What is the first step on the Behavioral Change 'Staircase'?

• A. Introductions
• B. Empathy
• C. Rapport
• D. Influence

Answer: (A)

Starting with introductions sets the tone and creates a safe opening for the conversation. By clearly stating who you are, why you’re there, and what to expect, you establish transparency and reduce uncertainty, which is essential before you can do deeper work. Once the other person knows who is speaking and why, you can transition into understanding their perspective (empathy) and then build a genuine connection (rapport), which in turn makes influencing outcomes possible. Without that initial introduction, the interaction can feel abrupt or guarded, making it harder to move to empathy, rapport, or influence.