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After giving some nots so great (and un-licesned) legal advice, Kurt and Steve discuss a recent study about "moral code."\xa0 Individuals are more likely to compromise their morals when they are in a group setting.\xa0 We do this because we feel more anonymous and less responsible.\xa0 This is all intuitive.\xa0 But keep in mind, this means that persuading a group is a lot different than persuading one on one.\xa0 As group numbers increase, we often see "mob mentality" set in.\xa0 This has a negative connotation but when persuading you can use mob mentality to your advantage.\xa0

This epsidoe continues into a debate as to whether there is a difference between rapport and people skills.\xa0 Kurt wins the debate as he often does.\xa0 People skills is being able to get a long with somebody and keep things amiable.\xa0 Rapport is deeper connection that makes us feel like we've known somebody our whole lives.\xa0 When we have rapport, we have a relationship that lasts a long time and that generates favorable persuasion and negotiation results.\xa0 While rapport might be difficult to define...we know what it is when we see it or feel it.

Kurt and Steve continue by discussing some of the things that are evident when there is a strong rapport.\xa0 This includes relaxed body language, mirrored body language, physical touch, eye contact, and smiling (the real kind that you can see in the eyes).\xa0 One of the biggest blunders people make when they have rapport is to change their demenaor once they ask for "money."\xa0 This shatters rapport and is one of the top complaints about sales people.\xa0