Mirroring is a nonverbal technique where one person subconsciously (or consciously) imitates the behavior of another person.
Mirroring is often done with people we like or are interested in. It can indicate interest or attraction and can also be a way to show empathy. Individuals are likely to mirror the person of higher status or power within the situation. The act of mirroring individuals of higher power may create an illusion of higher status, or create rapport with the individual in power, thus allowing the person to gain favor with the individual in power.
Mirroring can alternatively be used to influence others – to establish rapport, gain trust, and foster deeper connection. For example, in business settings, mirroring can be used to build a relationship and goodwill. Mirroring is a powerful tool in sales – specifically – to build trust with prospects quickly. It can lead a prospect into them subconsciously believing that you’re acting like them.
Mirroring is also a tool that can be used in negotiation – a form of sales.
“A mirror is when you repeat the last three words (or the critical one to three words) of what someone has just said…By repeating back what people say, you trigger this mirroring instinct and your counterpart will inevitably elaborate on what was just said and sustain the process of connecting.”
Never Split the Difference
Mirroring is a technique that impacts one’s subconscious and is ubiquitous including in business and various fields of study. In individual cases, the questions are to whom is it being directed and is there intent or is it happenstance; is it a direct or indirect use of the tool? When mirroring is impacting your subconscious, you are being influenced (usually directly). When mirroring is impacting someone else’s subconscious, you are influencing (usually directly) others.
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