ABSTRACT
This chapter presents an overview of eye accessing elements, negotiation application, and limitations of eye accessing. Neurolinguistic programming has a number of themes, one of which is known as 'eye accessing'. Knowing the eye accessing cues can help to improve body language interpretation during a negotiation. This can ultimately assist with the effective deployment of persuasion methods and tactics. It is thought that individuals can be influenced to think in a specific way by asking them to visually create the relevant concepts in their mind, and are then helped to develop their thinking via conversation control techniques. Richard Bundler and John Grinder believed that they had identified a relationship between the language people use in general conversation and their eye movements. From this they developed a model that depicts the common linkages observed, and suggested that understanding the various eye patterns can help with deciphering how a person is processing information – in other words, a form of mind reading.
