NLP → NLP Lexicon

Reference

Definition

In linguistics, the term "reference" describes the relationship between a linguistic expression and what it refers to. For example, the word "read" refers to the act of reading.

In the context of NLP, reference refers to a meta-program that relates to how people make decisions and evaluate information. The distinction here is between inner reference (People rely on their own experiences, feelings, and beliefs) and outer reference (People orient themselves based on external opinions, norms, or authorities).

Origins and Theoretical Background

The term "reference" in linguistics comes from linguistics and philosophy. The application to internal and external reference in NLP was developed by the co-founders of NLP, particularly Richard Bandler and John Grinder, as part of the meta-programs. Meta-programs are thought and behavior patterns that reflect fundamental preferences in perception and processing of information.

Application Examples

• Coaching: A client with strong inner reference may have difficulty accepting feedback from others. An NLP coach could help them become more flexible and consider external perspectives.
• Leadership development: A leader with pronounced outer reference might learn to trust their own intuition more to make decisions with greater confidence.
• Sales Conversations: A salesperson might recognize whether a customer is more internally or externally referenced and adjust their arguments accordingly.

Areas of Application

• Personal Development: Promoting a balance between inner and outer reference, depending on the context.
• Conflict resolution: Understanding the different decision-making bases of the conflicting parties.
• Communication Training: Developing communication strategies that take into account the reference structure of the other person.
• Leadership and teamwork: Improving team dynamics through understanding individual meta-programs.

Methods and Exercises

1. Questions for self-reflection:
   • For inner reference: "How do you know that you did something well?"
   • For outer reference: "What do others say about whether this is right?"
2. Visualization exercises: Have the client recall a decision-making situation and examine which sources of confirmation they primarily use.
3. Flexibility exercise: Role-play scenarios where the client consciously switches between inner and outer reference.

Synonyms

• Inner and outer orientation
• Self-reference vs. other-reference
• Meta-Programs

Scientific or Practical Benefit

• Practical benefits: Understanding inner and outer reference helps to better comprehend and intentionally influence individual decision-making processes.
• Scientific benefits: Meta-programs like reference have been validated as valuable tools in coaching and psychology to analyze behavior and thought patterns.

Criticism or Limitations

• Lack of scientific foundation: Like many concepts in NLP, the classification of reference as a meta-program is not universally scientifically recognized.
• Generalization: People often switch context-dependently between inner and outer reference, making classification difficult.
• Potential stereotyping: Classifying into internal or external reference can lead to hasty conclusions.

Literature and References

• Bandler, R., & Grinder, J. (1975). The Structure of Magic I: A Book about Language and Therapy. Science and Behavior Books, Palo Alto.
• Dilts, R. (1998). Modeling with NLPMeta Publications.
• Hall, L. M., & Bodenhamer, B. (2000). The User’s Manual for the BrainCrown House Publishing.

Metaphor or Analogy

Inner reference is like an inner compass that guides regardless of external circumstances. Outer reference, on the other hand, is like a GPS that provides orientation by accessing external maps and signals. Both are useful, depending on whether one is in familiar or unfamiliar terrain.

See also