To define a representative system are used. Digital representational system. We use the direction of gaze to determine the representative system, and find out how a person thinks and thinks

The concept of representative systems

Representative system - the preferred method of processing, storing and reproducing previously received information. VAC is an acronym that stands for sensory representational systems - visual, auditory and kinesthetic.

Representative system - almost synonymous with the concepts of modality and channels of perception, although there are some differences between them. See Representational system, perceptual channel and modality

The concept of Representational System is often used in NLP.

Basic representative systems:

visual- based mainly on visual images;

auditory- based mainly on auditory images;

auditory-tonal- highlighting, first of all, sounds and tonal sequences;

auditory-digital- highlighting characters (words);

kinesthetic- based mainly on sensations.

conceptual(discrete, digital) - based on the logical understanding of the signals of other systems. There is an opinion that the concept of a discrete Representative system should not be considered as a representative system, because it implies that the incoming signals have already undergone primary processing.

In addition, the olfactory (smell) and gustatory (taste) systems are sometimes distinguished, but they are very poorly distributed.

VAC and sensory persuasiveness

If, when communicating with a partner, you appeal to all three of his representational systems, this gives the greatest sensory persuasiveness from your words. When he seems to see what you want to show him, hears what you tell him, practically feels what you want to convey to him.

Visual channel, auditory, kinesthetic.

Representational systems and vocabulary preferences

Given a choice, people are more likely to use words that match their representational system.

Visual: “Your position looks correct”, “your rightness is obvious”, “I see the truth in your words”

Audible: “Sounds like the truth”

Kinesthetic: “I feel that you are right”, “there is truth in your words”

Digital: “I think you’re right,” “you’re definitely right.”

In practice, this is used in NLP methods due to the impossibility of a more accurate analysis of R.S. (for example, the study of EEG data). An example of using the features of representative systems can be methods of reducing the criticality of the subject’s perception by using words that correspond to his representative system (for example: “look at this data, you can see the obvious need for additional investment in them”) or purposefully focusing the attention of the interlocutor by using the most alien ones. representative system of words.

Leading representational system and referent representational system

The leading system (most often it is also the primary one) launches an internal strategy, and the response comes to the reference one. See Leading and referent system

Development direction

It is useful to develop those representational systems that work worse for you (a sign that you use them less often), and to build bridges between the R.S. you use. See Development of Personal Representational Systems

When we build bridges between our representative systems, then we perceive the world brighter and more colorful, more sonorous and more tart.... How?

Visual==="A cow peeked around the corner"

Visual+Auditory==="A mooing cow peeked around the corner"

Visual+Kinesthetic==="A warm cow peeked around the corner"

Visual+Auditory+Kinesthetic==="A mooing cow slowly sinks into the crunchy snow"

Usually pictures appear and disappear very quickly. If you add kinesthetics, pictures stay on the screen longer.

AND . No less important in NLP is also a model that explains how our senses influence our perception of the surrounding reality.

Representative system

Representation is the process of human perception and expression of experiences, thoughts and ideas. A person can receive information only through the senses. Therefore, all our experience is formed by visual, auditory, gustatory, olfactory and tactile sensations. These blocks of sensations are called representational systems.

Thus, a person perceives the world subjectively. Each of us has our own map of the world, and it will never fully reflect objective reality. Understanding this, we begin to understand other people more deeply, and we can present information to them in a form in which it will be perceived as accurately as possible. This way you can greatly increase the level of relationships and mutual understanding with other people, and make any communication very effective and mutually beneficial.

Types of representational systems

Humans have several basic representational systems that correspond to our senses.

Visual

Based on the perception of visual images. People whose main representational system is this are called visuals. They have a very strong imaginative memory and imagination, and the pictures that appear in front of their mental screen have a very strong influence on their feelings, emotions and inner world.

Any information is perceived by visual learners in the form of images, and if they have to perceive someone’s speech for a long time, they begin to get bored and distracted. The noise itself often bothers them. Therefore, when communicating with such people, you need to accompany your explanations with visual materials. Also, do not block the place where they are when communicating with them, otherwise they will feel discomfort.

