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“Do You Know Why Anxiety Signs Signal Direct Danger” – Negotiation Insight

“Anxiety can lead to danger. And like EXIT is within anxiety, exiting anxiety is how to avoid danger.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click to get the book!

 

“Do You Know Why Anxiety Signs Signal Direct Danger”

 

No matter your environment, your mental strength, or discipline, pay attention to your anxiety levels – because they can debilitate you! Anxiety can turn a happy person into one haunted by despair.

Make no mistake; anxiety is serious and something of which to be mindful. The following are signs that you should be aware of and why it matters to your wellbeing. Please do not go sheepishly into the night, thinking you’re immune from anxiety. Heed these warnings!

 

Signs of Anxiety

Frequent sighing – Frequently sighing can be the announcer of anxiety’s arrival. When you find yourself committing this act, note it. And identify why it’s occurring.

Feeling besieged – When you feel the walls closing in, that can be the sensation of a smothering environment. It can also be another sign that you’re sensing or experiencing anxiety.

Frequent disputes with others, for whatever reasons, but in particular, because they don’t view things the way you do, can lead to or instigate anxiety. Be aware when you’re in such environments.

Perceived time pressures – When you feel the pressures of addressing activities building on you, realize where such pressures may lead. And understand, by thinking about all of those activities, you’re adding to, not deleting from, your stress quotient.

The anticipation of coming events – Smart people prepare for the future. They do so by engaging in actions today that’ll get them closer to tomorrow’s goals. And sometimes, when smart people think about activities they’ll have to participate in, they become stressed from the anticipation of those events.

When I was a child, my grandmother told me not to borrow trouble. Which meant, prepare for the future, but don’t let thoughts of your inadequacies trouble you in the present time. When you control your mind, you control your thoughts. I never forgot my grandmother’s sage advice. I offer it to you for your guidance.

 

Why It’s Important To Control Anxiety

Anxiety leads to mental anguish, which alters your perspective about people. That can lead to a lack of tolerance for those that you might otherwise admire.

It’s a gateway to depression, which can decrease your mental abilities per how you interpret situations around you and your circumstances.

It decreases your degree of patience with yourself and others.

Mental exhaustion can come from anxiety.

And it can induce an altered perspective of reality, which can deter you from addressing your goals and team activities.

 

Ways To Combat Anxiety

Precursor

Be prepared to confront anxiety by thinking how you’ll offset it when it occurs. Which means you must identify it the moment it happens. Then note where it’s leading you. To do that, observe your emotional and physical feelings. You may experience a sense of quickened emotions, due to the perception of activities colliding that need your attention. You may even note your anxiety in your pace of speech, stammering, or in the way you’re breathing. All are signs to observe because they’re signals that you’re walking into a darkened state indicating the possibility of mental debilitation.

 

Control

To combat anxiety, think about what you can control. If aspects creating the stress stems from activities you can’t control, accept that fact, if only for the moment. Do other things to take your mind off what’s creating anxiety – play games – watch a movie – meditate – do something to relieve the pressure that’s building inside of you. The point is, don’t allow stress to enter your domain because you’re concerned about activities you can’t control.

 

Sources of Input

Be aware of the source of your information and the credibility you lend to it. Some people view sources as being highly valid, while others may see them as peddling fake news. Thus, if surrounding individuals hold contrary opinions to yours, your interactions with them may lead to heighten differences of beliefs. And that can serve as a point of escalation that leads to more anxiety within you. Therefore, to better control yourself, control the environment you’re in, and what you allow that environment to implant in your mind.

 

Think Through It

Think about the lessons you’ll learn and how those insights will be beneficial to you in the future. Imagine being on the other side of what’s causing your anxiety. It can be challenging to imagine happy times when you’re in the throes of despair. But like the current situation that may be causing you angst, this too will pass.

 

Have Fun

When you’re in a state of stress, thinking about having fun can be the furthest thought in your mind. But that’s what you should consider doing. Having fun, laughing, thinking positive thoughts, will lift the angst of anxiety off you. Even if it only does so for the moments you’re engaged in those happy activities, the bombardment occurring against your mind will decrease. And that will allow you a respite from the anxiety that’s bombarding you.

Reflection

Sometimes uncertainty spreads faster than reality, which can increase your degree of stress that leads to danger. Whether you’re in a negotiation or thinking about one, anxiety will hurt you mentally by overburdening your mind. And that additional tax can lead to more stress, which will cause you not to think clearly. And doing that could lead to disastrous results, no matter what activity you’re engaging.

Thus, always strive to reduce anxiety as soon as you recognize its signs. Doing so will allow you to avoid danger. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

 

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Entrepreneurship Management Negotiations Operations Sales Skills Women In Business

“Negotiator – Do Not Be Fooled By These Amazing Mind Games” – Negotiation Tip of the Week

“Mind games can lead you astray if you don’t control the games your mind plays.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book! 

Negotiator – Do Not Be Fooled By These Amazing Mind Games”

 

When do you fall prey to a negotiator’s mind game? An associate wanted to invest in computer software that would enhance his small business operation. He did his research and found a service to purchase. When he saw the offer, it said, “save $30 off of the yearly subscription.” The price was $159. He got busy and forgot to make the purchase. When he went back the following week, the cost was $189. And it had a red slash through a price indicating, “normally $229.”

What happened? A mind game, known as negotiation jujitsu, had just been perpetrated on the associate. It’s a maneuver a negotiator uses to alter the perceived value of an item to increase your desire to have it.

Some people are motivated by gain. But more people are driven by the fear of losing something. So, when a negotiator attempts to use one of the following tactics against you, understand what he’s doing. And don’t be fooled by the mind games he employs to manipulate your mind.

 

Authority Figure

If a negotiator knows you follow a particular authority figure, he may attempt to sway your perspective by invoking that figure. The effort might go something like, “you know that Mr. X uses this product, right? So, if it’s good enough for him, I’m sure you’ll agree that it’s right for you, right?”

