Match and mirror
If you watch two people with good rapport, you will notice a sense of unison in their body language and the way they talk. This can be created deliberately when you take on someone else’s style or behaviour. If done well, matching and mirroring can be a very powerful technique in an interview. To do this, you will need to match: ●●Voice tone (how you sound) and the speed and volume of speech
●●Breathing rates ●●Speech patterns – pick up the key words or phrases your interviewer uses and build these subtly into your conversation. Notice how the interviewer handles information – do they like detail or talk about the bigger picture? Feed information back to them in a similar way.
●●Rhythm of body movement and energy levels
●●Body postures and gestures. Don’t use this one too often as it can be obvious and may be perceived as mimicking.
●●The only exception is if someone becomes angry. In that situation, you wouldn’t mirror anger; instead, express concern.
Remember to:
●●Smile when you first see your interviewer ●●Establish and maintain eye contact ●●Be the first to say hello and extend your hand ●●Deliver a sincere greeting ●●Use the person’s name ●●Do more listening than talking
WARNING
Matching and mirroring must be carried out in a subtle way. If the other person becomes aware you are doing it, they may become uncomfortable. The sound of your voice and your eye contact pattern is the quickest way to begin – copying gestures should be used rarely. Don’t mirror the person exactly. If the other person is sitting with their arms folded across their chest, you may have yours crossed on your lap. It may come as a relief to know that you don’t
have to mirror the other person for longer than a few moments. Once they become comfortable with you, you can start leading the non-verbal communication and then they’ll start matching you. Make sure you practise these techniques before
your interview, and that’s all there is to it – keen observation and practice.
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“Dark clothing suggests authority, and lighter colours suggest friendliness or a sense of humour; lots of jewellery suggests power or wealth”
During an interview, the most crucial objective – apart from looking smart and giving the right answers –
is to strike up a rapport with the interviewer. Find out how to engage and win...
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