2011 SV Forum EL + Marketing SIG
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2011 SV Forum EL + Marketing SIG

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Verbal techniques to build rapport fast. Given to the Combined Engineering Leadership and Marketing Special Interest Groups of the SV Forum, 8/2011

Verbal techniques to build rapport fast. Given to the Combined Engineering Leadership and Marketing Special Interest Groups of the SV Forum, 8/2011

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2011 SV Forum EL + Marketing SIG 2011 SV Forum EL + Marketing SIG Presentation Transcript

  • Rapid rapport
    Creating Influence On Demand
    SV Forum EL SIG
    1
    Slide Deck: © 2011 B. Maloney
  • Increase communicationeffectiveness up to 5x
    What you get:
    SV Forum EL SIG
    2
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  • Would IT BE OK To SEE A DEMO?
    http://www.youtube.com/watch?v=YcTgjR5iV1Y
    SV Forum EL SIG
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    3
  • Bernie Maloney, PE, CSMProduct Line and Program ManagementMatrix Management = Influence without Authority
    Neuro Linguistic Programming Practitioner
    Healthy Chocolate Coach
    SV Forum EL SIG
    4
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  • I’ve got good news & bad news
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  • outline
    Outcome: Recognize and Practice Verbal Technology to Build Rapport Fast
    • Why: Significance and Basis
    • How: Applications in Technology Teams
    • What’s Behind This: Get the Abstraction
    • Summary & Resources
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    8
  • WHY = FIRST IMPRESSIONS MATTER
    Before Confirmation Bias
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  • Does the 1st 60 seconds really matter?
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  • Ever had a telemarketer call?
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  • & you asked to hear more?
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  • Even socially
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  • Confirmation Bias
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  • HOW: APPLICATIONS IN TECHNOLOGY TEAMS
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  • Communication Goes (way, way, way) Beyond Wordse.g. Ray Birdwhistle, University of Pennsylvania
    Verbal vectors:
    SV Forum EL SIG
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    16
    Tone, Pitch
    Tempo: Speed & Cadence
    Timbre
    Volume
  • Translating into (Agile) Practice
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  • 7%
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  • 35+%
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  • 55%
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  • 5x? Or 10x?
    What if teams increase communication effectiveness by even half this?
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  • SV Forum EL SIG
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  • THE TIP? LOWER UNCONSCIOUS BARRIERS
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  • The Principle
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  • Build Rapport: Offer similar patterns
    Tonality (35+%!)
    Words (7%): keys to how people represent information – another talk
    Physiological (55%!)
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    ---------------------
  • Pair off: Mirroring & Matching
    Keep statements short (get multiple practice exchanges)
    Person A: State an insight from this or another source today
    Person B: Respond using similar verbal behaviors
    Switch roles at signal
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    26
    Tone, Pitch
    Tempo: Speed & Cadence
    Timbre
    Volume
  • Participant Insights: Verbal Mirroring & Matching
    SV Forum EL SIG
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    27
  • WHAT’s BEHIND THIS?
    Get the Abstraction
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  • It began in the Santa Cruz Mountains…
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  • Virginia Satir’s Change Model
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  • Principle: Success Leaves Footprints
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  • NLP Model of Communication
    Unconscious Programming = Barrier: Friend or Foe? Fight or Flight?
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    Mind processes~134 bps
    in groups of
    7 +/- 2 “chunks”
    2B bps info
    Delete
    Distort
    Generalize
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  • Pair off: Mis-Matching
    Keep statements short
    Person A: State an insight from this or another source today
    Person B: Respond using VERY DIFFERENT verbal behaviors
    Switch roles at signal
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    Tone, Pitch
    Tempo: Speed & Cadence
    Timbre
    Volume
  • Participant Insights: Verbal Mis-Matching
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  • SUMMARY
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  • Two types of students
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  • DECIDE: Which TYPE are you?
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  • Communication Goes (way, way, way) Beyond Words
    Tonality (35+%!)
    Words (7%): keys to how people represent information
    Physiological (55%!)
    SV Forum EL SIG
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    41
  • Building Rapport Lowers Unconscious Barriers
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  • 35+%: Observe & Signal Rapport by Verbal Matching
    Tone, Pitch
    Tempo: Speed & Cadence
    Timbre
    Volume
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  • Resources
    Seminal Work:Richard Bandler & John Grinder,Frogs into Princes
    For a far easier Introduction:Michael Brooks, Instant Rapport (available in libraries)
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  • Applied Resourcesfor those who lead
    A practical application to inspire action:
    Simon SinekStart With Why
    A guide leveraging Agile to transform organizations :Stephen DenningThe Leader’s Guide to Radical Management
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  • Bernie Maloney, PE, CSMAgile Strategies & Tactics from Lab to Launch
    about.me/berniemaloney
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  • FIN
    UtProsim. Namaste.
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