Shall we dance?
Featured in the Listening Skills training manual
By Jessica Madge
Category: Communication Skills
Credit price: 3 download credits (Single user)
In face-to-face conversations we need to build rapport with the person who is talking to us. This is often because we want to influence them in some way. We want to steer them towards resolving a problem, making a purchase or striking a deal. It is very difficult to do business with someone without first building rapport. We can build rapport more rapidly if we use the natural human tendency to copy the body language of others. In situations where people want to develop a good relationship, they naturally and unconsciously match the non-verbal behaviour of the other person. Conversely, if someone is matching our non-verbal behaviour, we subconsciously interpret this as a positive signal. By using this knowledge in a conscious fashion we can build rapport more rapidly, thus saving time and becoming more influential listeners.
This training activity begins with an introductory discussion of the way in which humans tend to imitate each other and recognise imitation as a positive signal. Then, there is an exercise in pairs, using secret instructions about matching or mismatching a partner’s posture and gestures. Finally, there is a further chance for participants to practise matching in pairs.
Who is it for: This training activity is intended for use by trainers to introduce participants to the concept of building rapport by matching posture and gestures in a face-to-face conversation.
- Themes:
- Advanced listening skills,
- Dealing with complaints and aggression,
- Fault diagnosis,
- Management and supervision,
- Interviewing,
- Appraisals,
- Absence,
- Performance management,
- Client handling,
- Selling,
- Negotiating,
- Influencing,
- Assertiveness,
- Emotional Intelligence,
- Counselling,
- Mediation,
- Meetings,
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 01:50:00 |
| No of Pages: | 12 |
Resources: View standard resources for Fenman training activities
Additional resources: Clipboards for participants (optional)
Purpose: This training activity is intended for use by trainers to build on previous knowledge of the use of body language in face-to-face listening. It assumes that participants have had a basic introduction to body language and non-verbal behaviour. You could use this training activity as part of a longer development programme or as part of a course on topics such as counselling, influencing, negotiation, selling, complaint handling or other face-to-face situations.
Download the training activity, Shall we dance? as featured in the Fenman training manual; Listening Skills