2011 SVCC: Creating Influence, On Demand
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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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2011 SVCC: Creating Influence, On Demand
- 1. Rapid rapport Creating Influence On Demand Silicon Valley Code Camp 1 Slide Deck: © 2011 B. Maloney
- 2. Increase communicationeffectiveness up to 5x What you get: Silicon Valley Code Camp 2 Slide Deck: © 2011 B. Maloney
- 3. Would IT BE OK To SEE A DEMO? http://www.youtube.com/watch?v=YcTgjR5iV1Y Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 3
- 4. Bernie Maloney, PE, CSMProduct Line and Program Managementmatrix management = Influence without Authority Neuro Linguistic Programming Practitioner Silicon Valley Code Camp 4 Slide Deck: © 2011 B. Maloney
- 5. I’ve got good news & bad news Silicon Valley Code Camp 5 Slide Deck: © 2011 B. Maloney
- 6. Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 6
- 7. Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 7
- 9. How: Applications in Technology Teams
- 10. What’s Behind This: Get the Abstraction
- 11. Summary & ResourcesSilicon Valley Code Camp Slide Deck: © 2011 B. Maloney 8
- 12. WHY = FIRST IMPRESSIONS MATTER Before Confirmation Bias Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 9
- 13. Does the 1st 60 seconds really matter? Silicon Valley Code Camp 10 Slide Deck: © 2011 B. Maloney
- 14. Ever had a telemarketer call? Silicon Valley Code Camp 11 Slide Deck: © 2011 B. Maloney
- 15. & you asked to hear more? Silicon Valley Code Camp 12 Slide Deck: © 2011 B. Maloney
- 16. Even socially Silicon Valley Code Camp 13 Slide Deck: © 2011 B. Maloney
- 17. Confirmation Bias Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 14
- 18. HOW: APPLICATIONS IN TECHNOLOGY TEAMS Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 15
- 19. Communication Goes (way, way, way) Beyond Wordse.g. Ray Birdwhistle, University of Pennsylvania Verbal vectors: Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 16 Tone, Pitch Tempo: Speed & Cadence Timbre Volume
- 20. Translating into (Agile) Practice Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 17
- 21. 7% Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 18
- 22. 35+% Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 19
- 23. 55% Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 20
- 24. 5x? Or 10x? What if teams increase communication effectiveness by even half this? Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 21
- 25. Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 22
- 26. THE TIP? LOWER UNCONSCIOUS BARRIERS Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 23
- 27. The Principle Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 24
- 28. Build Rapport: Offer similar patterns Tonality (35+%!) Words (7%): keys to how people represent information – another talk Physiological (55%!) Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 25 --------------------- ---------------------
- 29. Pair off: Verbal Mirroring & Matching Keep statements short (get multiple practice exchanges) Person A: Start with a Question Person B: Short response, using similar verbal behaviors > Question Switch roles at signal Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 26 Tone, Pitch Tempo: Speed & Cadence Timbre Volume
- 30. Insights: Verbal Mirroring & Matching Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 27
- 31. WHAT’s BEHIND THIS? Get the Abstraction Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 28
- 32. It began in the Santa Cruz Mountains… Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 29
- 33. Virginia Satir’s Change Model Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 30
- 34. Principle: Success Leaves Footprints Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 31
- 35. NLP Model of Communication Unconscious Programming = Barrier: Friend or Foe? Fight or Flight? Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 32 Mind processes~134 bps in groups of 7 +/- 2 “chunks” 2B bps info Delete Distort Generalize
- 36. Keep statements short (get multiple practice exchanges) Question || Short Response || Question back Keep movements gentle, and when noticed, offer similar behavior Pair off: Layer in Physical Mirroring & Matching Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 33 Tone, Pitch Tempo: Speed & Cadence Timbre Volume
- 37. Insights: Physical Mirroring & Matching Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 34
- 38. Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 35
- 39. Keep statements short (get multiple practice exchanges) Question || Short Response || Question back Keep movements gentle, once physical rapport noticed, shift a little & observe Pair off: Pacing & Leading Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 36
- 40. Insights: Pacing & Leading Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 37
- 41. BONUS (time permitting): Mis-Matching Keep statements short Person A: State an insight from this or another source today Person B: Respond using VERY DIFFERENT verbal behaviors Switch roles at signal Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 38 Tone, Pitch Tempo: Speed & Cadence Timbre Volume
- 42. Insights: Verbal Mis-Matching Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 39
- 43. SUMMARY Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 40
- 44. Two types of students Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 41
- 45. Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 42
- 46. Silicon Valley Code Camp 43 Slide Deck: © 2011 B. Maloney
- 47. DECIDE: Which TYPE are you? Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 44
- 48. Communication Goes (way, way, way) Beyond Words Tonality (35+%!) Words (7%): keys to how people represent information Physiological (55%!) Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 45
- 49. Building Rapport Lowers Unconscious Barriers Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 46
- 50. 35+%: Observe & Signal Rapport by Verbal Matching Tone, Pitch Tempo: Speed & Cadence Timbre Volume Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 47
- 51. Resources Seminal Work:Richard Bandler & John Grinder,Frogs into Princes For a far easier Introduction:Michael Brooks, Instant Rapport (available in libraries) Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 48
- 52. Bernie Maloney, PE, CSMTurning Strategies into Results, from startup to beyond $100M about.me/berniemaloney Silicon Valley Code Camp 49 Slide Deck: © 2011 B. Maloney
- 53. FIN UtProsim. Namaste. Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 50
- 54. Silicon Valley Code Camp Slide Deck: © 2011 B. Maloney 51
Editor's Notes
- Also, Fundamental Attribution Error, Denning p. 422004 Elections; Contradictory Statements; fMRI study at Emory Univeristy; blatantly self-contradictory statementsfMRI study showed areas associated with REASONING were inactive in participantsWhile areas associated with EMOTION were lit, including conflict resolutionOnce interpretation found to support original position, brain areas of REWARD & PLEASURE lit up – leading to reinforcement of original position