a decision about behavior.

Syntony – To be in harmony within yourself, with the people in your life, and with your total environment. We selected the name “Syntonics” for this new discipline that evolved from Gestalt Psychology, Linguisitics, Cybernetics, and new Right Brain Research.


 

T

Through time – Experience of the past fading as time passes.

Translating – Changing predicates to indicate one representational system in lieu of another.


 

U

UNICORN – An acronym for the syntonics sales-call procedure.


 

V

Visuals – People who primarily use their eyes to perceive the world and who trust their images as a basis for decisions.


 

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