Eric Barker, TIME
Meeting new people can be awkward. What should you say? How can you make a good impression? How do you keep a conversation going?
Research shows relationships are vital to happiness and networking is the key to getting jobs and building a fulfilling career.
But what’s the best way to build rapport and create trust? Plain and simple, who can explain how to get people to like you?
Robin Dreeke can.
Robin was head of the FBI’s Behavioral Analysis Program and has studied interpersonal relations for over 27 years.
He is the author of the excellent book, It’s Not All About “Me”: The Top Ten Techniques for Building Quick Rapport with Anyone.
I gave Robin a call to get some answers. (Note that Robin is not speaking for the FBI here, these are his expert insights.)
Here are Robin’s tips:
The single most important thing is non-judgmental validation. Seek someone else’s thoughts and opinions without judging them.
“What I prefer to try to do is, as soon as I hear something that I don’t necessarily agree with or understand, instead of judging it my first reaction is, “Oh, that’s really fascinating. I never heard it in quite that way. Help me understand. How did you come up with that?”
Suspend your ego. Focus on them.
‘Ego suspension is putting your own needs, wants and opinions aside. Consciously ignore your desire to be correct and to correct someone else. It’s not allowing yourself to get emotionally hijacked by a situation where you might not agree with someone’s thoughts, opinions or actions.’
Really listen, don’t just wait to talk. Ask them questions; don’t try to come up with stories to impress.
Listening isn’t shutting up. Listening is having nothing to say. There’s a difference there. If you just shut up, it means you’re still thinking about what you wanted to say. You’re just not saying it. The second that I think about my response, I’m half listening to what you’re saying because I’m really waiting for the opportunity to tell you my story.
What you do is this: as soon as you have that story or thought that you want to share, toss it. Consciously tell yourself, “I am not going to say it.”
All you should be doing is asking yourself, “What idea or thought that they mentioned do I find fascinating and want to explore?”
Ask people about what’s been challenging them.
A great question I love is challenges. “What kind of challenges did you have at work this week? What kind of challenges do you have living in this part of the country? What kinds of challenges do you have raising teenagers?” Everyone has got challenges. It gets people to share what their priorities in life are at that point in time.
Establishing a time constraint early in the conversation can put strangers at ease.
When people think you’re leaving soon, they relax. If you sit down next to someone at a bar and say, “Hey, can I buy you a drink?” their shields go way up. It’s “Who are you, what do you want, and when are you leaving?” That “when are you leaving” is what you’ve got to answer in the first couple of seconds.
Smile, chin down, blade your body, palms up, open and upward non-verbals.
“Depending on whose smile you see, the researchers found that one smile can be as pleasurable and stimulating as up to 2,000 bars of chocolate! …it took up to 16,000 pounds sterling in cash to generate the same level of brain stimulation as one smile! This is equivalent to about $25,000 per smile…”
If you think someone is trying to manipulate you, clarify goals. Don’t be hostile or aggressive, but ask them to be straight about what they want.
“The first thing I try to do is clarify goals. I’ll stop and say, “You’re throwing a lot of good words at me. Obviously you’re very skilled at what you’re doing. But what I’m really curious about… What’s your goal? What are you trying to achieve? I’m here with my goals, but obviously you have to achieve your goals. So if you can just tell me what your objectives are, we can start from there and see if we can mutually take care of them. If not, that’s fine too.”
“I watch for validation. If someone is trying to validate me and my thoughts and opinions, I am alert to it. I love doing that as well. So now I’m looking for intent. Are you there for me or are you there for you? If you are there strictly for your own gain and you’re not talking in terms of my priorities ever, that’s when I’m seeing someone is there to manipulate me.”
Summarized by The Justist from TIME