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THE POWER OF READING PEOPLE

interaction. Those moments when you’re caught in a mis-
understanding are prime opportunities to pause, reflect,

and adapt your approach. It’s a daily exercise, but

taking the time to understand and adjust to the people
you’re engaging with can make a world of difference.

LEARNING FROM PROFESSIONALS

Communication is really connection, which is based on trust.
Understanding the essence of connection lies in addressing the fun-
damental questions:

• “Who am I?”

• “How do others operate?”

• “What can I take from this?”
The term often used by profilers at the FBI refers to a set of meth-
ods for gaining insight into individual behavior. At first glance, it
may be surprising to link these methods to trust-building—yet isn’t

establishing trust, such as when interviewing a suspect, a pinnacle
of communicative expertise? Those who can forge trust in challeng-
ing and intricate dialogues can be considered masterful at managing
relationships.

The FBI’s Behavior Change Stairway Model encompasses three phases:

• Bonding (establishing rapport and relationships)
• Mission

• Influence

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