Joe Navarro has spent a lifetime observing others. For 25 years, as a Special Agent for the FBI, he conducted and supervised interrogations of spies and other dangerous criminals, honing his mastery of nonverbal communication. After retiring from the bureau, he has become a renowned public speaker and consultant, an internationally bestselling author, and a sought-after TV commentator.
Now, a decade after his groundbreaking book What Every BODY is Saying, Joe returns with his most ambitious work yet. THE DICTIONARY OF BODY LANGUAGE is the first-ever “field guide” to body language with more than 400 behaviors, presented in an easy-to-reference format that unveils what our bodies communicate about what we think, feel, want, desire, or fear.
Joe and I had a great conversation about the power of body language and nonverbal communication in negotiations and how you can leverage nonverbal communications to get more of what you need out of your ongoing negotiations.
This will be the beginning of a series of solo episodes where I will release in-depth training and guidance on a specific topic that I've received questions on.
How do you generate discussion in a negotiation so that the other party begins to talk about their business, opportunities, their needs, and their wants? I'm dedicating an entire episode to how to extract information from the other party so that you can learn more about them and then use that information as leverage to get what you need from the negotiation later on.
I've been waiting to have this conversation for a long time. Full confession, I'm a huge magic fan. And one of my favorite acts is a guy named Brian Brushwood. He's a magician, podcaster, author and television personality. Brian has a great show called Scam School where he teaches viewers how to use magic to scam beers off of friends in the bar.
Magic and negotiation use a lot of the same communication tools and Brian and I have a great discussion about the dark side of magic and negotiations. The unfortunate thing about magic and negotiations is that sometimes it attracts people who would use tricks, communication tools, and body language for nefarious means to deceive others.
How do you recognize people who would try to deceive you and how should you develop your skills to deal with those situations? But also, knowing that there are ways to leverage someone's attention, how can you use that attention to get more of what you want without deceiving them?
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