Rapport: The Four Ways to Read People

Rapport: The Four Ways to Read People

by Laurence Alison, Emily Alison

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Overview

All of us have to deal with difficult people. Whether we’re asking our neighbor to move a fence or our boss for a pay rise, we can struggle to avoid arguments and get what we want. Laurence and Emily Alison are world leaders in forensic psychology, and they specialize in the most difficult interactions imaginable: criminal interrogations. They advise and train the police, security agencies, the FBI, and the CIA on how to deal with extremely dangerous suspects when the stakes are high. After 30 years’ work—and unprecedented access to 2,000 hours of terrorist interrogations—they have developed a ground-breaking model of interpersonal communication. This deceptively simple approach to handling any encounter works as well for teenagers as it does for terrorists. Now it’s time to share it with the world. Rapport reveals that every interaction follows four styles: Control (the lion), Capitulate (the mouse), Confront (the Tyrannosaur) and Co-operate (the monkey). As soon as you understand these styles and your own goals you can shape any conversation at will, and you’ll be closer to the real secret: how to create instant rapport.

Product Details

ISBN-13: 9781785042065
Publisher: Penguin Random House UK
Publication date: 11/15/2020
Pages: 368
Sales rank: 256,934
Product dimensions: 5.30(w) x 8.40(h) x 1.10(d)

About the Author

Laurence Alison is a professor of psychology at the University of Liverpool, and head of the Centre for Critical Incident Decision Making. He has an international reputation and is widely published in relation to his work on decision-making in high-stake environments, interviewing and interrogation, and prioritization and detection of sex offenders. He has been a psychological advisor on nearly 500 major incidents, including high profile murder cases and London bombings. Emily Alison is a behavioral advisor and clinical supervisor to organizations working with domestic violence; her programs are now used by over 100 organizations.

Table of Contents

Introduction Rapport: The Key to Communication 1

Chapter 1 Meaningful Relationships 17

Chapter 2 Why Words Matter 37

Chapter 3 The Cornerstones of Rapport 55

Chapter 4 Reflection: What Lies Beneath 109

Chapter 5 Power, Intimacy and the Animal Circle 145

Chapter 6 Avoiding Confrontation: The T-Rex 175

Chapter 7 Learning to Capitulate: The Mouse 199

Chapter 8 Taking Control: The Lion 221

Chapter 9 Building Cooperation: The Monkey 239

Chapter 10 Improving Rapport-Building 261

Conclusion The Rapport Revolution 285

Appendices 291

Endnotes 349

Acknowledgements 355

Index 359

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