The Sceptic's Response

(Wherein our columns are opened to the debunking of theories and models presented in the pages of this publication.  We offer here a sceptical appraisal of Maslow's Hierarchy of Needs followed by a rather long piece on Neuro-Linguistic Programming.  As with the models themselves, the views expressed herein do not necessarily represent the views of Nurturing Potential or its editorial staff)

Maslow's Hierarchy of Needs

[This critique has been taken from "The Daily Rant".  It and similar "rants" may be found on the http://www.spautz.net/ website.]

Maslow's theory, even though it looks nice, has no practical or theoretical value. The ideas behind it and self-actualization were based almost completely on Maslow's interpretation of what "good" human beings should be. Humans like Gandhi and Mother Teresa would be self-actualized. This presents problems with nearly anybody else, though. In class, our professor listed several examples of people that did not fit well into the theory at all. Hitler was a prime example. According to the theory, he certainly was not a good human being, and thus would not be self-actualized. However, he was obviously extremely motivated, or else he would not have committed the atrocities of WWII. My professor listed himself as another example: his chief desires include professional advancement, luxuries like a big house and flashy car, aesthetic concerns and a desire for beauty in his surroundings, and desire for his wife's needs and wants to be fulfilled. These varying needs have no correlation to Maslow's pyramid. Working with the hierarchy of needs, there really isn't anything you could do to motivate my professor to do anything, since he simply doesn't fit into the pyramid.

There are several major problems with the notion of self-actualization. First and foremost, there is no clear definition: how do you know if someone is self-actualized? Secondly, even if there were a discrete level at which one could truly be sure that he or she were self-actualized, how would we measure or determine their placement at that level? A major complication with this is the rarity of self-actualization: if it is 1/1000 people (where/how did Maslow come up with that number?) then of what use is it to us "normal" people? Additionally, why are there only 5 levels of the pyramid? Can all the intricacies of of human motivation, as well as physiological needs and psychological needs really fit into a mere 5 stages?

Research on Maslow's Hierarchy of Needs has basically given no evidence that motivation works how Maslow states that it does. The original data that supported the theory was provided by Maslow himself, and it was based on clinical observations, a very unreliable source. Empirical research has provided no evidence that people move through the pyramid in ways consistent with the theory. There is no evidence that higher needs don't motivate until lower needs are fulfilled. In the professor's words, have you ever skipped a meal to study for a test or go out with friends? How about wanting to sleep in, but getting up anyway? These situations are inconsistent with Maslow's theory. Maslow's theory does not take individual or situational components into account: according to it, you'll be motivated by the same things regardless of who you are or what the current situation is. According to the textbook, "Empirical research has not supported the number of levels in the theory or the notion that lower levels in the hierarchy must be satisfied before higher-level needs will motivate behavior. Thus, in recent reviews of motivation theory, Maslow's theory is covered primarily for its historical value and because it has served as the basis for more elaborate theories of work motivation."

Despite its ease of learning and intuitive appeal, Maslow's Needs Hierarchy has no real value in the real world. It has no predictive validity and isn't even testable in most respects. It does not predict job performance, job satisfaction, organization commitment, or even life satisfaction. Unfortunately, in the real world it is the most frequently used theory of motivation. This is largely the result of fraudulent consultants, who know just enough about organizational psychology to cause a lot of damage. To call yourself a psychologist, you must be certified and accredited, much like calling yourself an engineer. To call yourself a "management consultant," you just have to write it on your business cards. This is a huge problem in organizations, and often results in massive organizational problems. There are many, many theories of motivation that are more valid, more explanatory, more complete, and more useful than Maslow's theory.

Neuro-Linguistic Programming

[This critique has been taken from "The Skeptic's Dictionary".  Their website may be found at http://www.skepdic.com]

One common thread in NLP is the emphasis on teaching a variety of communication and persuasion skills, and using self-hypnosis to motivate and change oneself. Most NLP practitioners advertising on the WWW make grand claims about being able to help just about anybody become just about anything. 

Some advocates claim that they can teach an infallible method of telling when a person is lying. Some claim that people fail only because their teachers have not communicated with them in the right "language". One NLP guru, Dale Kirby, informs us that one of the presuppositions of NLP is "No one is wrong or broken." So why seek remedial change? On the other hand, what Mr. Kirby does have to say about NLP which is intelligible does not make it very attractive. For example, he says that according to NLP "There is no such thing as failure. There is only feedback." Was NLP invented by the U.S. Military to explain their "incomplete successes"? When the space shuttle blew up within minutes of launch, killing everyone on board, was that "only feedback"? If I stab my neighbor and call it "performing non-elective surgery" am I practicing NLP? If I am arrested in a drunken state with a knife in my pocket for threatening an ex-girlfriend, am I just "trying to rekindle an old flame"?

