Hypnosis in management: The invisible force for peak performance
- Dominique Giger
- 7 hours ago
- 10 min read
How Executives Use Clinical Hypnosis to Enhance Performance and Overcome Fear
From the meeting rooms of Fortune 500 companies to the startups of Silicon Valley, leaders are searching for the decisive competitive edge. While coaching, seminars, and professional development have long become standard, one powerful tool remains largely untapped: clinical hypnosis. What many do not realise is that around 90 to 98 percent of our thoughts and decisions are made unconsciously. Our subconscious mind governs emotions, behaviour, and perception - and therefore the quality of our leadership, our relationships, and ultimately our lives.
The Iceberg Principle: When the Unconscious Takes the Lead
Neuroscientists have shown that we are aware of only about five percent of our cognitive activity, whereas roughly 95 percent of brain activity takes place beyond our conscious awareness. Our conscious mind resembles the visible tip of an iceberg: it analyses, thinks rationally, and makes clear decisions. But the much larger part lies beneath the surface - shaped by experiences, fears, and emotions whose origins we often do not understand.
This is both the challenge and the opportunity for leaders. Unconscious programmes influence how we react under pressure, how we resolve conflicts, and how convincingly we show up. A CEO who regularly experiences heart palpitations before presentations may not realise that the trigger lies in an early childhood experience. A team leader who negotiates timidly may be unaware that a deeply rooted belief is holding her back.
The good news: this invisible programme can be consciously influenced - through hypnosis.
Hypnosis Is Not Stage Hypnosis: The Scientific Revolution
When we think of hypnosis, we often imagine stage shows where people appear to act without free will. This cliché persists, but it paints an entirely distorted picture. In modern psychology and neuroscience, clinical hypnosis means something fundamentally different: it is not about losing control, but about intentionally guiding mental processes.
Dr. David Spiegel, Professor and Associate Chair of Psychiatry at the Stanford University School of Medicine, has studied clinical hypnosis for over 40 years and has published more than 400 scientific articles and 13 books on the subject. His work has been instrumental in removing hypnosis from the realm of mysticism and establishing it as a reproducible, neuroscientifically validated method.
In a groundbreaking 2016 study published in Cerebral Cortex, Spiegel’s team scanned the brains of 57 people during guided hypnosis sessions and identified specific brain regions with altered activity and connectivity. The research shows: hypnosis is not an exotic state but a measurable, scientifically sound state of consciousness.
The State of Focused Attention: What Happens in the Brain
Hypnosis is a state of highly focused attention - a mental zoom onto a point, an image, or a feeling so intensely that everything else fades into the background. The environment, mental chatter, self-talk: the inner critic quiets down. What remains is calmness and openness to new perspectives.
This state typically begins with closed eyes and is characterised by a transition in brain waves: from faster beta waves (14–40 Hz) in normal wakefulness to slower alpha waves (7.5–14 Hz) during relaxation and theta waves (4–8 Hz) in deeper trance states. It is a twilight state between wakefulness and sleep, in which critical thinking recedes.
And here lies the opportunity: we gain access to deeper layers of perception and increased creativity because the critical voice becomes quieter - the voice that is normally constantly evaluating, correcting, and controlling. Hypnosis is not loss of control; it is guided control: we intentionally direct the spotlight of attention.
Spiegel’s research also observed reduced connectivity between the dorsolateral prefrontal cortex and the default mode network, which reflects a decoupling between actions and the conscious awareness of those actions. This explains why people in hypnosis can be fully immersed in an activity without mentally straining to analyse it.
Who Can Be Hypnotised? The Science of Susceptibility
Around two-thirds of people are hypnotisable to some extent, and about 15 percent highly so. The ability depends on brain structure but also on mental attitude. Those who are curious, open, and willing to trust the process and the therapist can enhance the effect.