While he may place his suggestions in the form of questions, he may also state them as facts, depending on which way he believes you’ll become swayed the most. The point is, you must prepare yourself for either. By doing so, you’ll insulate yourself better to combat this ploy.

 

Vanity

“Oh, my goodness! You look great in that. I can see heads turning to look at you. You’ll be the envy of your peers!” This ploy attempts to stoke your vanity. And, it’s usually successful when employed against someone seeking to have his ego stroked.

Everyone likes to receive compliments. What you must weigh is the sincerity of the praise. Since there’s no inherent cash value applied to vanity, only allow it to factor into your decision proposition when it adds value to the outcome. Otherwise, keep it in check when making your decisions.

 

Simple Mind Games

Scarcity – only a few left – someone just ordered the last one, but since you’re here, you can have it.

 

Last One – we just sold the last one – wait a minute, let me check in the back – I remember seeing one some time ago – hopefully it’s still there.

 

Ending Soon – The sale will end soon – if I were you, I’d get it now and take advantage of the lower price.

The examples just mentioned are the simplest of mind games intended to make you take quick action. And yet, they can be very effective against those that are not savvy about such tactics. Even more insidious is the close tie that scarcity has with the ‘last one’ ploy of an item. When someone attempts to use such tricks against you, disconnect your heart from your decision, and instead, use your head. And don’t allow yourself to be moved to action if it’s not right for you.

 

Timing of Offers

Offers have more potency depending on the occurrences surrounding them. Thus, you should always consider the timing of a negotiator’s offer. Because, in some cases, the timing factor can appear enhanced for bogus reasons.

As an example, if a seller of real estate indicated that he had to liquidate a property, due to financial hardships, potential buyers might assemble thinking they were in for a bargain. In this case, the reasoning tied to the timing of the offer is the seller’s financial hardship. Then, when the buyers begin competing against one another, for what may have been a bargain, some might get caught up in the process. And that might be the catalyst that causes them to exceed the cost of what they initially envisioned as a fantastic opportunity.

When contemplating the timing of an offer, consider the reason given for it, and the possible frenzy that it might create. While the timing of some proposals may be valid, per a negotiator’s claims, it’s also a tactic that savvy negotiators use for manipulation. By being observant of the possible intent of an offer’s timing, you can subvert the possibility of it manipulating you. And that will place you in a better position from which to negotiate, or not.

 

Negotiating Against Yourself

The seller said, “if that’s your best offer, I’ll consider it. But other offers will probably be better.” Okay, I’ll increase my offer, was the buyer’s response. Several things occurred in this exchange.

Number one, the buyer was negotiating against himself. That means he didn’t ask about the other offers before he increased his. Never increase an offer without really knowing who’s opposing you. And identify why you should raise it, if at all, based on what others are doing.

That leads to point number two. The seller said, “other offers will ‘probably’ be better.” The emphasis being ‘probably.’

When someone makes an assertion placed in the form of a probability, pause – always listen intently to the words one uses when they make an offer. In this case, the seller was implying that an occurrence might ensue, but what he was also relating was that it might not happen.

When you hear language that’s not absolute, question the probability of its occurrence. Also, inquire about the likelihood that others will make a higher offer, the timeframe in which they might do so, and why they might do so. Plus, ask about the probability of the other negotiator accepting your offer if you increase it.

Always make the other negotiator work for what he receives. He’ll have greater respect for you and your abilities when he senses he’s earned what he obtained. One way to do that is through the questions you ask. That will also inform him that you’re not someone that can be moved mindlessly towards a direction that suits his needs.

 

Reflection

The best defense against someone’s attempts to use mind games against you is to understand their intent. Since good negotiators involve your emotions in a negotiation psychologically, you must be prepared to protect your feelings. Because, if you allow your emotional mind to control your actions instead of your head, you may lose the negotiation. But if you use your head to control your emotions, you’ll come out ahead. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

 

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“There Is Powerful Value In Asking For More Right” – Negotiation Insight

“The probability of getting what you want lies in the way, when, and how you ask for it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“There Is Powerful Value In Asking For More Right”

 

No matter what you ask for, there’s value in asking for it the right way.

 

The buyer asked the seller to lower his price. The seller’s response was, “wait a minute. If I lower my price, I want to make sure it will still cover my cost.” Then he said, “okay – I’ll lower it.”

In that split second, two things occurred. One, the seller lowered his price. And two, the seller had given valuable information about the margin on the product he was selling. The buyer thought, “that margin information has value.” I’ll use it in our next negotiation. And, the buyer enhanced the probability of getting the seller to lower his price by doing several things right. Those factors are tools that good negotiators consider and use in every exchange they encounter. Continue, and you’ll discover what they are.

 

Timing of Request

The timing of your request adds or detracts from the probability of your receiving it. Therefore, consider the following factors before making your request:

Setup – Sometimes, you can enhance a request by doing it in stages. As an example, if you wanted something that you thought had a low probability of being granted, you might ask for something less to build up to your ultimate request. Some negotiators call this the salami technique. You get a little of what you want now and more over time.

State of mind – When making a request, another point to consider is someone’s state of mind. When a person is happy, their demeanor is more amenable, compared to when they’re in a dour state of mind. And depending on what you’re requesting, someone’s grim state of mind might be the right mindset for you to make your request (e.g., when your appeal puts them back into a happier state).

External demands or pressures – Aligned with state of mind is the external influences applied to your subject. Claims that don’t stem from you could offer the leverage needed to give your request more perceived value. Never overlook the external pressures that might be bearing on your subject. They might be the assistance you need to have your request fortified.

Seller/Buyer goals – The tie the bonds the Timing of Request is the seller/buyer’s goals. Without a need, the probability of having your request granted decreases substantially. Therefore, before making a request, understand how it will add value to the goals of that person. If you don’t consider that, you’ll miss a vital aspect of your value proposition.

