Tag Archive for Voice Inflection

Echoing And Mirroring Is The Mating Dance

by  • March 6, 2013 • 0 Comments

We're both "the captain!"

We’re both “the captain!”

So far in this book we have talked about mirroring in terms of building rapport for business and life in general, but the real excitement comes from mirroring in dating. Mirroring in dating is the original “mating dance.” It is a complete synchrony of gestures and movements that seems carefully choreographed, but isn’t. It is so pervasive that it carries through to synchronous breathing and blinking, tone of voice, inflection and pitch, not to mention more obviously gestures like body position and movements such as affect and illustrators, regulators and standing postures. Mirroring is the mechanism that produces fluid dance which is a precursor to the much more intimate dance that happens between the sheets!

Mirroring isn’t a childish copy-cat game, but it is close. A distinction should be made between mirroring and echoing. Echoing happens when gestures and positions are duplicated some time after they first appear, usually within a matter of seconds. Mirroring is done by immediately taking up the same postures, or if facing one another, its mirror opposite. Picture this next example as if the woman and man are both facing head-on, where the woman is on the left and the man on the right. Here a perfect mirror would happen as the inside, or left foot of the woman is up on the foot rest at a bar, with a drink in her right hand, and her left arm resting on the bar top, the man would have his right foot on the foot rest, his drink in his left hand, and his right arm on the bar top. This is full mirroring. If the man pauses in his dialogue and takes a drink and so too does the woman, they will have again mirrored each other. However, if either one pauses for a second, then follows, they will have echoed each other. Other examples in the same scenario include playing with a glass or adjusting foot positions or gestures or touching the face similarly. When complete synchrony is established which can take from minutes to hours (or not at all), we call this the mating dance. I should note too, that echoing can happen up to a minute later and not all gestures are duplicated exactly. Common ground between two people can be extensive, as it is with twins who have a high degree of agreement, or slight when only small agreement is present, and this is reflected in the strength of the dance.

Testing mirroring can be done by simple observation, that is, by being mindful of any following that is done by your object. However, mirroring can also be sped up and manipulated by allowing gestures to be taken up by your partner, then after some time changing them to measure the speed with which the gestures of your partner follows. This tactic is not much different than what happens on the dance floor. Fast music really tells us if we’re on the same page together, and when “dancing without music”, the same effect is present. The more synchrony there is, the stronger the agreement, and the faster positions are adopted. Men and women can both test this out for themselves and will see that when rapport is strong, couples will hurry to stay on top of the dance through its postures.

Mirroring postures in other people, by following their lead can also test interest. To do this, just take on postures similar to your partner and see if they feel comfortable holding them with you. If they change or adopt new postures quickly or seem agitated, you can be sure that they see the two of you as different and that little or no attraction is present. When people disagree, they do their best to appear different, and this is one of the times our guts give us a visceral reaction. When we don’t like someone we do our best to expose our differences rather than our similarities.

Above: Mirroring is an instant way of building or monitoring the connection people have with one another. Yawning for example is a way that even complete strangers feel compelled to mimic. Mirroring-body language helps us gauge what level of agreement is present between people. In our historical past, mirroring each others gestures served to eliminate aggression between people. We use it today in much the same way. Two strangers won’t initially hold the same gestures or will hold closed body language and postures, but as agreements and opinions are expressed the body will show agreement and common ground. In dating, mirroring plays an even more potent role as couples can groove in almost complete synchrony which we call the matting dance. Mirroring therefore, says “Look at me, I’m the same as you, and we both agree”.

Summary – Chapter 12

by  • March 6, 2013 • 0 Comments

In this chapter we found that mirroring is one of the quickest and most efficient ways to build rapport with other people. It can be done consciously to gain an advantage and if done properly will go without noticed. It is effective to create liking, acceptance and formulate bonds. We discussed the chameleon affect where unconscious mimicry of postures, mannerisms, facial expressions, and other behaviours occur between people of like minds. We looked at various studies showing that even purposeful mirroring has positive effects, creates and reveals liking in others, and helps gain approval. We found that proper mirroring is unlike the childhood game “copy-cat” where we imitate to irritate.