Trust is the foundation of hypnosis. This includes an initial conversation in which the therapist builds rapport - a relationship based on safety and mutual respect. The therapist explains the process, clarifies expectations, and obtains consent. Hypnosis is teamwork - from the pre-talk to the hypnosis itself to the post-session discussion.
An essential point: in clinical hypnosis, clients always remain in control. Unlike stage hypnosis, no one can be hypnotised against their will or persuaded to act against their values.
Hypnosis vs. Meditation: The Crucial Difference
Many people think of meditation as a guided relaxation journey - yet this is already a form of hypnosis. The main difference from therapeutic hypnosis lies in the structured pre-session conversation and in the therapist’s ability to address the client’s individual needs. The therapist uses the client’s own language and suggestions.
True meditation focuses attention on a single point - inward or outward. Hypnosis adds the therapeutic component: targeted suggestions, resource work, and systematic processing of specific issues.
Performance Hypnosis: The Tool of Top Athletes and High Performers
Tiger Woods, one of the greatest golfers in history with more than 100 tournament victories, has used hypnosis with a sports psychologist since his youth to strengthen his concentration on the course. His calmness under extreme pressure is no coincidence but the result of deliberate mental training.
Research has shown that hypnosis enhances performance in various sports such as basketball, golf, and football by restructuring cognitive processes essential to performance - including confidence, attention, and memory. Hypnotherapy adds a mental dimension to training that fosters sharper focus and reduced stress.
But hypnosis is not only relevant for elite athletes. For executives, high performers, and anyone wanting to enhance their performance, performance hypnosis offers concrete applications:
Goal achievement and performance enhancement:During the pre-talk, the hypnotherapist asks: What is your goal? How do you want to feel? Words like “I want more confidence,” “I want to feel free,” or “happy” are noted and later suggested during trance. These positive suggestions are the core of trance work.
Fear reduction:A manager may seek hypnosis because of fear of public speaking. After the pre-talk and induction, the therapist and client identify helpful resources: When has the client felt completely free? Which anchors could support them on stage?
The Hypnosis Process: From Induction to Self-Hypnosis
A typical hypnosis session follows a structured sequence:
Pre-talk: Building rapport, defining goals, explaining the process.
Induction: Guiding the client into trance, often by imagining a place of calm, focusing on breathing, relaxing muscles, and slowing brain waves.
Trance phase: Depth varies naturally from light to medium to deep. Light trance (alpha) can already be effective, though therapists often aim for medium trance (theta). Clients usually remain responsive - it is collaborative.
Emergence: Bringing the client fully back to wakefulness.
Post-talk: Discussing the experience, anchoring resources, and creating self-hypnosis instructions.
During trance, the therapist uses existing strengths to shape future success:
Anchors:A physical gesture (e.g., clenching a fist) can be linked with a strong feeling. The client can later activate this anchor - for example before a presentation.
Resource work:Therapist and client imagine a future or past self that has already achieved the goal and explore how it succeeded. This uses the power of visualisation and mental rehearsal.
Rewriting Beliefs and Overcoming Fear
Hypnosis can be used to transform limiting beliefs. During trance, the client returns to the first formative event where the belief originated - such as “I’m not good enough” or “Success means stress” - and reframes the situation.
Fears can be reduced through desensitisation: the feared situation is repeatedly visualised in a relaxed state until the emotional intensity fades.
The Fascinating Part: Self-Hypnosis and Modern Applications
The truly transformative aspect is self-hypnosis. After professional guidance, leaders can apply the technique independently - daily, before important meetings, in stressful moments. Modern self-hypnosis can even be practised with open eyes in a focused waking state, though this requires practice and experience.
An important insight: most people already use self-hypnosis - but negatively. Fear of spiders, repetitive worrying before a presentation, the inner voice saying “I can’t do this”: this is negative self-hypnosis. Once we understand these mechanisms, we can redirect them positively - unlocking enormous potential.
