We can all tell when someone is angry, sad, happy, etc. because it is part of human nature to be able to detect each other’s emotions. However, people can also decide to hide their feelings, or sometimes there are too many emotions or thoughts going on in our minds to let them all out at once. A recent guest on the Negotiations Ninja podcast, David Matsumoto, has been studying non-verbal behavior for 40 years, is…
Negotiation, Poker, and Philosophy
There are countless books, studies, and essays written about negotiation techniques and strategies. The topic has had significant time and effort donated by experts across all industries. Negotiation often goes hand-in-hand with other hobbies and activities, poker being one of the most prominent examples. High-level poker players are often incredible negotiators, as they are masters of probability and human behavior. Mike Caro, my recent guest on Negotiations Ninja, is the author of Caro’s Book of…
Developing Trust in Negotiations
I often talk and hear about trust in negotiation as a key element to ensuring you achieve the outcome you desire. In a past episode of Negotiations Ninja podcast, I spoke with Keld Jensen, internationally recognized expert and advisor on negotiation and behavioral economics, about the importance of trust in negotiation. I believe we take trust for granted in negotiation. Business often comes down to numbers. Trust is a belief, an emotion. Many feel our…
Nonverbal Communications in Negotiation
Some people believe body language’s power is a fictional concept. They say things like, “Every person is different, every person has ticks or nuances. How can we say that if any person looks down and to the right, they are lying? How can we say that any person who has their arms crossed in a conversation is feeling abrasive?” Past guest on the Negotiations Ninja podcast, Joe Navarro, is a former FBI counterintelligence and behavioral…
The Development of Patience
Movies represent hostage negotiations as high stakes, dangerous, and high tension. Business negotiations can have the same attributes, depending on the deal. Both carry a lot of risks and a lot of stress. My past guest on Negotiations Ninja, Jack Cambria, was a member of the NYPD for 34 years, the last 14 of those years as a hostage negotiator. Wondering if police negotiations are as the movies would have us believe, Jack and I…