CREATE INFLUENCE
ON DEMAND
Rapid Rapport:
@berniemaloney 1
INCREASE COMMUNICATION
EFFECTIVENESS UP TO 5X
What you get:
@berniemaloney 2
WOULD IT BE OK TO SEE A DEMO?
http://www.youtube.com/watch?v=YcTgjR5iV1Y
@berniemaloney 3
@berniemaloney 4
Bernie Maloney, CSP
PE, CSM, CSPO
Master Practitioner
Neuro Linguistic Programming
Agile Coach
Accelerati...
I’VE GOT GOOD NEWS & BAD NEWS
@berniemaloney 5
@berniemaloney 6
@berniemaloney 7
OUTLINE
Outcome: Recognize and Practice
Verbal Technology to Create Influence On Demand
• Why: Significance and Basis
• Ho...
WHY = FIRST IMPRESSIONS MATTER
Before Confirmation Bias
@berniemaloney 9
Does the 1st 60 seconds really matter?
@berniemaloney 10
Ever had a telemarketer call?
@berniemaloney 11
& you asked to hear more?
@berniemaloney 12
Even socially
@berniemaloney 13
Confirmation Bias
@berniemaloney 14
HOW: APPLICATIONS IN TECHNOLOGY TEAMS
@berniemaloney 15
Communication Goes (way, way, way) Beyond Words
e.g. Ray Birdwhistle, University of Pennsylvania
Verbal vectors:
@berniema...
Translating into (Agile) Practice
@berniemaloney 17
7%
@berniemaloney 18
35+%
@berniemaloney 19
55%
@berniemaloney 20
5X? OR 10X?
What if teams increase communication effectiveness by even half this?
@berniemaloney 21
@berniemaloney 22
THE TIP? LOWER UNCONSCIOUS BARRIERS
@berniemaloney 23
The Principle
@berniemaloney 24
Build Rapport: Offer similar patterns
Tonality (35+%!)
Words (7%): keys to how people represent information – another talk...
Pair off: Verbal Mirroring & Matching
Keep statements short (get multiple practice exchanges)
Person A: Start with a Quest...
Insights: Verbal Mirroring & Matching
@berniemaloney 27
WHAT’S BEHIND THIS?
Get the Abstraction
@berniemaloney 28
It began in the Santa Cruz Mountains…
@berniemaloney 29
Virginia Satir’s Change Model
@berniemaloney 30
Principle: Success Leaves Footprints
@berniemaloney 31
NLP MODEL OF COMMUNICATION
@berniemaloney 32
NLP MODEL OF COMMUNICATION
@berniemaloney 33
2B bps info
2MB (~16 Mb)
(HD 1920x1080)
@berniemaloney 34
NLP MODEL OF COMMUNICATION
@berniemaloney 35
2B bps info
NLP MODEL OF COMMUNICATION
@berniemaloney 36
2B bps info
Conscious Mind processes
~134 bps
in groups of
7 +/- 2 “chunks”
132 b
(12 px by 11 px)
@berniemaloney 37
NLP MODEL OF COMMUNICATION
@berniemaloney 38
2B bps info
Conscious Mind processes
~134 bps
in groups of
7 +/- 2 “chunks”
D...
NLP MODEL OF COMMUNICATION
Unconscious Programming = Barrier: Friend or Foe? Fight or Flight?
@berniemaloney 39
2B bps inf...
Keep statements short (get multiple practice exchanges)
Question || Short Response || Question back
Keep movements gentle,...
Insights: Physical Mirroring & Matching
@berniemaloney 41
@berniemaloney 42
Keep statements short (get multiple practice exchanges)
Question || Short Response || Question back
Keep movements gentle,...
Insights: Pacing & Leading
@berniemaloney 44
BONUS (time permitting): Mis-Matching
Keep statements short
Person A: State an insight from this or another source today
P...
Insights: Verbal Mis-Matching
@berniemaloney 46
SUMMARY
@berniemaloney 47
TWO TYPES OF STUDENTS
@berniemaloney 48
@berniemaloney 49
@berniemaloney 50
DECIDE: WHICH TYPE ARE YOU?
@berniemaloney 51
Communication Goes (way, way, way) Beyond Words
Tonality (35+%!)
Words (7%): keys to how people represent information
Phys...
Building Rapport Lowers Unconscious Barriers
@berniemaloney 53
35+%: Observe & Signal Rapport by Verbal Matching
Tone, Pitch
Tempo: Speed & Cadence
Timbre
Volume
@berniemaloney 54
RESOURCES
Seminal Work:
Richard Bandler & John Grinder,
Frogs into Princes
For a far easier Introduction:
Michael Brooks,
...
APPLIED RESOURCES
FOR THOSE WHO LEAD
A practical application to inspire action:
Simon Sinek
Start With Why
A guide leverag...
START RIGHT NOW
@berniemaloney 57
@berniemaloney 58
Bernie Maloney, CSP
PE, CSM, CSPO
bit.ly/speedmygenius
Agile Coach
Accelerating Genius
Turning Strategie...
FIN
Ut Prosim. Namaste.
@berniemaloney 59
@berniemaloney 60
IMAGES
• Carrot
http://www.channelweb.co.uk/IMG/857/190857/carrot-on-
stick.jpg
• Great Dane / Terrier
http://www.dogguide...
IMAGES
• Spyglass
http://www.garabatosydibujos.com/wp-
content/uploads/2015/01/conocer.jpg
• Santa Cruz Mountains
https://...
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Create Influence, On Demand

