(Difference between revisions)

Revision as of 08:10, 21 April 2006

• How do you build rapport?
  • By taking a second position and understanding from their point of view.
  • By taking a genuine interest in another person.
  • By being curious about who they are and how they think.
• Pacing and leading
  • Pacing is when you enter the other person's model of the world on their terms. It is exactly like walking beside them at the same pace.
  • Pacing is the equivalent of understanding the present state in order to build a more appropriate and empowering desired state.
  • Leading is when you use the influence that you have built up from pacing.