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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

Published in: Business, Spiritual

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  • 1. Rapid rapport
    Creating Influence On Demand
    SV Forum EL SIG
    1
    Slide Deck: © 2011 B. Maloney
  • 2. Increase communicationeffectiveness up to 5x
    What you get:
    SV Forum EL SIG
    2
    Slide Deck: © 2011 B. Maloney
  • 3. Would IT BE OK To SEE A DEMO?
    http://www.youtube.com/watch?v=YcTgjR5iV1Y
    SV Forum EL SIG
    Slide Deck: © 2011 B. Maloney
    3
  • 4. Bernie Maloney, PE, CSMProduct Line and Program ManagementMatrix Management = Influence without Authority
    Neuro Linguistic Programming Practitioner
    Healthy Chocolate Coach
    SV Forum EL SIG
    4
    Slide Deck: © 2011 B. Maloney
  • 5. I’ve got good news & bad news
    SV Forum EL SIG
    5
    Slide Deck: © 2011 B. Maloney
  • 6. SV Forum EL SIG
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    6
  • 7. SV Forum EL SIG
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    7
  • 8. outline
    Outcome: Recognize and Practice Verbal Technology to Build Rapport Fast
    • Why: Significance and Basis
    • 9. How: Applications in Technology Teams
    • 10. What’s Behind This: Get the Abstraction
    • 11. Summary & Resources
    SV Forum EL SIG
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    8
  • 12. WHY = FIRST IMPRESSIONS MATTER
    Before Confirmation Bias
    SV Forum EL SIG
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    9
  • 13. Does the 1st 60 seconds really matter?
    SV Forum EL SIG
    10
    Slide Deck: © 2011 B. Maloney
  • 14. Ever had a telemarketer call?
    SV Forum EL SIG
    11
    Slide Deck: © 2011 B. Maloney
  • 15. & you asked to hear more?
    SV Forum EL SIG
    12
    Slide Deck: © 2011 B. Maloney
  • 16. Even socially
    SV Forum EL SIG
    13
    Slide Deck: © 2011 B. Maloney
  • 17. Confirmation Bias
    SV Forum EL SIG
    Slide Deck: © 2011 B. Maloney
    14
  • 18. HOW: APPLICATIONS IN TECHNOLOGY TEAMS
    SV Forum EL SIG
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    15
  • 19. 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
  • 20. Translating into (Agile) Practice
    SV Forum EL SIG
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    17
  • 21. 7%
    SV Forum EL SIG
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    18
  • 22. 35+%
    SV Forum EL SIG
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    19
  • 23. 55%
    SV Forum EL SIG
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    20
  • 24. 5x? Or 10x?
    What if teams increase communication effectiveness by even half this?
    SV Forum EL SIG
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    21
  • 25. SV Forum EL SIG
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    22
  • 26. THE TIP? LOWER UNCONSCIOUS BARRIERS
    SV Forum EL SIG
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    23
  • 27. The Principle
    SV Forum EL SIG
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  • 28. Build Rapport: Offer similar patterns
    Tonality (35+%!)
    Words (7%): keys to how people represent information – another talk
    Physiological (55%!)
    SV Forum EL SIG
    Slide Deck: © 2011 B. Maloney
    25
    ---------------------
  • 29. 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
    SV Forum EL SIG
    Slide Deck: © 2011 B. Maloney
    26
    Tone, Pitch
    Tempo: Speed & Cadence
    Timbre
    Volume
  • 30. Participant Insights: Verbal Mirroring & Matching
    SV Forum EL SIG
    Slide Deck: © 2011 B. Maloney
    27
  • 31. WHAT’s BEHIND THIS?
    Get the Abstraction
    SV Forum EL SIG
    Slide Deck: © 2011 B. Maloney
    28
  • 32. It began in the Santa Cruz Mountains…
    SV Forum EL SIG
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    29
  • 33. Virginia Satir’s Change Model
    SV Forum EL SIG
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    30
  • 34. Principle: Success Leaves Footprints
    SV Forum EL SIG
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    31
  • 35. NLP Model of Communication
    Unconscious Programming = Barrier: Friend or Foe? Fight or Flight?
    SV Forum EL SIG
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    32
    Mind processes~134 bps
    in groups of
    7 +/- 2 “chunks”
    2B bps info
    Delete
    Distort
    Generalize
  • 36. SV Forum EL SIG
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  • 37. 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
    SV Forum EL SIG
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    34
    Tone, Pitch
    Tempo: Speed & Cadence
    Timbre
    Volume
  • 38. Participant Insights: Verbal Mis-Matching
    SV Forum EL SIG
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    35
  • 39. SUMMARY
    SV Forum EL SIG
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    36
  • 40. Two types of students
    SV Forum EL SIG
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  • 41. SV Forum EL SIG
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  • 42. SV Forum EL SIG
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    Slide Deck: © 2011 B. Maloney
  • 43. DECIDE: Which TYPE are you?
    SV Forum EL SIG
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    40
  • 44. Communication Goes (way, way, way) Beyond Words
    Tonality (35+%!)
    Words (7%): keys to how people represent information
    Physiological (55%!)
    SV Forum EL SIG
    Slide Deck: © 2011 B. Maloney
    41
  • 45. Building Rapport Lowers Unconscious Barriers
    SV Forum EL SIG
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    42
  • 46. 35+%: Observe & Signal Rapport by Verbal Matching
    Tone, Pitch
    Tempo: Speed & Cadence
    Timbre
    Volume
    SV Forum EL SIG
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    43
  • 47. Resources
    Seminal Work:Richard Bandler & John Grinder,Frogs into Princes
    For a far easier Introduction:Michael Brooks, Instant Rapport (available in libraries)
    SV Forum EL SIG
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    44
  • 48. 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
    SV Forum EL SIG
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    45
  • 49. Bernie Maloney, PE, CSMAgile Strategies & Tactics from Lab to Launch
    about.me/berniemaloney
    SV Forum EL SIG
    46
    Slide Deck: © 2011 B. Maloney
  • 50. FIN
    UtProsim. Namaste.
    SV Forum EL SIG
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    47
  • 51. SV Forum EL SIG
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