ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of building rapport. The Rapport Matrix serves to highlight the importance of combining hard and soft skills when managing stakeholders and conducting negotiations. It considers the need to develop rapport with the other party and consequently establish a relationship within which influencing can be effectively conducted. 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 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 model is a good aide memoire to help remind purchasers the importance of rapport and relationships when negotiating.