In terms of percentage, the majority are visual, approximately 60%.

Auditory

Based on the perception of sounds. People who have this representative system most developed are called auditory learners. All information is perceived by them through the process of listening, and is stored in the form of sound impressions.

If such people are asked to describe their experience, they will talk a lot and at length, expressing their thoughts very clearly and clearly. Auditory speech can be very emotional. Since they try to dominate when communicating, this can be tiring and annoying. When communicating with such people, you need to structure your speech clearly and clearly.

The percentage of auditory students is approximately 20%.

Kinesthetic

Based on the perception of smells and tactile sensations. People whose kinesthetic system dominates are called kinesthetics. Such people really love tactile contact. They perceive any experiences, emotions and sensations best if they have the opportunity to touch something or do it with their own hands. During a conversation, they speak slowly, pausing to relate the words to their accumulated experience. When communicating with such people, it is best to be closer; they are more comfortable.

The percentage of kinesthetics is approximately 20%.

Digital

Based on subjective-logical perception and understanding of the surrounding world. People whose main representational system is this are called digitals. They use visual, auditory and kinesthetic systems equally. There are very few digital people among us.

Features of representative systems

There are no people with just one system. In reality, people constantly change their representative system, depending on where they are and what they are doing - reading a book, or listening to the radio.

You can determine which representative system predominates in a person by his speech. Visual learners often use expressions: “it seems to me”, “I imagine”, “in my opinion”. Auditory learners use: “in other words,” “in other words.” Kinesthetics: “I feel that”, “let’s influence”, “get moving”, “put to work”.

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Facial expressions and gestures.

Today you will find out what it is representative, human sensory system, And how people think and think, i.e. how each of us perceives and processes the information we receive, and how to find common ground through words.

How people think, think, using various sensory, human representational systems

To build relationships and understand each other, you need to know how people think- perceive and process the information received; which one do they use representative system for this.

All people have five senses - human sensory system; Basically, three channels for receiving and processing information are used - visual (vision), auditory (auditory) and kinesthetic (touch), taste and smell can be attributed to the latter.

U different people, one channel is more used than the others; in most cases, two channels for receiving and processing information are used: the first representative system, say, visual, is the main one, and the second human sensory system, for example, auditory, is secondary. The rest are less involved.

In this regard, each person uses the same turns of phrase in speech, corresponding to his representative system, i.e. we think in words and images designated by words, therefore how people think, that's what they say.

Visual (visual), auditory (auditory) and kinesthetic (tactile, sensory) types of human representational systems

The visual type uses verbs, adjectives and adverbs that refer to what can be seen (light, picture, dark, looking, etc.); auditory, auditory type, uses more words related to what can be heard (conversation, listen, sounds, crackles, etc.); kinesthetic type (touch, taste, smell), speaks in words related to what can, respectively, be felt, felt, touched, etc. (warm, cold, feel, feel, take, etc.).

Now it remains to determine the leading representative, sensory system, find out how a person thinks and thinks, and begin to use in a conversation with him the language that will be more understandable to him.

Well, if you speak the same common language of body and words, you will certainly be able to convey the necessary information to your counterpart and understand each other.

This method is used in NLP (neuro-linguistic programming), also called the “Language of the Brain”.

Where knowledge of human representational systems and understanding of how people think is useful

Knowledge and understanding of human representational systems, that is, an understanding of how people think, can be useful in almost all areas of life: in personal, family, child-parent relationships; and in business, commerce when concluding contracts and making transactions; and at work, when communicating with colleagues and superiors; and at school, university, when interacting with teachers... in general, wherever people need to understand each other.

Don't forget to define your representational system first, for example, by recording your conversation on solving a problem and listening to it; or read your letters, text documents, essays; or think about what you prefer to do in life, and which sensory channel it corresponds to; You can simply write down words related to different human sensory systems in three columns, and see which column has the most words.

How to determine a person's representational system if he doesn't talk much

How to determine the leading sensory system of a person by his speech is generally clear, but what to do and how to find out the main representative system, and what does a person think if he speaks little and is not very sociable?

