Negotiation Technique Review: "Mirroring"

One technique that stands out when it comes to building rapport and understanding your counterpart’s intentions is Mirroring.

This is one simple yet powerful tactic that can significantly improve the dynamics of your procurement negotiations.

In this newsletter, we'll delve deeper into what mirroring is, how you can effectively apply it in procurement negotiations, and how to counter it if it’s used against you.

Hello and welcome back to another edition of our newsletter;

Let's dive right in;

?? What is Mirroring in Negotiations?

Mirroring, in the context of negotiations, is the psychological tactic of mimicking your counterpart’s behavior, speech patterns or body language. It’s a subtle way of building trust, creating rapport and making the other party feel more comfortable and understood. By mimicking someone’s actions or words, you can convey empathy and alignment, which can pave the way for more cooperative and less adversarial negotiations.

How to Apply Mirroring in Procurement Negotiations?

?? Build Rapport Early in the Negotiation: Imagine you are negotiating with a new supplier, and they seem apprehensive or guarded about the partnership. To create a more relaxed and collaborative atmosphere, you begin to mirror their body language or tone. For example, if they speak in a formal, measured tone, you match that tone. Doing so can make the other party feel understood and comfortable, easing the tension.

Actionable Tip: In your first interaction with a supplier, focus on mirroring their tone and pace. This helps create a natural flow in the conversation and lays a foundation of trust.

?? Encourage Cooperation During Price Discussions: Let’s say you are negotiating a contract where price points are being discussed, and the supplier’s first offer is higher than expected. By mirroring their positive body language or repeating their key points, you indicate that you understand their concerns and will consider them. Once they see you as an ally, it becomes easier to navigate through tough pricing discussions without hostility.

Actionable Tip: In difficult discussions around pricing, subtly echo their concerns. This conveys empathy and understanding, setting the stage for a collaborative solution, rather than a confrontational price war.

?? Addressing Pushback on Terms: If a supplier pushes back on the terms you propose, you can mirror their tone and language to defuse their resistance. For example, if they say, “We can’t do that on the delivery schedule,” you might respond with, “I understand the delivery schedule is critical, and I want to find a solution that works for both sides.” This shows you're listening and committed to finding common ground.

Actionable Tip: When faced with resistance, mirror their objections using the same wording. This subtly suggests you’re on the same page, leading to better cooperation.

What to Do When Mirroring is Used Against You?

?? Stay Focused: If you notice someone mirroring your gestures or tone, stay calm and remain focused on your goal. The best way to neutralize this tactic is to stick to your key points and not let their mirroring distract you.

?? Set Clear Boundaries: If the mirroring feels too intense or uncomfortable, it's okay to set boundaries. Politely and professionally steer the conversation back to the subject at hand.

?? Recognize the Intention: Recognize that mirroring is a psychological tactic designed to make you feel more at ease and aligned. Instead of being caught off guard, you can consciously decide how to steer the conversation in a more direct or assertive manner.

?? Introduce Controlled Disruptions: One way to disarm someone using mirroring is by subtly changing your tone or body language to throw them off. By breaking the rhythm, you can regain control of the conversation and make the other party rethink their approach.

In conclusion, mirroring, when applied appropriately, can be an invaluable tool for building relationships and enhancing cooperation in procurement negotiations.

PS: If there are any particular negotiation techniques you'd like me to cover in subsequent editions, do let me know.