By L. Michael Hall & Bobby B. Bodenhamer
Human behavior is a fascinating puzzle, and understanding what drives people can be immensely valuable. Figuring Out People delves into Meta Programs, which go beyond personality traits and static categorizations. This book explores the deeper mechanisms shaping how we perceive, think, and act in various situations.
What Are Meta Programs?
Meta Programs are the habitual ways in which we filter information, process experiences, and make decisions. They dictate what we focus on, what we disregard, and how we interpret reality. Unlike rigid personality traits, Meta Programs are flexible and adaptable. They shape our values, thinking patterns, and behaviors, influencing both our personal and professional lives.
By understanding someone’s Meta Programs, we gain insights into their motivations, decision-making styles, and communication preferences. This awareness enhances our ability to influence, persuade, and navigate relationships effectively.
How We Perceive and Interpret the World
Mental Filters and Perception
Our experience of reality is not objective. Research suggests that only 20% of perception comes from external stimuli, while the remaining 80% is constructed by the brain. We actively delete, distort, and generalize information to make sense of the world.
These mental shortcuts influence how we:
- Sort and prioritize information
- Make decisions
- React to challenges
- Form habits and beliefs
Meta Programs operate at the subconscious level, shaping our internal “maps” of reality.
Key Meta Programs and How They Work
1. Representational Systems
We process experiences using five primary sensory modalities:
- Visual (sight)
- Auditory (sound)
- Kinesthetic (touch/feelings)
- Gustatory (taste)
- Olfactory (smell)
Each person has a dominant system that influences their perception and communication style.
2. Thinking Patterns: Sensing vs. Intuition
Some people rely on tangible facts (Sensing), while others trust instincts and abstract meanings (Intuition).
3. Level of Detail: General vs. Specific
Do we see the big picture or focus on fine details? This impacts problem-solving and communication styles.
4. Relationship Filters: Similarities vs. Differences
Some individuals focus on how things are alike, while others notice how they differ. This affects relationships, learning, and conflict resolution.
5. Decision-Making: Optimistic vs. Pessimistic
An optimistic mindset sees opportunities, while a pessimistic approach focuses on risks. Both have advantages in different situations.
6. Thinking Style: Linear vs. Systemic
- Linear thinkers follow a step-by-step process.
- Systemic thinkers see the interconnectedness of events and systems.
7. Adaptability: Open vs. Resistant to Change
People vary in how they handle change—some embrace it, while others resist.
8. Social Orientation: Independent vs. Team Player
How individuals function in group dynamics impacts leadership and teamwork.
9. Motivation: Toward vs. Away From
- Some people are goal-driven, moving toward success.
- Others are risk-averse, working to avoid negative outcomes.
Meta Programs in Action
Understanding Others
By identifying the Meta Programs of those around us, we can improve communication, resolve conflicts, and build better relationships. This knowledge helps in fields like sales, leadership, coaching, and negotiations.
Modeling Excellence
Studying successful individuals reveals which Meta Programs contribute to peak performance in different professions. For example:
- A quality control expert needs attention to detail and pattern recognition.
- A creative innovator benefits from big-picture thinking and adaptability.
Self-Development and Change
Recognizing our own Meta Programs allows us to break unhelpful patterns and adopt new strategies. Dr. Hall presents techniques such as Time Line Therapy and NLP Anchoring to shift limiting beliefs and behaviors.
Final Thoughts
Meta Programs shape how we experience the world, but they are not set in stone. With awareness and practice, we can modify them to enhance our lives, relationships, and professional success.
Understanding how people think, decide, and behave provides a powerful edge in personal and business interactions. Figuring Out People offers valuable insights into these subconscious patterns, making it an essential read for anyone interested in psychology, NLP, and effective communication.
