This slide deck discusses how to create influence through effective communication. It notes that only 7% of communication is based on words, while 38% is based on tonality and 55% on physiological factors like body language. It teaches how to build rapport by mirroring another's tonality, pace, and other verbal behaviors. This technique lowers unconscious barriers and can increase communication effectiveness up to 5-10x. The approach is based on principles of neuro-linguistic programming, which holds that mirroring builds rapport by signaling understanding on unconscious levels.

1. AT
Creating Influence On Demand
RAPID RAPPORT
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 1

2. What you get:
INCREASE COMMUNICATION
EFFECTIVENESS UP TO 5X
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 2

3. http://www.youtube.com/watch?v=YcTgjR5iV1Y
WOULD IT BE OK TO SEE A DEMO?
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 3

4. Bernie Maloney, CSP
PE, CSM, CSPO
Strategic Product Management
matrix management
= Influence without Authority
Neuro Linguistic Programming Practitioner
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 4

5. I’VE GOT GOOD NEWS & BAD NEWS
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 5

6. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 6

7. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 7

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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 8

9. WHY = FIRST IMPRESSIONS MATTER
Before Confirmation Bias
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 9

10. Does the 1st 60 seconds really matter?
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 10

11. Ever had a telemarketer call?
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 11

12. & you asked to hear more?
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 12

13. Even socially
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 13

14. Confirmation Bias
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 14

15. HOW: APPLICATIONS IN TECHNOLOGY TEAMS
Creating Influence, On Demand 1203 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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 16

17. Translating into (Agile) Practice
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 17

18. 7%
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 18

19. 35+%
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 19

20. 55%
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 20

21. What if teams increase communication effectiveness by even half this?
5X? OR 10X?
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 21

22. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 22

23. THE TIP? LOWER UNCONSCIOUS BARRIERS
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 23

24. The Principle
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 24

25. Build Rapport: Offer similar patterns
Tonality (35+%!)
--------------------- how people represent information – another talk
Words (7%): keys to
---------------------
Physiological (55%!)
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 25

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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 26

27. Insights: Verbal Mirroring & Matching
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 27

28. Get the Abstraction
WHAT’S BEHIND THIS?
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 28

29. It began in the Santa Cruz Mountains…
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 29

30. Virginia Satir’s Change Model
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31. Principle: Success Leaves Footprints
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 31

32. 2B bps info
NLP MODEL OF COMMUNICATION
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33. 2MB (~16Mb)
(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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 34

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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37. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 37

38. SUMMARY
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 38

39. TWO TYPES OF STUDENTS
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40. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 40

41. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 41

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%!)
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 43

44. Building Rapport Lowers Unconscious Barriers
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 44

45. 35+%: Observe & Signal Rapport by Verbal Matching
Tone, Pitch
Tempo: Speed & Cadence
Timbre
Volume
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 45

46. Seminal Work:
Richard Bandler & John Grinder,
Frogs into Princes
For a far easier Introduction:
Michael Brooks,
Instant Rapport
(available in libraries)
RESOURCES
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 46

47. Bernie Maloney, CSP
PE, CSM, CSPO
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
Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 47

48. Ut Prosim. Namaste.
FIN
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49. Creating Influence, On Demand 1203 Slide Deck: © 2012 B. Maloney 49