Creating Rapport –
Revised Edition
Using Personal Power
to Influence Without Control
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
Mirroring with Words
Leading the Way
Applying Rapport Skills to
Exert Influence
Lessening Resistance with
Accommodations
Creating a Win-Win Strategy
with Dovetailing
Summary
Appendix
Appendix to Part 3
Additional