The Rapport Tool

Have you ever noticed how often you yawn, smile, or begin to drawl when you’re talking with someone who yawns in front of you, smiles at you, or drawls when talking with you? In this chapter, you’ll learn:

Why unconscious mirroring or matching happens.

Why some people don’t match you.

What nonverbal matching tells you is happening.

How to use matching.

What happens when you and another person don’t match.

Matching Defined

When two people match, it means that they adopt similar nonverbal gestures, postures, or facial expressions. Matching can be identical, as it happens when another person smiles at you, and you smile back, or you may “crossmatch.”

Crossmatching occurs when you mirror another person but match ...

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