Pacing and Leading – The Engines of Strengthening Business Rapport

Cristina Mihaela Zamfir ()
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Cristina Mihaela Zamfir: “Ovidius†University of Constanta

Ovidius University Annals, Economic Sciences Series, 2019, vol. XIX, issue 2, 383-389

Abstract: One could say that rapport is a natural and necessary phenomenon, but it is something that needs to be worked at. My approach focuses on the difference in the techniques/actions applied at gaining and losing rapport. The technique of rapport demonstrated that there are three variables used to differentiate stages in striving for achieving rapport: Firstly, body language as non-verbal communication consists of kinesics and proxemics. Secondly, matching voice and words covers characteristics of spoken language pointing to the individual’s ability to develop the content of the communication through recurring sensory words. Thirdly, mismatching strategies include negative chemistry, deliberate mismatching and other devices for breaking rapport. The results of the research show that the two engines of strengthening rapport, namely pacing and leading, highly contribute to a desired outcome in conversation.

Keywords: body language; breaking rapport; language matching; leading; pacing (search for similar items in EconPapers)
JEL-codes: Z00 (search for similar items in EconPapers)
Date: 2019
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