While conscious rapport is certainly important, the most powerful form of rapport is established unconsciously. When this happens, one or more of the parties feel connected beyond common experiences and common interests. It is the type of rapport that is characterized by connection, receptivity, collaboration, openness, trust, and mutual understanding.
Beyond establishing rapport through common experiences and interests, unconscious rapport can be established through a process called matching and mirroring. Matching and mirroring, as the names suggest, is when a person matches or mirrors the behavior of someone else by doing what they are doing. The purpose of which is to create a connection with the other person based on being similar to the other person as a whole, rather than through common experiences or interests.
Matching occurs when a person does the exact same thing that another person is doing. For example, if you were sitting across from me and you crossed your left leg over your right leg, I would cross my left leg over my right leg. It would be the same behavior but would look reversed to you.
Mirroring, on the other hand, occurs when a person reflects back a particular behavior. In the above example, when you crossed your left leg over your right leg, I would cross my right leg over my left leg. As a result, you and I would represent mirror images of each other in terms of leg position.
As a result of matching and mirroring, you increase the likelihood of establishing rapport. Most importantly, the rapport is established at an unconscious level. If the mirroring and matching is done in excess, it may come across as mimicking or mocking, in which case, rapport is likely to be lost.
Part of the art of establishing rapport is finding the balance between overdoing it and being too subtle. If the person you are talking to uses wild hand gestures while they speak, it is probably too much to swing your hands around at the same time. They will probably think you are making fun of them. Instead, you are more likely to establish and maintain rapport by using animated hand gestures when it is your turn to talk.
Warnings about being too blatant aside, I have been using NLP to establish rapport for over ten years and have never had anyone “call me out” on trying to establish rapport with them. In that sense, you can actually be quite overt and it is unlikely that the other person is going to notice what you are doing.
Some people feel a little nervous about using matching and mirroring, fearing that they are going to get caught. The reality is that even if they did notice that you were matching and mirroring them, what is wrong with trying to develop a positive relationship characterized by openness and mutual understanding?
I remember being at a business function talking with a therapist and another colleague and we were all in rapport with each of us standing and leaning off to one side. When I shared that I do a lot of work with clients using NLP, the therapist, familiar with NLP, jokingly began changing his body posture quickly and encouraged me to match and mirror him to stay in rapport. Of course, the whole thing looked quite funny and we all began to laugh. After the laugh, we all resumed our positions, went back into rapport, and continued our conversation.