Negotiation research you can use: To build rapport, be a (subtle) copycat

By on

Article Excerpt

When people spend time together, they often begin to unconsciously mimic each other’s nonverbal behaviors, such as their body language and facial expressions, and verbal behaviors, including words, expressions, and phrases. While being deliberately mimicked for laughs is annoying (ask any parent of young kids), people actually tend to like those who subtly mimic them better

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!


Don’t miss our three-day course, Negotiation and Leadership, in Cambridge, Massachusetts. Visit to find out more.

Download the Negotiation Briefings Special Report “Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases, and Good Negotiation Coaching Can Make You a Better Negotiator” by visiting