 

Words/Tonality/Pace

The words used to make requests impact the outcome of that request. Some of the factors to consider are:

  1. Reciting the same words used by your target – Psychologically, parroting someone’s words triggers a subliminal attraction to your request. That’s because, when you use the same words that someone uses, the words sound familiar to them. And of course, they will, because they’re that person’s words. Thus, the person will have a built-in infinity for those words. And that’s what will make someone more susceptible to granting your request.

 

  1. Tonality – Have you ever disliked someone due to the tone they used? Tonality ties critically into word choice. That means you can parrot someone, but if your speech is misaligned, you’ll decrease the chances of having your request granted. To add value to your request, mimic the other person’s sounds.

 

  1. The pace of speech – Another factor to consider when making a request right is your pace of speech. I’m sure you’ve heard someone say, “that person sounded like a used car salesperson.” And that’s not to demean people in that discipline. It’s to point out that speech pace conveys a sensory perception. Thus, if you talk too fast, some people will inherently distrust you. If you speak too slowly or softly, they may think you’re slow-witted. Use their speech patterns as the guide to how you should talk.

 

Leverage

Remember, when I did you a favor? The invoking of that memory is one form of an attempt to use leverage. And there’s substantial value in it.

I talk about leverage a lot in my seminars and presentations. The reason being, it’s a factor that can give a weaker positioned negotiator more power in a negotiation. And while leverage may not be readily apparent, if you’re able to uncover it, you’ll have a vital aide to assist your cause.

To use leverage when asking for an increase or decrease in an offer, depending on your negotiation position, consider the timing of your request, the needs of the other negotiator, and any time factor they may restrict the other’s ability to acquire the outcome they seek. Using leverage with those factors will strengthen your negotiation position.

 

Value of Information

People don’t realize the value of information. Thus, they freely give it away when they speak. Worse, they give away the right information at the wrong time. And sometimes someone uses that information against them.

The seller that made the earlier statement unknowingly disclosed his margins, which was valuable information for the buyer. The seller could have used that information as leverage by citing it strategically when it served his purpose. As an example, if the seller said to the buyer, “I can’t lower my price – that won’t cover my cost.” He would still be giving insight into his margin, but this time, he’d be using it to justify why he could not meet the buyer’s request.

Always be mindful of the information you give and how you dispense it. There’s value in intelligence. And the way and time that you provide information to others determine how they might use it and the chances you’ll encounter in having your requests accepted.

 

Reflection

Remember, you have the initial advantage in making requests. And that adds value to your ability to make appeals right. Because you’ve had the time to formulate your thoughts – that’s not true for the other person.

Thus, if someone doesn’t go into thought mode, or ask if they can get back to you later, they’re negotiating at the moment. That means the other person will have foregone thoughts about the strategies they’ll use. That’ll put you in a more prominent position while enhancing the chances of you obtaining what you want. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

Categories
Best Practices Entrepreneurship Negotiations Sales Skills Women In Business

“Negotiator – How To Avoid Catastrophe From The ‘F’ Bomb” – Negotiation Tip of the Week

“Certain ‘F’ words are more potent than others. Know the ones that move you the most.” – Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)       Click to get the book!

 

“Negotiator – How To Avoid Catastrophe From The ‘F’ Bomb”

 

… and there it was. She dropped it like a missile, falling silently from the sky. She’d done it so stealthfully that her act caught him by surprise and completely off guard. Thus, he didn’t have an immediate comeback. Worse, he fumbled in his mind for a retort and found nothing there. The ‘F’ bomb had just hit him. And it created a mini catastrophe.

As a negotiator, how many times has someone dropped an ‘F’ bomb on you? Were you staggered by its occurrence? There are many types of ‘F’ bombs that a negotiator can employ during a negotiation. And they may not be what you’re thinking.

Continue, and you’ll discover why some ‘F’ words are more potent than others, and how they affect you in a negotiation.

 

Fair

“I want you to be happy with this negotiation. So, I’m going to be fair to you. Will you be fair to me?” The responder said, “I always strive to be fair in my negotiations!” Note that there was a response, but not necessarily to the question asked. The responder knew, the perception of being fair was open to interpretation, which could prove to be a trap in a negotiation.

What’s your perspective about being fair? That’s a question to ponder as a negotiator. The reason being, your view of what’s fair will more than likely differ from your negotiation counterpart. Even when there’s a slight perceptional difference, it can have a significant impact on the interaction that occurs during the negotiation. And that impacts the direction of the talks, which influences the next engagement you have with that person. That’s yet another reason I say, “you’re always negotiating.”

Suffice it to say, the word fair has a significant impact on how parties engage with one another, and eventually, it impacts the outcome of a negotiation.

 

Friend

Let’s be friends. This ‘F’ word conjures up congeniality, non-threatening interactions, etc. For the unsuspecting negotiator, it can be the wolf in sheep’s clothing that takes you to slaughter.

It can be challenging to negotiate with friends. That’s due to the mitigating circumstances of friendships. Thus, want or need to maintain a good relationship could supplant your self-desire for the best outcome. And that could lead you to make more concessions. That’s why you should be on guard when negotiating with friends or those that profess to be your friend. To avoid a catastrophe, set the ground rules ahead of time, so you and your friends are not offended by the negotiation outcome.

 

Feign

“Oh, how dare you make such a ridiculously low offer. I’m offended! Others said you are a fair negotiator, someone that would not try to take advantage of me.”

What just happened? The opposing negotiator may have been feigning bruised feelings due to a counter-proposal or offer you made. What he’s attempting is to get you to behave in a manner that suits his goals for the negotiation.

When you’re in that situation, retort, you’re trying to maximize the outcome just like he’s doing. And then ask what offer he thinks would be good. After he responds, flip the offer, and ask if he’d take it. If he says yes and it’s to your advantage, accept it.

 

Fight

Another ‘F’ bomb to be very vigilant of is the word fight. The other negotiator may present it as “there’s no need for us to fight.” The term itself could evoke bad memories from past battles in you. And that may subconsciously cause you to lower your negotiation guard, due to previous skirmishes you’ve had.

