Isopraxism is imitation of a counter-partyâs speech patters, body language, vocabulary, tempo, and tone of voice. It establishes a bond and letâs the other know that you âare the sameâ and therefore they can trust you. While it can take many forms, in negotiation purely verbally it can be just repeating the last few key words that the other person said1.
1. Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, New York, 2016).