Another NLP presupposition which is false is "If someone can do something, anyone can learn it." This comes from people who claim they understand the brain and can help you reprogram yours. They want you to think that the only thing that separates the average person from Einstein or Pavarotti or the World Champion Log Lifter is NLP.

NLP is said to be the study of the structure of subjective experience, and a great deal of attention seems to be paid to observing behavior and teaching people how to read "body language."  But there is no common structure to non-verbal communication, any more than there is a common structure to dream symbolism. There certainly are some well-defined culturally determined non-verbal ways of communicating, e.g., pointing the back of the hand at another, lowering all fingers but the one in the middle, has a definite meaning in American culture. But when someone tells me that the way I squeeze my nose during a conversation means I am signaling him that I think his idea stinks, how do we verify whether his interpretation is correct or not? I deny it. He knows the structure, he says. He knows the meaning. I am not aware of my signal or of my feelings, he says, because the message is coming from my subconscious mind. How do we test these kinds of claims? We can't. What's his evidence? It must be his brilliant intuitive insight because there is no empirical evidence to back up this claim. Sitting cross-armed at a meeting might not mean that someone is "blocking you out" or "getting defensive". She may just be cold or have a back ache or simply feel comfortable sitting that way. It is dangerous to read too much into non-verbal behavior. Those splayed legs may simply indicate a relaxed person, not someone inviting you to have sex. At the same time, much of what NLP is teaching is how to do cold reading. This is valuable, but an art not a science, and should be used with caution.

Finally, NLP claims that each of us has a Primary Representational System (PRS), a tendency to think in specific modes: visual, auditory, kinaesthetic, olfactory or gustatory. A person's PRS can be determined by words the person tends to use or by the direction of one's eye movements. Supposedly, a therapist will have a better rapport with a client if they have a matching PRS. None of this has been supported by the scientific literature.*

Bandler's Institute

Bandler's First Institute of Neuro-Linguistic Programming™ and Design Human Engineering™ has this to say about NLP:

"Neuro-Linguistic Programming™ (NLP™) is defined as the study of the structure of subjective experience and what can be calculated from that and is predicated upon the belief that all behavior has structure....Neuro-Linguistic Programming™ was specifically created in order to allow us to do magic by creating new ways of understanding how verbal and non-verbal communication affect the human brain. As such it presents us all with the opportunity to not only communicate better with others, but also learn how to gain more control over what we considered to be automatic functions of our own neurology." ³

We are told that Bandler took as his first models Virginia Satir ("The Mother of Family System Therapy"), Milton Erickson ("The Father of Modern Hypnotherapy") and Fritz Perls (early advocate of Gestalt Therapy) because they "had amazing results with their clients." The linguistic and behavioral patterns of such people were studied and used as models. These were therapists who liked such expressions as 'self-esteem', 'validate', 'transformation', 'harmony', 'growth', 'ecology', 'self-realization', 'unconscious mind', 'non-verbal communication', 'achieving one's highest potential'--expressions which serve as beacons to New Age transformational psychology. No neuroscientist or anyone who has studied the brain is mentioned as having had any influence on NLP. Also, someone who is not mentioned, but who certainly seems like the ideal model for NLP, is Werner Erhard. He started est a few miles north (in San Francisco) of Bandler and Grinder (in Santa Cruz) just a couple of years before the latter started their training business. Erhard seems to have set out to do just what Bandler and Grinder set out to do: help people transform themselves and make a good living doing it. NLP and est also have in common the fact that they are built up from a hodgepodge of sources in psychology, philosophy, and other disciplines. Both have been brilliantly marketed as offering the key to success, happiness, and fulfillment to anyone willing to pay the price of admission. Best of all: no one who pays his fees fails out of these schools!

the ever-evolving Bandler

When one reads what Bandler says, it may lead one to think that some people sign on just to get the translation from the Master Teacher of Communication Skills himself:

One of the models that I built was called strategy elicitation which is something that people confuse with modeling to no end. They go out and elicit a strategy and they think they are modeling but they don't ask the question, "Where did the strategy elicitation model come from?" There are constraints inside this model since it was built by reducing things down. The strategy elicitation model is always looking for the most finite way of accomplishing a result. This model is based on sequential elicitation and simultaneous installation.

