Mirror what someone has just said.
Mirroring, also called isopraxism or imitation, is a neurobehavior that humans display in which we copy someone to comfort them. By repeating back what people say, you trigger this mirroring instinct. This causes your counterpart to elaborate on what they just said and sustain the process of connecting. It is invaluable for a negotiator to make the person speaking feel heard and understood.
Repeat the last three words (or the critical one to three words) of what someone has just said.
For example, “It’s devastating to our production when materials arrive late.” Your response would be, “Materials arrive late.”
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