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RAPID RAPPORTCreating Influence On Demand

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INCREASE COMMUNICATIONEFFECTIVENESS UP TO 5X

What you get:

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WOULD IT BE OK TO SEE A DEMO?http://www.youtube.com/watch?v=YcTgjR5iV1Y

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Bernie Maloney, PE, CSMProduct Line and Program Managementmatrix management = Influence without Authority

Neuro Linguistic Programming PractitionerSilicon Valley Code Camp

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I’VE GOT GOOD NEWS & BAD NEWS

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OUTLINE

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

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WHY = FIRST IMPRESSIONS MATTERBefore Confirmation Bias

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Does the 1st 60 seconds really matter?

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Ever had a telemarketer call?

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& you asked to hear more?

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Even socially

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Confirmation Bias

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HOW: APPLICATIONS IN TECHNOLOGY TEAMS

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Communication Goes (way, way, way) Beyond Wordse.g. Ray Birdwhistle, University of Pennsylvania

Verbal vectors:

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55%38%

7%

PhysiologyTonalityWords

Tone, PitchTempo: Speed & CadenceTimbreVolume

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Translating into (Agile) Practice

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7%

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35+%

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55%

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5X? OR 10X?What if teams increase communication effectiveness by even half this?

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THE TIP? LOWER UNCONSCIOUS BARRIERS

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The Principle

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Build Rapport: Offer similar patternsTonality (35+%!)Words (7%): keys to how people represent information – another talkPhysiological (55%!)

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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 signal

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Tone, PitchTempo: Speed & CadenceTimbreVolume

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Insights: Verbal Mirroring & Matching

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WHAT’S BEHIND THIS?Get the Abstraction

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It began in the Santa Cruz Mountains…

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Virginia Satir’s Change Model

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Principle: Success Leaves Footprints

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NLP MODEL OF COMMUNICATIONUnconscious Programming = Barrier: Friend or Foe? Fight or Flight?

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2B bps info

Mind processes~134 bps in groups of7 +/- 2 “chunks”

DeleteDistortGeneralize

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Keep statements short (get multiple practice exchanges)Question || Short Response || Question backKeep movements gentle, and when noticed, offer similar behavior

Pair off: Layer in Physical Mirroring & Matching

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Tone, PitchTempo: Speed & CadenceTimbreVolume

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Insights: Physical Mirroring & Matching

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Keep statements short (get multiple practice exchanges)Question || Short Response || Question backKeep movements gentle,

once physical rapport noticed, shift a little & observe

Pair off: Pacing & Leading

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Insights: Pacing & Leading

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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 signal

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Tone, PitchTempo: Speed & CadenceTimbreVolume

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Insights: Verbal Mis-Matching

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SUMMARY

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TWO TYPES OF STUDENTS

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DECIDE: WHICH TYPE ARE YOU?

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Communication Goes (way, way, way) Beyond Words

Tonality (35+%!)Words (7%): keys to how people represent informationPhysiological (55%!)

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55%38%

7%

PhysiologyTonalityWords

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Building Rapport Lowers Unconscious Barriers

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35+%: Observe & Signal Rapport by Verbal MatchingTone, PitchTempo: Speed & CadenceTimbreVolume

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RESOURCES

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

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

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Bernie Maloney, PE, CSMTurning Strategies into Results, from startup to beyond $100M

about.me/berniemaloneySilicon Valley Code Camp

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FINUt Prosim. Namaste.

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