Hypnosis as a Strategic Leadership Factor
Common themes in leadership hypnosis include:
Fear of visibility or public speaking
Performance pressure
Perfectionism
Impostor syndrome
Excessive control
Stress reactions
Under hypnosis, these patterns can be identified, re-evaluated, and replaced with powerful mental resources:
Building confidence
Removing communication blocks
Strengthening presentation presence
Reducing stress and enhancing resilience
Improving focus and motivation
Further applications include:
Smoking cessation and behaviour change
Weight management
Improving sleep
Pain therapy (in consultation with medical professionals)
Stress management and resilience building
A professional hypnotherapist always collaborates with the client’s physician - especially in pain therapy, to avoid masking symptoms of serious conditions.
The Neuroscience Behind Transformation
The effectiveness of hypnosis is rooted in neuroplasticity - the brain’s ability to reorganise itself through experience. Hypnosis appears to create a unique state in which neuroplasticity may be enhanced, allowing new neural connections to form more easily.
Researchers at the Max Planck Institute for Human Cognitive and Brain Sciences found that the brain prepares decisions up to seven seconds before they reach conscious awareness. This highlights the profound influence of the unconscious. Hypnosis provides structured access to this level.
During hypnosis, some brain regions become more active while others quiet down, facilitating receptiveness to positive suggestions, reducing self-criticism, and increasing access to creative solutions.
Applied Example: A Case from Practice
Imagine a CFO who regularly feels nervous before board meetings. His presentations are excellent, but his tension undermines his impact.
In the pre-talk, the goal is identified: he wants to feel composed and confident. During induction, he relaxes deeply. In trance, he recalls a moment of absolute certainty - perhaps while sailing, his hobby. This feeling becomes anchored symbolically, for example through imagining the wind in the sails as a metaphor for tailwind.
They develop a physical anchor: a conscious exhale combined with the sailing imagery. He receives a self-hypnosis protocol to practise daily. In the following weeks, he rehearses the board meeting repeatedly in trance while activating the anchor.
At the next board meeting, he uses the anchor briefly beforehand, feels composed, and presents with new authority. His subconscious has learned: this situation is not a threat - it is an opportunity.
Integration into Everyday Leadership Practice
How can leaders practically apply hypnosis? Here are several concrete approaches:
Professional Hypnotherapy:
For deep-rooted topics such as fears, limiting beliefs or emotional blockages, working with a certified hypnotherapist is recommended. Even a few sessions can lead to significant improvements.
Self-Hypnosis Training:
After receiving professional guidance, self-hypnosis can be practised daily-used in the morning for mental preparation, in the evening for relaxation or deliberately before challenging situations.
Hypnosis Apps:
Several scientifically grounded applications now exist, including Reveri, developed by Dr. David Spiegel, offering evidence-based self-hypnosis programs-from stress reduction and improved sleep to performance enhancement.
Mental Rehearsal Techniques:
The principles of hypnosis can be integrated into visualisation exercises-for example, mentally rehearsing an important negotiation while in a deeply relaxed state.
Mindfulness for Unconscious Patterns:
Understanding that 90–98% of our decisions occur unconsciously sharpens awareness for personal reaction patterns and emotional triggers.
Critical Perspective: What Hypnosis Is Not
Despite the impressive potential of hypnosis, a differentiated view remains essential:
Hypnosis is not a cure-all:
It is a tool that works best in combination with other methods. It cannot replace necessary medical or psychotherapeutic treatment.
The therapist’s qualification is crucial:
Training and experience make a tremendous difference. Serious practitioners have extensive education and adhere to strict ethical guidelines.
Individual variability:
Not everyone is equally responsive to hypnosis, and not every method works for every person. Openness and, at times, patience are required.
Not a passive process:
Hypnosis demands active participation. It is not a “magic trick” performed on someone-it is a collaborative process.
