Communicating to engage, inform, and influence at work is easier when a rapport is evident between the communicator and the receiver. Rapport is when you have trust and harmony in a relationship. Influencing is a four-step process:
1. Rapport: Four ways to gain rapport at a behavioral level are
- Matching language patterns
- Matching body movements and gestures
- Matching voice tonality, volume, and tempo
- With dress and attire
The purpose of creating rapport is to create a relationship so the receiver feels trust (even at an unconscious level) and understood so he gives permission to be influenced.
2. Understanding: When rapport has been established, trust and harmony are present, so the receiver feels understood.
3. Permission: Because the receiver feels understood, he (unconsciously) gives permission to be led. He is willing to engage in the communication.
4. Influence: The receiver is now more willing to be influenced by the communication.
