Rapport Techniques


Rapport is pronounced as ‘ra-PHOR’ – t
silent.   What is the meaning of rapport?
 It is bond, trust, understanding, or
inter-relationship.  Example:  Indian foreign minister was sent to China to
establish a rapport with them.
Building rapport is one of the skills that
professionals must master it.
  It is a
skill that takes patience – immense patience – to achieve it.
  Doctors, Engineers, Salespersons, Lawyers and
just about anyone, in any field, need to learn ‘rapport building skill’.
  This skill is used to build a strong,
everlasting relationship with another person(s).
This technique is used to relate with
others so that the other person(s) is in tune with you.
  At the end of the meeting, he feels
comfortable, understands your view point and feels that he can get along with
you well.
 To do this, one needs to learn
the ability to use appropriate words and frame proper phrases; work on the
quality of his/her voice – tone and tempo, etc; use proper gestures or postures
that are compatible.
When you are engaged in building rapport,
only a few words or phrases are used – 7%. 
You don’t speak much but whatever words or phrases you use are concise
and to the point.  You only match the
other party’s words.  You match it by
repeating those words or phrases. 
Example:  If the other party uses
words and phrases like ‘I hear you’,    ‘I understand’, ‘I see’, and ‘ok’, you too use
them.  The point here is this:  Most of the people with whom we interact
basically like people who are inclined to speak or think or behave like
them.  So, match their words to build

Another technique is to
match the other party’s voice.  Watch and
listen closely to the tone and tempo and match it.  In other words, if he/she speaks slowly or
softly, you too do the same.  Speaking
slowly and softly works wonders if the party is angry and starts screaming in a
loud voice. During a situation like this, don’t lose your cool, continue to
speak in a soft, even tone; this calms the other party down.  
The people of France use lots
of gestures when they speak; using slow and steady gestures and assuming
non-threatening postures puts the other party at ease.  Again, imitate their gestures in a subtle
manner. I mean — not exactly what they do. 
Example:  While engaged in
talking, if the other party scratches his/her hand, you scratch your nose or
cheek instead.
Building rapport is a life
skill that takes months or years to perfect it. 
Anyone with a keen sense of concentration, loads of patience, and most
of all, love for the other person, can truly master it.  


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