Many would surely agree that with communication like this Bandler must have a very special code for programming his brain.

Bandler claims he keeps evolving. To some, however, he may seem mainly concerned with protecting his economic interests by trademarking his every burp. He seems extremely concerned that some rogue therapist or trainer might steal his work and make money without him getting a cut. One might be charitable and see Bandler's obsession with trademarking as a way to protect the integrity of his brilliant new discoveries about human potential (such as charisma enhancement) and how to sell it. Anyway, to clarify or to obscure matters--who knows which?-- what Bandler calls the real thing can be identified by a license and the trademark™ from The Society of Neuro-Linguistic Programming™. However, do not contact this organization if you want detailed, clear information about the nature of NLP, or DHE (Design Human Engineering™ (which will teach you to hallucinate designs like Tesla did), or PE (Persuasion Engineering™) or MetaMaster Track™, or Charisma Enhancement™, or Trancing™, or whatever else Mr. Bandler and associates are selling these days. Mostly what you will find on Bandler's page is information on how to sign up for one of his training sessions. For example, you can get 6 days of training for $1,800 at the door ($1,500 prepaid). What will you be trained in or for? Bandler has been learning about "the advancement of human evolution" and he will pass this on to you. For $1,500 you could have taken his 3-day seminar on Creativity Enhancement (where you could learn why it's not creative to rely on other people's ideas, except for Bandler's).

Grinder and corporate NLP

John Grinder, on the other hand, has gone on to try to do for the corporate world what Bandler is doing for the rest of us. He has joined Carmen Bostic St Clair in an organization called Quantum Leap, "an international organisation dealing with the design and implementation of cross cultural communication systems." Like Bandler, Grinder claims he has evolved new and even more brilliant "codes".

...the New Code contains a series of gates which presuppose a certain and to my way of thinking appropriate relationship between the conscious and unconscious parts of a person purporting to train or represent in some manner NLP. This goes a long way toward insisting on the presence of personal congruity in such a person. In other words, a person who fails to carry personal congruity will in general find themselves unable to use and/or teach the New Code patterns with any sort of consistent success. This is a design I like very much - it has the characteristic of a self-correcting system.

It may strike some people that terms like "personal congruity" are not very precise or scientific. This is probably because Grinder has created a "new paradigm". Or so he says. He denies that his and Bandler's work is an eclectic hodgepodge of philosophy and psychology, or that it even builds from the works of others. He believes that what he and Bandler did was "create a paradigm shift."

The following claim by Grinder provides some sense of what he thinks NLP is:

 

My memories about what we thought at the time of discovery (with respect to the classic code we developed - that is, the years 1973 through 1978) are that we were quite explicit that we were out to overthrow a paradigm and that, for example, I, for one, found it very useful to plan this campaign using in part as a guide the excellent work of Thomas Kuhn (The Structure of Scientific Revolutions) in which he detailed some of the conditions which historically have obtained in the midst of paradigm shifts. For example, I believe it was very useful that neither one of us were qualified in the field we first went after - psychology and in particular, its therapeutic application; this being one of the conditions which Kuhn identified in his historical study of paradigm shifts. Who knows what Bandler was thinking?

One can only hope that Bandler wasn't thinking the same things that Grinder was thinking, at least with respect to Kuhn's classic text. Kuhn did not promote the notion that not being particularly qualified in a scientific field is a significant condition for contributing to the development of a new paradigm in science. Furthermore, Kuhn did not provide a model or blueprint for creating paradigm shifts! His is an historical work, describing what he believed to have occurred in the history of science. Nowhere does he indicate that a single person at any time did, or even could, create a paradigm shift in science. Individuals such as Newton or Einstein might provide theories which require paradigm shifts for their theories to be adequately understood, but they don't create the paradigm shifts themselves. Kuhn's work implies that such a notion is preposterous.

Grinder and Bandler should have read Kant before they set off on their quixotic pursuit. Kant's "Copernican revolution" might be considered a paradigm shift by Bandler and Grinder, but it is not what Kuhn was talking about when he was describing the historical development of scientific theories. Kuhn restricted his concern to science. He made no claim that anything similar happens in philosophy and he certainly did not imply that anything NLP did, or is doing, constitutes a paradigm shift. Kuhn claimed that paradigm shifts occur over time when one theory breaks down and is replaced by another. Scientific theories break down, he claimed, when new data can't be explained by the old theories or when they no longer explain things as well as some newer theory. What Bandler and Grinder did was not in response to any crisis in theory in any scientific field and so cannot even be considered as contributing to a paradigm shift much less being one itself.

