Rapport |
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Rapport
Why?
Charisma
Drawing people in
All walks of life
Sean Connery
Sir Richard Branson
What is it?
Alike people
Like each other
Pillars
Communication
Malaysia
Understanding
Trust
By the end of this presentation
You can connect with anyone
Communication - Ray Birdwhistle
7% Word
Think about / understand / logical connections
Key words / phrases
Common experiences
It was a dark and stormy night...
Draw them in
38% Tonality
Voice
Tone (pitch)
Up - question
Flat statement
Down - Command
Tempo (speed)
Timbre (quality)
Klangfarbe
Tone color
Volume
55% Physiology
Posture
Spine
Head tilt
Expression
Blinking
Gestures
Breathing
Boston uni
Brain wave spikes
Understanding
Mirroring
Physical
Match (reverse) / Mirror
Cross over mirror
e.g. breathing with tapping finger
Representational
Visual
Picture
Neat
Organized
Sit up straight
Talk fast
"see"
Auditory
Move eyes side to side
Talk to selves
Like music
Talk on the phone
"rings true"
Kinesthetic
Breathe from stomach
Respond to touch
Move and speak slowly
Things need to feel right
"get a feel"
Auditory digital
Listen to inner dialogue
Decisions on list of criteria
Things need to make sense
"make sense"
,85 ,25 Mirroring is natural
Children copycats
Subtle
Start with one aspect
Respectful
Affects what you think
Physology to thought pattern link
Smile and feel sad
e.g. UPW experiment
Don't do it when distress / mental issues present
Trust
Shared views / experiences
Honor & respect their world
Active listening
Reflect back statements
Using their representational system
How to know
State change
Skin color
Light to dark
Skin tonus
(Muscle tone)
Shiny / not
Breathing
Fast / slow
High / mid / low
Lower lip
Lines / no lines
Eyes
Focused / defocused
Pupil dilation
Indicators
Color shift
Excitement / butterflies
Familarity
Leading
Guess their views
Break rapport
Sudden movement
Notice
Feelings
State changes
Re-establish
Maintenance
It's a dance
How to break rapport
Emotion
Time base
Sequencing
Previous shared experiences
Grouping
Change
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