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The concept of mirroring can be implemented in real-world negotiation scenarios by repeating the last three words or the most important one-to-three words of the other person's statement. This encourages them to continue talking and eventually reveal their strategy. It's a way of saying "help me understand" without triggering defensiveness. For more forceful personalities, use a soothing voice, start with "I'm sorry...", mirror their words, leave a long pause of four or more seconds, and repeat. This technique helps to establish a bond and promotes collaboration.
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Mirror what the other person is saying: repeat their last three words (or most important one-to-three words). People are drawn to what is similar and fear what is different. By mirroring what someone says, you encourage them to bond with you, to keep talking, and ultimately to reveal their strategy. Mirroring even works on the most forceful type-A personality, the person who looks for consent rather than collaboration: use the soothing "late night FM DJ" voice, start with "I'm sorry...", mirror their words, leave a long pause of four or more seconds so that the mirror works its magic, and repeat. This tactic is a way of saying "help me understand" without triggering your counterpart's defensiveness.
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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