matching
English translation: copying another person's behaviour but not simultaneously
| 16:45 Feb 3, 2021 |
| English language (monolingual) [PRO] Science - Management | |||||||
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|  Selected response from: Helena Chavarria Spain Local time: 05:29 | ||||||
Grading comment
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| SUMMARY OF ALL EXPLANATIONS PROVIDED | ||||
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| 3 +4 | copying another person's behaviour but not simultaneously |
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| 4 +1 | having similar communication/processing style, body language, pace and volume of speech, etc. |
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| Discussion entries: 2 | |
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Answers
2 hrs confidence: 
peer agreement (net): +1
peer agreement (net): +1having similar communication/processing style, body language, pace and volume of speech, etc. Explanation: #1 Mirroring and Matching Mirroring and matching are based on the powerful concept that people like people who are similar to themselves. Conversely, when people are not similar, it is more difficult to have a relationship with that person. You can quickly develop rapport with a customer by mirroring and matching: Body language: For example, if the customer sits down and crosses their legs, you do the same. This sends a positive subconscious message that you are paying attention to all of their communication (non-verbal in this case), making them essential, and signaling you are on their side. Voice: The same rationale for mirror and matching body language also applies to mirroring and matching the pace and volume of someone’s speech. Of course, be aware that you do not unconsciously mimic their accents. Communication/processing style: People communicate and process information in different ways. Some people are action-oriented and results driven; these type of customers want to get down to business. While other customers may have an emotional communication/processing style and so they welcome a substantial amount of rapport building chit chat before getting down to business. Some customers are analytical and focused on data; these customers want the facts and don’t value lots of small talk. Recognizing your customer’s communication/processing style and adjusting how you communicate is critical for building rapport. It is important to note that mirroring and matching techniques work at the subconscious level. Obviously, a customer will not do business with just because you are mirroring and matching their body language during a meeting; however, they may be more “comfortable” with you and as a result more open to learning more about your solution. https://www.salesreadinessgroup.com/blog/techniques-for-buil... |
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15 mins confidence: peer agreement (net): +4
peer agreement (net): +4copying another person's behaviour but not simultaneously Explanation: Mirroring refers to the simultaneous ‘copying’ of the behavior of another person, as if reflecting their movements back to them. When done with respect and discretion, mirroring creates a positive feeling and responsiveness in you and others. Matching, on the other hand, can have a built-in ‘time lag’. For example, if a seated client uncrosses his legs and leans slightly inward while speaking, you should wait for a few seconds and then discretely adopt the same posture. https://coachingandthejourney.wordpress.com/2012/10/22/the-a... One basic difference between mirroring and matching is timing. This is sometimes called pacing . While mirroring is simultaneous with the other person’s movements, matching can sometimes have a ‘time delay’ factor to it. For example, if someone is gesturing while talking and making a point, you can be still and attending. When it is your turn to speak, you can make your comments and your point using the same, or similar gestures. https://www.nlpworld.co.uk/nlp-glossary/r/rapport/ -------------------------------------------------- Note added at 22 mins (2021-02-03 17:07:41 GMT) -------------------------------------------------- On the other hand, matching is not an exact reflection of the other person, as per Neuro-linguistic courses. For example if a person crosses his left leg over the right leg, you will be matching the person even if you cross your left leg over the right leg. Crossover mirroring is also a form of matching technique. While mirroring is a precise reflection, matching is a more general image of the other person. When matching words of another person, the exact words of the other person will not be used. Instead, you will try to use similar words to convey the meaning. https://www.linkedin.com/pulse/nlp-mirroring-matching-techni... -------------------------------------------------- Note added at 3 hrs (2021-02-03 20:16:46 GMT) -------------------------------------------------- No, it doesn't mean 'adapt', though the person mirroring and matching the other person will probably have to adapt their speech, movements etc. In this case, match means copy or imitate someone in order to build rapport with them and become more persuasive. |
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Notes to answerer
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