The rapport-building tactic of mirroring & matching can sometimes produce stunning effects. As we subtly reflect back someone’s gestures and phrasing, they can experience a sense of comfort and relaxation, and a feeling of rapport develops.
The effect is based on the understanding that humans feel more comfortable with others who are similar to them, a social principle from prehistoric times, when predators and competitors, both human and animal, put us in perpetual jeopardy. 100,000 years ago on the African savannah, being part of a tribe meant safety and security, and lacking that communal support put you in a very dangerous position. Continue reading →
