Rapport doesn’t require charm. It requires the other person to keep talking while you stay present and nonthreatening.
Mirroring is the simplest tool: repeat the last few words they said, or the crucial phrase, with a curious tone—then stop. The pause does the work. People fill silence by explaining, correcting, and revealing. What looked like a tiny echo becomes an invitation to go deeper.
This also buys time. In high stakes, time is oxygen. While they expand, you collect vocabulary, priorities, and pressure points. You signal respect without agreeing: “You’re listening” is often more persuasive than “You’re right.”
Pair the mirror with a calm, low voice when tension rises. It steadies the room and makes your questions land.
Once they’re talking, the next move is to name the emotions shaping their words.