Mirror Quote by Chris Voss
““It’s almost laughably simple: for the FBI, a “mirror” is when you repeat the last three words (or the critical one to three words) of what someone has just said. Of the entirety of the FBI’s hostage negotiation skill set, mirroring is the closest one gets to a Jedi mind trick. Simple, and yet uncannily effective. By repeating back what people say, you trigger this mirroring instinct and your counterpart will inevitably elaborate on what was just said and sustain the process of connecting.””
About This Quote
Source Book: Never Split the Difference, 2016
Repeating the last few words of a speaker’s sentence builds rapport and encourages them to elaborate, enhancing negotiation.
In simple terms: Mirroring repeats words to deepen conversation.
Key Takeaway
Use mirroring to foster dialogue.
Themes
communication
negotiation
psychology
Mood
empathetic
strategic
Type
negotiation
psychological
When to use this quote
- hostage negotiation
- sales calls
- team meetings
- conflict resolution
Key Concepts
mirroring
active listening
rapport building
influence
dialogue
Questions to Reflect On
- When is mirroring most effective?
- How to balance mirroring with genuine listening?
A Different Perspective
Overuse can feel manipulative; effectiveness depends on tone and timing.
