Building rapport

- So let's start off with building rapport. Tell us a little bit more about that. - Well, it occurs to me that you have to play to your strengths in anything that you do. Right now Wimbledon is going on, and so I see these tennis players. If you're Roger Federer, you're about playing the points really quick, about putting the ball away, about advancing the net. And so, similarly, as a negotiator, this isn't necessarily the tip for every single person. I do think there is definitely a universal truth in the value of building rapport. But for who I am, and for people who may resemble me, I think that that is my go-to strength. It's my secret weapon. And so the basic concept is this, it's that in order to negotiate well, you need to build rapport with the other side. This means finding commonality, finding common ground, having things to talk about, building that relationship, getting to that point where they like you and you…