填空题 A．duplicating B．imitated C．winning D．gestures
E．echoes F．recommend G．acquainting H．hurt
I．idioms J．shrugging K．promising L．activating
M．target N．subtle O．imparts
We are all naturally attracted to people with ideas, beliefs and interests like our own. Similarly, we feel comfortable with people with physical qualities similar to ours.
You may have noticed how people who live or work closely together come to behave in a similar way. Unconsciously, we copy those we are close to or love or admire. So a sportsman"s individual way of walking with raised shoulders is 31 by an admiring fan; a pair of lovers both shake their heads in the same way; an employee finds himself 32 his boss"s habit of wagging a pen between his fingers while thinking.
In every case, the influential person may not consciously notice the imitation, but he will feel comfortable in its presence. And if he does notice the matching of his 33 or movements, he finds it pleasing—he is influencing people; they are drawn to him.
Sensitive people have been mirroring their friends and acquaintances all their lives, and 34 affection and respect in this way without being aware of their methods. Now, for people who want to win agreement or trust, affection or sympathy, some psychologists 35 the deliberate use of physical mirroring.
The clever saleswoman 36 her lady customer"s movements, tilting her head in the same way to judge a color match, or folding her arms a few seconds after the customer, as though consciously attracted by her. The customer feels that the saleswoman is in sympathy with her, and understands her needs—a(n) 37 relationship for a sale to take place.
The clever lawyer trying in a law-court to influence a judge imitates the great man"s 38 of his shoulders, the tone of his voice and the rhythm of his speech.
Of course, physical mirroring must be 39 . If you blink every time your 40 blinks, or bite your bottom lip every time he does, your mirroring has become mockery and you can expect trouble. So, if you can"t model sympathetically, don"t play the game.