Weitere ähnliche Inhalte Mehr von Bernie Maloney (12) Kürzlich hochgeladen (14) 2012 SVCC Creating Influence, On Demand1. OPENING SESSION
SATURDAY OCTOBER 6, 2012
AT
Rapid Rapport:
CREATING INFLUENCE
ON DEMAND
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2. What you get:
INCREASE COMMUNICATION
EFFECTIVENESS UP TO 5X
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4. Bernie Maloney, CSP
PE, CSM, CSPO
Agile Coach
Influence without Authority
Certified
Neuro Linguistic Programming Practitioner
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5. I’VE GOT GOOD NEWS & BAD NEWS
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9. Outcome: Recognize and Practice
Verbal Technology to Create Influence On Demand
• Why: Significance and Basis
• How: Applications in Technology Teams
• What’s Behind This: Get the Abstraction
• Summary & Resources
OUTLINE
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10. WHY = FIRST IMPRESSIONS MATTER
Before Confirmation Bias
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11. Does the 1st 60 seconds really matter?
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12. Ever had a telemarketer call?
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13. & you asked to hear more?
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17. 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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22. What if teams increase communication effectiveness by even half this?
5X? OR 10X?
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24. THE TIP? LOWER UNCONSCIOUS BARRIERS
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26. Build Rapport: Offer similar patterns
Tonality (35+%!)
--------------------- how people represent information – another talk
Words (7%): keys to
---------------------
Physiological (55%!)
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27. 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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29. Get the Abstraction
WHAT’S BEHIND THIS?
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30. It began in the Santa Cruz Mountains…
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33. 2B bps info
NLP MODEL OF COMMUNICATION
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34. 2MB (~16 Mb)
(HD 1920x1080)
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35. Conscious Mind processes
~134 bps
in groups of
2B bps info 7 +/- 2 “chunks”
NLP MODEL OF COMMUNICATION
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36. 132 b
(12 px by 11 px)
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37. 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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41. TWO TYPES OF STUDENTS
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45. 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%!)
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47. 35+%: Observe & Signal Rapport by Verbal Matching
Tone, Pitch
Tempo: Speed & Cadence
Timbre
Volume
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48. Seminal Work:
Richard Bandler & John Grinder,
Frogs into Princes
For a far easier Introduction:
Michael Brooks,
Instant Rapport
(available in libraries)
RESOURCES
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50. Saturday November 3, 2012
Nokia, Sunnyvale
VOTE: bit.ly/mcsv12influence
Building Products that Delight Customers:
Hands-on Product Management
30 Students
Stanford Continuing Studies – BUS 15
1st Class: January 28, 2013
FUTURE PRESENTATIONS
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51. Bernie Maloney, CSP
PE, CSM, CSPO
Turning Strategies into Results
For People, Teams & Businesses
From Startup to Beyond $100M
twitter.com/#!/ berniemaloney
slideshare.net/ berniemaloney
about.me/ berniemaloney
quitsmokingin60.com/ berniemaloney
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Hinweis der Redaktion 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