1.
Rapid rapport<br />Verbal Technology to Build Chemistry FAST<br />Silicon Valley Product Camp<br />1<br />Slide Deck: © 2011 B. Maloney<br />

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Increase communicationeffectiveness up to 5x<br />What you get:<br />Silicon Valley Product Camp<br />2<br />Slide Deck: © 2011 B. Maloney<br />

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Would IT BE OK To SEE A DEMO?<br />http://www.youtube.com/watch?v=YcTgjR5iV1Y<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />3<br />

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Bernie Maloney, PE, CSMProduct Line and Program ManagementMatrix Management = Influence without Authority<br />Neuro Linguistic Programming Practitioner<br />Healthy Chocolate Coach<br />Silicon Valley Product Camp<br />4<br />Slide Deck: © 2011 B. Maloney<br />

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I’ve got good news & bad news<br />Silicon Valley Product Camp<br />5<br />Slide Deck: © 2011 B. Maloney<br />

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Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />6<br />

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Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />7<br />

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outline<br />Outcome: Recognize and Practice Verbal Technology to Build Rapport Fast<br /><ul><li>Why: Significance and Basis

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How: Applications in Technology Teams

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What’s Behind This: Get the Abstraction

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Summary & Resources</li></ul>Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />8<br />

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WHY = FIRST IMPRESSIONS MATTER<br />Before Confirmation Bias<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />9<br />

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Does the 1st 60 seconds really matter?<br />Silicon Valley Product Camp<br />10<br />Slide Deck: © 2011 B. Maloney<br />

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Ever had a telemarketer call?<br />Silicon Valley Product Camp<br />11<br />Slide Deck: © 2011 B. Maloney<br />

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& you asked to hear more? <br />Silicon Valley Product Camp<br />12<br />Slide Deck: © 2011 B. Maloney<br />

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Even socially<br />Silicon Valley Product Camp<br />13<br />Slide Deck: © 2011 B. Maloney<br />

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Confirmation Bias<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />14<br />

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HOW: APPLICATIONS IN TECHNOLOGY TEAMS<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />15<br />

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Communication Goes (way, way, way) Beyond Wordse.g. Ray Birdwhistle, University of Pennsylvania<br />Verbal vectors:<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />16<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />

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Translating into (Agile) Practice<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />17<br />

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7%<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />18<br />

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35+%<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />19<br />

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55%<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />20<br />

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5x? Or 10x?<br />What if teams increase communication effectiveness by even half this?<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />21<br />

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Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />22<br />

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THE TIP? LOWER UNCONSCIOUS BARRIERS<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />23<br />

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The Principle<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />24<br />

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Build Rapport: Offer similar patterns<br />Tonality (35+%!)<br />Words (7%): keys to how people represent information – another talk<br />Physiological (55%!)<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />25<br />---------------------<br />

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Pair off: Mirroring & Matching<br />Keep statements short (get multiple practice exchanges)<br />Person A: State an insight from this or another source today<br />Person B: Respond using similar verbal behaviors<br />Switch roles at signal<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />26<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />

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Participant Insights: Verbal Mirroring & Matching<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />27<br />

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WHAT’s BEHIND THIS?<br />Get the Abstraction<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />28<br />

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It began in the Santa Cruz Mountains…<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />29<br />

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Virginia Satir’s Change Model<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />30<br />

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Principle: Success Leaves Footprints<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />31<br />

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NLP Model of Communication<br />Unconscious Programming = Barrier: Friend or Foe? Fight or Flight?<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />32<br />Mind processes~134 bps <br />in groups of<br />7 +/- 2 “chunks”<br />2B bps info<br />Delete<br />Distort<br />Generalize<br />

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Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />33<br />

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Pair off: Mis-Matching<br />Keep statements short<br />Person A: State an insight from this or another source today<br />Person B: Respond using VERY DIFFERENT verbal behaviors<br />Switch roles at signal<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />34<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />

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Participant Insights: Verbal Mis-Matching<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />35<br />

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SUMMARY<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />36<br />

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Two types of students<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />37<br />

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Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />38<br />

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Silicon Valley Product Camp<br />39<br />Slide Deck: © 2011 B. Maloney<br />

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DECIDE: Which TYPE are you?<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />40<br />

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Communication Goes (way, way, way) Beyond Words<br />Tonality (35+%!)<br />Words (7%): keys to how people represent information<br />Physiological (55%!)<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />41<br />

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Building Rapport Lowers Unconscious Barriers<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />42<br />

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35+%: Observe & Signal Rapport by Verbal Matching<br />Tone, Pitch<br />Tempo: Speed & Cadence<br />Timbre<br />Volume<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />43<br />

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Resources<br />Seminal Work:Richard Bandler & John Grinder,Frogs into Princes<br />For a far easier Introduction:Michael Brooks, Instant Rapport (available in libraries)<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />44<br />

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Bernie Maloney, PE, CSMAgile Strategies & Tactics from Lab to Launch<br />@berniemaloney<br />linkedin.com/in/berniemaloney<br />Silicon Valley Product Camp<br />45<br />Slide Deck: © 2011 B. Maloney<br />

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FIN<br />UtProsim. Namaste.<br />Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />46<br />

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Silicon Valley Product Camp<br />Slide Deck: © 2011 B. Maloney<br />47<br />