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  • I’m Just Curious…

    How many could SEE a benefit in CLEARLY sharing ideas? Quick, 3s, SHOW of hands?
    Would it SOUND OK with you to HEAR how w/ 30s of technique, you’d humanely increase it by 5x? Quick, 3s, let me HEAR you say AYE?
    Last one. Who FEELS it would be FUN to WALK out today with an UNFAIR advantage? Quick, 3s, SHOW me SAY aye?

    Now, there’s good news & bad news:

    Good news is there are a lot of great sessions. Bad news is …
    - You only have 3 dots to vote;

    Chris Sims: More exercises, less depth, include perceptual awareness like: http://www.youtube.com/watch?v=bioyh7Gnskg STBBall
    Or http://www.youtube.com/watch?v=7ncJ3Uy13u8 Bank Guards
    Or http://www.youtube.com/watch?v=kd2dQ26DdFQ Football
    Or http://www.youtube.com/watch?v=YcTgjR5iV1Y deals
    Or http://www.youtube.com/watch?v=Rz-ph32CnJA bike, static picture

    Self eval:
    Improvements: * Better opening of presentation * Better lighting (projector was overwhelmed by overhead lights) * Illustrate the technique rather than jump straight to exercise * Counsel use of "library voice" * Have the slides available on the wiki ahead for latecomers * Probe for the basis of the questions (made assumption wrt Francois)
  • Also, Fundamental Attribution Error, Denning p. 42

    2004 Elections; Contradictory Statements; fMRI study at Emory Univeristy; blatantly self-contradictory statements
    fMRI study showed areas associated with REASONING were inactive in participants
    While areas associated with EMOTION were lit, including conflict resolution
    Once interpretation found to support original position, brain areas of REWARD & PLEASURE lit up – leading to reinforcement of original position
  • PAUSE FOR FINAL QUESTIONS

    Two quick surveys - Thumb voting
    Think back to your decision to come tonight, and your expectations.
    Did this presentation fail, meet or EXCEED your expectations? Thanks!
    As friends and colleagues ask about you RECOMMENDING their attendance in the future…
    Would your response be that they avoid, consider, or MUST make time? Thanks!
  • Create Influence, On Demand

