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Maps and Models&
Why They Matter
An Introduction to NLP
Part 1: The Premise
by Charles Faulkner
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The Map is not the Territory.
And this, essentially is what maps give us, reality, a reality thatexceeds our vision, our reach, the span of our days, a reality weachieve no other way. We are always mapping the invisible or theunattainable or the erasable, the future or the past, whatever-is-not-
here-present-to-our-senses-now and, through the gift that the mapgives us, transmuting it into everything it is not
into the real.
Denis Wood
The Power of Maps
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You dont believe it?
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Which one looks right?
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Well, what about this one?
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Or this one?
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Maps represent something
Cylindrical ProjectionStraight latitude lines show continent shapes accurately. Curving longitudes distort.Bonus: Makes Antarctica the largest continent.
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using the principles of the map
Gall-Peters ProjectionShows all land and water areas with accurate size proportional to each other.Makes southern hemisphere countries as big as they are with loss of shape.
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which we assume are in the world
Dymaxion ProjectionBased on a polyhedron, it has less distortion of relative sizes and shapes.Bonus: Theres no longer any up or down or northern or southern hemispheres.
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not in the map.
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Some Principles of Maps
Maps highlight some things and hide others.
Maps have an author, a point of view, asubject and a theme.
Maps are made for purposes sometimeshidden.
Maps are in the history they help to create.
Maps work through codes, icons and words.
Maps create worlds, not copy them.
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Maps highlight some things
and hide others.
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Maps are made for purposes
sometimes hidden.
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Maps have an author, a point
of view, a subject and a theme.
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Maps are in the history they
help to create.
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Maps work through codes,
icons and words.
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Maps create worlds,
not copy them.
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From Maps to Mental Models
If our maps of the physical world are so
necessarily selective and approximant, howmuch more so are the mental maps or
models we bring to everyday situations?
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Map Making is World Making
For a map to work - to fulfill its purpose -it highlights some things and hides
others if only to make it easier to read.
These are natural processes known asDeletion, Distortion and Generalization.
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We like order & certainty so much
Games have defined places, spaces,moves and rules.
Games simplify the world.There are winners & losers.
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we create multiple models of it
Sports have carefully constructed fields,roles, rules of play and time limits.
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in different aspects of our lives
Novels, movies and television episodeshave defined characters & orderly plots.
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and then use these models to
make sense of other situations.
Marketing needs a new game plan.
Send in Ted. Hes our MVP.
You just have to take a chance.
What have you got to lose?
I dont see a happy ending here.
Its your time to shine.
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The Map is not the Territory.
The Model is not the Situation. Human decision-making works by pattern
recognition. We see something we already know.
Something we already have a mental model of.
We make analogies with the mental models we haveto gain insights into the new situation to take action.
We need to make sure we are making accurate
analogies and taking worthwhile actions.
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About Our Mental Models
Mental models are incomplete.
Our ability to utilize them is very limited.
Mental models are unstable.
Mental models are not well defined.
Mental models are unscientific, even superstitious.
Mental models are parsimonious. That is, mental
complexity is avoided even for more physical work.
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Mental models are incomplete.
Business analogies to war leave out the fear, chaosand human toll.
Sports analogies leave out the long
practice, the regularity of the season,and often short professional career.
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Our ability to utilize them is limited.
We make analogies quicklyand look for confirmation.
We can consciously onlykeep track of about 7 plus orminus 2 items or elements.
We can mental manipulateabout 3 relationships among
these elements effectively.
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Mental models are unstable.
Details get deleted withdisuse.
Which leads to over-generalization.
Which further distorts their
effective application.
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Mental models are not well defined.
Similar names, analogies, types and/oroperations get confused with each other.
Different levels of detail are appliedwithout consideration for the situation.
Efforts go to attempting to make a fitthan seeking out better matched models.
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Mental models are unscientific.
They use analogies, notexperimentation and testing.
They satisfice - that is, aregood enough for right now.
The often have superstitious,
or at least unnecessary,
steps and/or elements.
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Mental models are parsimonious.
Simple is better than accurate.
Quick is better than thorough.
Mental complexity is avoidedeven for more physical work.
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How did we get here?
Survival favored quick,action-oriented solutionsto immediate situations.
Which meant using simplemental models and easyto apply analogies.
Reflection came later,
if you survived, and youhad the time and interest.
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Now, our situations are complex
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and most of our information gained
through maps and models.
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So our ability to manage our
mental maps & models is crucial.
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This is where NLP comes in
Short for Neuro-Linguistic Programming NLP describes how our mental models arerepresented in our senses and language.
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with specific behavioral cues to
detect mental model buildingLiterally see which senses their mental models are coded in.
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and strategic questioning to
develop details & connections.Literally hear how their mental models work and redirect them.
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NLP uses a programming analogyBecause you can always upgrade your software.
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by making finer distinctions
In what you see, hear, touch, taste, smell and feel
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by increasing your awareness of
yours & others mental models
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by mastering how language
influences our mental models.
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This is why NLP applies to
Management and to Sales Management creates and executes strategy
based on the mental models they have of
their business and its environment.
Sales seeks to fit their companys products or
services into compelling places in the mental
models of their customers needs and desires.
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As well as decision-making & creativity
Decisions are determined by what mental
models are used to decide and how much they
correspond to the conditions in the world.
Creativity in business is about finding
systematic ways to get out of existing mental
models and/or combine them in novel ways.
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We are all mental modelers.
What sense of NLP have you gained from this program?
What did you see, hear or feel that lets you know this?
You know, these form your mental model of NLP so far.
You might be thinking, NLP is like This is analogy making.Were quick to make models the same, but ignores importantdifferences like the different ways there are to map the world.
Your colleagues have watched this through their own mental models.Ask them their opinions. The differences you hear are due to theirhaving different mental models.
What differences can you detect now?
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The Map is not the Territory. This is an introduction to a key premise of NLP.
While efforts have been made to make this
experiential, it is more of a map.
To experience more of Charles work, go to:
shop.nlpco.com/Faulkner