1. TECHNOLOGY MANAGEMENT COUNCIL
SILICON VALLEY / SAN FRANCISCO CHAPTER
JUNE 7, 2012
Rapid Rapport:
CREATING INFLUENCE
ON DEMAND
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 1

2. What you get:
INCREASE COMMUNICATION
EFFECTIVENESS UP TO 5X
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 2

3. http://www.youtube.com/watch?v=YcTgjR5iV1Y
WOULD IT BE OK TO SEE A DEMO?
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 3

4. Bernie Maloney
PE, CSP
Strategic Program Management
matrix management
= Influence without Authority
Neuro Linguistic Programming Practitioner
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 4

5. I’VE GOT GOOD NEWS & BAD NEWS
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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
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9. WHY = FIRST IMPRESSIONS MATTER
Before Confirmation Bias
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10. Does the 1st 60 seconds really matter?
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11. Ever had a telemarketer call?
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12. & you asked to hear more?
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13. Even socially
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14. Confirmation Bias
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15. HOW: APPLICATIONS IN TECHNOLOGY TEAMS
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 15

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
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17. Translating into (Agile) Practice
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18. 7%
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19. 35+%
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20. 55%
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 20

21. What if teams increase communication effectiveness by even half this?
5X? OR 10X?
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23. THE TIP? LOWER UNCONSCIOUS BARRIERS
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24. The Principle
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25. Build Rapport: Offer similar patterns
Tonality (35+%!)
--------------------- how people represent information – another talk
Words (7%): keys to
---------------------
Physiological (55%!)
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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
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27. Insights: Verbal Mirroring & Matching
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28. Get the Abstraction
WHAT’S BEHIND THIS?
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29. It began in the Santa Cruz Mountains…
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30. Virginia Satir’s Change Model
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31. Principle: Success Leaves Footprints
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32. 2B bps info
NLP MODEL OF COMMUNICATION
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33. 2MB (~16 Mb)
(HD 1920x1080)
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34. Conscious Mind processes
~134 bps
in groups of
2B bps info 7 +/- 2 “chunks”
NLP MODEL OF COMMUNICATION
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35. 132 b
(12 px by 11 px)
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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
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38. SUMMARY
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39. TWO TYPES OF STUDENTS
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42. DECIDE: WHICH TYPE ARE YOU?
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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%!)
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 43

44. Building Rapport Lowers Unconscious Barriers
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45. 35+%: Observe & Signal Rapport by Verbal Matching
Tone, Pitch
Tempo: Speed & Cadence
Timbre
Volume
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46. Seminal Work:
Richard Bandler & John Grinder,
Frogs into Princes
For a far easier Introduction:
Michael Brooks,
Instant Rapport
(available in libraries)
RESOURCES
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 46

47. A practical application to inspire action:
Simon Sinek
Start With Why
A guide leveraging Agile to transform organizations :
Stephen Denning
The Leader’s Guide to Radical Management
APPLIED RESOURCES
FOR THOSE WHO LEAD
IEEE SV Tech Mgt Council 6/12 Slide Deck: © 2012 B. Maloney 47

48. Bernie Maloney
PE, CSP
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
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49. Ut Prosim. Namaste.
FIN
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