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.

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