Relationship Management - Creating Rapport

As important as positive expectations are for successful relationships, they are not the only component. As a - manager/subordinate/peer/salesperson/client..- you will also want to establish rapport with individuals in your environment - Your boss/Your employee/ Your client/Your team player......

Rapport is difficult to define because it is such an intangible thing that occurs between people. The dictionary describes it along the lines of "a harmonious accord"

I keep coming across various corporate leaders and thinkers. How they describe rapport? Some say it is when two people "click" with each other and have the ability to communicate with ease. 

Indeed, rapport building is a very slippery phenomenon of somehow getting on the same communication frequency with one another with the result that we understand each other with seemingly little effort.Without rapport, communication is more strained.

How does rapport occur? How do you know when you have established rapport with someone?

Recognizing Rapport

• Each person makes consistent eye contact with the other.
• Both people seem to be comfortable with each other.
• Each person is polite and courteous.
• Everyone is talking at about the same volume.
• Each person is about at the same emotional level.
• Each person is paying attention to other.
• No one is talking loudly.
• There is no swearing or vulgar language.
• Body postures are similar.
• The pace of conversation s relaxed.

Well, cultural differences also play a part in rapport. For example -  In some cultures direct eye contact is considered impolite.So certain subjectivities need to be applied, basis place, or group dynamics of people involved and so on....

Having rapport is like communicating by short-wave radio- you can communicate only when the sender and receiver are on same frequency. Likewise, when you and another person are "on same frequency" you feel comfortable and connected with each other. You have rapport.

How do I consciously make effort to create Rapport?

Most people depend on rapport occurring accidentally - you have rapport with some people and you don't seem to have it with others. But you can also help create a connection with another person by practicing a technique known as "Pacing".

This technique involves deliberately noticing certain characteristics of the other person and mirroring them. characteristics such as:

• Pace or speed (slow or fast)
• Volume (soft, moderate, loud)
• Emotions
• Facial Expressions
• Gestures, movements
• Body positions, postures.

Pay attention to:

• How fast or slowly a person speaks?
• Does he want to talk business immediately or does he prefer to socialize a while first?
• Does he walk and move at a fast pace or slow?
• Does he answer the question immediately or does he take a few seconds before he responds?

Why does Mirroring personal characteristics help create Rapport?

Because we all are naturally most comfortable with people like ourselves. By making yourself more like those with whom you are communicating, you help them feel comfortable with you.

With little patience and practice you will notice people's traits more readily, and you will develop pacing skills- matching or mirroring just enough of their characteristics to increase rapport....

It Works.....