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TECHNOLOGY MANAGEMENT COUNCIL                                SILICON VALLEY / SAN FRANCISCO CHAPTER                       ...
What you get:    INCREASE COMMUNICATION    EFFECTIVENESS UP TO 5XIEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Mal...
http://www.youtube.com/watch?v=YcTgjR5iV1Y    WOULD IT BE OK TO SEE A DEMO?IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2...
Bernie MaloneyPE, CSPStrategic Program Managementmatrix management= Influence without AuthorityNeuro Linguistic Programmin...
I’VE GOT GOOD NEWS & BAD NEWSIEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   5
IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   6
IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   7
Outcome: Recognize and Practice    Verbal Technology to Build Rapport                          Fast     •   Why: Significa...
WHY = FIRST IMPRESSIONS MATTER                    Before Confirmation BiasIEEE SV Tech Mgt Council 6/12             Slide ...
Does the 1st 60 seconds really matter?IEEE SV Tech Mgt Council 6/12       Slide Deck: © 2012 B. Maloney   10
Ever had a telemarketer call?IEEE SV Tech Mgt Council 6/12       Slide Deck: © 2012 B. Maloney   11
& you asked to hear more?IEEE SV Tech Mgt Council 6/12      Slide Deck: © 2012 B. Maloney   12
Even sociallyIEEE SV Tech Mgt Council 6/12       Slide Deck: © 2012 B. Maloney   13
Confirmation BiasIEEE SV Tech Mgt Council 6/12      Slide Deck: © 2012 B. Maloney   14
HOW: APPLICATIONS IN TECHNOLOGY TEAMSIEEE SV Tech Mgt Council 6/12    Slide Deck: © 2012 B. Maloney   15
7%                        Physiology                        Tonality           38%                        Words           ...
Translating into (Agile) PracticeIEEE SV Tech Mgt Council 6/12        Slide Deck: © 2012 B. Maloney   17
7%IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   18
35+%IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   19
55%IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   20
What if teams increase communication effectiveness by even half this?    5X?                                              ...
IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   22
THE TIP? LOWER UNCONSCIOUS BARRIERSIEEE SV Tech Mgt Council 6/12    Slide Deck: © 2012 B. Maloney   23
The PrincipleIEEE SV Tech Mgt Council 6/12       Slide Deck: © 2012 B. Maloney   24
Build Rapport: Offer similar patterns                    Tonality (35+%!)                   --------------------- how peop...
Pair off: Verbal Mirroring & Matching                    Keep statements short (get multiple practice exchanges)          ...
Insights: Verbal Mirroring & MatchingIEEE SV Tech Mgt Council 6/12      Slide Deck: © 2012 B. Maloney   27
Get the Abstraction    WHAT’S BEHIND THIS?IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   28
It began in the Santa Cruz Mountains…IEEE SV Tech Mgt Council 6/12      Slide Deck: © 2012 B. Maloney   29
Virginia Satir’s Change ModelIEEE SV Tech Mgt Council 6/12       Slide Deck: © 2012 B. Maloney   30
Principle: Success Leaves FootprintsIEEE SV Tech Mgt Council 6/12       Slide Deck: © 2012 B. Maloney   31
2B bps info    NLP MODEL OF COMMUNICATIONIEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   32
2MB (~16 Mb)                                 (HD 1920x1080)IEEE SV Tech Mgt Council 6/12     Slide Deck: © 2012 B. Maloney...
Conscious Mind processes                                                          ~134 bps                                ...
132 b                                (12 px by 11 px)IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   35
Conscious Mind processes                                                          ~134 bps                                ...
IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   37
SUMMARYIEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   38
TWO TYPES OF STUDENTSIEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   39
IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   40
IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   41
DECIDE: WHICH TYPE ARE YOU?IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   42
7%                        Physiology                        Tonality           38%                        Words           ...
Building Rapport Lowers Unconscious BarriersIEEE SV Tech Mgt Council 6/12      Slide Deck: © 2012 B. Maloney   44
35+%: Observe & Signal Rapport by Verbal Matching                    Tone, Pitch                    Tempo: Speed & Cadence...
Seminal Work:    Richard Bandler & John Grinder,    Frogs into Princes    For a far easier Introduction:    Michael Brooks...
A practical application to inspire action:    Simon Sinek    Start With Why    A guide leveraging Agile to transform organ...
Bernie MaloneyPE, CSPTurning Strategies into ResultsFrom Startup to Beyond $100M         about.me/           berniemaloney...