Words have power, and certain words convey more power based on how, when, and with whom they’re used. Keep your wits about you and don’t fall prey when someone suggests you not fight. If you lower your guard, you may be setting yourself up for the negotiation equivalent of a sucker-punch.

 

The Big ‘F’ Bomb

When someone uses this ‘F’ four-letter profanity word, they’re displaying a lack of respect, intimidation, or rudeness. Whichever category they’re in, they’re attempting to alter your perspective by jolting you. They might be trying to shake you out of your state of serenity just enough to make you bend to their will.

If you feel threatened or intimidated, let the other negotiator know, you won’t negotiate under those circumstances. You must be prepared to put an immediate halt to such actions, to regain control of the negotiation, less you give them more life. If you provide the behavior more substance, you’ll only sink deeper into the quicksand of despair, which will be the doorway leading to a catastrophe.

 

Fear

As much as the big ‘F’ bomb might alter your thought process, there’s another ‘F’ bomb that you should be aware of, and that’s fear. Fear can debilitate you, emotionally, mentally, and physically. That’s why it can wreak havoc on your mind, spirit, and soul. It can be daunting to control the perception of fear. But it doesn’t have to leave you in an uncontrollable position.

When you sense fear during a negotiation, assess its source. Attempt to rationally understand what you’re sensing and why you’re experiencing the emotions you have at that point. Question if it was something you saw, heard, or felt. The purpose of identifying the source is to understand the origin of the fear you’re sensing. Once you can identify that, you have a better chance to understand what’s occurring within you. If necessary, call a time-out and back away from the negotiation table. Doing so will allow you to clear your head. It will also let you see what your opponent will do next.

 

Reflection

As a negotiator, I’m sure you’re aware that many distractions can lead to an unsuccessful negotiation outcome. And the use of ‘F’ bombs is but a few of the things that can lead to a catastrophe. To decrease the probability of having your negotiation train-wrecked, observe when and how the opposing negotiator drops the ‘F’ bomb on you. It can be applied haphazardly, or with the intent to cause you mental anguish. Regardless, if you adopt a position to defend yourself, you’ll be positioned better to control the negotiation. And everything will be right with the world.

 

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

 

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“Trust Is The Most Vulnerable Victim Of Fake News” – Negotiation Insight

“Fake news’ purpose is to victimize you to altered realities. And trust is the serum that combats it.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)       Click to get the book!

“Trust Is The Most Vulnerable Victim Of Fake News”

Are you a victim of fake news? Be careful how you answer that question. It’ll reveal the perspective and perception you have of the information you consume. And that determines how you live your life. News and information are two factors you use to identify with whom you’ll place your trust. Thus, the reason it’s so impactful. And trust is a factor, that will protect you from, or expose you to being vulnerable to others.

The following are points to be consciously aware of, per the impact that fake news has on your life.

 

Purpose of Fake News

The purpose of fake news is to alter your perspective. Thus, the meaning of fake news in and of itself is not divisive. It adopts a possible sinister effect when it intends to modify your reality and sow discord within you. Worse about the intent to alter your perspective with fake news is the confusion it creates. Thus, in some cases, false stories are planted to produce just enough doubt to cause you to wonder to what degree fake news is real or contrived.

Information

People deliver information with a purpose in mind. And it’s the intent of that message that you should consider when assessing the impact that you’ll allow it to have on you. That raises another point. In some instances, when you’re not consciously aware of the information you’re consuming, you may engage in actions that you’re consciously unaware of – at that point, it would be akin to you, going through the motions. And that’s the point at which you can become vulnerable to the behest of others.

First, as teachers stated, when you were in grade school, pay attention. To that point, heighten your awareness when you suspect someone may be attempting to invade your mental senses with information that doesn’t comport with your feelings. Those feelings might be good or bad.

To increase your perception, ask yourself, what’s the purpose of providing me this information? What actions am I supposed to take after receiving this insight? And, how am I supposed to think differently, now that I have this information, compared to my previous thoughts? The answers may be eye-opening for you.

 

Statements Versus Facts

I remember two friends getting into a heated discussion about the weather when I was in my early teen years. One stated that he’d heard the temperature was going to be 72 degrees that day. The other friend said he’d heard that it would only get to 68 degrees. They went back and forth as to who was right about something that most would say was trivial. The point is, they’d heard forecasts from two different sources. And as I’m sure you know – a forecast is nothing more than a good guess. It’s not the definitive end-all of what an outcome will be.

Some people state facts as certainties. Others pronounce things as facts because of the source from which they get their information. And yet others use misinformation as facts for the divisiveness it creates. The lesson here is, understand someone’s motives for the information they state as being factual.

When you have information in perspective, you can assess its relevancy of importance to other relevant information. That’s another reason you should be mindful of people that present fake or false information per their source. Because, once again, that information will alter your perspective and the way you judge the importance of other information. Thus, fake news could cause you to place less emphasis on a matter than you otherwise would put on it. When unsure of someone’s facts, to the degree that it’s important to you, do your research. And verify the sources of your research information too. That will assist you in not devolving into a more profound sense of uncertainty.

 

Leadership

Even when someone is qualified to lead, or address the endeavors of others, if that person lacks trust, due to fake news perpetrated against them, they stand less of a chance of becoming a leader. If it’s lacking, trust becomes the factor that tilts the scale away from that person, which brings into consideration the degree others will follow them.

Everyone seeks to inspire their followers. If you want others to become inspired by you, deliver consistent messages. That means, don’t state a position one day and adopt a 180-degree stance the next day. People become confused by a lack of consistency. Also, be straight with people. If you must deliver bad news, let people know why it’s terrible. And above all, don’t distribute fake news simply to appease people. Eventually, they’ll see through it and you. As the cliché goes, “you can fool some of the people some of the time. But you can’t fool all of the people all of the time.” At some point, you’re belittling of the truth will catch up with you. And more than likely, you’ll pay a hefty price for the misguided information you spewed.

