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Basically, reciprocal knowledge stands at the basis of a
relationship, that is the predictability of some relative
answers; this allows the relationship to keep steady. How
can we build a relation with a person who we do not know
yet? A good way to create a "rapport" is to mirror
the other person's behaviour in such a way to grow
confidence. This can be done through Modelling, Tracing and
Leadership techniques. Modelling is the most known of these
three techniques and is the most employed. It simply
consists in taking on the positions (conceptually |
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through ideas and
physically through postures) you would like your converser
to take; through acting in the way you wish they would act,
through saying the things you wish they would say. Ask
questions that are able to suggest a positive answer in the
way you wish they would answer. Model the behaviour you wish
they would emulate and you'll show them the way to make a
positive decision. |
