{"id":23269,"date":"2021-01-11T18:51:31","date_gmt":"2021-01-11T22:51:31","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=23269"},"modified":"2021-01-17T14:14:32","modified_gmt":"2021-01-17T18:14:32","slug":"mirroring-negotiation","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/mirroring-negotiation\/","title":{"rendered":"Mirroring in a Negotiation: Use It to Build Trust"},"content":{"rendered":"\n

What is the role of mirroring in a negotiation? How can it help you build trust and connect with your counterpart?<\/p>\n\n\n\n

Mirroring in a negotiation is one of the most effective psychological tactics. Essentially, it\u2019s imitation and repetition. You repeat the last three words that the person has said in your next sentence. <\/p>\n\n\n\n

Read more about how to use mirroring in a negotiation.<\/p>\n\n\n\n\n\n\n\n

Mirroring<\/strong> and Negotiation<\/h2>\n\n\n\n

In a negotiation, mirroring helps build rapport with your counterpart by mimicking their word choice. Sounds simple, but there\u2019s profound psychological meaning behind it. Mirroring helps put your negotiation counterpart at ease and make them feel like they\u2019re talking to a trusted friend, even a confidante, rather than an opponent. <\/p>\n\n\n\n

Human beings are drawn to what\u2019s similar and are distrustful of that which seems alien or different. By imitating their speech patterns, you\u2019re signaling to the other person not only that you\u2019re hearing them, but also that you\u2019re <\/strong>like<\/em><\/strong> them<\/strong>.<\/p>\n\n\n\n

This is something we see every day: Think of couples who walk in sync with each other in the park or friends who imitate each other\u2019s body language<\/a> during a conversation.<\/p>\n\n\n\n

How to Mirror<\/strong><\/h3>\n\n\n\n

Ultimately, mirroring allows you to confront without being confrontational and disagree without being disagreeable<\/strong>. Here\u2019s how you do it.<\/p>\n\n\n\n