201204-SVALN

Slide Deck: © 2012 B. Maloney 1

CREATING INFLUENCEON DEMAND

Rapid Rapport:

Rapid Rapport SVALN 2012-04

SILICON VALLEY AGILE LEADERSHIP NETWORKAPRIL 10, 2012 AT


INCREASE COMMUNICATIONEFFECTIVENESS UP TO 5X

What you get:



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


Slide Deck: © 2012 B. Maloney 4Rapid Rapport SVALN 2012-04

Bernie Maloney, CSPPE, CSM, CSPO

matrix management= Influence without Authority

Strategic Program Management

Neuro Linguistic Programming Practitioner


I’VE GOT GOOD NEWS & BAD NEWS




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

Rapid Rapport SVALN 2012-04 Slide Deck: © 2012 B. Maloney 8


WHY = FIRST IMPRESSIONS MATTERBefore Confirmation Bias



Does the 1st 60 seconds really matter?



Ever had a telemarketer call?



& you asked to hear more?



Even socially



Confirmation Bias



HOW: APPLICATIONS IN TECHNOLOGY TEAMS



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

Verbal vectors:


55%38%

7%

PhysiologyTonalityWords

Tone, PitchTempo: Speed & CadenceTimbreVolume


Translating into (Agile) Practice



7%



35+%



55%



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




THE TIP? LOWER UNCONSCIOUS BARRIERS



The Principle



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


------------------------------------------


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




Insights: Verbal Mirroring & Matching



WHAT’S BEHIND THIS?Get the Abstraction



It began in the Santa Cruz Mountains…



Virginia Satir’s Change Model



Principle: Success Leaves Footprints



NLP MODEL OF COMMUNICATION


2B bps info


2MB (~16 Mb)(HD 1920x1080)



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


2B bps info

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

DeleteDistortGeneralize


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




Insights: Physical Mirroring & Matching




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

once physical rapport noticed, shift a little & observe

BONUS (time permitting): Pacing & Leading



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




SUMMARY



TWO TYPES OF STUDENTS





DECIDE: WHICH TYPE ARE YOU?



Communication Goes (way, way, way) Beyond Words

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


55%38%

7%

PhysiologyTonalityWords


Building Rapport Lowers Unconscious Barriers



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



RESOURCES

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

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



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



Bernie Maloney, CSPPE, CSM, CSPO

Turning Strategies into ResultsFrom Startup to Beyond $100M

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FINUt Prosim. Namaste.



201204-SVALN

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