strategies to combat dealing with difficult people - C-Suite Network™

How To Make Powerful Heart Gestures In A Negotiation

“When it comes to matters of the heart, nothing will matter unless you control the emotions that creep from your heart.” -Greg Williams, The Master Negotiator & Body Language Expert

“… and he had the audacity to touch his heart with the back of his hand.”

Where body language is concerned in a negotiation, heart gestures are powerful moves because they’re supposed to connote sincerity. When done correctly, they suggest that the purveyor is being honest and forthright. Here’s the rub. Good negotiators are aware of the potency of this gesture. Some use it to feign sincerity when nothing could be further from the truth.

This article contrasts some of the differences between heart gestures in a negotiation. It also highlights how you can make powerful heart gesture moves when you’re negotiating. If you want to increase your negotiation abilities, take note.

Suspect Heart Gestures:

a. Quick hand movement (hands move towards the heart and then quickly moves away – possibly denoting a quick feeling of emotion/sincerity) Note the point that action occurs to discern the degree of sincerity. If done excessively, an attempt to feign sincerity could be afoot.

b. Non-synchronized hand movement – (hand moves towards heart but not at the pace of speech – denotes lack of sincerity) Speech and body movement are synchronized. A lack of synchronization indicates a lack of forthrightness.

c. Backhanded movement – (more than likely a feigning attempt to nefariously engage you emotionally) This is an unnatural move. The more it’s done, the greater the probability that this trickster negotiator is using this move to solicit your emotions for his dastardly deeds.

Powerful Heart Gestures:

a. Quick hand movement (hands move towards the heart and maintains position for several moments – used to convey surprise or hurt feelings) To add emphasis, lean towards the other negotiator when projecting this action.

b. Synchronized hand movement – (hand moves towards heart at the pace of speech – denotes sincerity) This movement, while capable of being feigned, is more likely a reflection of true emotions being displayed.

c. Hand(s) cupped near the heart – (Attempting to keep one’s emotions in check) Observe the length of time this gesture is maintained. To embolden this move, allow your eyes to become glazed or uncircumspective. This will add to the validity of this gesture.

When engaged in a negotiation, take note of when a negotiator touches his heart and the number of times that he does so. Use this to establish your baseline of how and when, and under what circumstances, you’ll employ this gesture. The purpose of doing so is to become mentally reflective of the other negotiator’s actions. Once you enact your gestures using the intervals that he displayed, your gestures will appear to be more genuine to him.

The heart has been romanticized as the stimuli of our emotional being. To convey your emotional sincerity, let your emotions flow freely when it serves you to do so. If you’re negotiating with someone of like-mindedness, your heart gestures will be heartfelt. They’ll be noted subliminally on the subconsciousness of the other negotiator, if not on a conscious level. That will tend to endear you to her, which will make the negotiation flow less obstructively … and everything will be right with the world.

Remember, you’re always negotiating!

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

To receive Greg’s free 5-minute video on reading body language or to sign up for the “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.themasternegotiator.com/greg-williams/

#HeartGestures #NegotiatingWithABully #Bullying #Bully #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #PowerNegotiation

How To Best Combat Misinformation and Disinformation in Negotiations

“Misinformation can be disinformation. Know the difference between the two to better address the inherent intent of its dispenser.” -Greg Williams, The Master Negotiator & Body Language Expert

Someone once said, “All is fair in love, war, and #negotiations.” If that’s true #misinformation and #disinformation are armigers that some negotiators use as weapons of mass destruction.

In order to best combat misinformation and disinformation in negotiations, you must know the difference between the two before you can address either. The question is, to what degree are you prepared to deal with this type of ploy?

Misinformation can be daunting when deciphering the truth. Coupled with disinformation, the truth can become darn near undetectable. Observe the following to make the distinction less elusive.

1. Misinformation Versus Disinformation

Understand that there’s a difference between misinformation and disinformation. While the distinction between the two may have similar appearances, their usage is what really sets them apart.

Misinformation is erroneous information delivered to intentionally or unintentionally alter your thought process. It can also be used as a way to insulate one’s self (e.g. I didn’t mean to misquote that information). Later in the negotiation, that tactic can turn into a trap that detracts from the user’s credibility, if used too frequently.

Disinformation is the intentional attempt to spread false information for the purpose of deceiving you. That makes its usage more dangerous in a negotiation. It also speaks to the character of its user. If you know the user’s intent to persuade you, you’ll have insight into which of these modalities he may use to accomplish his objectives.

2. Know Character of Negotiator

When you know someone’s character, you can more accurately assess and determine their intent. Thus, knowing a negotiator would not venture into the territory of disinformation could lead you to be more understanding if he misquotes information. On the other hand, if you know you’re dealing with a devious individual, one that doesn’t have a relationship with the truth, you’d be wise not to grant him forgiveness when he misquotes information. In such a case, you may have just caught him in a lie that he’s aware of. Let him stew in this dilemma and assess what he does. Doing so will also give you great insight into the possibility of the information being disinformation or misinformation. You can further address the type of information that’s being passed to you by referring to a higher authority that refutes what’s been delivered. You can do this, even if the authority and/or information you cite is not real. It’s called bluffing.

3. Identify Timing and Intent

After addressing steps 1 and 2, assess the intent of the information that you’ve been given. Do so with the thought of what impact it’s intended to have on you, what actions are you to engage in as the result of the information. Also, consider the timing of its deliverance. If you assess that it’s intended to evoke a particular action or thought, assess what the overall intent might be and where such actions might lead. If you sense that something’s not right, don’t continue. Instead, question what you should be paying more attention to.

While misinformation and disinformation may offer challenges during a negotiation, being mindful of how to combat them can lessen their potency. Once you adopt a heightened mindset when dealing with them, your negotiation efforts won’t be fraught with the degree of dismay that otherwise might exist. Thus, by adopting these strategies when dealing with information, you’ll have a better perspective about the information you deal with … and everything will be right with the world.

Remember, you’re always negotiating!

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

#NegotiatingWithABully #Bullying #Bully #negotiations #Negotiator #HowToNegotiateBetter #CSuite #TheMasterNegotiator #psychology #CombatDisinformation

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