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Chapter 19. Setting the Stage for Greate... > Entrainment as Rapport—the Heartbeat...

Entrainment as Rapport—the Heartbeat of Influence

When you want to establish rapport with someone, regardless of whether or not you agree with the content of his or her communication, the most expeditious and effective way is consciously to seek entrainment with that person.

First, practice refined listening. Then match, pace, or mirror one or more of the unconscious rhythms or gestures of the other person. Keep to the basic principle of the formula for success: Influence=Attentiveness (refined listening)+Flexibility (altering your habits to match or mirror what you’ve seen or heard the other person say or do).


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