In today’s rapidly changing world of work, where dramatic, unpredictable and complex
change is redefining the way in which organisations are to be managed, a realisation has
emerged that the intra- and interpersonal communication techniques of people are
fundamental in organisational success. This study argues that Neuro Linguistic
Programming (NLP) consists of the necessary techniques to impact on an organisation,
while its communication model and leadership behaviour adds to achieving organisational
success. Previous research in NLP has been done mostly in disciplines such as
psychology and linguistics, but a call is made to apply NLP in an organisational context.
Little empirical evidence exists with regards to the benefits of NLP techniques while even
fewer evidence is available in a South African context. In this study NLP’s relationship with
Emotional Intelligence, the development of leadership, the corporate world and several
communication theories are explored so as to understand the value it can contribute in a
time where the concept of organisational success is being re-defined. An integrated
framework of organisational success, incorporating NLP, Emotional Intelligence and
intrapersonal communication, is introduced that serves as an additional guideline to
measure the elements of organisational success in organisations, leaders or
communication models. This framework also leads to the conclusion that organisations,
leaders and communication models making use of NLP are better off than those not
making use of it. The benefits of NLP include motivating employees, managing conflict and
self-motivation, managing emotional states, communicating effectively, building trust,
increasing productivity, improving customer care, strategic planning, setting goals as well
as aligning visions and better flexibility.
This study establishes that intelligent leadership, the application of NLP techniques to the
intra- and interpersonal communication behaviour and management approaches of
leaders, can be correlated with organisational success. This is done by means of a case
study on the Solidarity Movement, a large non-profit organisation in South-Africa, where
five strategic leaders are analysed who are believed to be using and have implemented
NLP in the organisation. The result is that evidence is found to support the notion that NLP
improves the intra- and interpersonal behaviour of leaders and in turn contributes to
organisational success by applying NLP in their communication and leadership behaviour.
NLP is often presented as a magic toolkit for the self-improvement of individuals and have
since recently relied more on presuppositions than either qualitative or quantitative
research. This study adds to the credibility of NLP as an increasingly important instrument
for communication management as a discipline.
Dissertation (MCom)--University of Pretoria, 2014.