Mirroring and Matching

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Description of Mirroring and Matching. Explanation.

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Mirroring and Matching

Definition Mirroring and Matching. Description.


Mirroring and Matching is a persuasive technique based on imitating the interlocutor.


Mirroring and Matching, also known as the Chameleon Technique, is a simple but powerful persuasive technique often used by sales people. Assuming that to persuade someone it is important to establish a relationship or at least an acceptable level of confidence with her, the mirroring and matching technique suggests to behave in a similar way as our interlocutors to persuade easier and quicker. See also: Persuasion Theory.


By mirroring and matching the behaviors of your interlocutors they will feel that the both of you are tuned on the same frequency, you can have a nice conversation without misunderstandings, and you can freely talk about any topic. The purpose of mirroring and matching is to establish a sense of empathy and to create a bond with the interlocutor. Once the bond is somehow created, the second step is to lead the conversation and see if the interlocutor will follow the persuader’s behaviors. If executed effectively it can allow to make someone sign a contract or close an agreement.


Ways to Mirror and Match

The most effective ways to mirroring and matching one or more interlocutors are:

  1. Using the same language or jargon.
  2. Speaking at the same volume.
  3. Using the same facial expressions.
  4. Using the same body language. For example if your interlocutor sits comfortable in his armchair, try to imitate the way he/she is sat.
  5. Laughing when your interlocutors are laughing.

Mirroring and Matching Limitations

This persuasive technique can work only if it is used cleverly and naturally; one should avoid making an interlocutor feel you are imitating her/him. Your interlocutor should really feel you have many similarities.


Mirroring and Matching Forum
  Mirroring and Matching Cases and Examples
Hi, do you know of a remarkable case or a funny example of using mirroring and matching to establish a sense of empathy and to create a bond?
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Mirroring and Matching Special Interest Group


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Best Practices - Mirroring and Matching Premium
  Volkswagen CEO Apologizes: Facial Emotional Expressions
Following the emission scandal of Volkswagen, its CEO, Prof. Dr. Martin Winterkorn, publicly apologized earlier this week in a video statement by saying he was 'deeply sorry’ that his company violated existing rules with respect to emissions. General...
     
 

Expert Tips - Mirroring and Matching Premium

Resources - Mirroring and Matching Premium

How to Give a Media Interview? The ABC and 3R Tool

Former BBC Producer Andrew Carapiet distinguishes 2 different situations in which you are likely to have to talk to the media:
  1. SUCCESS...
    Usage (application): Media Training, Media Training, Crisis Management, Success Stories, Media Interview
 

Nonverbal Persuasion and Communication: Effects and Types

Presentation that describes the concept of nonverbal persuasion, including the following sections:
1. Overview of nonverbal communication: Powerf...
Usage (application): Nonverbal Persuasion, Nonverbal Communication, Sales, Selling, PR, Applying for a Job
 

Hearing versus Listening

A comprehensive presentation about listening and how to do it well.
Includes a scheme of the steps in the listening process and the ways for effe...
Usage (application): Communicating Effectively, Active Listening, Coaching, Mentoring
 

40 Proven Ways to Be Persuasive

Interesting presentation that describes 50 scientifically proven ways to be persuasive.
1. Six Universal Principles of Social Influence:
- R...
Usage (application): Persuasion Techniques, Persuasion Theory
 

The Power of Persuasion: 3 Main Principles of Influencing Others

An extensive presentation about persuasion including many types and examples of persuasion experiements. The following sections are included:
1. ...
Usage (application): Persuasion Techniques, Managing Behavior, Cognitive Bias, Bounded Rationality, Resistance to Change
 

Humans have Only 4 Basic Facial Expressions

Human Emotions are not that complex as we thought. A recent investigation at the University of Glasgow has revealed that humans don't have the six bas...
Usage (application): Media, Mirroring. Matching, Facial Expressions
 

Facial Expressions: Expressions of our DNA

Dr. David Matsumoto of San Francisco State researched photos of blind and sighted athletes at the 2004 Olympic and Paralympic Games. By comparing pict...
Usage (application): Media, Mirroring, Facial Expressions
 
 

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Compare with: Door in the Face  |  Foot in the Door  |  Sleeper Effect  |  Validity Effect  |  Bait and Switch  |  Forced Compliance  |  Low Ball Technique  |  4 Ps of Persuasion  |  Framing  |  Balance Theory  |  Cognitive Dissonance  |  Persuasion Techniques

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