 

The Blame Game

Fake news, false information, call it the same. As kids, some would deliver untruthful information to absorbed themselves from blame. And those kids became adults that use the same tactic to scurry out of harm’s way today.

When listening to someone’s story, be attentive to what they may be attempting to avoid. Ask yourself, does the story flow logically? Why would others be saying the opposite of what the first person is stating? And question who has what to gain from the stories they’re citing. The blame game can be devastating. But you don’t have to be a victim of it. Avoid it by detaching yourself emotionally from someone’s story. And then assess it.

 

Reflection

To trust your sources of information, you must trust the news you receive. That means being more attuned to what may be fake news. Everyone falls victim to others in their life. If you’re more aware of the information surrounding you, the source of that information, and the intent it’s meant to have on you, you can prevent victimhood from befalling you. Once you do, you’ll have a clearer perspective on reality. And everything will be right with the world.

 

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

 

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“No Good – This Is Why Tone Matters In A Negotiation” – Negotiation Tip of the Week

“Tone matters when no good comes from a hero that doesn’t engage in heroic acts.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“No Good – This Is Why Tone Matters In A Negotiation”

 

To what degree do you consciously lend attention to someone’s tone when they speak? It matters, especially in a negotiation. Because someone can use the same words to represent their thoughts. But it’s the tone that lends insight into the intent of those words.

One such example used in the past is, “man without a woman is helpless.” That statement might be confusing to you, as to the intent it’s meant to convey if you didn’t hear the tone of the message. Here’s the second iteration of those words, “Man, without a woman, is helpless.” That statement might become more understanding as to the intent of the speaker. She’s saying that man would be helpless without a woman. And here’s the third iteration. “Man without, a woman is helpless.” This statement carries the sentiment that a woman without a man is helpless. Thus, only when you hear the tone’s emphasis, when someone is speaking, does the meaning adopt more clarity. And in the written form, if the punctuation is missing, the purpose of the statement can also be confusing.

 

What’s Missing

Sometimes, when you’re listening to someone, you focus so much on their words that you don’t hear what they’re not saying. In a negotiation, listening to what’s not said is essential, because the missing words might indicate something the other negotiator doesn’t want to discuss. And that could prove to be vital information to your negotiation efforts.

When people speak, what they omit can be as telling about the message they’re delivering than what they’re saying. Thus, you should always be aware of what someone is saying, but you should also be mindful of what they’re not saying. Being attentive in that manner will allow you to grasp more of the intent of the message they’re conveying and the ones unspoken.

 

Emotional Reaction

Another barometer to observe is how you emotionally feel when listening to someone’s statements. Those feelings may occur within the first few seconds of the person speaking. And they may become altered as you hear more of what they’re saying. Understand what’s happening within yourself. And strive to understand how you’re evaluating what you’re hearing. That will allow you to better assess the meaning that’s being conveyed by the speaker. And making that assessment will enable you to grasp a higher sense of his intent.

 

Order

Another aspect that gives the tone a higher definition is the order in which someone presents their words. Referring back to our example, instead of the statement, “man without a woman is helpless.” Suppose the speaker said, “without a man, a woman is helpless.” If someone stated the latter, there’d be less ambiguity. Thus the importance that word order has when communicating.

 

Sight

Are you seeing what you’re hearing? Does that sound confusing to you?

To better understand what you hear, when face-to-face, listen with your eyes. That means you can gain clues to someone’s intent, based on the gestures they emit when they speak. As an example, if they smile while speaking, the smile may convey sincerity or sarcasm. It would be up to you to discern the intent of the meaning as you further engaged that person. But, regardless of your perception, you’d have more information from which to question the purpose of someone’s words. And that will give you a greater depth of that person’s intent.

 

Actions

Another way to glean insight into the meaning of someone’s tone is to observe the immediate action they engage in after they’ve spoken. As an example, if they step closers to you in a non-threatening manner, that might convey a sense of openness. They may be stating that they’re approachable. At a minimum, they’re saying that they’re not afraid of you. Contrast the same scene, but this time, that person takes a step back while frowning at you. That would send a message that was the opposite of the previous encounter. Always take note of what occurs as someone concludes their actions. The action will give you more insight into the meaning of their words and the next act they might perform.

 

Challenging Premises

There will be times when someone makes a statement that sounds like a question. That’s usually due to an octave increase on the last word placed on the declaration. When you hear such pronouncements, take note and also observe what follows. At worse, the person is not sure of what they’re saying, or they’re not sure how you perceive it. When you sense either, understand that might be a point to challenge the premise of their statement. Doing so will alert them that they can’t just say anything and get away with it. It’ll also state that you may be keener than they thought.

 

Reflection

Many times, the emphasis applied to spoken words alters the meaning of the message, which is why it’s so important to listen to someone’s tone as they speak. That’s even more important when you’re in a negotiation. Because if you miss a vital piece of information, due to your lack of attentiveness, you risk losing the intent of the message. And that can be deadly in a negotiation. Thus, when you’re negotiating or engaged in meaningful conversation, pay attention to the tone people use to emphasize the words they speak. Because someone’s tone matters, per the meaning and possible alteration, that it gives to their message. Being observant will enhance your interactions with them and make you a better negotiator. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

 

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“Beware Of The Concealed Danger In Friends” – Negotiation Insight

“Beware of the concealed danger that resides in friends. If perceived too late, you may not be able to avoid danger.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)    Click to get the book!

 

“Beware Of The Concealed Danger In Friends”

 

When I was 11 years old, I got into trouble with the law. My friends told me they were going to commit a harmless act, and afterward, we’d have a few quarters. I asked if our actions would hurt anyone. They said no, and so I went along with them. Little did I know that decision had just placed me in danger.

How many times have you followed the suggestions or requests of friends only later to discover that they’re behest had placed you in danger? If you’d like to avoid such calamities in your future, observe the following.

