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The art of rapport v2.0 030810


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  • 1. The Art of Rapport
    Steven Lipton M.Ed. LEHP, CP-FS
    President , Biotest Services Inc.
    Vice President, Operations Quality, Scientific Device Laboratory Inc.
  • 2. Pump handle
  • 3. Western Greetings
    Shake hands
    Look the person in the eye
    Say “hello! I’m Steve”
  • 4. Cognition & Framework
  • 5. Cognition
    <img alt="Presentations“ src="index_files/nav_present.jpg"> </a></br><ul><li><a href="compliance.php">Beyond Enforcement(NEHA 2007)</a></li><li><a href="kosher.php">Kosher and food safety (NEHA 2006)</a></li><li><a href="IEHA.php">Novel Cross Contamination (IEHA 2006)</a></li><li><a href="public_speaking.php">Bring Biotest to your next event</a></li></ul><a href="consult.php" title="Consulting Services“>
  • 6. Cognition
  • 7. Not The Same Response
  • 8. Neuro-Linguistic Programming
  • 9. Sub modalities and communication
    Three Primary Senses for input
  • 10. Visual- Auditory - Kinesthetic
    Preference for the seen
  • 11. Visual-Auditory - Kinesthetic
    Preference for the Heard
  • 12. Visual- Auditory - Kinesthetic
    Preference for Feeling
    Touch and motion
  • 13. Question 1
    If only three tables are left at a beachside restaurant, I’ll choose the table that offers
    a. A view of the ocean, but I can't hear the waves
    b. Sounds of the ocean but no view
    c. A cushy booth
  • 14. Question 2
    When I have a problem
    a. I look for alternatives
    b. I talk about the problem
    c. I rearrange the details
  • 15. Question 3
    I want my work space for my job or hobby to
    a. Look good
    b. Have rhythmic sounds or music.
    c. Feel comfortable
  • 16. Question 4
    When I describe a seminar I’ve just attended, I first
    a. Describe how it looked
    b. Tell people how it sounded
    c. Convey the feeling
  • 17. Question 5
    In my spare time, I most enjoy
    a. Watching TV or going to the movies
    b. Reading or listening to music
    c. Doing something physical (crafts/gardening) or playing a sport
  • 18. Question 6
    When I trying to convey "I understand" I am most likely to say:
    a. I see
    b. I hear you
    c. I can handle that
  • 19. Question 7
    Of the following activities, I spend more time indulging in
    a. Daydreaming
    b. Listening to my thoughts
    c. Picking up on my feelings
  • 20. Question 8
    When someone is trying to convince me of something
    a. I want to see evidence or proof
    b. I talk myself through it
    c. I trust my intuition
  • 21. Question 9
    I usually speak and think
    a. Quickly
    b. Moderately
    c. Slowly
  • 22. Question 10
    I normally breathe from
    a. High in the chest
    b. Low in the chest
    c. My belly
  • 23. Question 11
    When finding my way around an unfamiliar city I...
    a. Use a map
    b. Ask for directions
    c. Trust my intuition
  • 24. Question 12
    When I choose clothes, it is most important to me that I...
    a. Look good
    b. Make a statement
    c. Feel comfortable
  • 25. Question 13
    When I choose a restaurant, my main concern is that
    a. The restaurant looks impressive
    b. I can hear myself talk
    c. I will be comfortable
  • 26. Question 14
    If I try to remember something I tend to look
    a. Up
    b. Sideways
    c. Down
  • 27. Add up the totals for A,B, and C
    A- Visual
    B- Auditory
    C- Kinesthetic
  • 28. Boothman VAK inventory
    A- Visual B – Auditory C – Kinesthetic
  • 29. Visual-Auditory - Kinesthetic
    “I see what you are saying”
    Speak Quickly
    Dress To impress
    Eye Contact
  • 30. Visual-Auditory - Kinesthetic
    “Sounds good”
    Speaks Moderately
    Makes a Statement with clothes
    Keeps ear clear
  • 31. Visual- Auditory - Kinesthetic
    “I can handle that”
    Speaks Slowly
    Dresses for comfort and feel
  • 32. Determining preferences
  • 33. Trying to listen or be listened to is not easy.
  • 34. Let’s transfer listening to the other modalities.
  • 35. Cleaning the Mirror
    Take partners
    One person moves his or her hand like they are cleaning a mirror, while the other person acts as the mirror of their hand.
  • 36. Cleaning the Mirror
    Switch roles
    Second person moves his or her hand like they are cleaning a mirror, while the other person acts as the mirror of their hand.
  • 37. Cleaning the Mirror
    Alternate being cleaner and mirror.
  • 38. Cleaning the Mirror
  • 39. Listening
    Partner 1 makes a statement.
    Partner 2 repeats.
    Partner 2 makes a statement
    Partner 1 repeats.
  • 40. Listening
    Partner 1 makes a statement.
    Partner 2 summarizes.
    Partner 2 makes a statement about partner 1’s statement
  • 41. Visual-Auditory - Kinesthetic
    Example key words:
    Focus blind bright
    Dull glow hide
    Clear show peek
    View colorful reflect
    “I see what you are saying”
  • 42. Visual-Auditory - Kinesthetic
    Example Key words:
    Hear call click
    Discuss tone listen
    in tune earshot note
    Clash state loud
    “sounds good”
  • 43. Visual- Auditory - Kinesthetic
    Example Key words:
    Grasp push hunch
    Hurt dig feel
    Heated nail unravel
    Squeeze touch support
    “I can handle that”
  • 44. Listening
    Partner 1 makes a statement.
    Partner 2 summarized then makes a statement about partner 1’s statement, using VAK words.
  • 45. Body Language
  • 46. Body Language
  • 47. Body Language
  • 48. Body Language
  • 49. Body Language
  • 50. Body Language
  • 51. Body Language
  • 52. Body Language
  • 53. Body Language
  • 54. Body Language
  • 55. Questions?
    Steven Lipton
    Biotest Services
    411 East Jarvis Ave Des Plaines IL 60018
    Twitter: @Biotest