Proper mirroring, we found, works best by subtly picking up on unconscious gestures such as foot shaking, body scratching, face or hair touching or changes in posture. We discussed that mirroring that includes more dramatic gestures like leaning in, crossing legs, or folding arms, must always be done undetected lest it cause irreversible damage or negative thoughts. Echoing was compared to mirroring, with one key difference. That is, we found that echoing happens when similar postures were taken up, but only after some time had elapsed, rather than immediately as in mirroring. Echoing was therefore described as a more subtle way to build rapport. We found that mirroring can help find common ground during negotiations by creating cooperation and empathy instead of deception.

We also talked about what issues can arise to inhibit mirroring which includes resistance from inward looking people who define themselves by whom they are rather than their associations with others, self monitors who tend to obey their own internal regulators instead of modifying themselves by environment, and the final reason was outlined as outright disagreement. We discussed how mirroring can be matched to create perfect flow through changing dialect, speech rate or tempo, pitch, tonality, voice inflection, use of words and even accent and is called “communication accommodation theory.” We defined perfect speech patterns as “pacing” where information flows uninterrupted and in rhythm. Next we solved the puzzle as to why our pets look like our kids and couples look like each other, how our bosses and superiors call the shots and we should only sometimes mirror them, and how women mirror more than men overall.

When Mirroring Creates Flow

by  • March 6, 2013 • 0 Comments

We're both "the captain!"

We’re both “the captain!”

Matching speech patterns is an effective way to build rapport and create flow and it includes changing dialect, speech rate or tempo, pitch, tonality, voice inflection, use of words and even accent. This is what is called the “communication accommodation theory” and it has been heavily researched. It also forms a part of neurolinguistic programming (NLP) which was covered previously. The theory’s main proposition is that during interactions, people modify their communication behaviour and patterns to more closely resemble the person with which they are trying to gain the most from. Gains in this context can include social approval, employment, or to build friendships and rapport. NLP also goes much deeper than just mirroring speech patterns to include mirroring other facets of a person’s traits.

The theory says that people can also differentiate their speech patterns so as to appear more dissimilar, and thereby create division in personalities or ideas. As is the case with all forms of mirroring, similarities attract. Whereas a significant portion of mirroring involves body positions, verbal mirroring can also be potent. Accents are immediately recognized and when they appear they immediately conjure thoughts of dissimilarity. Mirroring language patterns is a good way to quickly reduce differences and show a willingness to interact positively. Mirroring in language can include matching humour type, frequency and style. If speech is free of humour, than to connect with that person, dropping humour altogether would be advantageous, but if they lace personal humour or self deprecating humour then using a few jokes yourself can help build a connection. Similarly, matching analogy use, the use of questions, matching chattiness or matter of factness of the conversation, use of hand gestures, eye contact and even sentence structure can build rapport quickly. Far from being a copy-cat game, it’s a subtle matching of the speech patterns preferable to your counterpart and adopting them yourself. Even if we don’t consciously use this technique to build rapport, subconsciously we do it anyway, especially if we like the person. Effective use of NLP can build comfort, relaxation and create familiarity. Perfected, the technique will create instant friendships and lifelong bonds. At worst, its use will lead to a lowering of barriers between people and a greater likelihood of being welcomed.

When two people match speech patterns exactly or nearly, we can this “pacing.” Conversation will appear to flow uninterrupted and information will be shared backwards and forwards between the two people. Pacing can include more than just verbal actions. Regulators such as head nods, gestures and micro movements call all work together to create a rhythm. Speed of speech is one important factor to maintain. Speaking too quickly can put pressure on people as they will feel that it is difficult to properly express their views and opinions. Anyone who’s conducted an important interview over the phone with a broken connection with someone they’ve never meet in person knows how hard it is to maintain pacing. The pauses created by the poor connection leads people to jump in to speak despite the fact that the other person hasn’t yet reaching their conclusion. This creates a choppy, disjointed, cumbersome, and even painful conversation. Twins and family members are best at pacing, as are close friends. Rapport is when closeness is developed making people more alike in their thought process, than different. Speech matching is a technique that recognizes the differences in communication styles between people, but rather than dwelling on these differences, forces people to accept and even incorporate these traits into their own speech to quickly build rapport with others.

High order NLP in speech and rapport requires much more attention than this book can ever give it, so this brief summary was only meant as a primer for future research. If this kind of technique fascinates you, I highly recommend reading further, it is a very illuminating area of study.