The Magic of Rapport    Compare

Table of Contents/ List of Topics Covered:

PART ONE: Rapport: What It Is and How to Get It
- Rapport: What It Is
- The Law of Requisite Variety
- The Secret of Rapport: Pacing
- I Like You Because You're Like Me
- Matching the Other Person's Mood
- Body Language
- How to Speak Body Language
- How to Speak the Other Person's Verbal Language
- Pacing Beliefs and Opinions
- Pacing Breathing
- The Next Step: Leading
- How to Test for Rapport
- When Not to Pace
- Pacing Written Communication
- Outcomes of Pacing
- Another View of Pacing
- A Variation on the Theme
- Rapport with Yourself
- Summary
- Suggestions for Practice

PART TWO: The Art of Clear Communication
- Understanding How Other People Understand
- Seeing Is Believing: Hearing Is Believing; Feeling Is Believing
- How to Identify Perceptual Modes
- How to Get Others to Understand You
- Custom-Designing Word Pictures
- Active Listening
- Probing for Hidden Meanings
- Summary
- Suggestions for Practice

PART THREE: The Art of Persuasion
- How to Get What You Want
- How to Come Up with a Good Idea
- Identifying Decision Strategies
- How to Present Your Ideas in Virtually Irresistible Ways
- Identifying Decision Strategies: A Variation on the Theme
- Challenging the Process
- Modeling Other People
- Future-Pacing
- Anchoring: A Powerful Unconscious Resource
- Embedded Suggestions
- Embedded Questions and Commands
- How to Control a Conversation
- Summary
- Suggestions for Practice

PART FOUR: Dealing with Resistance
- What It Is and How to Deal with It
- Resistance to Change
- Life Is Not a Contest
- Getting Reluctant People to Open Up
- Creative Uses of Confusion
- Handling Objections
- Dealing with Resistant Personality Types
- The Gentle Art of Reframing
- How to Reframe
- Disarming Verbal Anger and Hostility
- Summary
- Suggestions for Practice

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