 

Style Versus Substance

Some friends have a particular style about their mannerisms. Their style, swagger, and sense of confidence can sway you more than the substance of what they’re saying. Take note when you find yourself moved by someone’s style over their content. More than likely, you’re moved to action based on their body language and nonverbal cues versus the logic of what they’re stating. Take a moment to reflect on what’s occurring before you commit or engage in an action that you may later regret.

Circular

You’re not the only one that can go astray by following your friend’s advice or suggestions. Your friends can lose their credibility by following your edicts too. And that would be due to requests that later proved to be unfounded, unwise, or worse, foolish.

Thus, as you or they mind the words that either speak, both of you must be mindful of where they may lead. Therefore, if the statements don’t support your future position, don’t state them. And, if you sense that danger may lay ahead, create a quick-response plan to deal with the fallout.

Truth be known, you should already have thoughts prepared ahead of time of how you’ll respond in certain situations. You should also have a mental picture of how you’ll explain your position. The purpose of this would be to help you correct the errant actions that might occur due to incorrect thinking. Since you and your friends can harm one another based on your acts, you should always be prepared to defend yourself and them by thinking before you act.

Images

He saw a box of peanut brownie biscuits. Immediately he smiled as he imagined how wonderful they’d taste. So he bought them. And when he bit into the first bar, a frown creased his face. The taste did not meet with his approval. He wondered why he’d bought them and muttered, “I should have known better.”

Friends create images of outcomes when you interact with them. And that’s another reason you should be mindful of those that you accept into your friend category. They’ll have sway over your perception, which will influence your opinion and perspective about things.

It’s always best that you’re aware of the image your thoughts create. Those images will move you to adopt an action faster or slower based on the degree they resonate with you. And that will set you on one path versus another.

Compromising Positions

She wanted to be a good friend. So, since she was the president, she attempted to get her friend on the board. The reality was, the committee had already voted, no, to accepting her friend. But her obligation to her friend placed her in a position to contest the committee’s vote. Thus, she placed a higher priority on appeasing her friend than the members of the organization she was supposed to be supporting.

That’s the type of position you can find yourself in when a friend is insistent in placing you in a dangerous situation due to their request or demand for what they want from you. And that’s yet another reason that you must be extremely cautious of toxic relationships. They can place you in compromising positions, which will emotionally tear you between what’s right and what they want you to do right now.

When you’re confronted by a friend that becomes assertive about you engaging in an action that compromises your values, consider it time to exit that friendship. You’ll save yourself the damage of being placed in future danger.

Your Future

No matter who you are, you possess seeds of greatness. But those seeds will only blossom into the fullness of their potential if you’re alert to whom you allow into your life’s garden. By minding your friends, you can increase the probability of those seeds delivering the fullness of their intent. And your future days will be better than the ones that have occurred in the past.

Reflection

A snake’s poisonous bite affects your body. And like the poison delivered by a snake, a small request made by a friend can alter your thinking, and place you in danger. And that’s something that you should always seek to avoid.

Once you control to whom you accept friendship and the information that flows from them, you’ll be able to control better the thoughts that pass through you. That will allow you to engage in better decision-making processes. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

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“Good Negotiators Know How To Avoid Compromise Danger” – Negotiation Tip of the Week

“How you compromise today impacts tomorrow’s opportunities.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

Click to get the book!

 

“Good Negotiators Know How To Avoid Compromise Danger”

 

He wanted the opposing negotiator to perceive him as possessing an amiable demeanor. So, he smiled a lot and made one concession after another in the opening phase of the negotiation. He even offered several compromises that were not to his favor without a request to do so. Little did he realize the danger that he was creating for himself. But he’d sure find out later.

Making concessions and compromises is an act that negotiators must engage in during a negotiation. And, since there are many ways to compromise during such times, if you don’t do it correctly, you place the favorability of a successful negotiation outcome for yourself in danger.

The following are factors to be aware of, and in some cases, concern yourself about before making a concession. Because, the manner you do so, signals how you might compromise your position throughout the rest of the negotiation.

 

Planning Stage

During the planning stage of the negotiation, assess how you’ll use concessions to compromise the other negotiator’s position. That means you should view compromises and concessions as a tactic, one that you employ strategically. To do that, assess where choke points might occur in the negotiation, based on potential points of contention. In your assessment, evaluate what you can offer to move him favorably away from the point of dispute. And estimate if you’ll use a concession or compromise to enhance your position. Also, consider what you’re willing to forgo to entice that move.

 

Factors

When you’re in a negotiation, be aware of the following factors.

  • What the other negotiator’ really’ wants from you – It may be different from what he states.
  • Why he’s seeking what he wants from you – You may be a pawn used as leverage to get his real target to compromise.
  • Who else might he be talking with to obtain the outcome he’s after – Always attempt to know who’s not at the negotiation table – they might be your competitor.
  • What timeframe he’s dealing with – Time is a potent weapon in a negotiation.
  • What he might do as time begins to run out – Question if he might become irrational – If so, he may become more open to compromise.

And, depending on your negotiation circumstances, you should create additional factors that may sway the negotiation. Doing so will allow you to anticipate the actions that your opposition might engage in to acquire the outcome he’s seeking from the negotiation. It will also give you a guideline about when and how to make concessions. And that insight can be priceless. Thus, always attempt to understand the full story of what’s occurring in your opponent’s environment. And, remember that he’ll be making the same assessment about you.

 

Compromise vs. Concession Label

While some negotiators view making concessions as a form of compromise, you can commit to one without engaging the other, while giving the appearance that both are the same. As an example, if two negotiators were a $1,000 apart and one said to the other, let’s compromise and split the difference. At that point, he’s stating that he’s willing to concede $500 (i.e., 1,000 divided by 2). While the negotiator making the offer may view that as a concession, depending on your anticipation of what he might ask for later, label his proposal a concession or compromise. Do that based on the label that’ll serve you best in the negotiation. Because, he may attempt to say later that he made a concession or compromise, whichever phraseology would be beneficial to his position, and then ask you to indulge him by you offering one.

