This book provides students with the information to develop rapport skills to better understand and communicate with people. Students will learn refined listening skills and how to discover other peoples decision-making strategies, which will enable students to enhance their ability to influence other peoples decisions and communicate flexibly.
Table of Contents Part 1: The Positive Power of Rapport
Defining Rapport
Misconceptions vs. Reality
Identifying What It Takes to Establish Rapport
Building Rapport Through Synchronicity
Entrainment and the Rhythm of Rapport Part 2: The Growing Need for Rapport in Business Today
Conducting Business Amid Continual Change
Responding to Increasing Competition
Meeting “High-Touch” Needs in High-Tech Times
Getting the Information You Need
Communicating Openly Throughout the Organization
Working Creatively and Implementing New Ideas
Forming Relationships Amid Reorganization
Traditional Hierarchical Communication Structures
New Rapport Structures
Changing the Way We Communicate
Using Management Authority vs. Rapport Skills
Getting Ahead in the Age of Change
Developing a Rapport Action Plan Part 3: The Art of Listening: The Foundation of Rapport
The Challenge of Listening Attentively
Listening with an Open Mind
Developing a Genuine Interest in Others
Asking Good Questions
Listening Without Advising
Listening to Promote Understanding
Clarifying Communication with Blockbusting Questions
Qualifying Comparators for More Precision
Cutting Universals Down to Size Part 4: Setting the Stage to Influence Others
Refining Your Listening to Perceive Others’ Needs
Hearing the Content
Putting the Content into Context
Evaluating the Six Rs of Internal Context
Monitoring the Medium
Tuning In to What’s Unspoken Part 5: The Formula for Success
Like Likes Like
“Pacing” to Accelerate Rapport Building
Mirroring with Words
Leading the Way
Applying Rapport Skills to Exert Influence
Lessening Resistance with Accommodation
Creating a Win-Win Strategy with Dovetailing Summary Appendix
Appendix to Part 3
Additional Reading Objectives Understand what is meant by rapport Explore trends in business that call for rapport skills Delve into the importance of listening attentively Learn ways to establish rapport Explore the relationship between rapport and influence
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