echo effect

[kudra]

I have a question about language use in negotiations.

Consider the 2 dialogs from David and Helen,

Helen's job interview

http://classes.yale.edu/chns130/Listening/Audio/09text.mp3

and a trade negotiation

http://classes.yale.edu/chns130/Listening/Audio/17text.mp3

In the chapter 9 dialog, the word 不过 is used by Helen, and then later by the hiring manager.

In the chapter 17 dialog, the word 否则 is used by one side of the negotiation, and then by the other.

Granted that 否则 is new vocabulary for chapter 17 but ...

I was wondering what the advanced speakers thought about the following question:

Is this "echo effect" an artifact of a text book introducing new vocabulary, or is it a genuine characteristic of language use in negotiations, possibly a device to soften the language in an otherwise possibly adversarial situation...?

[stephanhodges]

This sounds almost exactly like a technique taught in Neuro-Linguistic Programming (NLP) called "mirroring". It establishes an unconscious connection between you and the other person, sort of a sense of identity. Mirroring can be done both verbally, and with body positioning.

I'm not an NLP expert, just read some books.