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Rapid rapportCreating Influence On DemandSilicon Valley Code Camp1Slide Deck:  © 2011 B. Maloney
Increase communicationeffectiveness up to 5xWhat you get:Silicon Valley Code Camp2Slide Deck:  © 2011 B. Maloney
Would IT BE OK To SEE A DEMO?http://www.youtube.com/watch?v=YcTgjR5iV1YSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney3
Bernie Maloney, PE, CSMProduct Line and Program Managementmatrix management = Influence without AuthorityNeuro Linguistic Programming PractitionerSilicon Valley Code Camp4Slide Deck:  © 2011 B. Maloney
I’ve got good news & bad newsSilicon Valley Code Camp5Slide Deck:  © 2011 B. Maloney
Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney6
Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney7
outlineOutcome:  Recognize and Practice Verbal Technology to Build Rapport			FastWhy:  Significance and Basis
How:  Applications in Technology Teams
What’s Behind This:  Get the Abstraction
Summary & ResourcesSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney8
WHY = FIRST IMPRESSIONS MATTERBefore Confirmation BiasSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney9
Does the 1st 60 seconds really matter?Silicon Valley Code Camp10Slide Deck:  © 2011 B. Maloney
Ever had a telemarketer call?Silicon Valley Code Camp11Slide Deck:  © 2011 B. Maloney
& you asked to hear more? Silicon Valley Code Camp12Slide Deck:  © 2011 B. Maloney
Even sociallySilicon Valley Code Camp13Slide Deck:  © 2011 B. Maloney
Confirmation BiasSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney14
HOW:  APPLICATIONS IN TECHNOLOGY TEAMSSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney15
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
Translating into (Agile) PracticeSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney17
7%Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney18
35+%Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney19
55%Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney20
5x?						Or  	10x?What if teams increase communication effectiveness by even half this?Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney21
Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney22
THE TIP?  LOWER UNCONSCIOUS BARRIERSSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney23
The PrincipleSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney24
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------------------------------------------
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
Insights:  Verbal Mirroring & MatchingSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney27
WHAT’s BEHIND THIS?Get the AbstractionSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney28
It began in the Santa Cruz Mountains…Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney29
Virginia Satir’s Change ModelSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney30
Principle:  Success Leaves FootprintsSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney31
NLP Model of CommunicationUnconscious 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
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
Insights:  Physical Mirroring & MatchingSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney34
Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney35
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
Insights:  Pacing & LeadingSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney37
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
Insights:  Verbal Mis-MatchingSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney39
SUMMARYSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney40
Two types of studentsSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney41
Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney42
Silicon Valley Code Camp43Slide Deck:  © 2011 B. Maloney
DECIDE:  Which TYPE are you?Silicon Valley Code CampSlide Deck:  © 2011 B. Maloney44
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
Building Rapport Lowers Unconscious BarriersSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney46
35+%:  Observe & Signal Rapport by Verbal MatchingTone, PitchTempo:  Speed & CadenceTimbreVolumeSilicon Valley Code CampSlide Deck:  © 2011 B. Maloney47
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

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2011 SVCC: Creating Influence, On Demand

  • 1. Rapid rapportCreating Influence On DemandSilicon Valley Code Camp1Slide Deck: © 2011 B. Maloney
  • 2. Increase communicationeffectiveness up to 5xWhat you get:Silicon Valley Code Camp2Slide Deck: © 2011 B. Maloney
  • 3. Would IT BE OK 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 good news & bad newsSilicon Valley Code Camp5Slide Deck: © 2011 B. Maloney
  • 6. Silicon Valley Code CampSlide Deck: © 2011 B. Maloney6
  • 7. Silicon Valley Code CampSlide Deck: © 2011 B. Maloney7
  • 8. outlineOutcome: Recognize and Practice Verbal Technology to Build Rapport FastWhy: Significance and Basis
  • 9. How: Applications in Technology Teams
  • 10. What’s Behind This: Get the Abstraction
  • 11. Summary & ResourcesSilicon Valley Code CampSlide Deck: © 2011 B. Maloney8
  • 12. WHY = FIRST IMPRESSIONS MATTERBefore Confirmation BiasSilicon Valley Code CampSlide Deck: © 2011 B. Maloney9
  • 13. Does the 1st 60 seconds really matter?Silicon Valley Code Camp10Slide Deck: © 2011 B. Maloney
  • 14. Ever had a telemarketer call?Silicon Valley Code Camp11Slide Deck: © 2011 B. Maloney
  • 15. & you asked to hear more? Silicon Valley Code Camp12Slide Deck: © 2011 B. Maloney
  • 16. Even sociallySilicon Valley Code Camp13Slide Deck: © 2011 B. Maloney
  • 17. Confirmation BiasSilicon Valley Code CampSlide Deck: © 2011 B. Maloney14
  • 18. HOW: APPLICATIONS IN 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 Code CampSlide Deck: © 2011 B. Maloney18
  • 22. 35+%Silicon Valley Code CampSlide Deck: © 2011 B. Maloney19
  • 23. 55%Silicon Valley Code CampSlide Deck: © 2011 B. Maloney20
  • 24. 5x? Or 10x?What if teams increase communication effectiveness by even half this?Silicon Valley Code CampSlide Deck: © 2011 B. Maloney21
  • 25. Silicon Valley Code CampSlide Deck: © 2011 B. Maloney22
  • 26. THE TIP? LOWER UNCONSCIOUS BARRIERSSilicon Valley Code CampSlide Deck: © 2011 B. Maloney23
  • 27. The PrincipleSilicon Valley Code 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: Verbal Mirroring & MatchingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney27
  • 31. WHAT’s BEHIND THIS?Get the AbstractionSilicon Valley Code CampSlide Deck: © 2011 B. Maloney28
  • 32. It began in the Santa Cruz Mountains…Silicon Valley Code CampSlide Deck: © 2011 B. Maloney29
  • 33. Virginia Satir’s Change ModelSilicon Valley Code CampSlide Deck: © 2011 B. Maloney30
  • 34. Principle: Success Leaves FootprintsSilicon Valley Code CampSlide Deck: © 2011 B. Maloney31
  • 35. NLP Model of CommunicationUnconscious 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: Physical Mirroring & MatchingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney34
  • 38. Silicon Valley Code CampSlide 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: Verbal Mis-MatchingSilicon Valley Code CampSlide Deck: © 2011 B. Maloney39
  • 43. SUMMARYSilicon Valley Code CampSlide Deck: © 2011 B. Maloney40
  • 44. Two types of studentsSilicon Valley Code CampSlide Deck: © 2011 B. Maloney41
  • 45. Silicon Valley Code CampSlide Deck: © 2011 B. Maloney42
  • 46. Silicon Valley Code Camp43Slide Deck: © 2011 B. Maloney
  • 47. DECIDE: Which TYPE 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 Lowers Unconscious 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
  • 52. Bernie Maloney, PE, CSMTurning Strategies into Results, from startup to beyond $100Mabout.me/berniemaloneySilicon Valley Code Camp49Slide Deck: © 2011 B. Maloney
  • 53. FINUtProsim. Namaste.Silicon Valley Code CampSlide Deck: © 2011 B. Maloney50
  • 54. Silicon Valley Code CampSlide Deck: © 2011 B. Maloney51

Editor's Notes

  1. 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