Looking Ahead: Hypnosis in Modern Leadership Culture
As mental health, resilience and sustainable performance gain prominence, clinical hypnosis offers an evidence-based pathway for personal optimisation. Just as coaching was once considered esoteric but is now standard practice, hypnosis may become the next evolutionary step in leadership development.
The combination of neuroscientific research, proven efficacy and practical applicability positions hypnosis as a promising tool for the leaders of the future. The goal is not to surpass human capability but to access the full potential that already exists-hidden beneath the surface of the iceberg.
Summary: Harnessing the Power of the Unconscious
Between 90 and 98 percent of our thoughts and decisions happen unconsciously. We can either ignore this and remain guided by invisible programs-or learn to use them. Clinical hypnosis provides a scientifically grounded, practical way to access this hidden level of the mind.
For leaders, this means: those who learn to influence their subconscious intentionally can overcome fear, improve performance, transform beliefs and lead with enhanced composure.The question is not whether the subconscious influences us-the evidence is clear. The real question is whether we choose to shape that influence or let it operate on autopilot.
The debate is no longer: “Does hypnosis work?” Science has long answered yes.The real question is: “Am I prepared to use this tool?”For those aiming to elevate their performance, the answer may be transformational.
References and Further Reading
Spiegel, D., et al. (2016). “Brain Activity During Hypnotic Trance.” Cerebral Cortex, Stanford University School of Medicine.
Spiegel, D. (1991). “Neurophysiological Correlates of Hypnosis and Dissociation.” Journal of Neuropsychiatry and Clinical Neurosciences, 3(4), 440–445.
Soon, C. S., Brass, M., Heinze, H. J., & Haynes, J. D. (2008). “Unconscious Determinants of Free Decisions in the Human Brain.” Nature Neuroscience.
Jensen, M. P., et al. (2015). “Brain Oscillations, Hypnosis, and Hypnotizability.” American Journal of Clinical Hypnosis.
Li, Y., Wang, J., & Li, X. (2021). “The Application of Hypnosis in Sports.” Frontiers in Psychology.
Barker, J., Jones, M., & Greenlees, I. (2010). “Assessing the Immediate and Maintained Effects of Hypnosis on Self-Efficacy and Soccer Wall-Volley Performance.” Journal of Sport and Exercise Psychology, 32, 243–252.
Taylor, J., et al. (1993). “Enhancing Cognitive and Athletic Performance Through Hypnosis.” Journal of Applied Sport Psychology.
Pouget, A., et al. (2008). “Unconscious Brain Makes the Best Decisions Possible.” University of Rochester.
Zaltman, G. (2003). How Customers Think: Essential Insights into the Mind of the Market. Harvard Business School Press.
Spiegel, D. (1993). Living Beyond Limits: New Hope and Help for Facing Life-Threatening Illness. Random House.
Gladwell, M. (2005). Blink: The Power of Thinking Without Thinking. Back Bay Books.
Grinder, J., & Bandler, R. Trance-Formations: Neuro-Linguistic Programming and the Structure of Hypnosis. Real People Press.
Stanford Profiles: David Spiegel’s publications
Reveri App – evidence-based self-hypnosis developed at Stanford
Cleveland Clinic (2021). “Can Sports Hypnosis Improve Performance?”
About the Author
Dominique Giger, MSc (ETH Zürich), is an expert in leadership development and change management. With more than 18 years of experience supporting executives and high performers, she combines a technical background in computer science with neuroscientific insights and practical coaching approaches. She is a certified hypnotherapist with multiple coaching qualifications.
In her podcast Y-SHIFT: The Next-Level Mindset & Transformation Podcast, she regularly shares insights from modern psychology, neuroscience and leadership development.
🎧 Listen now: “The Power of the Subconscious Mind” (in German)
Apple Podcasts: https://podcasts.apple.com/us/podcast/folge-25-die-macht-des-unterbewusstseins-wie-hypnose/id1801021329?i=1000738357505
