ABSTRACT
The people who are most skilled at developing rapport – the world's super-salespeople – report a sense of 'unconscious communication' when good rapport has been established. When acquiring negotiations skills, for instance, the performer should set their game plan, concentrate on carrying it out, focus on the process, and afterwards analyse what happened. In practical terms the coach should encourage the performer to develop their skill by asking for observations at both macro and micro level as appropriate, then seek analysis of the observations, followed by a synthesis of the new conclusions. In coaching or mentoring 'Objectives are achieved by using questions to enhance the ownership and focus of the individual performer'. The coaching process in practice was examined and revealed the importance of several tasks such as aligning missions, and being prepared for covert and unplanned coaching and mentoring.
