In today’s rapidly changing world of work, where dramatic, unpredictable and complex change is redefining the way in which organisations are to be managed, a realisation has emerged that the intra- and interpersonal communication techniques of people are fundamental in organisational success. This study argues that Neuro Linguistic Programming (NLP) consists of the necessary techniques to impact on an organisation, while its communication model and leadership behaviour adds to achieving organisational success. Previous research in NLP has been done mostly in disciplines such as psychology and linguistics, but a call is made to apply NLP in an organisational context. Little empirical evidence exists with regards to the benefits of NLP techniques while even fewer evidence is available in a South African context. In this study NLP’s relationship with Emotional Intelligence, the development of leadership, the corporate world and several communication theories are explored so as to understand the value it can contribute in a time where the concept of organisational success is being re-defined. An integrated framework of organisational success, incorporating NLP, Emotional Intelligence and intrapersonal communication, is introduced that serves as an additional guideline to measure the elements of organisational success in organisations, leaders or communication models. This framework also leads to the conclusion that organisations, leaders and communication models making use of NLP are better off than those not making use of it. The benefits of NLP include motivating employees, managing conflict and self-motivation, managing emotional states, communicating effectively, building trust, increasing productivity, improving customer care, strategic planning, setting goals as well as aligning visions and better flexibility. This study establishes that intelligent leadership, the application of NLP techniques to the intra- and interpersonal communication behaviour and management approaches of leaders, can be correlated with organisational success. This is done by means of a case study on the Solidarity Movement, a large non-profit organisation in South-Africa, where five strategic leaders are analysed who are believed to be using and have implemented NLP in the organisation. The result is that evidence is found to support the notion that NLP improves the intra- and interpersonal behaviour of leaders and in turn contributes to organisational success by applying NLP in their communication and leadership behaviour. NLP is often presented as a magic toolkit for the self-improvement of individuals and have since recently relied more on presuppositions than either qualitative or quantitative research. This study adds to the credibility of NLP as an increasingly important instrument for communication management as a discipline. / Dissertation (MCom)--University of Pretoria, 2014. / gm2014 / Communication Management / Unrestricted

Este estudo apresenta o trabalho do psicanalista e hipnoterapeuta americano Milton Hyland Erickson a partir de seus dados biográficos e de sua relevância para a chamada terapia estratégica, propondo, em consonância com sua experiência profissional, uma nova epistemologia para a mudança; propõe ainda uma comparação entre a trajetória de Freud e a de Erickson em relação à hipnose, bem como um apanhado histórico sobre essa técnica. Com base nessa recuperação teórica, os padrões ericksonianos de linguagem são investigados à luz do Metamodelo e do Modelo Milton, criações de Richard Bandler e John Grinder, tomando por base alguns conceitos da Programação Neurolinguística (PNL) tais como sistemas representacionais, filtros, modelagem, espelhamento e rapport. Empreende-se uma análise do discurso ericksoniano a partir de três casos selecionados dentre seus atendimentos clínicos, evidenciando os padrões de linguagem apresentados nas categorias e subcategorias do Metamodelo e do Modelo Milton, com o objetivo de validá-los tanto teórica quanto empiricamente / This study aimed at scrutinizing Milton Hyland Ericksons theoretical framework and therapeutic methodology with a view to the understanding of their relevance to the so-called strategic therapy. That aim was carried out through analyses of issues such as Ericksons professional experience, his shared points and differences with Freudian hypnosis and particularly his patterns of discourse as well as his very clinical technique. Those analyses were accomplished under the guidance of the Metamodel and the Milton Model as proposed by Richard Bandler and John Grinder within the references and concepts comprised in the Neuro-Linguistic Programming such as representational systems, filters, modeling, mirroring and rapport. In order to ground and illustrate the theoretical analyses, this work was enriched by the scrutiny of three Ericksonian clinical cases. This strategy proved to be effective since it has provided evidences about both Ericksons language patterns and empirical data for the observation of the categories and subcategories of the Metamodel and Miltons Model, as a kind of a quest for validation of his theory and methods. The results put into light Ericksons understanding of the therapeutic work

Este estudo apresenta o trabalho do psicanalista e hipnoterapeuta americano Milton Hyland Erickson a partir de seus dados biográficos e de sua relevância para a chamada terapia estratégica, propondo, em consonância com sua experiência profissional, uma nova epistemologia para a mudança; propõe ainda uma comparação entre a trajetória de Freud e a de Erickson em relação à hipnose, bem como um apanhado histórico sobre essa técnica. Com base nessa recuperação teórica, os padrões ericksonianos de linguagem são investigados à luz do Metamodelo e do Modelo Milton, criações de Richard Bandler e John Grinder, tomando por base alguns conceitos da Programação Neurolinguística (PNL) tais como sistemas representacionais, filtros, modelagem, espelhamento e rapport. Empreende-se uma análise do discurso ericksoniano a partir de três casos selecionados dentre seus atendimentos clínicos, evidenciando os padrões de linguagem apresentados nas categorias e subcategorias do Metamodelo e do Modelo Milton, com o objetivo de validá-los tanto teórica quanto empiricamente / This study aimed at scrutinizing Milton Hyland Ericksons theoretical framework and therapeutic methodology with a view to the understanding of their relevance to the so-called strategic therapy. That aim was carried out through analyses of issues such as Ericksons professional experience, his shared points and differences with Freudian hypnosis and particularly his patterns of discourse as well as his very clinical technique. Those analyses were accomplished under the guidance of the Metamodel and the Milton Model as proposed by Richard Bandler and John Grinder within the references and concepts comprised in the Neuro-Linguistic Programming such as representational systems, filters, modeling, mirroring and rapport. In order to ground and illustrate the theoretical analyses, this work was enriched by the scrutiny of three Ericksonian clinical cases. This strategy proved to be effective since it has provided evidences about both Ericksons language patterns and empirical data for the observation of the categories and subcategories of the Metamodel and Miltons Model, as a kind of a quest for validation of his theory and methods. The results put into light Ericksons understanding of the therapeutic work