NLP: The T.O.T.E. Model

The T.O.T.E. model (also known as ADAW in Russian) is a fundamental template for strategies in Neuro-Linguistic Programming (NLP). All strategies are formed according to the ADAW principle.

T.O.T.E. stands for: Test (1) — Operations — Test (2) — Exit.
ADAW stands for: Analyze — Do — Analyze — Withdraw.

The T.O.T.E. acronym represents the cycle: Test – Operations – Test – Exit. But what practical benefits can we gain from understanding and applying this model?

The T.O.T.E. model (pronounced “toat”) was first proposed by Karl Pribram, George Miller, and Eugene Galanter in 1960 in their book “Plans and the Structure of Behavior.” It was also described in Robert Dilts’ 1983 book “Neuro-Linguistic Programming: Volume I.”

According to this model, we (consciously or subconsciously) constantly set goals for ourselves (or define a desired state).

1. The first stage is goal setting (defining the desired state). In this model, it’s called “Test” and corresponds to the first letter of the T.O.T.E. acronym.
2. Next, we take actions to achieve this goal or state. This is the “Operations” stage, represented by the letter O.
3. After taking action, we check whether the goal has been achieved. This is the second “Test” (let’s call it “Test2” since it’s the second T). Test2 is the comparison of our current state with the desired state.
   If we’re not satisfied with the results and believe the goal or desired state hasn’t been reached, we take further action to move closer to our goal (returning to step 2).
   We repeat step 2 until the difference between our current and desired state is eliminated.
   There may be few or many such cycles. We might repeat the same or similar actions, or we might change everything, even the goal itself or abandon it entirely. But we stay in this cycle until we get acceptable results in Test2.
4. Once the goal is achieved, we exit the T.O.T.E. cycle. This is “Exit,” represented by the letter E.

ADAW Applied to NLP

ADAW begins with analyzing your awareness of the result: what do you want to achieve? At this stage, you also analyze your values—what is important to you right now?

Analysis is the comparison of your current state with your desired state.

Achieving a result means reducing the difference between your current and desired states.

Actions are the steps you take to reduce these differences. Actions create alternatives, provide information, and change your current state to bring it closer to your desired one.

To identify what actions a person is taking, ask the following questions:

• What are you doing to achieve your desired result?
• What steps do you need to take?
• What stages do you need to go through?
• What options do you have if you don’t achieve the result right away?
• If you encounter unexpected problems or difficulties, what will you do?

The subsequent Analysis is checking whether the differences between your current and desired states are decreasing as a result of your actions.

Exit occurs when there are no differences left between your current and desired states.

ADAW Embodies Several NLP Principles:

• Behavior is more than just a simple stimulus-response sequence. Behavior always has a purpose.
• We respond to differences, not just to results or information.
• Actions are attempts to reduce the gap between the current and desired state, ultimately bringing them to zero. The more choices we have (in terms of actions), the higher the likelihood of achieving the result.
• Each step generates feedback, telling us whether our actions have reduced the difference. Feedback informs us what to do next to further reduce the gap.
• The final procedure, or feedback, is the moment we realize the result has been achieved and we can exit the ADAW process.
• Complex actions consist of many different ADAW cycles. All ADAWs work simultaneously and sequentially. Many strategies are made up of combined ADAWs.

Contrast ADAW

This is a way to apply contrast analysis to two situations. In one situation, you achieved the result; in the other, you did not. The first is recognized as an ineffective use of ADAW, the second as an effective ADAW. By comparing and identifying the contrast between the two situations, you can redistribute resources and transfer them from the successful situation to the unsuccessful one.

You can do this exercise on your own, but it’s much easier with a partner.

1. First, think about an unsatisfactory situation. It’s easier if you do this with another person, especially if the problem occurred in your relationship with them.
2. What are you trying to achieve? Write down your desired result—at least one, but more if you like. How will you know you’ve achieved what you wanted? What signs should you look for? What should the feedback be? What actions do you need to take to get what you want? How do you perceive the other person’s actions in this situation?
3. Next, think of a similar situation where you did achieve what you wanted and everything worked out well. Maybe it was with the same person, or maybe it was a completely different situation with other people. Write down your answers to the above questions for this new situation. Now compare your answers. How could you use the resources from the successful situation in the difficult one? What additional goals did you set in the difficult situation that created the difference?

What feedback should you pay attention to?

How differently did you perceive what you wanted to achieve in each situation? How can you change your perception of the other person in a positive way? Now, take a step into the future. Imagine that you’ll face the same person in a difficult situation again. Imagine you have the resources you just discovered. Imagine you act differently now. Notice how the situation resolves positively. Mentally rehearse the situation and pay attention to the differences. Finally, analyze your reactions in the first situation. Are there aspects of your life where these reactions could be useful?