Mirroring

Repeat the last few words the other person said, as a question, then go silent.

Why it works

Echoing someone’s own words signals you are tracking them closely and triggers a reflexive urge to elaborate. The repetition feels like attentive listening rather than interrogation, so the speaker keeps talking and reveals interests, constraints, and emotion you would not have gotten by asking directly.

How to do it

1. Listen for the one to three words that carry the most weight in what they just said.
2. Repeat them back with a gentle upward, curious inflection — as a question.
3. Stop talking. Let the silence pull more out of them; do not fill it.

Evidence

Mirroring draws on the well-documented behavioral mimicry effect — people who are subtly mimicked rate the other party as more likeable and trustworthy. Voss’s verbal variant is a practitioner technique, not a separately validated protocol. (mechanistic)

The chameleon-effect research is about nonverbal mimicry; applying it to verbal echoing in negotiation is reasonable extrapolation, not a directly tested claim.

Common mistake

Parroting whole sentences or doing it so often it sounds robotic, which reads as mockery and breaks rapport instead of building it.