Hypnosis-inspired communication for tech leaders: Insights from our Sydney G-EE-K talk

Equal Experts swapped pen-testing for pendulums and computer programming for neurolinguistic programming at our latest G-EE-K event in Sydney.

Principal Consultant and qualified clinical hypnotherapist Andy Palmer took to the stage in April to present “Lead with intent: Hypnosis-inspired communication.” As technologists, we often obsess over code quality and solution architecture, yet we frequently neglect the most critical system that we interact with – the human mind.

Drawing on his extensive consulting experience, Andy shared the communication techniques top technologists use to influence executives and align teams. He explored the fascinating intersection of hypnosis, linguistics, and leadership, offering practical strategies to frame ideas, guide decisions, and align teams, so a message is not just heard, but acted upon.

Hypnosis and the myth of control

When people hear “hypnosis”, they often think of Svengali-style mind control or stage performers making people cluck like chickens. But this is a myth. As Andy explained, hypnosis isn’t about taking control; it’s about finding a way to connect with people and using subtle communication techniques or the right suggestions so the person chooses to act.

How we communicate is just as important as what we communicate. The words we choose, the way we tailor messages to a specific audience, and even the tone of our voice can determine whether a project is green-lit or if it stalls indefinitely.

Rational riders and emotional elephants

To explain why logical, well-thought-out plans often fail to gain traction with stakeholders and decision makers, Andy shared a metaphor of a rider, an elephant and a road, taken from the book Switch, by Chip and Dan Heath.

• The rider: The logical, rational part of the brain. It can see the road ahead and create a plan about how to get to the destination.
• The elephant: The emotional side, driven by intuition, habits and instincts.
• The road: The environment or context in which we move.

A rider can sweep the road clear and plan the perfect route, but it won’t matter if the elephant is stampeding in the wrong direction or isn’t motivated to move. To get true buy-in, you have to address both the rider and the elephant.

Stakeholders need to be presented with facts in a way that impacts their emotional response. Visual examples, real-world stories or practical demonstrations bring things to life and can move decision makers to support plans quicker and more effectively than dashboards and spreadsheets.

Key techniques for tech leads

Andy highlighted several techniques to help technologists communicate better and lead with intent.

• Ensure everyone is pulling in the same direction: Getting early alignment on goals and plans can prevent disagreements later in the process, particularly when time, cost and resource constraints emerge.
• The “Yes set”: Before introducing a big idea, establish a pattern of agreement. Start with already agreed truths like “we need to identify the bottleneck” or “we need to deploy more frequently”. Once the “Yes” pattern is set, the brain is more primed to accept the following proposal.
• Bridge the expert-novice gap: Experts often have “Unknown Knowns” – instinctive knowledge they forget others don’t have. An expert dev telling a junior to “just fix the bug”  without detailing how is like a chef telling a novice cook to “add just enough salt”. Expert leadership requires us to externalise those instincts into clear communication.
• Focus on the problem, not the solution: You don’t solve a leaky roof by adding a bucket to catch the water. Tech leaders need to look beyond the proposed solutions and address the actual problem to make a real, lasting impact.
• Align the desired outcome with the default option: Paved roads, sensible nudges and frictionless processes can help ensure that following the easiest path results in what you aimed to accomplish.
• Consider language choices: Metaphors, rhyme and repetition are all effective communication techniques in the psychology of persuasion and can be used day-to-day to influence decision making.

With our G-EE-K conversations traditionally focused on technology techniques, new tools or best practices, Andy’s talk was a refreshing change, providing tangible advice that everyone could utilise in their day-to-day work, regardless of role or expertise.

By employing some of the techniques from clinical hypnotherapy and neurolinguistic programming, technologists can gain clarity in their approach, lead with confidence, and ensure their ideas are heard by key decision makers.

Join our growing technology community in Australia

Our G-EE-K, also known as G[=]K, technology event series officially launched in Australia in 2024. More than just talks for technology practitioners, they embody our core values of knowledge sharing, fostering communities and uplifting individuals with new skills or capabilities that they can take back to their own organisations.

Missed out on this G-EE-K talk? Watch out for details of future events in Sydney and Melbourne. If you’re interested in learning more about the Equal Experts or our Network, contact the Australia team now.

About the author

Prasanna Murugavel is Head of People and Community at Equal Experts APAC. With more than 17 years of experience in global HR, Prasanna is a hands-on people leader committed to achieving organisational success and accelerated business growth. Connect with Prasanna on LinkedIn.