1. Week 16 The art building Rapport Negotiation

2. Step #1: Gain rapport with the other person
BE REAL!!!!
This is the foundation, build real TRUST, trust reduces resistance
Use InterestED vs. InterestING questions
Relate. People like people like themselves, find commonality
3 tools for communication. Words, Tonality, and Body language.
Choose to be a master communicator
YOU MUST SMILE!!! 90% more trusted
Don’t ask about what they know. They will get defensive. BB
Don’t cross arms. Look up. No Low talker, no monotone. Fast or slow. Speed , volume and clarity. Must elicit emotion. How often do you here WHAT? Words have little to do with communication, its about how we express them. Body 50-60, tonality= 30 and words = 10% PE

3. 6 Keys to building rapport
1. Be Organized 2. Be Passionate 3. Be Engaging 4. Be Natural 5. Understand your audience 6. Practice

4. Be Organized
Develop a structure, frame your objective, cover all relevant topics, transaction smoothly from topic to topic, close strongly
Look organized, if not, perception is you did not care enough

5. Be passionate - Passion in # 1 in building rapport
-Passionate individuals are more persuasive
-Don’t just feel it, look it and sound it
Non verbal communication will override anything you say
The tone in negotiation is set BEFORE the negotiations begins

6. Be Engaging To earn their respect, you must first connect
How to screw it up? 1. talk about your self 2. avoid eye contact 3. don’t smile 4. come across scripted 5. use inappropriate or sarcastic humor
Speak to the interest of the audience
Use stories
EYE CONTACT

7. Be Natural Keep it conversational
-open, engaging, spontaneous, off-the-cuff, quick to respond, captivating smile, comfortable laugh

8. Understand your audience
Do your research
Ask questions
Listen and build on the information
The quickest way to connect is to demonstrate their business, their issues and their concerns

9. Practice
“We are what we repeatedly do. Excellence is not an act, but a HABIT” – Aristotle “Those who practice improve, those who don’t, don’t” “every great shot you hit, you have already hit a hundred times in practice”