Contents
Preface
Part One
First Contact
1. People Power
The Benefits of Connecting
Face to Face
Why Likability Works
Why 90 Seconds?
2. First Impressions
The Meeting
An Exercise in Greeting: Firing Energy
Establishing Rapport
Communicating
What’s Coming Up
Part Two
The 90-Second Land of Rapport
3. “There’s Something About This Person I Really Like!”
Natural Rapport
Rapport by Chance
Rapport by Design
Common Ground
4. Attitude Is Everything
A Really Useful Attitude
A Really Useless Attitude
It’s Your Choice
An Exercise in Attitude:
Triggering Happy Memories
5. Actions Do Speak Louder Than Words
Body Language
Flirting
Congruity
Mixed Messages
An Exercise in Congruity:
Words vs. Tone
Being Yourself
6. People Like People Like Themselves
Natural Synchrony
The Art of Synchronizing
The Bully
Doing What Comes Naturally
An Exercise in Synchrony:
In and Out of Sync
Part Three
The Secrets of Communication
7. It’s Not All Talk—It’s Listening, Too
Stop Talking and Start Asking!
Missed Cues
Active Listening
Give and Take
Talking in Color
An Exercise in Tonality: Sound Effects
Lasting Impressions
8. Making Sense of Our Senses
Visual, Auditory or Kinesthetic?
A Self-Test: What’s Your Favorite Sense?
Tuning In to Sensory Preferences
Metaphorically Speaking
Sights and Sounds
9. Spotting Sensory Preferences
Sensory Preference Profiles
TV Giveaways
Pushing for More
Verbal Cues
Eye Cues
An Exercise in Spotting Preferences:
Brain Lock
An Exercise in Eye Cues:
The Eyes Have It
Ingrid’s Hard-Earned Vacation
The Big Picture
10. Putting It All Together
Where Do I Start?
Assuming Rapport
A Modern-Day Parable
Appendix: The Small Things That Make a Big Difference Workbook
About the Author