Whether you compromise or concede points in the negotiation may sound like a point without a difference. But the point of difference lies in how a smart negotiator may use the perceptional difference to advantage his position. The point is, be mindful of how you compromise or concede, and how it’s perceived when you and the other negotiator exchange positions. The label you apply to your actions and the way you do so sets the tone for what will follow.

 

Ploys (hook, story, offer)

Ploys are something else to concern yourself with related to compromise requests. You or the other negotiator may use them at strategical points in the negotiation. You can determine their effectiveness by how dire one’s position is when they’re employed, and the outcome they produce.

Hook

The other negotiator says to you, ‘this is going to make you a star. So many people will be envious of you.’ He’ll make statements such as those to orientate your thoughts to the future. The intent is to emotionally tie you to the feeling you’ll experience once you’ve acquired his offer. Be alert – it’s the set-up for what’s to follow.

 

Story

The story embellishes the hook. It’ll have a variance like, “we’re almost out of this. Someone else said they’d be right down, but you’re here right now. So, if you want it, it’s yours.” The implication being, you must act quickly. Be mindful of the manipulation attempt made to motivate you to act quickly.

 

Offer

The dialogue may go something like, ‘… so, you’re taking my offer, right? No! You’re crazy if you don’t accept this deal! It’s the best one you’ll get. And if you don’t take it, your competition will snap it up. And he’ll be the one getting all of the accolades that would have been yours. So, you better grab it quickly before I change my mind.”

 

Suffice it to say, when the hook is strong, you become more susceptible to compromise. Thus, be aware of how you feel when you hear a story that attempts to move you to accept an offer emotionally. At that point, you’ve been set-up passionately and exposed to the concession request that’ll follow.

 

Restraint

In every negotiation, negotiators must be attentive to restraining themselves. Sometimes an offered deal appears so appealing that inexperienced negotiators jump at the offer only to discover later that they could have done better. Don’t let that happen to you. Always keep your wits and emotions in check in a negotiation.

 

Reflection

As a negotiator, always be aware when you may be pushing a rope uphill. That means there will be times when a deal can’t occur due to reasons beyond your control. Thus, no matter how much you compromise, you’ll only get further away from the next deal you negotiate with that person or entity. So, to avoid danger from compromise, understand how, when, and why you make concessions. And be alert to the earlier mentioning. Combining all the variables mentioned will make you a better negotiator. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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://www.themasternegotiator.com/greg-williams/

 

 

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“Look – This Is What Containment Is Like In A Negotiation” – Negotiation Tip of the Week

“Containment can be good, depending on who’s containing whom.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click to get the book!

 

“Look – This Is What Containment Is Like In A Negotiation”

 

He muttered softly aloud, “I feel restricted. I can’t maneuver nor implement the negotiation strategies that I’d planned to use. He’s keeping me contained within boundaries of which I was unaware.”

Since the time you were in your mother’s womb, you’ve fought containment. And containment continues to occur in many aspects of your life today. Sometimes containment is favorable, and sometimes it can be unfitting. Thus, when it’s in your favor, it provides shelter from harm. But if you’re the one contained in a negotiation, it can be very detrimental to your negotiation position. Nevertheless, you and the other negotiator engage in a constant dance throughout the talks to see who’ll come out on top of the containment battle.

While containment can be useful, it can be constraining in a negotiation. And that may not necessarily help your negotiation efforts. What follows are insights about how containment occurs and why it can be so devastating.

 

Assumptions

You discover your negotiation efforts are restricted. Now, what do you do? Just because it’s occurring doesn’t mean you have to let it continue. That means, be mentally flexible with your thoughts and acceptance of new ideas while attempting to free yourself from containment.

By keeping an open mind, you open the doorway through which new ideas may enter. And if allowed life, you never know where that idea may take you. The end of the path may be freedom from containment. Now, let’s switch perspectives.

Sometimes, the caveat swallows the premise because you’re too affixed to the latter. Say what? That means, never close your mind to a warning because you believe it’s impossible. You may receive intuitive signals that something’s not right, situations closing in, etc. If there’s a probability of that occurring and you’re sensing it, based on the effects it might have on you, prepare to challenge a premise. The point is when negotiating, always be willing to reassess your position and perspective. Life is an ever-changing occurrence, and so it is when you negotiate.

 

Mind Control

Have you ever had your fortune told by a carnival fortune-teller? She looks for signs on your person to detect insights about you. As an example, if she observed that you were poorly dressed, she may have stated that she sensed you were dealing with challenging times. If viewing a faint lightness around your ring finger, she may have said that she sensed that you’d had some recent personal issues with a loved one, etc. After she made a few pronouncements that you agreed were accurate, you became more prone to accepting new assessments she made about your future.

A good negotiator uses some of the same tactics to endear himself to get you to bond with him. He knows, the more you bond with him, the more likely you are to agree and accept his proposals.

There’s another influencing factor at work, too. It’s called consistency. And it plays with your emotions. It does so when you think, well, she’s right about most things discussed so far, I might as well accept this. Don’t do that! Don’t let expectations get ahead of reality. Be aware of what’s moving you to action and where it’s leading. Being unaware can prove to be a trap from which it becomes difficult to extract yourself.

 

Containment

Speaking of mind control, be careful of what you believe. When negotiating, a good negotiator knows it’s easier to move her opposition to her point by getting him to agree with something he already believes. Thus, when she links a thought that he agrees with to her offer, he’s more apt to acknowledge and accept her proposal. And that’s why you should be aware of how someone can turn your beliefs against you.

Once you embrace an assumption as the truth, and one you believe in, you become prone to accepting other similar premises. Psychologists state that’s due to the consistency factor. Everyone wants to maintain consistency in what they’ve said or done in the past. Thus, they find inner conflict when they rebel against what was their current beliefs.

 

Hidden Commands

Have you ever stopped to think about the number of hidden commands you encounter every day? A good negotiator uses hidden or embedded commands frequently in a negotiation. It’s part of his containment strategy.

