What is mirroring and labeling?

Mirroring and labeling are two powerful negotiation techniques discussed by Jordan Harbinger and Chris Voss.

1. Mirroring: This technique involves repeating or paraphrasing what the other person has said. It helps to confirm that you are listening and understanding their point of view. Mirroring can make the other person feel validated and often prompts them to elaborate more on their thoughts, deepening the conversation and building rapport.

2. Labeling: This is about explicitly acknowledging and naming the emotions or feelings that the other person is experiencing. By labeling, you demonstrate empathy and understanding, which can help diffuse negative emotions and drive the conversation forward. It can also preempt potential misunderstandings by addressing them before they escalate.

Both techniques facilitate better communication and collaboration, which are crucial in negotiations. They help create a connection with the other party, often leading to better outcomes as the other person feels more understood and respected. These methods are particularly useful in tense or difficult conversations, helping to steer them towards more constructive and cooperative resolutions 1 2.