ABSTRACT
The Rapport Matrix provides an excellent illustration of the importance of soft skills within the context of negotiation. It highlights the need for rapport as an important precursor to relationship building and ultimately to the achievement of an effective and successful negotiated outcome. The matrix is based on the skill-base of an individual to create rapport and negotiate respectively. The four quadrants are described as follows: Pushover, Respect, No incentive to participate and Begrudging movement. The model is a good aide memoire to help remind purchasers of the importance of rapport and relationship when negotiating. A deal may be able to be brokered and forced through, but resentment and/or adversarialism could accompany the negotiation and have an adverse effect later in the deal.
