Master NLP Practitioner & Gestalt Therapist
What is Pacing and Leading?
Pacing means adapting to the other person's overall visual and auditory expression. The other person is picked up where he or she stands. Everything that belongs to mirroring also falls into this category.
Once you have paced another person, established rapport and shown that you understand where they are coming from then you can lead them.
After a while of adapting to the partner and making the report, you can move on to leading him or her and thereby change the direction of communication. Leading means to lead someone to a certain goal or result on the basis of the report and in the sense of the win-win principle.
Getting into rapport is known as pacing, and from there you can lead, steering the interaction in the way that you want it to go.