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218 Deception at Work

Table 6.4 Character types Additional ways of creating rapport

Type and characteristics Move slowly possibly on a child-to-child
basis
EMOTION DOMINANT (arty types) Avoid aggression
Wears his heart on his sleeve Deal with problems on an emotional level
Sometimes acts in a ‘childlike’ way (feelings etc.)
Takes things very personally and is inclined to worry Build up case slowly and logically
Extreme mood swings
Wants to please and be liked Avoid emotions
May see himself as a victim of circumstances Move quickly and focus on concrete
evidence (the mechanics)
SENSORY DOMINANT (SAS commando types) Deal calmly with counter-attacks
High achiever Focus on the key points
Appears fearless and a risk taker
Energetic and fast speech Take a logical approach and focus on detail
Prepared to fight rather than flee Make sure you are accurate
Show no emotion
LOGIC DOMINANT (accounting types) Emphasize the key points
Superior attitude
Exact, logical and precise, bordering on ‘nit picking’ Play to his ego (initially and to build
Cold and emotionally withdrawn rapport as an adaptive child)
Logical Take a high-level view of the case and work
A Loner on principles
Detached and indifferent to the problem

EGO DOMINANT (Managing Director types)
Assumes the role of a critical parent
Condescending, haughty and conceited
Pampers himself and is full of self-justification
Inconvenienced by the problem

SALES TRAINING he swears a lot, they should do the same.
The theory is that by getting on the same
Some sales training courses encourage wavelength, rapport is established and
salesmen in rapport-building techniques. sales improve. Also giving a small gift to
They are taught to show a deep interest the prospect or touching him has the same
in the prospects’ hobbies, families etc., to effect.
mirror his dress, body language and verbal
communications even to the point that if

You can use some or all of the approaches listed in Table 6.5 – at appropriate stages of the
interview – to establish rapport.

‘We’, ‘us’ and ‘ours’ are great rapport-building words, as are discussions about emotions,
feelings and attitudes that hit directly on the subject’s subconscious. Agreement on any point
with the subject also increases rapport. However, never fall into the trap of believing that by
self-deprecating you build rapport.

Create a feeling of rapport