MIRRORING, PACING, AND LEADING

When people have deep rapport, the body language on both sides is synchronized in the same way a baby's heartbeat becomes synchronized with that of his or her mother.

Mirroring

Often when two people are talking, they will move into virtually identical postures. Without really being aware of it, they will cross their arms or sprawl back in a chair, each forming a virtual mirror image of the other.

In most influence settings, when people share the same view, they often share the same body posture. When the dominant influencer in a group changes his or her body position, the other group members will usually alter their positions to match. If someone in the group opposes the others, his or her body language will clash ...

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