201206ieeesvtmc
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Slide Deck: © 2012 B. Maloney 1
CREATING INFLUENCEON DEMAND
Rapid Rapport:
IEEE SV Tech Mgt Council 6/12
TECHNOLOGY MANAGEMENT COUNCIL SILICON VALLEY / SAN FRANCISCO CHAPTER
JUNE 7, 2012
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INCREASE COMMUNICATIONEFFECTIVENESS UP TO 5X
What you get:
IEEE SV Tech Mgt Council 6/12
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WOULD IT BE OK TO SEE A DEMO?http://www.youtube.com/watch?v=YcTgjR5iV1Y
IEEE SV Tech Mgt Council 6/12
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Bernie Maloney PE, CSP
matrix management= Influence without Authority
Strategic Program Management
Neuro Linguistic Programming Practitioner
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I’VE GOT GOOD NEWS & BAD NEWS
IEEE SV Tech Mgt Council 6/12
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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
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 8
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WHY = FIRST IMPRESSIONS MATTERBefore Confirmation Bias
IEEE SV Tech Mgt Council 6/12
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Does the 1st 60 seconds really matter?
IEEE SV Tech Mgt Council 6/12
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Ever had a telemarketer call?
IEEE SV Tech Mgt Council 6/12
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& you asked to hear more?
IEEE SV Tech Mgt Council 6/12
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Even socially
IEEE SV Tech Mgt Council 6/12
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Confirmation Bias
IEEE SV Tech Mgt Council 6/12
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HOW: APPLICATIONS IN TECHNOLOGY TEAMS
IEEE SV Tech Mgt Council 6/12
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Communication Goes (way, way, way) Beyond Wordse.g. Ray Birdwhistle, University of Pennsylvania
Verbal vectors:
IEEE SV Tech Mgt Council 6/12
55%38%
7%
PhysiologyTonalityWords
Tone, PitchTempo: Speed & CadenceTimbreVolume
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Translating into (Agile) Practice
IEEE SV Tech Mgt Council 6/12
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7%
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35+%
IEEE SV Tech Mgt Council 6/12
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55%
IEEE SV Tech Mgt Council 6/12
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5X? OR 10X?What if teams increase communication effectiveness by even half this?
IEEE SV Tech Mgt Council 6/12
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THE TIP? LOWER UNCONSCIOUS BARRIERS
IEEE SV Tech Mgt Council 6/12
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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%!)
IEEE SV Tech Mgt Council 6/12
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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
IEEE SV Tech Mgt Council 6/12
Tone, PitchTempo: Speed & CadenceTimbreVolume
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Insights: Verbal Mirroring & Matching
IEEE SV Tech Mgt Council 6/12
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WHAT’S BEHIND THIS?Get the Abstraction
IEEE SV Tech Mgt Council 6/12
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It began in the Santa Cruz Mountains…
IEEE SV Tech Mgt Council 6/12
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Virginia Satir’s Change Model
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Principle: Success Leaves Footprints
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NLP MODEL OF COMMUNICATION
IEEE SV Tech Mgt Council 6/12
2B bps info
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2MB (~16 Mb)(HD 1920x1080)
IEEE SV Tech Mgt Council 6/12
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NLP MODEL OF COMMUNICATION
IEEE SV Tech Mgt Council 6/12
2B bps info
Conscious Mind processes~134 bps in groups of7 +/- 2 “chunks”
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132 b(12 px by 11 px)
IEEE SV Tech Mgt Council 6/12
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NLP MODEL OF COMMUNICATIONUnconscious Programming = Barrier: Friend or Foe? Fight or Flight?
IEEE SV Tech Mgt Council 6/12
2B bps info
Conscious Mind processes~134 bps in groups of7 +/- 2 “chunks”
DeleteDistortGeneralize
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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%!)
IEEE SV Tech Mgt Council 6/12
55%38%
7%
PhysiologyTonalityWords
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Building Rapport Lowers Unconscious Barriers
IEEE SV Tech Mgt Council 6/12
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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)
IEEE SV Tech Mgt Council 6/12
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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
IEEE SV Tech Mgt Council 6/12
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Bernie Maloney PE, CSP
Turning Strategies into ResultsFrom Startup to Beyond $100M
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FINUt Prosim. Namaste.
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