ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of neuro-linguistic programming (NLP). The co-founders of NLP, Richard Bandler and John Grinder, believed a connection existed between the neurological processes, language and behavioural patterns that have been learned through experience. NLP can provide negotiators with a framework for understanding body language which can enhance communication and dialogue during the negotiation process. Many organisations have developed negotiation programmes that include NLP, as it is seen as an enhancement to the 'hard skills' element, and can develop interpersonal sensitivity skills within individuals. The subject of NLP is extensive, and while much literature exists in the fields of psychotherapy and hypnotherapy, little has been written about NLP and its use within negotiation.