Observing our counterpart, more precisely the direction of his gaze, and leading questions will help us with this.


The fact is that when you ask your interlocutor a certain question, his gaze, while he is thinking about the answer, will automatically move in some direction, which will tell us about his favorite representative system, along with the words that he uses more often.

We use the direction of gaze to determine the representative system, and find out how a person thinks and thinks

There are two types of questions to ask to determine a representational system:

1) A question that activates memory;
here pictures, images, sounds and sensations that have been stored in a person's memory are recalled.
2) A question that activates the design process.
Here the imagination is turned on, new images, sounds and sensations are designed and created.

Visual representational system

If you ask a visual question, for example, what color is the wallpaper in your interlocutor’s apartment, then his gaze will direct upward and to the right of you, i.e. he remembers the visual image.

If you ask a question and the person has to come up with, imagine an image, for example, what a blue crocodile looks like, then his gaze will move up and to the left of you.

If his gaze is unfocused, motionless, or the person is looking into space, then this is also visual processing of information.

If a person moves his gaze from side to side and it is directed upward, then, most likely, visual construction is taking place.

These examples are typical for most people, but there are exceptions; to clarify what is happening, it is necessary to ask several different questions.

Auditory (auditory) representational system

Questions on the auditory representational system also ask two types, memory and construction.


At the same time, when an auditory memory is affected, for example, what your car horn sounds like, your gaze will move to your right ear.


When a person constructs and imagines an auditory image, for example, when asking what your mobile phone would sound like like a child’s cry, he will move his gaze to your left ear.

The most common people are those with a visual and kinesthetic representational system.


Kinesthetics works together with the physical sensations and emotional feelings of people, therefore, both the recall of sensory images from memory and their construction, for example, what a dog or rhinoceros feels like, will be accompanied by the same direction of gaze - down and to the left of you.


When your counterpart directs his gaze down and to the right of you, he is in an internal dialogue, that is, talking to himself.
You can check this by asking your interlocutor to tell something to himself or ask what he would think in some situation.

The most common sign of identifying a leading representational system is the first direction of gaze when asked a neutral question; Of course, you need to use these techniques in conjunction with the words the person uses.

Automatic use of these methods and techniques, understanding each other and finding common language, perhaps only after some practice.

I wish everyone psychological well-being and finding a common language in communication and interactions!

psychologist-psychanalyst Oleg Vyacheslavovich Matveev
Psychological consultation on personal issues

Order trainings to improve relationships in your personal life

The visual representational system is based on the perception of visual images. People with such a system (visuals) organize their vision of reality through what they look at. What such people see and the pictures that arise in their imagination has a direct impact on their emotional condition and inner world.

SIGNS. You can identify a visual person by a straightened neck/back, as well as by an upward gaze. His breathing is shallow and, in most cases, chesty. When perceiving an image, visual learners may hold their breath for a moment until the picture takes shape. Their lips may be pursed and appear thin, and their voice is often loud and high-pitched. Any experience is remembered by visual people in the form of pictures and images, so when they have to take in someone’s speech for a long time or just listen to something, they begin to get bored, and the noise itself often disturbs them. When communicating with such people, you need to provide visual support for your speech. In percentage terms, visual learners account for 60% of all people.

The visual blames everyone around him, the leaders.

APPEARANCE. Visuals, as a rule, have a thin build, tall stature and a slightly elongated waist. Often supported correct posture. When interacting with them, it is advisable not to block their view of the place where they are.

People with a dominant visual sensory representational system think in clear images and think primarily in “pictures,” as if watching a movie inside themselves. This system allows you to cover a large amount of information at once: internal images are holistic, appear instantly, constantly replacing each other. This is associated with a faster rate of speech and a higher pitch of voice.

Such people are characterized by rich facial expressions and gestures, since with their help they “complete” what they are talking or thinking about. People with a dominant visual sensory representational system often pay attention to nuances of color and shape. Artists, architects, photographers, fashion designers, when creating clear, constructed mental pictures, often turn to the visual system.

