Rapport and aggrement frame

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 1 :
Calibration
Calibration means nonjudgmental _________ __
Observati
of the tiny minute-byon in
minute changes
someone’s voice and
body.


Key 2 : Matching &
Mirroring

Unconscio level
Becoming like the other person at a deep __________________


3 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 3 : 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

4

______the
Lead other person By guiding
them to another state


Rapport
Exercise
• Split into 2 groups. Team
Speaker &
Team Listener.
• Team Speaker: Please leave the
room.
• Team Listener: Stay in the room.


7 Other Ways to Build Rapport

1.
2.
3.
4.
5.
6.
7.

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 do
to complete this
project. We’ve got to
work late to get
everything done on
time.

Scenario 1

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 do
to complete this
project. We’ve got to
work late to get
everything done on
time.

Scenario 2

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 2 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 min. for preparation,
5 min for role play