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2011 SVCC: Creating Influence, On Demand
The document is a slide deck presentation about building rapport quickly through verbal communication techniques. It discusses how the first 60 seconds of an interaction matter in forming impressions and bias. It then explains how tone, pitch, tempo, timbre and volume account for over 35% of communication effectiveness. The presentation demonstrates mirroring techniques like matching tone, pace and body language to build rapport and lower unconscious barriers between people.
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2011 SVCC: Creating Influence, On Demand
- 1. Rapid rapportCreating InfluenceOn DemandSilicon Valley Code Camp1Slide Deck: © 2011 B. Maloney
- 2. Increase communicationeffectiveness upto 5xWhat you get:Silicon Valley Code Camp2Slide Deck: © 2011 B. Maloney
- 3. Would IT BEOK To SEE A DEMO?http://www.youtube.com/watch?v=YcTgjR5iV1YSilicon Valley Code CampSlide Deck: © 2011 B. Maloney3
- 4. Bernie Maloney, PE,CSMProduct Line and Program Managementmatrix management = Influence without AuthorityNeuro Linguistic Programming PractitionerSilicon Valley Code Camp4Slide Deck: © 2011 B. Maloney
- 5. I’ve got goodnews & bad newsSilicon Valley Code Camp5Slide Deck: © 2011 B. Maloney
- 6. Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney6
- 7. Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney7
- 8. outlineOutcome: Recognizeand Practice Verbal Technology to Build Rapport FastWhy: Significance and Basis
- 9. How: Applicationsin Technology Teams
- 10. What’s Behind This: Get the Abstraction
- 11. Summary & ResourcesSiliconValley Code CampSlide Deck: © 2011 B. Maloney8
- 12. WHY = FIRSTIMPRESSIONS MATTERBefore Confirmation BiasSilicon Valley Code CampSlide Deck: © 2011 B. Maloney9
- 13. Does the 1st60 seconds really matter?Silicon Valley Code Camp10Slide Deck: © 2011 B. Maloney
- 14. Ever had atelemarketer call?Silicon Valley Code Camp11Slide Deck: © 2011 B. Maloney
- 15. & you askedto hear more? Silicon Valley Code Camp12Slide Deck: © 2011 B. Maloney
- 16. Even sociallySilicon ValleyCode Camp13Slide Deck: © 2011 B. Maloney
- 17. Confirmation BiasSilicon ValleyCode CampSlide Deck: © 2011 B. Maloney14
- 18. HOW: APPLICATIONSIN TECHNOLOGY TEAMSSilicon Valley Code CampSlide Deck: © 2011 B. Maloney15
- 19. Communication Goes (way,way, way) Beyond Wordse.g. Ray Birdwhistle, University of PennsylvaniaVerbal vectors:Silicon Valley Code CampSlide Deck: © 2011 B. Maloney16Tone, PitchTempo: Speed & CadenceTimbreVolume
- 20. Translating into (Agile)PracticeSilicon Valley Code CampSlide Deck: © 2011 B. Maloney17
- 21. 7%Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney18
- 22. 35+%Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney19
- 23. 55%Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney20
- 24. 5x? Or 10x?Whatif teams increase communication effectiveness by even half this?Silicon Valley Code CampSlide Deck: © 2011 B. Maloney21
- 25. Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney22
- 26. THE TIP? LOWER UNCONSCIOUS BARRIERSSilicon Valley Code CampSlide Deck: © 2011 B. Maloney23
- 27. The PrincipleSilicon ValleyCode CampSlide Deck: © 2011 B. Maloney24
- 28. Build Rapport: Offer similar patternsTonality (35+%!)Words (7%): keys to how people represent information – another talkPhysiological (55%!)Silicon Valley Code CampSlide Deck: © 2011 B. Maloney25------------------------------------------
