The Power of Mirroring

Negotiating Tactics That Work

❤️ of the Matter:

There’s a tactic in negotiations called mirroring that I found highly effective in de-escalation.

The BIG 📸:

Mirroring means imitating, which we're rarely aware of as it's happening, but neurologically has a way of comforting us. You can do it with body language, speech patterns, vocabulary, and more. I've even employed it using familiar brands, but the focus is on the words as it relates to negotiations.

The technique follows a fundamental biological principle: we fear what’s different but draw close to what’s similar.

Mirroring is when you repeat the last three or critical one to three words of what someone has just said. It’s alarmingly simple and yet highly effective.

Richard Wiseman, a psychologist, conducted a study using servers to determine the most effective way of establishing rapport - through mirroring or positive reinforcement. One group gave praise and encouragement, while the other group repeated orders. The group that mirrored their customers received a 70% higher tip on average than the group that used positive reinforcement.

The intent behind most mirrors is to understand and uncover the needs of the other.

Each time you mirror someone, they will reword what they’ve said and reveal more in the process.

I employed this tactic with an angry client on the phone, and by the end of the call, all her needs lay bare, and she was thanking me on the way on the way out. I was astonished.

Good negotiation is not a debate match. Your sole focus should be on the other person and what they have to say.

The 🍞 of Life:

Understand this, my dear brothers and sisters: You must all be quick to listen, slow to speak, and slow to get angry. Human anger does not produce the righteousness God desires. So get rid of all the filth and evil in your lives, and humbly accept the word God has planted in your hearts, for it has the power to save your souls. - James 1:19-21

Take a Deeper Dive 🌊:

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To Thy Matchless Glory👑