2011 sv forum el + marketing sig
DESCRIPTION
Verbal techniques to build rapport fast. Given to the Combined Engineering Leadership and Marketing Special Interest Groups of the SV Forum, 8/2011TRANSCRIPT
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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 PractitionerHealthy Chocolate Coach
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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: Mirroring & MatchingKeep statements short (get multiple practice exchanges)Person A: State an insight from this or another source todayPerson B: Respond using similar verbal behaviorsSwitch roles at signal
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Tone, PitchTempo: Speed & CadenceTimbreVolume
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Participant 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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Pair off: 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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Participant 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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APPLIED RESOURCESFOR THOSE WHO LEAD
A practical application to inspire action:Simon SinekStart With Why
A guide leveraging Agile to transform organizations :Stephen DenningThe Leader’s Guide to Radical Management
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Bernie Maloney, PE, CSMAgile Strategies & Tactics from Lab to Launch
about.me/berniemaloney
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FINUt Prosim. Namaste.
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