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The art of rapport v2.0 030810


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The art of rapport v2.0 030810

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