    1. 1. CREATE INFLUENCE ON DEMAND Rapid Rapport: @berniemaloney 1
    2. 2. INCREASE COMMUNICATION EFFECTIVENESS UP TO 5X What you get: @berniemaloney 2
    3. 3. WOULD IT BE OK TO SEE A DEMO? http://www.youtube.com/watch?v=YcTgjR5iV1Y @berniemaloney 3
    4. 4. @berniemaloney 4 Bernie Maloney, CSP PE, CSM, CSPO Master Practitioner Neuro Linguistic Programming Agile Coach Accelerating Genius Turning Strategies into Results From Startup to Beyond $100M
    5. 5. I’VE GOT GOOD NEWS & BAD NEWS @berniemaloney 5
    6. 6. @berniemaloney 6
    7. 7. @berniemaloney 7
    8. 8. OUTLINE Outcome: Recognize and Practice Verbal Technology to Create Influence On Demand • Why: Significance and Basis • How: Applications in Technology Teams • What’s Behind This: Get the Abstraction • Summary & Resources @berniemaloney 8
    9. 9. WHY = FIRST IMPRESSIONS MATTER Before Confirmation Bias @berniemaloney 9
    10. 10. Does the 1st 60 seconds really matter? @berniemaloney 10
    11. 11. Ever had a telemarketer call? @berniemaloney 11
    12. 12. & you asked to hear more? @berniemaloney 12
    13. 13. Even socially @berniemaloney 13
    14. 14. Confirmation Bias @berniemaloney 14
    15. 15. HOW: APPLICATIONS IN TECHNOLOGY TEAMS @berniemaloney 15
    16. 16. Communication Goes (way, way, way) Beyond Words e.g. Ray Birdwhistle, University of Pennsylvania Verbal vectors: @berniemaloney 16 55% 38% 7% Physiology Tonality Words Tone, Pitch Tempo: Speed & Cadence Timbre Volume
    17. 17. Translating into (Agile) Practice @berniemaloney 17
    18. 18. 7% @berniemaloney 18
    19. 19. 35+% @berniemaloney 19
    20. 20. 55% @berniemaloney 20
    21. 21. 5X? OR 10X? What if teams increase communication effectiveness by even half this? @berniemaloney 21
    22. 22. @berniemaloney 22
    23. 23. THE TIP? LOWER UNCONSCIOUS BARRIERS @berniemaloney 23
    24. 24. The Principle @berniemaloney 24
    25. 25. Build Rapport: Offer similar patterns Tonality (35+%!) Words (7%): keys to how people represent information – another talk Physiological (55%!) @berniemaloney 25 --------------------- ---------------------
    26. 26. Pair off: Verbal Mirroring & Matching Keep statements short (get multiple practice exchanges) Person A: Start with a Question Person B: Short response, using similar verbal behaviors > Question Switch roles at signal @berniemaloney 26 Tone, Pitch Tempo: Speed & Cadence Timbre Volume
    27. 27. Insights: Verbal Mirroring & Matching @berniemaloney 27
    28. 28. WHAT’S BEHIND THIS? Get the Abstraction @berniemaloney 28
    29. 29. It began in the Santa Cruz Mountains… @berniemaloney 29
    30. 30. Virginia Satir’s Change Model @berniemaloney 30
    31. 31. Principle: Success Leaves Footprints @berniemaloney 31
    32. 32. NLP MODEL OF COMMUNICATION @berniemaloney 32
    33. 33. NLP MODEL OF COMMUNICATION @berniemaloney 33 2B bps info
    34. 34. 2MB (~16 Mb) (HD 1920x1080) @berniemaloney 34
    35. 35. NLP MODEL OF COMMUNICATION @berniemaloney 35 2B bps info
    36. 36. NLP MODEL OF COMMUNICATION @berniemaloney 36 2B bps info Conscious Mind processes ~134 bps in groups of 7 +/- 2 “chunks”
    37. 37. 132 b (12 px by 11 px) @berniemaloney 37
    38. 38. NLP MODEL OF COMMUNICATION @berniemaloney 38 2B bps info Conscious Mind processes ~134 bps in groups of 7 +/- 2 “chunks” Delete Distort Generalize
    39. 39. NLP MODEL OF COMMUNICATION Unconscious Programming = Barrier: Friend or Foe? Fight or Flight? @berniemaloney 39 2B bps info Conscious Mind processes ~134 bps in groups of 7 +/- 2 “chunks” Delete Distort Generalize
    40. 40. Keep statements short (get multiple practice exchanges) Question || Short Response || Question back Keep movements gentle, and when noticed, offer similar behavior Pair off: Layer in Physical Mirroring & Matching @berniemaloney 40 Tone, Pitch Tempo: Speed & Cadence Timbre Volume
    41. 41. Insights: Physical Mirroring & Matching @berniemaloney 41
    42. 42. @berniemaloney 42
    43. 43. Keep statements short (get multiple practice exchanges) Question || Short Response || Question back Keep movements gentle, once physical rapport noticed, shift a little & observe Pair off: Pacing & Leading @berniemaloney 43
    44. 44. Insights: Pacing & Leading @berniemaloney 44
    45. 45. BONUS (time permitting): 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 @berniemaloney 45 Tone, Pitch Tempo: Speed & Cadence Timbre Volume
