TAILIEUCHUNG - Masters of Body Language - Dr. Gabriel and Nili Raam

Masters of Body Language present on: When Negotiating, Look For Nonverbal Cues, Body Aspects, Appearance, Eye Contact, Sending Signals Without Words, The Greeting, Facial, Head Signals,. Hope content useful document serves the academic needs and research. | Masters of Body Language Dr. Gabriel and Nili Raam When Negotiating Look For Nonverbal Cues Your mother probably taught you that it s rude to stare. But when you negotiate a business deal close observation of your opponent makes sense. By inspecting your opponent s every physical move you can often determine whether he or she is holding something back or not telling the truth. The key is not to stare so much that you make your opponent uncomfortable but to be aware of his or her movements through casual glances and friendly eye contact. It will almost certainly give you an edge. What should you look for Experts who study body language suggest a two-step process. First identify a subject s mannerisms during the initial friendly stages of a discussion. As the negotiation unfolds see whether your opponent suddenly adopts different behavior. You have to watch people a long time to establish what their baseline mode is said David Hayano author of Poker Faces. Once you know how they normally behave you may be able to tell when they start to put on an act. Hayano is a retired professor of anthropology at California State University at Northridge who has analyzed the body language of poker players and he s found that the rapport-building stage is a valuable time to study your opponent. Why Because that s when you get to know someone s natural behavior. If you are dealing with a very talkative executive who all of a sudden gets meek during the heat of the negotiation then something strange is going on he said. It may be a clue that your opponent is hiding something other clues are exaggerated movements or excessive enthusiasm. Hayano says that in poker for example a player who throws chips forcefully on the table or suddenly behaves in a brash aggressive way may be masking his being stuck with a weak hand of cards. The same goes for executives who loudly and repeatedly proclaim that they re making a major concession when in fact they re not giving up much. When you re .

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