In life, such people are purposeful, organized, observant, and quite cautious. They are very neat, prefer everything to be in its place, and value cleanliness and order. When assessing any things or events, they like to step aside, looking “from head to toe.” They perceive information presented in the form of pictures, graphs, diagrams better than information expressed in words.

In speech, this system is manifested in such words and expressions as: see, look, focus of attention, anticipate the situation, spectacle, unclear, clear, light, dark, colored.

Auditory sensory representational system.

The auditory representational system is based on the perception of sounds. People with the presented system (auditory learners) perceive information through the process of listening. All information is perceived and remembered by them, mainly in the form of sound impressions.

SIGNS. You can recognize an auditory person by their eyes that often move in different directions. The breathing is rhythmic and even, but reflecting his internal experiences. If you ask such a person to describe some of his experiences, then, first of all, he will think about how to express it in the form of sound. The auditor speaks for a long time and a lot, expressing his thoughts very clearly. However, his speech can be very impulsive. Often dominates the conversation and often tires. He is particularly sensitive to sounds and often talks to himself. When communicating with an auditory speaker, you need to try to structure your speech more competently and accurately. As a percentage, auditory learners account for about 20% of all people.

APPEARANCE. The body type of most auditory people is somewhere between thin and obese people. During a conversation, they often gesture and point to the ear area, and also lean forward, as if trying to be closer to the person with whom they are communicating. But when sounds arise in their own consciousness, on the contrary, they will deviate back. They monitor the rhythm of their speech and the timbre of their voice.

People with a dominant auditory sensory representational system have the ability to make subtle auditory distinctions, to clearly hear a variety of tones and timbres of sounds. The rate of speech is average, so such people usually speak loudly and clearly, in a strictly maintained rhythm. Their voice tone is clear, expressive and resonant.

People with a dominant auditory sensory representational system often pronounce, whisper to themselves what they just heard. The conversation or thinking process of such people may be accompanied by small rhythmic movements of the body, for example, tapping a foot to the beat of a conversation. When speaking, such people pay attention not only to the words, but also to how they are pronounced. They often turn their ear towards the interlocutor, as if listening to the tonality, timbre and rhythm of his voice.

These people themselves are very talkative, love conversations, and always very clearly outline the course of events. It is best to perceive information by ear, remembering everything sequentially step by step. Sometimes such people seem slightly withdrawn, “detached,” as they often engage in internal dialogue—talking to themselves.

They feel music very subtly and have a good sense of rhythm. In speech, this system is manifested in such words and expressions as: live in harmony, ignore, emphasize, stress, voiceless, voiced, silence, hear, dissonance.

Kinesthetic sensory representational system.

The kinesthetic representational system is based on the olfactory-tactile channel of information. Such people (kinesthetics) really love tactile contact. Any experiences, emotions and sensations are best perceived by them if they have the opportunity to touch something and feel it physically.

SIGNS. You can recognize a kinesthetic person in a person, first of all, by his eyes: his gaze is often directed “down to the right.” The breathing of a kinesthetic person is abdominal and deep, but depending on the sensations he experiences, it will change. The lips are, in most cases, soft and full, and the tone of voice is low, deep, sometimes hoarse and slightly muffled. During a conversation, a kinesthetic person will speak slowly, taking long pauses while searching within themselves for relevant information. Kinesthetic learners account for about 20% of all people.

Kinesthetic blames himself for messing up.

APPEARANCE. If the perception of kinesthetics is directed inward, then, most likely, outwardly this will be expressed in the fullness and roundness of the body. If the perception is directed to the outside world, then this will reflect strength and muscularity. Most kinesthetics move rather slowly. To encourage them to be active, you often need to show physical contact - clap or encourage them in some way. And when communicating, it is recommended to be closer, because Kinesthetic people prefer intimacy.

People with a leading kinesthetic sensory representational system base their actions mostly on their feelings; they need to feel, “try on” the situation before making one decision or another. With the help of this system, a person turns to his own inner feelings and states.

In order to “live”, it takes more time to feel a situation than, for example, to imagine it (visual system), therefore the pace of speech in people with a leading kinesthetic sensory representational system is slower, with long pauses. The tone of voice is low, quiet, deep. During a conversation, these people make very few movements, and the gestures they use are smooth, measured and impressive.