    46. 46. Insights: Verbal Mis-Matching @berniemaloney 46
    47. 47. SUMMARY @berniemaloney 47
    48. 48. TWO TYPES OF STUDENTS @berniemaloney 48
    49. 49. @berniemaloney 49
    50. 50. @berniemaloney 50
    51. 51. DECIDE: WHICH TYPE ARE YOU? @berniemaloney 51
    52. 52. Communication Goes (way, way, way) Beyond Words Tonality (35+%!) Words (7%): keys to how people represent information Physiological (55%!) @berniemaloney 52 55% 38% 7% Physiology Tonality Words
    53. 53. Building Rapport Lowers Unconscious Barriers @berniemaloney 53
    54. 54. 35+%: Observe & Signal Rapport by Verbal Matching Tone, Pitch Tempo: Speed & Cadence Timbre Volume @berniemaloney 54
    55. 55. RESOURCES Seminal Work: Richard Bandler & John Grinder, Frogs into Princes For a far easier Introduction: Michael Brooks, Instant Rapport (available in libraries) @berniemaloney 55
    56. 56. APPLIED RESOURCES FOR THOSE WHO LEAD 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 @berniemaloney 56
    57. 57. START RIGHT NOW @berniemaloney 57
    58. 58. @berniemaloney 58 Bernie Maloney, CSP PE, CSM, CSPO bit.ly/speedmygenius Agile Coach Accelerating Genius Turning Strategies into Results From Startup to Beyond $100M
    59. 59. FIN Ut Prosim. Namaste. @berniemaloney 59
    60. 60. @berniemaloney 60
    61. 61. IMAGES • Carrot http://www.channelweb.co.uk/IMG/857/190857/carrot-on- stick.jpg • Great Dane / Terrier http://www.dogguide.net/blog/wp- content/uploads/2009/03/2082382924_fc9bcd8ece1.jpg • Soccer Practice http://www.articulosweb.net/blog/wp- content/uploads/2012/03/el-entrenamiento-de-futbol-15.jpg • Meetings http://www.jobsooq.com/uploads/career_advice_img/13972 07185_CA-4.png • Bobblehead Telemarketer http://wanderingjew.typepad.com/photos/uncategorized/tel emarketer.jpg • Annoyed on Phone http://claudiabroome.com/blog/wp- content/uploads/2013/09/angry-woman.jpg • Pleased on Phone http://cf.ltkcdn.net/baby/images/std/4090-284x425- Online_showers.jpg • Speed Dating http://web.boardroominsiders.com/Portals/273391/images/s peed_dating.jpg • Math Clock http://media-cache- ec0.pinimg.com/736x/72/e4/72/72e4722fb5f68c2ad1fb8054 641a1d1b.jpg • Email Line http://www.alborsanews.com/beta/wp- content/uploads/2014/12/810.jpg • Smiling on Phone http://fordcrnagora.me/glavna_slika/ford_kontakt.jpg • Team Meeting http://www.doseofme.com/wp- content/uploads/2014/08/Development-Meeting- 600x450.jpg • Closed Gate https://www.flickr.com/photos/zenmama/1435969720/in/da teposted/ • Office Bobblehead http://s3.amazonaws.com/s3.timetoast.com/public/uploads/ photos/4620296/Dwight.jpg • Tennis http://www.nydailynews.com/sports/more-sports/venus- serena-williams-win-wimbledon-doubles-crown-article- 1.349563 • Singing https://sites.google.com/site/israel60programs/kolotpic1.JPG @berniemaloney 62
    62. 62. IMAGES • Spyglass http://www.garabatosydibujos.com/wp- content/uploads/2015/01/conocer.jpg • Santa Cruz Mountains https://s-media-cache- ak0.pinimg.com/236x/8c/71/24/8c71240963d7bfbef8afb8bd 351870b3.jpg • Satir Curve http://www.stevenmsmith.com/images/satir_graph.png • Footprints http://imagecache6.allposters.com/LRG/27/2723/8HIND00Z.j pg • Tree in Field http://p1.pichost.me/i/32/1548738.jpg • 5 Senses Composite http://www.thedailystar.net/sites/default/files/styles/big_5/ public/feature/images/senses-new.jpg • Lounging on Deck http://4.bp.blogspot.com/-KO- 7Bcy0dcM/TWazHZCTXEI/AAAAAAAAABQ/yk6t6ASGitQ/s320 /mirror1bg.jpg • Connected Head Threads http://owni.fr/files/2010/10/conversations.jpg • Cyclists http://cdn.media.cyclingnews.com/2009/11/18/1/ben_bostr om_and_manny_prado_pacing_600.jpg • Square Peg http://www.drivingretention.com/wp- content/uploads/2012/01/square-peg-round-hole- 300x225.jpg • Bookshelf http://in1.ccio.co/Z6/49/BE/273241902361347891E4uxcTUc c.jpg • Open Gate http://farm2.static.flickr.com/1129/670209311_704e524783. jpg • Frogs Into Princes http://smile.amazon.com/Frogs-into-Princes-Linguistic- Programming/dp/0911226192 • Instant Rapport http://smile.amazon.com/Instant-Rapport-Michael- Brooks/dp/0446391336 • Start with Why http://smile.amazon.com/Start-Why-Leaders-Inspire- Everyone/dp/1591846447 • Leader’s Guide to Radical Management http://smile.amazon.com/Leaders-Guide-Radical- Management-Reinventing/dp/0470548681 @berniemaloney 63

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