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.
What to do?
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