Repeat Their Last Three Words
Reflecting the other person's own words back — as a question — makes them keep talking and makes them like you.
- Evidence
- solid
- Topic
- Influence
- Things to do
- 3
- Read
- 1 min
solidHow strong is the evidence?
Good evidence behind it, but fewer people have checked it independently.
- Maddux, Mullen & Galinsky, JESP, 2008 — mirroring negotiators reached deals 67% of the time vs 12.5%
Why it works
Mirroring signals “I am like you, keep going” below conscious notice, and the extra talking is where the useful information lives.
What to do about it
- Repeat the last one to three words, with a rising tone. Then stop.
- Use it when an answer is thin or evasive. It reliably extracts the second, truer version.
- Keep it occasional — every few exchanges, not every one.
Where people go wrong
Obvious parroting. It works because it's below the waterline; visible, it reads as mockery.
Read next
- Name What They're Feeling“It seems like…” / “It sounds like…” — naming the other side's emotion defuses it and gets you information.solid
- The First Number WinsThe opening offer pulls the final figure toward it — for both sides, including experts who know this.proven
- Hand Them the Problem“How am I supposed to do that?” makes the other side solve your constraint instead of arguing with it.solid
- How You React to Good NewsResponding to someone's good news with active, enthusiastic interest predicts relationship health better than how you respond to their bad news.solid