2012svpcamp

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This slide deck discusses how to create influence through effective communication. It notes that only 7% of communication is based on words, while 38% is based on tonality and 55% on physiological factors like body language. It teaches how to build rapport by mirroring another's tonality, pace, and other verbal behaviors. This technique lowers unconscious barriers and can increase communication effectiveness up to 5-10x. The approach is based on principles of neuro-linguistic programming, which holds that mirroring builds rapport by signaling understanding on unconscious levels.

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Creating Influence On Demand

RAPID RAPPORT

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 1

What you get:

INCREASE COMMUNICATION
EFFECTIVENESS UP TO 5X

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 2

http://www.youtube.com/watch?v=YcTgjR5iV1Y

WOULD IT BE OK TO SEE A DEMO?

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 3

Bernie Maloney, CSP
PE, CSM, CSPO
Strategic Product Management

matrix management
= Influence without Authority

Neuro Linguistic Programming Practitioner
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 4

I’VE GOT GOOD NEWS & BAD NEWS

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 5

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 6

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 7

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

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 8

WHY = FIRST IMPRESSIONS MATTER
Before Confirmation Bias

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 9

Does the 1st 60 seconds really matter?

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 10

Ever had a telemarketer call?

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 11

& you asked to hear more?

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 12

Even socially

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 13

Confirmation Bias

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 14

HOW: APPLICATIONS IN TECHNOLOGY TEAMS

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 15

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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 16

Translating into (Agile) Practice

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 17

7%

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 18

35+%

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 19

55%

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 20

What if teams increase communication effectiveness by even half this?

5X? OR 10X?

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 21

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 22

THE TIP? LOWER UNCONSCIOUS BARRIERS

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 23

The Principle

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 24

Build Rapport: Offer similar patterns
Tonality (35+%!)
--------------------- how people represent information – another talk
Words (7%): keys to
---------------------
Physiological (55%!)

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 25

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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 26

Insights: Verbal Mirroring & Matching

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 27

Get the Abstraction

WHAT’S BEHIND THIS?

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 28

It began in the Santa Cruz Mountains…

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 29

Virginia Satir’s Change Model

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 30

Principle: Success Leaves Footprints

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 31

2B bps info

NLP MODEL OF COMMUNICATION

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 32

2MB (~16Mb)
(HD 1920x1080)

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 33

Conscious Mind processes
~134 bps
in groups of
2B bps info 7 +/- 2 “chunks”

NLP MODEL OF COMMUNICATION

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 34

132 b
(12 px by 11 px)

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 35

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

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 36

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 37

SUMMARY

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 38

TWO TYPES OF STUDENTS

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 39

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 40

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 41

DECIDE: WHICH TYPE ARE YOU?

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 42

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%!)

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 43

Building Rapport Lowers Unconscious Barriers

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 44

35+%: Observe & Signal Rapport by Verbal Matching
Tone, Pitch
Tempo: Speed & Cadence
Timbre
Volume
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 45

Seminal Work:
Richard Bandler & John Grinder,
Frogs into Princes

For a far easier Introduction:
Michael Brooks,
Instant Rapport
(available in libraries)

RESOURCES

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 46

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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 47

Ut Prosim. Namaste.

FIN

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 48

Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 49

The document is a slide deck about creating influence and building rapport. It discusses how non-verbal communication like tone of voice and body language account for over 90% of communication effectiveness. Building rapport by mirroring another's speech patterns can increase communication effectiveness up to 5 times by overcoming unconscious barriers. The deck traces the concepts back to origins in neuro-linguistic programming and provides resources for further learning.

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The document is a slide deck presentation given by Bernie Maloney to the Technology Management Council in Silicon Valley on June 7, 2012 about creating influence through verbal communication techniques. The presentation discusses how non-verbal elements like tone, pitch and tempo account for over 50% of communication effectiveness and how mirroring another's communication patterns can build rapport and lower unconscious barriers. It provides examples of how these verbal techniques can be applied in technology teams and outlines the neuro-linguistic programming principles behind rapid rapport building.

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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.

The document appears to be a slide deck presentation about creating influence through rapid rapport techniques. Some key points: - Rapid rapport can increase communication effectiveness up to 5 times by matching verbal behaviors like tone, pitch, tempo and vocabulary. - Building rapport lowers unconscious barriers and triggers confirmation bias, influencing how people perceive you in the first 60 seconds. - Demonstrations of verbal mirroring and matching techniques are used to build rapport. - The approach is based on principles of neuro-linguistic programming and using similarities in verbal and non-verbal communication to connect with others.

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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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The document discusses creating influence on demand through effective communication. It explains that communication is comprised of 55% physiology, 38% tonality, and 7% words. Mirroring another's verbal and physical behaviors can build rapport and lower unconscious barriers, increasing communication effectiveness up to 5 times. Practicing techniques like verbal mirroring, matching, pacing and leading with a partner can provide insights into non-verbal communication cues and their impact.

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2012svpcamp

4. Bernie Maloney, CSP PE, CSM, CSPO Strategic Product Management matrix management = Influence without Authority Neuro Linguistic Programming Practitioner Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 4

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 Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 8

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 Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 16

25. Build Rapport: Offer similar patterns Tonality (35+%!) --------------------- how people represent information – another talk Words (7%): keys to --------------------- Physiological (55%!) Creating Influence, On Demand 1203 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 Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 26

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 Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 36

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%!) Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 43

46. Seminal Work: Richard Bandler & John Grinder, Frogs into Princes For a far easier Introduction: Michael Brooks, Instant Rapport (available in libraries) RESOURCES Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 46

47. 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 Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 47

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