3 Building Rapport

There are traits—some ethnic, perhaps, and some the result of upbringing—that predispose certain people to be gifted at connecting with others and eliciting information. For the same reasons, other people have no gift for these things and it would be harder for them to cultivate rapport-building skills.1

—Elizabeth Bancroft,executive director of theAssociation of FormerIntelligence Officers

People who know me always call me Peter. When people call me Edwin—my legal first name—I know they are either selling insurance or running for office. You would think people in those professions would have done some homework before they try to connect with me.2

—E. Peter Earnest,former Senior CIA NationalClandestine Service Officer and

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