1. The Art of Rapport Steven Lipton M.Ed. LEHP, CP-FS President , Biotest Services Inc. Vice President, Operations Quality, Scientific Device Laboratory Inc.

2. Pump handle

3. Western Greetings Shake hands Look the person in the eye Say “hello! I’m Steve”

4. Cognition & Framework

5. Cognition Processing Output Input <img alt="Presentations“ src="index_files/nav_present.jpg"> </a></br><ul><li><a href="compliance.php">Beyond Enforcement(NEHA 2007)</a></li><li><a href="kosher.php">Kosher and food safety (NEHA 2006)</a></li><li><a href="IEHA.php">Novel Cross Contamination (IEHA 2006)</a></li><li><a href="public_speaking.php">Bring Biotest to your next event</a></li></ul><a href="consult.php" title="Consulting Services“> Programming

6. Cognition

7. Not The Same Response

8. Neuro-Linguistic Programming

9. Sub modalities and communication Three Primary Senses for input Auditory Visual Kinesthetic

10. Visual- Auditory - Kinesthetic Preference for the seen Pictures

11. Visual-Auditory - Kinesthetic Preference for the Heard Sounds

12. Visual- Auditory - Kinesthetic Preference for Feeling Touch and motion

13. Question 1 If only three tables are left at a beachside restaurant, I’ll choose the table that offers a. A view of the ocean, but I can't hear the waves b. Sounds of the ocean but no view c. A cushy booth

14. Question 2 When I have a problem a. I look for alternatives b. I talk about the problem c. I rearrange the details

15. Question 3 I want my work space for my job or hobby to a. Look good b. Have rhythmic sounds or music. c. Feel comfortable

16. Question 4 When I describe a seminar I’ve just attended, I first a. Describe how it looked b. Tell people how it sounded c. Convey the feeling

17. Question 5 In my spare time, I most enjoy a. Watching TV or going to the movies b. Reading or listening to music c. Doing something physical (crafts/gardening) or playing a sport

18. Question 6 When I trying to convey "I understand" I am most likely to say: a. I see b. I hear you c. I can handle that

19. Question 7 Of the following activities, I spend more time indulging in a. Daydreaming b. Listening to my thoughts c. Picking up on my feelings

20. Question 8 When someone is trying to convince me of something a. I want to see evidence or proof b. I talk myself through it c. I trust my intuition

21. Question 9 I usually speak and think a. Quickly b. Moderately c. Slowly

22. Question 10 I normally breathe from a. High in the chest b. Low in the chest c. My belly

23. Question 11 When finding my way around an unfamiliar city I... a. Use a map b. Ask for directions c. Trust my intuition

24. Question 12 When I choose clothes, it is most important to me that I... a. Look good b. Make a statement c. Feel comfortable

25. Question 13 When I choose a restaurant, my main concern is that a. The restaurant looks impressive b. I can hear myself talk c. I will be comfortable

26. Question 14 If I try to remember something I tend to look a. Up b. Sideways c. Down

27. Add up the totals for A,B, and C A- Visual B- Auditory C- Kinesthetic

28. Boothman VAK inventory A- Visual B – Auditory C – Kinesthetic

29. Visual-Auditory - Kinesthetic “I see what you are saying” Speak Quickly Dress To impress Eye Contact

30. Visual-Auditory - Kinesthetic “Sounds good” Speaks Moderately Makes a Statement with clothes Keeps ear clear

31. Visual- Auditory - Kinesthetic “I can handle that” Speaks Slowly Dresses for comfort and feel Fidgeting Demonstrations

32. Determining preferences Visual Kinesthetic Auditory

33. Trying to listen or be listened to is not easy.

34. Let’s transfer listening to the other modalities.

35. Cleaning the Mirror Take partners One person moves his or her hand like they are cleaning a mirror, while the other person acts as the mirror of their hand.

36. Cleaning the Mirror Switch roles Second person moves his or her hand like they are cleaning a mirror, while the other person acts as the mirror of their hand.

37. Cleaning the Mirror Alternate being cleaner and mirror.

38. Cleaning the Mirror Debrief

39. Listening Partner 1 makes a statement. Partner 2 repeats. Partner 2 makes a statement Partner 1 repeats.

40. Listening Partner 1 makes a statement. Partner 2 summarizes. Partner 2 makes a statement about partner 1’s statement

41. Visual-Auditory - Kinesthetic Example key words: Focus blind bright Dull glow hide Clear show peek View colorful reflect Perspective “I see what you are saying”

42. Visual-Auditory - Kinesthetic Example Key words: Hear call click Discuss tone listen in tune earshot note Clash state loud “sounds good”

43. Visual- Auditory - Kinesthetic Example Key words: Grasp push hunch Hurt dig feel Heated nail unravel Squeeze touch support “I can handle that”

44. Listening Partner 1 makes a statement. Partner 2 summarized then makes a statement about partner 1’s statement, using VAK words.

45. Body Language

46. Body Language

47. Body Language

48. Body Language

49. Body Language

50. Body Language

51. Body Language

52. Body Language

53. Body Language

54. Body Language

55. Questions? Steven Lipton Biotest Services 411 East Jarvis Ave Des Plaines IL 60018 steven.j.lipton@gmail.com Steve@scientificdevice.com Twitter: @Biotest http://www.biotestservices.com/risk.php