Rapport and aggrement frame

Rapport The ability to create and relationship Trust ‹› Why Is Rapport Important? Basis for good and good relationships Communication 3 points

Rapport The ability to create _ and Trust relationship Why Is Rapport Important? Communicat Basis for good and good Why Is Rapport Important? Allows you to connect with people and gain a Respect Why Is Rapport Important? Key toInfluence _ who you communicate with What is Rapport? The ability to create a feeling of deep and Similarity connection with another person When you are in rapport with someone, you both feel as though you are on the same Wavelength _ Where there is rapport, there is integrity, caring Trust and _ When people are like each other, they tend to each Like other 3 Keys to Rapport Key 1: _ Calibration Matching, Key 2: _ Mirroring, & Crossover Mirroring Key 3: _ Pacing & Leading Key : Calibration Calibration means nonjudgmental _ Observati of the tiny minute-byon in minute changes someone’s voice and body Key : Matching & Mirroring Unconscio level Becoming like the other person at a deep Elements of Communication 7% Word - Key words (Predicates) s - Common Experiences 38% Tonalit y Voice Tone (pitch) - Tempo (speed) - Volume (loudness) 55% Body - Posture Language - Gestures - Facial expressions - Eye contact - Breathing Mismatching/ Miscommunication Price Price Price… Quality Quality Quality… When two people aren’t Rapport in _ and are not getting along, Key : Pacing & Leading Pacing is trying to Matc the other h person to build rapport Leading is when you them Lea d into another state 4 Steps to Create Rapport Calibrate the other person Observing their physiology, position, movements, breathing, blinking, voice, and words Watchyour own communication Observing your own physiology, voice, and words the Pace other person By following or doing the same thing as the other person the Lead other person By guiding them to another state Rapport Exercise • Split into groups Team Speaker & Team Listener • Team Speaker: Please leave the room • Team Listener: Stay in the room 7 Other Ways to Build Rapport Bring up aMutual interest Listen Give aGift _ Give aReferral Tell a Story Give goodService Pay a Complime nt Agreement Frame The Agreement Frame is a linguistic pattern that enables us Disagree to elegantly with and convince someone without breaking rapport Why is Agreement Frame Important? It rapport Re- Why is Agreement Frame Important? It breaks downWalls _that arose during an argumen What is Agreement Frame Resistance The Agreement Frame avoids from others, keeps others involved in what we are saying, and leaves them open to new ideas I I _ When we use the phrase  or I , the other person’s or switches agree mind appreciate to a receptive state to hear how we agree with respect them I bu howevwe use the phrase When _ or disagree t or _, the other person’s mind instantly er switches to a defensive state Their minds will be pre-occupied with how to counter our  Agreement Frame Pattern I agree Other’s model of the world and Own desired outcome Other’s desired outcome I We start by stating  _, then we state the other person’s model ofagree the world i.e perspective of the situation and Next we state  , followed by our own desired outcome, and end by stating the other person’s desired  Agreement Frame Pattern Pace I agree Pace Other’s model of the world Pace and Lead Own desired outcome Pace Other’s desired outcome The secret of the Agreement Frame lies in the use of Rapport Verbally Lead pace the person we are communicating with, and then _him to where we want the There’s so much more we need to to complete this project We’ve got to work late to get everything done on time Scenario Well, umm, but I’ve really had enough for one day and I’d much rather go home now and finish things up tomorrow There’s so much more we need to to complete this project We’ve got to work late to get everything done on time Scenario I agree we’ve a lot to do, and I think if we go home now and recharge our batteries we’ll finish the job tomorrow in half the time  Agreement Frame Pattern Pace I agree I agree Pace Other’s model of the world We’ve a lot to do, Pace and and Lead Own desired outcome I think if we go home now and recharge our batteries Pace Other’s desired outcome We’ll finish the job tomorrow in half the time Agreement Frame Exercise • Get into a Group of… • Choose a context between: Work, Sales, or Relationship • Brainstorm scenarios where people might disagree and apply agreement frame • Write them on flip chart and present in front of the class (role play) • Time: 20 for preparation, for role play ...Why Is Rapport Important? Communicat Basis for good and good Why Is Rapport Important? Allows you to connect with people and gain a Respect Why Is Rapport Important? Key... enables us Disagree to elegantly with and convince someone without breaking rapport Why is Agreement Frame Important? It rapport Re- Why is Agreement Frame Important? It breaks downWalls... situation and Next we state  , followed by our own desired outcome, and end by stating the other person’s desired  Agreement Frame Pattern Pace I agree Pace Other’s model of the world Pace and Lead