Look, buy, like, this is, are suggestive psychological words intended to move you to action. I used several of those words in the title of this commentary. And you may not be aware of their effect unless you’re mindful of the impact they’re having on you at the moment. To assure that they don’t manipulate you when you hear them, note when you hear them. Then, be prepared to confront their intent. By doing that, you’ll decrease the probability that you’ll be contained in an unwanted position by your counterpart.

 

Reflection

In every negotiation, seek to give the other negotiator the feeling that she earned the concessions she received. She’ll respect you for that and value what she obtained with her talents versus the perception of a gift you gave her.

Therefore, when she attempts to tie you to her emotionally, understand that it’s another way for her to contain the emotions you have during the negotiation. And, by being mindful of containment throughout the negotiation, you can better dodge the pitfalls that might otherwise occur. That will allow you to be more successful in your negotiation efforts. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

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 “Sunday Negotiation Insight” click here https://www.themasternegotiator.com

 

 

 

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“These Are The Best Hidden Secrets About Shoulder Shrugs” – Negotiation Insight

“The lack of understanding of a shoulder shrug can leave hidden secrets concealed.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

Click to get the book!

 

“These Are The Best Hidden Secrets About Shoulder Shrugs”

 

“Were you involved with those other people that ransacked Mr. Smith’s store?” No was the answer to the question. “Then why did some of the people that confessed say you were there?” I don’t know, was his response as he shrugged one shoulder. “You’re not telling the truth! Don’t try to hide your secrets. I can tell when you’re lying!” I’m telling you the truth was the statement made as he displayed a double shoulder shrug.

You might wonder why it’s so important to understand the meaning of shoulder shrugs. And the answer is, they unlock secrets into the thoughts occurring in the person emitting them. Because to possess a lack of meaning about shoulder shrugs is to have a lack of insight into the person with whom you’re communicating. In essence, the person is signaling the need to protect himself. From what is the answer you should seek. Thus, the better you become at interpreting nonverbal signals that shrugs offer, the more able you’ll be at understanding the secrets that others attempt to conceal from you, and why they do so.

 

Analysis

To better understand the meaning of a shoulder shrug, you must observe what’s occurring when the action happens. That’s because people emit shrugs based on how they feel at a specific moment. And the gestures occur to secure one’s inner self, their emotional state of mind, or to add additional meaning to what they’re saying.

When displaying a shrug, to add additional meaning to one’s words, the act can become exhibited to convince you of a lie they’re telling, or an attempt to enhance the believability of their truth. And that’s the reason it’s so important to observe when the gesture occurs.

If someone senses that you may be in the process of uncovering their lie, they may become more defensive, which might cause them to shrug both shoulders. The meaning of that act, in that situation, would be an effort to make a smaller target of themselves. That’s something everyone instinctively does when they’re attempting to protect themselves. And that act would be the attempt to conceal the lie flowing from the mouth. Someone’s head might also become tucked to protect the throat better.

You can detect when a lie versus frustration is causing a shrug by the degree that one tucks their chin to protect their throat. As an example, when someone attempts to convince you of their truth, and they emit a shoulder shrug, they may do so with more of their throat exposed. They’re stating through the throat-exposing gesture that they want you to believe their words and accept them as the truth, as they think it to be.

When accessing the meaning of shrugs, keep in mind that the truth is what someone believes it is. Thus, someone may display a signal contrary to what’s above per them telling the truth versus a lie. That means, they may expose the throat to protect a lie because they don’t believe they’re lying. Hence, it can become complicated to discern without a doubt that someone is displaying a gesture per how you perceive it. So, when you’re unsure of a gesture’s meaning, note when it occurs at other times during a conversation.

Single vs. Double Shrugs

  • Single shrug – A single shrug can be a softer form of communication, but you should note what it’s accompanied by when comparing it to a double shrug. As an example, if someone cocks their head to one side while lifting the opposite shoulder, you might assume the person is inwardly confused. Because that gesture is not natural. Try it, and you’ll better understand what I mean. Tilt your head to the right and lift your left shoulder. It feels acquired, doesn’t it? In general, a single shrug can denote the perception of being in a less threatening environment than what a double shrug might indicate.

 

  • Double shrug – A double shrug, in most cases, is a more substantial commitment to what the person said. Which means, he’s most likely in more of a protective state. That could also imply that you’re closer to uncovering secrets that he’s trying to withhold from you.

Remember, shoulder shrugs are a form of protection. They make a smaller target of one’s body. Therefore, when you see a double shrug after you’ve observed multiple single shrugs, take note of it. You’re more than likely getting close to uncovering something that’s hidden.

Validating Shrugs

To validate the meaning of someone’s shrugs, ask questions that gradually irritate them. By ‘turning up the heat,’ you’ll sense how exposed they feel by the line of questions you’re posing. While asking what you believe to be non-threatening questions, observe when, or if, shrugs occur. One point to note is when shrugs arise based on what you expect. Another point is when they don’t ensue when you expect them to happen. The purpose of that observation is to attune your perception of that person’s behavior. In both cases, you’ll gain information to compare someone’s actions later. And that’s the process that you can engage in to validate the meaning that someone gives to their shrugs.

 

Reflection

Shoulder shrugs can send different signals, depending on the sender of the act. But if you establish the meaning someone gives to their shrugs, you’ll gain insight into what the shrug means to them. Once you have that insight, you’ll have the key to understanding when they might be lying, and when they may be telling the truth. And that will give you more understanding into why and what secrets they’re attempting to conceal.

I state that you may have that insight, which implies you may not. That’s because there’s no science to confirm the exactness of someone’s shrug that states that everyone performs the gesture in the same manner in the same situation. Nevertheless, if you employ the guidelines mentioned, you’ll have a higher perspective about the silent shoulder shrug signals people are sending when you’re communicating with them. And everything will be right with the world.

 

Remember, you’re always negotiating!

 

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com

 

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