They like to get closer to their interlocutor and communicate by touching him. These people are good storytellers, because during the story they show with their whole body what they are talking about. These people are very emotional, vulnerable, and take everything to heart. In life, such people strive for comfort and coziness.

They, first of all, care about what they feel comfortable. They sense space very well. To better perceive information, they need to touch, feel, take apart, taste, feel. In speech, this system is manifested in such words and expressions as: grasp the meaning, burn with desire, subtly feel, taste for life, cold-blooded, feel, tension, touch, endure, heavy, smooth.

Digital representational system

The digital representative system is based on subjective-logical perception and comprehension. People using this system (digitals) function at a meta-level of consciousness, which includes data received through the visual, auditory and kinesthetic systems. Any information they perceive is reflected in all manifestations of the systems discussed above.

SIGNS. You can understand that a person is digital both by the movement of his eyes, which can often be directed downward to the left or move from side to side, and by his thin and compressed lips. His breathing is uneven and characterized by short sighs. If we talk about posture, then the shoulders are usually straightened, the neck is straight, and the arms are crossed on the chest. The voice often sounds monotonous, and the person speaks as if “automatically.” Only a small percentage of all people fall into the digital category.

APPEARANCE. Considering that people with a digital representational system include the properties of people with visual, auditory and kinesthetic systems, determine their exact external signs pretty hard. We can only say that outwardly they may look completely different.

Signs	Visual type	Kinesthetic type	Auditory type	Digital
Consumed words	look, observe,	feel feel,		understand, introduce, Interesting,
Pose	head up, back straight	back bent, head down	head tilted to one side	straight posture, arms crossed
Movements	tense	liberated	average	rigid
Lips	tense	relaxed	vary	tense
Breathing	shallow, top of the lungs	deep breathing, lower abdomen	even breathing through the entire chest	shallow
Speech	fast, loud speech high tone	slow, quiet speech	expressive speech	monotone voice
Sight		down, below others	often one way and down	over the heads of others
Hearing Rules	“I must see in order to hear” (at a distance)	get closer	"Don't look to hear"	no eye contact
Eye movements	up left, up right	down right, sometimes down	left, right, head tilted down	to the left, head up

First test

This test is one of the ways to independently and quickly determine the leading sensory system of a person.

Select from the phrases below the one that you think is most suitable and accurate for you. this concept. If several of the phrases seem equally suitable to you, or vice versa, none of them fit absolutely exactly, choose the one phrase that, in your opinion, may be the closest.

"Speed"
a) rapid change of landscape, flashing of trees, houses... (+)
b) wind noise, rustling tires, squealing brakes. (*)
c) rapid heartbeat; feeling of the wind hitting your face. (@)

"Bad weather"
a) the howling of the wind, the sound of drops. (*)
b) chilly, feeling of dampness, humid air. (@)
c) dim sky, gray clouds. (+)

"Honey"
a) sweet smell, sticky lips, viscous. (@)
b) golden, transparent liquid. (+)
c) the clap of a jar opening, the clinking of spoons, the buzzing of bees. (*)

"Sea"
a) blue-green water, large waves with white scallops. (+)
b) warm, salty water, hot sand. (@)
c) the sound of the surf, the rustling of waves, the cries of seagulls. (*)

"Fatigue"
a) the body aches, the head is heavy, lethargy. (@)
b) the world around seems gray, colorless, a veil before the eyes. (+)
V) loud sounds annoying, I want silence. (*)

"Apple"
a) a ringing crunch of a bite. (*)
b) a round fruit, red, yellow or green, on a tall tree. (+)
c) sweet and sour, juicy taste, jam smell. (@)

"Snow"
a) a sparkling white blanket sparkling in the sun. (+)
b) cold, soft, fluffy. (@)
c) creaks underfoot, crackling crust. (*)

"Evening"
a) blurry colors, bright lantern lights, long shadows. (+)
b) muffled sounds, voices of loved ones, dinner sizzling in a frying pan. (*)
c) a feeling of pleasant fatigue, a soft comfortable chair, a cup of hot tea. (@)