- 29. Pair off: Verbal Mirroring & MatchingKeep statements short (get multiple practice exchanges)Person A: Start with a QuestionPerson B: Short response, using similar verbal behaviors > QuestionSwitch roles at signalSilicon Valley Code CampSlide Deck: © 2011 B. Maloney26Tone, PitchTempo: Speed & CadenceTimbreVolume
- 30. Insights: VerbalMirroring & MatchingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney27
- 31. WHAT’s BEHIND THIS?Getthe AbstractionSilicon Valley Code CampSlide Deck: © 2011 B. Maloney28
- 32. It began inthe Santa Cruz Mountains…Silicon Valley Code CampSlide Deck: © 2011 B. Maloney29
- 33. Virginia Satir’s ChangeModelSilicon Valley Code CampSlide Deck: © 2011 B. Maloney30
- 34. Principle: SuccessLeaves FootprintsSilicon Valley Code CampSlide Deck: © 2011 B. Maloney31
- 35. NLP Model ofCommunicationUnconscious Programming = Barrier: Friend or Foe? Fight or Flight?Silicon Valley Code CampSlide Deck: © 2011 B. Maloney32Mind processes~134 bps in groups of7 +/- 2 “chunks”2B bps infoDeleteDistortGeneralize
- 36. Keep statements short(get multiple practice exchanges)Question || Short Response || Question backKeep movements gentle, and when noticed, offer similar behaviorPair off: Layer in Physical Mirroring & MatchingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney33Tone, PitchTempo: Speed & CadenceTimbreVolume
- 37. Insights: PhysicalMirroring & MatchingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney34
- 38. Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney35
- 39. Keep statements short(get multiple practice exchanges)Question || Short Response || Question backKeep movements gentle, once physical rapport noticed, shift a little & observePair off: Pacing & LeadingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney36
- 40. Insights: Pacing& LeadingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney37
- 41. BONUS (time permitting): Mis-MatchingKeep statements shortPerson A: State an insight from this or another source todayPerson B: Respond using VERY DIFFERENT verbal behaviorsSwitch roles at signalSilicon Valley Code CampSlide Deck: © 2011 B. Maloney38Tone, PitchTempo: Speed & CadenceTimbreVolume
- 42. Insights: VerbalMis-MatchingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney39
- 43. SUMMARYSilicon Valley CodeCampSlide Deck: © 2011 B. Maloney40
- 44. Two types ofstudentsSilicon Valley Code CampSlide Deck: © 2011 B. Maloney41
- 45. Silicon Valley CodeCampSlide Deck: © 2011 B. Maloney42
- 46. Silicon Valley CodeCamp43Slide Deck: © 2011 B. Maloney
- 47. DECIDE: WhichTYPE are you?Silicon Valley Code CampSlide Deck: © 2011 B. Maloney44
- 48. Communication Goes (way,way, way) Beyond WordsTonality (35+%!)Words (7%): keys to how people represent informationPhysiological (55%!)Silicon Valley Code CampSlide Deck: © 2011 B. Maloney45
- 49. Building Rapport LowersUnconscious BarriersSilicon Valley Code CampSlide Deck: © 2011 B. Maloney46
- 50. 35+%: Observe& Signal Rapport by Verbal MatchingTone, PitchTempo: Speed & CadenceTimbreVolumeSilicon Valley Code CampSlide Deck: © 2011 B. Maloney47
- 51. ResourcesSeminal Work:Richard Bandler& John Grinder,Frogs into PrincesFor a far easier Introduction:Michael Brooks, Instant Rapport (available in libraries)Silicon Valley Code CampSlide Deck: © 2011 B. Maloney48
Editor's Notes
- #15 Also, Fundamental Attribution Error, Denning p. 422004 Elections; Contradictory Statements; fMRI study at Emory Univeristy; blatantly self-contradictory statementsfMRI study showed areas associated with REASONING were inactive in participantsWhile areas associated with EMOTION were lit, including conflict resolutionOnce interpretation found to support original position, brain areas of REWARD & PLEASURE lit up – leading to reinforcement of original position