Want to Win Someone Over? Talk Like They Do. Academic Article uri icon


  • What does it take to become a more convincing communicator? New research suggests that linguistic mirroring that is, adjusting your communication style to match that of your audience is an effective tool to increase your ability to influence others. In this piece, the authors describe four key dimensions of linguistic mirroring, as well as several tactical strategies for leaders looking to win over a client, judge, or other important evaluator. Ultimately, they argue that building genuine relationships with key evaluators is the best way to gain insight into their linguistic preferences but its up to all of us to make sure that we use the power of linguistic mirroring for good.

published proceedings

  • Harvard Business Review

author list (cited authors)

  • Sytch, M., & Kim, Y. H.

complete list of authors

  • Sytch, M||Kim, Yong Hyun

publication date

  • January 2020