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FBI Mirroring Technique

negotiation · easy · Practice 5 minutes per conversation, master in 2-4 weeks

What is FBI Mirroring Technique?

Chris Voss's deceptively simple technique from his FBI hostage negotiation career. Repeat the last 1-3 words someone said with an upward inflection, then go silent. Forces the other person to elaborate, makes them feel heard, and buys you time to think. Works in sales, management, and everyday conversations.

Is there evidence for it?

EVIDENCEstrong

How do you do FBI Mirroring Technique?

  1. 1.Listen actively to the other person's statement without planning your response
  2. 2.Repeat the last 1-3 critical words they said, using a calm, curious tone with slight upward inflection
  3. 3.Stay silent after mirroring — resist the urge to fill the pause. Let them expand on their point
  4. 4.Follow their elaboration with a label: 'It sounds like...' or 'It seems like...' to validate their emotion
  5. 5.Practice in low-stakes conversations first (coffee orders, casual chats) to make it feel natural

How long does it take?

Practice 5 minutes per conversation, master in 2-4 weeks.

Is it hard to start?

easy.

Source: Chris Voss — Never Split the Difference (2016)
negotiation · communication · listening · FBI · rapport
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> everything in negotiation

This is one entry from the library Shift matches against. It is general information, not advice about you, and nothing on this page came from anyone's conversation.