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Leadership Mastery Series –Rapport Building
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Course Objectives
Work through the 7 skills for rapport building Learn how to read and lead others Explore powerful relationship building skills Understand the power of self awareness Takeaway action & implementation plan Follow up individual coaching session
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Rapport Building
Building & maintaining relationships is essential
Rapport increases in importance when you don’t have it
A lot of opportunities appear when you do
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Rapport Building
Feeling a certain level of comfort
A natural tendency among most people when they get together
Certain skills can be used to create rapport if not present
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M i r r o r i n g
Matching Certain Behaviours of Another:
Tempo
Tone
Breathing
Body Postures Movements
Voice
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Matching Voice Tone or Tempo
high or low, loud or soft
Tones
Tempos fast or slow, with pauses
or without
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Matching Voice Tone or Tempo
Adjust temposlightly
Be trulyinterested
in the otherperson
It can belearned
Becomeaware ofdifferentrates ofspeech
Practice ina safe
environment
Your abilityto establishrapport will
increase
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Matching Breathing
Persist in watching: you can find breathing rhythm
Once you have it, you can pace yourself to it
You may need practice
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Matching Movement Rhythms
Identify a movement that another displays repeatedly
Match it with a different movement of your own
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Matching Body Postures
Do if with subtlety
Look at your watch
Increase your distance from another until far away (for easy hearing)
Make an abrupt, unexpected movement
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Breaking Rapport
To breathe at your own rate
When you are about to sign a binding contract
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Communication IsMuch More Than Words!
Voice Tonality
38%
Body Language
55%
Words 7%
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Modalities of Calibration
BREATHINGLocation
RateVolume
EYE MOVEMENTSDirection
PacePattern
PUPIL DILATION
SizeSymmetry
SKIN COLOUR
ConsistencyTime frames of changes
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Modalities of Calibration
LOWER LIP SIZESwelling (lines vs.
fullness)Shape
MUSCLE TONUS
TensionTwitches
VOICEPredicates
Tempo/RhythmTimbre
Pitch/Tone
GESTURERange of movement
SpeedSpatial relationships
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PACING
Establishing the bridge through
rapport and respect .
LEADING
Changing your behaviour so the
other person follows
You cannot lead someone over a bridge without building it first.
&
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Pacing & Leading
Change your behaviour to suit your outcome & you are bound to have
more success
EXAMPLE: Go to an interview in
suitable clothes if you are serious about
wanting the job
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Pacing & Leading
Appreciate What People Say (You Do Not Have to Agree with It)
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Pacing & Leading
You need to pay attention to the other
person
Be flexible enough to
respond to what you see & hear
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Representational Systems
visual
auditory
kinesthetic
olfactory
gustatory
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Representational Systems
The door of perception we prefer affects our choice of
words, breathing, body posture & and eye movement
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Representational Systems
On a conscious level, we move from door to door
in different situations
Thus, it ’s not a good idea to classify people as
strictly visual, auditory, or kinesthetic
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P R E D I C A T ES
Refer to your workbook (pages 17-20)for visual, auditory & kinestethic predicates
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H A N D O U T:PEN & PAPER PRACTICE
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Eye Accessing
The way we think affects our bodies & how we use our bodies affects the way we think
What is the first thing you see as you walk through the front door of your home?
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Eye Accessing
The eyes move across to our left for remembered sounds and across to our right for
constructed sounds
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H A N D O U T:ELICITING EYE ACCESS CLUES
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Precision Model NLP:Questions You Ask
LEFTHAND
Is therean
Exception?
What would happen if?
How specifically?Does X happen?
Comparedto what?
Who or what specifically?
is X?
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Precision Model NLP:Statements They Make
RIGHTHAND
Comparisons:Too MuchToo Many
Too Expensive
DeletedInfo
(Nouns)
UnspecifiedVerbs
Rules
AllEveryMust
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Effective Communication
Coaching:
asking quality questions that support clients in becoming clear
in goals
limiting beliefs that prevent them from achieving desired results
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H A N D O U T:POWERFUL QUESTIONING
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