Ut Prosim. Namaste.    FINIEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   49
IEEE SV Tech Mgt Council 6/12   Slide Deck: © 2012 B. Maloney   50
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  1. 1. TECHNOLOGY MANAGEMENT COUNCIL SILICON VALLEY / SAN FRANCISCO CHAPTER JUNE 7, 2012 Rapid Rapport: CREATING INFLUENCE ON DEMANDIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 1
  2. 2. What you get: INCREASE COMMUNICATION EFFECTIVENESS UP TO 5XIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 2
  3. 3. http://www.youtube.com/watch?v=YcTgjR5iV1Y WOULD IT BE OK TO SEE A DEMO?IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 3
  4. 4. Bernie MaloneyPE, CSPStrategic Program Managementmatrix management= Influence without AuthorityNeuro Linguistic Programming Practitioner IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 4
  5. 5. I’VE GOT GOOD NEWS & BAD NEWSIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 5
  6. 6. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 6
  7. 7. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 7
  8. 8. 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 OUTLINEIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 8
  9. 9. WHY = FIRST IMPRESSIONS MATTER Before Confirmation BiasIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 9
  10. 10. Does the 1st 60 seconds really matter?IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 10
  11. 11. Ever had a telemarketer call?IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 11
  12. 12. & you asked to hear more?IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 12
  13. 13. Even sociallyIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 13
  14. 14. Confirmation BiasIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 14
  15. 15. HOW: APPLICATIONS IN TECHNOLOGY TEAMSIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 15
  16. 16. 7% Physiology Tonality 38% Words 55% Communication Goes (way, way, way) Beyond Words e.g. Ray Birdwhistle, University of Pennsylvania Verbal vectors: Tone, Pitch Tempo: Speed & Cadence Timbre VolumeIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 16
  17. 17. Translating into (Agile) PracticeIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 17
  18. 18. 7%IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 18
  19. 19. 35+%IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 19
  20. 20. 55%IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 20
  21. 21. What if teams increase communication effectiveness by even half this? 5X? OR 10X?IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 21
  22. 22. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 22
  23. 23. THE TIP? LOWER UNCONSCIOUS BARRIERSIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 23
  24. 24. The PrincipleIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 24
  25. 25. Build Rapport: Offer similar patterns Tonality (35+%!) --------------------- how people represent information – another talk Words (7%): keys to --------------------- Physiological (55%!)IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 25
  26. 26. Pair off: Verbal Mirroring & Matching Keep statements short (get multiple practice exchanges) Tone, Pitch Person A: Start with a Question Tempo: Speed & Cadence Person B: Short response, using similar verbal behaviors > Question Timbre Switch roles at signal VolumeIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 26
  27. 27. Insights: Verbal Mirroring & MatchingIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 27
  28. 28. Get the Abstraction WHAT’S BEHIND THIS?IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 28
  29. 29. It began in the Santa Cruz Mountains…IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 29
  30. 30. Virginia Satir’s Change ModelIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 30
  31. 31. Principle: Success Leaves FootprintsIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 31
  32. 32. 2B bps info NLP MODEL OF COMMUNICATIONIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 32
  33. 33. 2MB (~16 Mb) (HD 1920x1080)IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 33
  34. 34. Conscious Mind processes ~134 bps in groups of 2B bps info 7 +/- 2 “chunks” NLP MODEL OF COMMUNICATIONIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 34
  35. 35. 132 b (12 px by 11 px)IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 35
  36. 36. Conscious Mind processes ~134 bps in groups of 2B bps info 7 +/- 2 “chunks” Delete Distort Generalize Unconscious Programming = Barrier: Friend or Foe? Fight or Flight? NLP MODEL OF COMMUNICATIONIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 36
  37. 37. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 37
  38. 38. SUMMARYIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 38
  39. 39. TWO TYPES OF STUDENTSIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 39
  40. 40. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 40
  41. 41. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 41
  42. 42. DECIDE: WHICH TYPE ARE YOU?IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 42
  43. 43. 7% Physiology Tonality 38% Words 55% Communication Goes (way, way, way) Beyond Words Tonality (35+%!) Words (7%): keys to how people represent information Physiological (55%!)IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 43
  44. 44. Building Rapport Lowers Unconscious BarriersIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 44
  45. 45. 35+%: Observe & Signal Rapport by Verbal Matching Tone, Pitch Tempo: Speed & Cadence Timbre VolumeIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 45
  46. 46. Seminal Work: Richard Bandler & John Grinder, Frogs into Princes For a far easier Introduction: Michael Brooks, Instant Rapport (available in libraries) RESOURCESIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 46
  47. 47. A practical application to inspire action: Simon Sinek Start With Why A guide leveraging Agile to transform organizations : Stephen Denning The Leader’s Guide to Radical Management APPLIED RESOURCES FOR THOSE WHO LEADIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 47
  48. 48. Bernie MaloneyPE, CSPTurning Strategies into ResultsFrom Startup to Beyond $100M about.me/ berniemaloney linkedin.com/in/ berniemaloney slideshare.net / berniemaloney gplus.to/ berniemaloney twitter.com/#!/ berniemaloney IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 48
  49. 49. Ut Prosim. Namaste. FINIEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 49
  50. 50. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 50
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