Have you ever noticed yourself adopting the gestures, expressions, or even speech patterns of your friends without consciously intending to do so? This is a fascinating aspect of human behavior tied closely to the psychological principle of liking. In research on influence by Dr. Robert Cialdini, he found that we like people who share similarities with us.

This principle shows up when we mirror verbal and/or nonverbal behaviors of people we like. It creates a sense of connection. In sales training, people learn to proactively mirror their prospects to build rapport, but mirroring also occurs without conscious effort when you like someone. Psychologists call unconscious mirroring the Chameleon Effect. Your nonverbals are shifting to match that of the person you like, just as a chameleon changes color to match in with the environment.

The Chameleon Effect is not limited to physical gestures alone. It extends to vocal patterns, speech tempo, and even choice of words. I have a colleague who always says, “Yeh, yeh, yeh” instead of “yes” when he agrees with you. After seeing him, I notice that expression sneaking into my speech pattern, and it takes weeks for it to fade out.

By becoming more aware of this phenomenon, you can use it consciously and ethically to build rapport and strengthen relationships. However, it’s important to strike a balance: overt mimicry can come across as insincere or even mocking. Don’t overdo it.

Have you ever caught yourself adopting a friend’s catchphrase or speaking with a similar cadence? Have you ever noticed someone mirroring your body language? How do you see this play out in business interactions?