Encouraging Elaboration: By mirroring, you effectively prompt the other person to continue speaking without directing the conversation. This can lead to them revealing more information than they initially intended, providing valuable insights that can be used to navigate the negotiation.
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Similar ideas to 2.b. Mirroring: Encouraging Elaboration
Building Rapport: The act of mirroring also plays a significant role in building rapport. It creates a subconscious bond, making the other person feel understood and connected, which can lead to a more collaborative and less adversarial negotiation enviro...
The way we answer can encourage trust and information sharing.
It's about choosing the right balance between privacy & transparency - decide 'before' a conversation what information is to be shared & what kept private.
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