How to Coach Yourself and Others Beware of Manipulation | Page 220

Creating rapport goes as follows:
A/ Mirror your listener’s body language, That is: his posture, movements, breathing rhythm and
physical state. Why? Copying his behavior causes him to feel similar to you, which in turn will lead to
your listener starting to copy you in response.
B/ Confirm and match your listener’s inner world. That is: his values, perceptions, beliefs, emotions,
ideas and assumptions. Why? when you copy your listener’s way of seeing the world (visual, audio
…), his way of expressing himself (words and expressions he uses), repeat his values, accept him as he
is and confirm him in his beliefs and opinions, he will listen to you, accept what you are saying and
start to like you because he will see you as very similar to himself and will appreciate the respect you
show him. After all, you are confirming him in what and how he is and what you are telling, is the
truth, such as he too perceives it.
Useful techniques for creating rapport are : Agree, Praise and Confirm, Practice Overall empathic
interaction, Copy patterns of speech, words and images used, Tell about similar experiences, Ask for
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