The slide deck discusses how to rapidly build rapport and influence through verbal and non-verbal communication techniques. It notes that over 50% of communication is non-verbal and suggests mirroring another's tones, pacing, and body language to build unconscious trust and lower barriers. Specific techniques are demonstrated like verbal mirroring, matching, and physical mirroring that can increase communication effectiveness 5-10x. The source material comes from neuro-linguistic programming and Virginia Satir's change model.

1. SILICON VALLEY
AGILE LEADERSHIP NETWORK
APRIL 10, 2012
AT
Rapid Rapport:
CREATING INFLUENCE
ON DEMAND
Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 1

2. What you get:
INCREASE COMMUNICATION
EFFECTIVENESS UP TO 5X
Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 2

3. http://www.youtube.com/watch?v=YcTgjR5iV1Y
WOULD IT BE OK TO SEE A DEMO?
Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 3

4. Bernie Maloney, CSP
PE, CSM, CSPO
Strategic Program Management
matrix management
= Influence without Authority
Neuro Linguistic Programming Practitioner
Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 4

5. I’VE GOT GOOD NEWS & BAD NEWS
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6. Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 6

7. Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 7

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
OUTLINE
Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 8

9. WHY = FIRST IMPRESSIONS MATTER
Before Confirmation Bias
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10. Does the 1st 60 seconds really matter?
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11. Ever had a telemarketer call?
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12. & you asked to hear more?
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13. Even socially
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14. Confirmation Bias
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15. HOW: APPLICATIONS IN TECHNOLOGY TEAMS
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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
Volume
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17. Translating into (Agile) Practice
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18. 7%
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19. 35+%
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20. 55%
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21. What if teams increase communication effectiveness by even half this?
5X? OR 10X?
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23. THE TIP? LOWER UNCONSCIOUS BARRIERS
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24. The Principle
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25. Build Rapport: Offer similar patterns
Tonality (35+%!)
--------------------- how people represent information – another talk
Words (7%): keys to
---------------------
Physiological (55%!)
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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 Volume
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27. Insights: Verbal Mirroring & Matching
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28. Get the Abstraction
WHAT’S BEHIND THIS?
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29. It began in the Santa Cruz Mountains…
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30. Virginia Satir’s Change Model
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31. Principle: Success Leaves Footprints
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32. 2B bps info
NLP MODEL OF COMMUNICATION
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33. 2MB (~16 Mb)
(HD 1920x1080)
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34. 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 COMMUNICATION
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35. Pair off: Layer in Physical Mirroring & Matching
Keep statements short (get multiple practice exchanges) Tone, Pitch
Question || Short Response || Question back Tempo: Speed & Cadence
Keep movements gentle, and when noticed, offer similar behavior Timbre
Volume
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36. Insights: Physical Mirroring & Matching
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38. BONUS (time permitting): Pacing & Leading
Keep statements short (get multiple practice exchanges)
Question || Short Response || Question back
Keep movements gentle,
once physical rapport noticed, shift a little & observe
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39. BONUS (time permitting): Mis-Matching
Keep statements short Tone, Pitch
Person A: State an insight from this or another source today Tempo: Speed & Cadence
Person B: Respond using VERY DIFFERENT verbal behaviors Timbre
Switch roles at signal Volume
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40. SUMMARY
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41. TWO TYPES OF STUDENTS
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44. DECIDE: WHICH TYPE ARE YOU?
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45. 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%!)
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46. Building Rapport Lowers Unconscious Barriers
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47. 35+%: Observe & Signal Rapport by Verbal Matching
Tone, Pitch
Tempo: Speed & Cadence
Timbre
Volume
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48. Seminal Work:
Richard Bandler & John Grinder,
Frogs into Princes
For a far easier Introduction:
Michael Brooks,
Instant Rapport
(available in libraries)
RESOURCES
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49. 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 LEAD
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50. Bernie Maloney, CSP
PE, CSM, CSPO
Turning Strategies into Results
From Startup to Beyond $100M
about.me/ berniemaloney
linkedin.com/in/ berniemaloney
slideshare.net / berniemaloney
gplus.to/ berniemaloney
twitter.com/#!/ berniemaloney
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51. Ut Prosim. Namaste.
FIN
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