(Difference between revisions)

Revision as of 07:28, 21 April 2006

You pace and build rapport through "matching". Matching can be done at every neurological level:

• The Environment:
  • Physical space, dress, interests, friends, etc.
• Behavior:
  • Body language: breathing pattern, posture, gestures, eye contact
  • Voice tone: speed, volume, rhythm, characteristic sounds
  • Language: key words and phrases that designate values, words that show how a person is thinking (predicates)
• Capabilities:
  • Shared skills and interests
• Beliefs and Values
• Identity
• Beyond Identity or Shared Culture