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201206IEEESVTMC
- 1. TECHNOLOGY MANAGEMENT COUNCIL
SILICON VALLEY / SAN FRANCISCO CHAPTER
JUNE 7, 2012
Rapid Rapport:
CREATING INFLUENCE
ON DEMAND
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 1
- 2. What you get:
INCREASE COMMUNICATION
EFFECTIVENESS UP TO 5X
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 2
- 4. Bernie Maloney
PE, CSP
Strategic Program Management
matrix management
= Influence without Authority
Neuro Linguistic Programming Practitioner
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 4
- 5. I’VE GOT GOOD NEWS & BAD NEWS
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 5
- 6. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 6
- 7. IEEE SV Tech Mgt Council 6/12 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
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 8
- 9. WHY = FIRST IMPRESSIONS MATTER
Before Confirmation Bias
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 9
- 10. Does the 1st 60 seconds really matter?
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 10
- 11. Ever had a telemarketer call?
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 11
- 12. & you asked to hear more?
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 12
- 15. HOW: APPLICATIONS IN TECHNOLOGY TEAMS
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 15
- 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
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 16
- 21. What if teams increase communication effectiveness by even half this?
5X? OR 10X?
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 21
- 22. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 22
- 23. THE TIP? LOWER UNCONSCIOUS BARRIERS
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 23
- 25. Build Rapport: Offer similar patterns
Tonality (35+%!)
--------------------- how people represent information – another talk
Words (7%): keys to
---------------------
Physiological (55%!)
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 25
- 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
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 26
- 28. Get the Abstraction
WHAT’S BEHIND THIS?
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 28
- 29. It began in the Santa Cruz Mountains…
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 29
- 32. 2B bps info
NLP MODEL OF COMMUNICATION
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 32
- 33. 2MB (~16 Mb)
(HD 1920x1080)
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 33
- 34. Conscious Mind processes
~134 bps
in groups of
2B bps info 7 +/- 2 “chunks”
NLP MODEL OF COMMUNICATION
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 34
- 35. 132 b
(12 px by 11 px)
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 35
- 36. 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
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 36
- 37. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 37
- 39. TWO TYPES OF STUDENTS
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 39
- 40. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 40
- 41. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 41
- 42. DECIDE: WHICH TYPE ARE YOU?
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 42
- 43. 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%!)
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 43
- 45. 35+%: Observe & Signal Rapport by Verbal Matching
Tone, Pitch
Tempo: Speed & Cadence
Timbre
Volume
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 45
- 46. Seminal Work:
Richard Bandler & John Grinder,
Frogs into Princes
For a far easier Introduction:
Michael Brooks,
Instant Rapport
(available in libraries)
RESOURCES
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 46
- 47. 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
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 47
- 48. Bernie Maloney
PE, CSP
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
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 48
- 50. IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 50