"Campfire"
a) warm, the smoke stings the eyes, warms. (@)
b) tongues of red flame, flaring coals, bluish smoke. (+)
c) crackling of coals, hissing of firewood, gurgling of water in a pot. (*)

"Tree"
a) rustling of leaves, cracking of branches, creaking of branches. (*)
b) a tall straight brown trunk, a green crown, the rays of the sun peeking through the foliage. (+)
c) rough bark, soft foliage, smell of freshness. (@)

"Library"
a) rustling of pages, muffled speech, creaking of chairs. (*)
b) books with smooth covers, weighty volumes, the smell of old books. (@)
c) glossy and matte, colorful and multi-colored book covers; high racks. (+)

"City"
a) attractive shop windows, variety and mixture of different smells. (@)
b) tall buildings, gray pavements, bright billboards, colorful cars. (+)
c) the noise of cars, the hum of voices, the howl of a siren, the slamming of doors. (*)

"Morning"
a) light blue sky, clear air, pink sun appearing over the horizon. (+)
b) chirping of birds, silence, quiet rustling of leaves. (*)
c) cool air, wet grass, warm rays of the sun, breathing deeply. (@)

"Repair"
a) the smell of dust, paint, varnish; damp, freshly pasted wallpaper. (@)
b) clean wallpaper, white ceiling, disorder. (+)
c) the sound of a hammer, the squeal of a drill, an echo in empty rooms. (*)

"Church"
a) the lights of candles, the gold of the altar, the dull colors of ancient icons, twilight. (+)
b) the monotonous voice of the celebrant, choral singing, crackling of candles. (*)
c) the sweet smell of incense, the smell of burning wax, a feeling of peace. (@)

Count the number of responses (+), (*) and (@).

Key to the test

If answers (+) predominate, then your leading sensory representational system is visual.

If answers (*) predominate, then auditory.

If answers (@) predominate, then kinesthetic.

Second determination test

Evaluate each of the following statements in order of preference. Place the corresponding number next to each phrase: 4=best characterizes you; 3=best characteristic of their remaining ones; 2=characteristic ranked third; 1=least suitable for you.

1. Upon acceptance important decisions I: I rely on my feelings. I choose what sounds best. I choose what looks best to me. I rely on the accuracy of the information and knowledge of the issue.	2.During the discussion, I am most likely influenced by: The ability to see the pattern of another person's reasoning. The logic of another person's arguments. The ability to feel the state of another person.
3. What is happening to me is easiest to find out by focusing on: The way I dress and look. My feelings. The words I choose.	4. It’s easiest for me: Find the ideal volume and set your stereo settings. Correctly formulate a question on a topic that interests me. Choose the most comfortable furniture. Choose a rich, attractive color combination.
I tune in to the sounds of my surroundings. I am an expert at making sense of new facts and data. I care a lot about how clothes fit on me. I am greatly influenced by the color and look of a room.

Step 1. Substitute your given estimates into the following list. Write down your answers in the same order. 1. __K __A __V __D 2. __A __V __D __K 3. __V __K __D __A 4. __A __D __K __V 5. __A __D __K __V

Step 2. Enter the numbers corresponding to each letter into the table. Enter your scores in the order in which you answered the questions. V K A D 1. 2. 3. 4. 5. Total __V __K __ A __D

Third test

1. Imagine a red triangle, a yellow square and a blue circle. We make the second line and swap two figures, again a row and ask what is in the first row. (not real)
2. Next, introduce your friends, describe their emotions, hair color, eyes, clothes. (real something) Remember your door. Remember three friends. Imagine how they communicate.
3. Imagine a melody in one ear and a friend's voice in the other. Behind is the sound of the sea. Listen at the same time. Then tell where what is.
4. The hand is holding on to a soft sofa on the second ice, the foot is in a warm sock, the other foot is on the warm sand, there is a plate on the head and the rain is pouring down the back. And ask what's where.
5. Muscle reactions. Remember how you walk, how you rise.

It is also determined by 15 signs.