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1 - Building trust and recognizing inner drivers - the theoretical foundations of profiling³.

• repeating words or parts of sentences ("mirroring"),
• content summaries ("paraphrasing"),
• the repetition of the expressed emotions ("emotional
labeling") and
• the repetition of the communicated content and emo- tions
("Summarizing").

You therefore play the entire keyboard of active listening. But
then, with the help of Profiling³, you go the decisive step further:
you are inwardly involved in what is going on in your interlocutor,
you show compassionate empathy in the conversation, you ask
appreciative questions, and you succeed in formulating precisely
those questions that move your interlocutor deep inside. This is
where the second of the basic methods mentioned above, which
the FBI uses in bonding, comes into play: "Tactical Empa- thy."
This means making the other person understand that you would
have acted in the same or a similar way in his or her place and
that you sympathize with him or her. According to Hermann
Rock, a typical statement in this context is something like, "Ah,
now I understand you, if I were in your place, I would probably
see it that way, too." This is only possible if you can assess and
judge the personality structure of the other person. In the fourth
chapter, we will describe a method that will help you to do this.
Here we want to emphasize first of all:

Profiling3 helps you build trust and obtain accurate
information about the feelings, emotions, thoughts,
motives, attitudes and intentions behind a person's verbal
and nonverbal behavior. You will be able to assess which
thinking and behavioral patterns are typical of a person's
personality.

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