What Grinder seems to think Kuhn meant by "paradigm shift" is something like a gestalt shift, a change in the way we look at things, a change in perspective. Kant might fit the bill for this notion. Kant rejected the old way of doing epistemology, which was to ask 'how can we bring ourselves to understand the world?' What we ought to ask, said Kant, is 'how is it possible that the world comes to be understood by us?' This was truly a revolutionary move in the history of philosophy, for it asserted that the world must conform to the conditions imposed on it by the one experiencing the world. The notion that one has the truth when one's mind conforms with the world is rejected in favor of the notion that all knowledge is subjective because it is impossible without experience which is essentially subjective. Copernicus had said, in essence, let's see how things look with the Sun at the center of the universe, instead of the Earth. Kant said, in essence, let's examine how we know the world by assuming that the world must conform to the mind, rather than the mind conform to the world. Copernicus, however, could be considered as contributing to a paradigm shift in science. If he were right about the earth and other planets going around the sun rather than the sun and the other planets going around the earth--and he was--then astronomers could no longer do astronomy without profound changes in their fundamental concepts about the nature of the heavens. On the other hand, there is no way to know if Kant is right. We can accept or reject his theory. We can continue to do philosophy without being Kantians, but we cannot continue to do astronomy without accepting the heliocentric hypothesis and rejecting the geocentric one. What did Grinder and Bandler do that makes it impossible to continue doing psychology or therapy or semiotics or philosophy without accepting their ideas? Nothing.

Do people benefit from NLP?

While I do not doubt that many people benefit from NLP training sessions, there seem to be several false or questionable assumptions upon which NLP is based. Their beliefs about the unconscious mind, hypnosis and the ability to influence people by appealing directly to the subconscious mind are unsubstantiated. All the scientific evidence which exists on such things indicates that what NLP claims is not true. You cannot learn to "speak directly to the unconscious mind " as Erickson and NLP claim, except in the most obvious way of using the power of suggestion.

NLP claims that its experts have studied the thinking of great minds and the behavior patterns of successful people and have extracted models of how they work. "From these models, techniques for quickly and effectively changing thoughts, behaviors and beliefs that get in your way have been developed."⁴ But studying Einstein's or Tolstoy's work might produce a dozen "models" of how those minds worked. There is no way to know which, if any, of the models is correct. It is a mystery why anyone would suppose that any given model would imply techniques for quick and effective change in thoughts, actions and beliefs. I think most of us intuitively grasp that even if we were subjected to the same experiences which Einstein or Tolstoy had, we would not have become either. Surely, we would be significantly different from whom we've become, but without their brains to begin with, we would have developed quite differently from either of them.

in conclusion

It seems that NLP develops models which can't be verified, from which it develops techniques which may have nothing to do with either the models or the sources of the models. NLP makes claims about thinking and perception which do not seem to be supported by neuroscience. This is not to say that the techniques won't work. They may work and work quite well, but there is no way to know whether the claims behind their origin are valid. Perhaps it doesn't matter. NLP itself proclaims that it is pragmatic in its approach: what matters is whether it works. However, how do you measure the claim "NLP works"? I don't know and I don't think NLPers know, either. Anecdotes and testimonials seem to be the main measuring devices. Unfortunately, such a measurement may reveal only how well the trainers teach their clients to persuade others to enroll in more training sessions.

See related entries on Werner Erhard and est, firewalking, hypnosis, Landmark Forum, Large Group Awareness Training, Frederick Lenz (Rama), memory, paradigm, psychoanalysis and reverse speech.

postscript: On a more cheerful note, Bandler has sued Grinder for millions of dollars. Apparently, the two great communicators and paradigm innovators couldn't follow their own advice or perhaps they are modeling their behavior after so many other great Americans who have found that the most lucrative way to communicate is by suing someone with deep pockets. Grinder has published a statement on the WWW regarding this unfortunate state of affairs. NLP is big on metaphors and I doubt whether this nasty lawsuit is the kind of metaphor they want to be remembered by. Is Bandler's putting a trademark on half a dozen expressions a sign of a man who is simply protecting the integrity of NLP or is it a sign of a greedy megalomaniac?

For more on more lawsuits, see ANLP News.