Rapport is a state of mutual understanding, respect, and harmony between two or more people. It's the foundation of any successful relationship, whether personal or professional. When you have rapport with someone, you feel comfortable, connected, and valued by them. You also communicate more effectively, cooperate more willingly, and resolve conflicts more easily. In negotiation, rapport can help you create a positive atmosphere, reduce tension, and foster trust. It can also help you uncover hidden information, interests, and motivations that can lead to creative and mutually beneficial solutions.
'Rapport' is vital, particularly in business. However it should be done/created with 'ease' and not 'performed' or forced which of course will have the opposite effect. There are NLP constructs that can assist too, for instance 'matching and mirroring' - match the behaviour or mirror it.
You know instantly if you like and trust someone and will subconsciously pick up on whether they like you. It's that gut feeling that we should all pay attention to. The trick with rapport is to always remember that you never get a second chance to make a great first impression. It's simple; we need people to like us and trust us. Sometimes we can introduce 'mirroring' techniques that help build rapport by putting ourselves in to a similar body position, moving at a similar speed, matching their voice tone. If they're nodding and smiling at you, you're in rapport. If they're not, NLP (neuro linguistic programming) can give you some very impactful techniques.
Emotional intelligence can help you build rapport in several ways. First, it can help you manage your own emotions, such as anxiety, frustration, or anger, that might interfere with your negotiation performance or damage the relationship. By being aware of your emotional triggers and reactions, you can regulate them and avoid emotional hijacking or escalation. Second, it can help you read and respond to the emotions of your negotiation partners. By paying attention to their verbal and non-verbal cues, such as tone, facial expressions, body language, and gestures, you can gauge their mood, attitude, and level of satisfaction. By acknowledging and validating their emotions, such as by using reflective listening or mirroring, you can show them that you care and understand them. By expressing positive emotions, such as appreciation, enthusiasm, or humor, you can create a friendly and cooperative vibe.
Completely agree. Sometimes we encounter people who are complicated communicators; i.e. they are frustrated and may use emotionally loaded language or may even try to trip you up to make themselves feel more stable. The trick here, in a negotiating position, is to try and separate the person (the human being) from their behaviour. The tricky bits to negotiate are then purely behaviours, patterns and things we can deal with separately rather than lumping them all together into one "tricky person." I use this methodology a lot when coaching people in how to deal with difficult team members, partners, families etc. It makes life so much easier and negotiating then becomes an interesting process rather than an emotional battle field.
I completely agree with this. I suggest learning 'tools and techniques' which delivers a sense of self-confidence (infectious) plus deals with anxiety, stress et cetera allowing for an open welcoming energy. Listening is most important, more so than speaking delivering on so many layers and mutually beneficial.
Empathy can help you build rapport by enabling you to see the situation from your negotiation partners' point of view. By empathizing with them, you can understand their needs, interests, values, and concerns, as well as their fears, hopes, and aspirations. You can also anticipate their objections, questions, and expectations, and prepare your responses accordingly. To empathize with your negotiation partners, you need to ask open-ended questions, listen actively and attentively, and avoid making assumptions or judgments. You also need to express empathy verbally and non-verbally, such as by using empathic statements, paraphrasing, summarizing, nodding, or smiling.
Again, I agree and will accentuate the advice to 'listen', give the other person time. None of the above instructions should be 'forced' though, this is not a military exercise. Its important that you too feel comfortable.
Agreed - and avoid cocking your head to one side as this intimates submission. In negotiating you're definitely NOT backing down. I like using perceptual positioning to see yourself through other eyes. Imagine standing behind the person you're negotiating with and looking back at what you look like, sound like and the vibe you're giving off. Repeating back what people say is also a great negotiating tool as it shows you've listened and also gives you a bit of time to think of your response. Nodding and smiling - always.
Rapport and trust are essential for achieving successful negotiation outcomes. When you have rapport and trust with your negotiation partners, you can create a win-win situation, where both parties feel satisfied and respected. You can also avoid or overcome impasses, stalemates, or deadlock, by finding common ground, generating alternatives, or making concessions. You can also prevent or reduce conflicts, misunderstandings, or miscommunication, by clarifying issues, addressing concerns, or apologizing for mistakes. You can also enhance your reputation, credibility, and influence, by being honest, consistent, and reliable.
I always encourage people to use inclusive language in negotiating. Avoid "I think ..." and replace it with "We could ..." or use "Our ideal outcomes feel like ..." rather than "what do you want?"
Rapport and trust are not only important during negotiation, but also after negotiation. You want to maintain the relationship with your negotiation partners, especially if you have to work with them again in the future. To maintain rapport and trust after negotiation, you need to follow up on your commitments, deliver on your promises, and provide feedback or updates. You also need to keep in touch, show appreciation, and celebrate achievements. You also need to handle any problems or disputes that might arise, by being respectful, constructive, and solution-oriented.
Emotional intelligence and empathy are not fixed traits that you are born with or without. They are skills that you can learn and improve with practice and feedback. To improve your emotional intelligence and empathy skills, you need to be curious, open-minded, and willing to learn from others. You also need to seek opportunities to interact with different people, cultures, and perspectives. You also need to reflect on your own emotions and behaviors, and how they affect others. You also need to seek feedback from others, such as mentors, coaches, or peers, and use it to improve your performance.
Building solid relationships, establishing effective communication, and improving general well-being all depend on having emotional intelligence & empathy. Here I am discussing how to develop your emotional intelligence & empathy so that you may forge stronger connections & successfully traverse the complexity of emotional expression. 1. Develop self-Awareness 2. Practice active listening 3. Cultivate empathy through perspective-taking 4. Build rapport and connect with others 5. Practice empathy in challenging situations In summary, developing emotional intelligence & empathy abilities involves constant practice, self-reflection & an open heart.