“Someone’s body language reveals their surprise, be it disappointment or happiness.” -Greg Williams, The Master Negotiator & Body Language Expert (click to Tweet) Click here to get the book!
“How To Use Body Language For Surprise In A Negotiation”
People don’t realize they’re always negotiating.
You can surprise people when you call them by their name. It creates the beginnings of a bonding process. What occurs after that is either enhanced or detracted based on the body language signals emitted. I used this technique when I recently talked to a receptionist on the phone at my doctor’s office. Different people answer the phone whenever I call, and I always ask with whom I’m speaking. And then, I’ll say in a voice of familiarity, “Hi, Sue, how are you doing? It’s nice to hear your voice.” Sue, most likely not knowing who the heck I am, responds with a pleasant demeanor and becomes more attentive to addressing my call’s purpose.
Sue’s surprise comes in the form of hearing her name spoken by someone she doesn’t know. That sends her into thought mode. She internally attempts to recall who I am, what prior interactions we’ve had, and most likely, she has a sense of uncomfortableness at not connecting who I am. That leads to her becoming more attentive to my request that follows. And it all stemmed from a surprise – the sound of her name.
What follows is how you can use surprise in body language and nonverbal communication in your negotiation and other aspects of your life.
Click here to discover more about hidden body language signals!
Remember, you’re always negotiating!
Listen to Greg’s podcast at https://c-suitenetwork.com/radio/shows/greg-williams-the-master-negotiator-and-body-language-expert-podcast/
After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
To receive Greg’s free “Negotiation Tip of the Week” and the “Negotiation Insight,” click here https://themasternegotiator.com/greg-williams/
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