some medical hypnotists use the concept of “matching” with highly resistant clients.9 By simply conforming their nonverbal behavior to that of each client, by using language from the client’s preferred representational system (visual, auditory, or kinesthetic), and by matching the client’s volume, tone, and rate of speech (paralanguage), they often can overcome the client’s reluctance to communicate.
     When interviewers intentionally align themselves with a witness or suspect through these matching or mirroring techniques, the interviewee is more inclined to respond to the interviewer and subsequently provide information. As one researcher points out, “people like people who are like themselves.”10 Once interviewers establish rapport, barriers disappear, trust grows, and an exchange of information follows. To achieve these results, interviewers should match or “mirror” the interviewee’s kinesics, language, and paralanguage.

Building Rapport by Matching Kinesics
     Matching another person’s body language or kinesics probably is the easiest and most obvious technique. Kinesic behavior typically includes gestures, posture, and movements of the body, such as the hands, arms, feet, and legs.11 However, a difference exists between mimicry and matching. Interviewers should match another person’s body language with subtlety and caution; otherwise, the person easily could become offended. People who have developed rapport tend to match each other in posture and gestures. For example, individuals conversing together often adopt the same posture. Like partners in a dance, they respond and mirror each other’s movements with movements of their own, engaging in mutual responsive actions.12

    Detective Hamilton employs the kinesics aspect of NLP in his interview. When he enters the interview room, he immediately notices the witness’ posture and the position of her hands. He notes that she is leaning forward with her head down. Her posture and the position of her head speak volumes.

"Once interviewers establish rapport, barriers disappear, trust grows, and an exchange of information follows."

    As Detective Hamilton introduces himself, he pulls his chair close to the witness and, j her, leans forward in his chair with his hands in front of him. As the witness begins to open up and speak about what she has seen, her non-verbal behavior gradually follows suit, as she opens herself up by sitting back. Eventually, as her trust in Detective Hamilton grows, she feels comfortable enough to relax. She realigns her posture by sitting up and facing Detective Hamilton. Through each succeeding change in her body language, Detective Hamilton matches her behavior, thereby lending credence to the belief that the deeper the rapport has been built between two people, the closer the matching of body language.

Building Rapport by Matching Language
     Because people use language to communicate thoughts, the words they choose reflect the way they think. When relating experiences, an individual uses the visual, auditory, or kinesthetic representational system to identify these experiences and communicate them to others. For example, a person whose predominant representational system is visual will say phrases, such as “I see what you mean,” “that looks good to me,” “we see eye to eye,” or “I get the picture.” On the other hand, a person whose preference is auditory will use language, such as “something tells me...,” “that rings a bell,” “we’re on the same wave length,” or “that sounds okay to me.” Finally, a person who is kinesthetic or “feeling” oriented will make statements, such as “I’ll get in touch with you,” “how does that grab you?,” “you don’t have to get pushy,” or “how do you think I feel?”13
      Successful investigators listen closely to the choice of words witnesses and suspects use. Then, they conform their language to match the interviewee, using similar visual, auditory, or kinesthetic phrases.
     When Detective Hamilton’s drive-by shooting witness finally begins to talk, she describes her situation with phrases, such as “tremendous pressure,” “I feel like I’m

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August 2001 Law Enforcement Bulletin
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