From the course: Influencing Others
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Build rapport
- Think of it this way, you do extra things willingly for people with whom you have a level of rapport and trust. You might help a close friend or family member move their things on a weekend, but you wouldn't give up your weekend for just anyone. If you earn more rapport and trust, and strengthen relationships with people, they'll be more willing to hear you out and consider supporting your influence objectives. Here's how to do it. First, be a great listener. Pay them the respect of paying attention, and let them know you understand them. For example, waiters who repeat orders back to customers instead of saying merely, "Okay," get more tips, up to 70% more in some studies. Build rapport proactively. Make an extra effort to learn about the people you're dealing with. There was a revealing study on pairs of MBA students doing negotiations remotely by sending messages back and forth, not in person and not using video. 29% of the pairs which did not exchange personal information or do…
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