The Like Switch Character Analysis

One of the first things I do when I hire an associate attorney is teach the attorney how to build rapport with prospective clients. The definition of “rapport” is “a close and harmonious relationship in which people communicate well and understand each other’s feelings or ideas.” An important element to building rapport with others is to use techniques that help them to know, like, and trust you.
Is it possible to do that with most of the people we meet? Is there a process we can follow?
In his book, The Like Switch: An Ex-FBI Agent’s Guide to Influencing, Attracting, and Winning People Over, Jack Schafer, a former special agent for the FBI’s National Security Division’s Behavioral Analysis Program, described the techniques he used as an FBI agent to influence, attract, and win criminals over so that they would divulge personal and confidential …show more content…
When he attempted to discuss an issue that was causing her anxiety, she had trouble answering his questions. In response to several of his questions and suggestions, she simply stared back at him. He said that about an hour after she left his office, he received an email from her.
In her email, the student apologized for her inability to communicate with him and proceeded to provide answers to the questions that he had asked. Even though she was unable to verbally respond to the counselor, she had no problem putting her thoughts in writing and sending them to him in an email. He said that he had experienced that same problem with several other students.
Prior to my conversation with the counselor, we had never met. I began our conversation by asking him where he grew up. We then had a short conversation about his family, and then I asked him about his occupation. Of course, it was during that conversation that our discussion about the college students came