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?
This is a very personal conversation I had with a living legend in the world of crisis negotiation. This interview challenged me on more levels than I thought it would and it personally feels like the best interview I've ever done, but not because of anything I did.
Jack Cambria, 34 year veteran of the NYPD and crisis negotiation legend, is the crisis negotiation teacher that crisis negotiators go to learn from. He's the instructors' instructor.
I was struck with the profound level of wisdom, patience, and knowledge that Jack has. But more than that, I was struck that he almost seems surprised that he's a legend. And that for me was the mark of a true man of service. He's dedicated his life to the service of others and to the preservation of life.
It was a great honor to speak to Jack, and I couldn't think of a better person to have on the show to celebrate the 50th episode of the Negotiations Ninja podcast.
Kurt is an entertainment lawyer and has been actively involved in the music industry for the past two decades.
His clients range from Juno-winning bands, record labels, publishers and managers, to the smallest up-and-coming artists.
He tours the country regularly with his band One Bad Son, working with some of the biggest names in the music business, like Def Leppard and Judas Priest.
Kurt and I talk about negotiating in the entertainment business, what some of the misconceptions about the entertainment business are, and what business people can learn from negotiations in the entertainment business.
Mark Davis is a performance mindset coach and he believes that how you negotiate your way through your life and career all comes down to your mindset.
Mark is a lawyer with a ton of start-up experience and negotiation experience. He talks about the confidence required to perform well in negotiations and he believes that most people actually get in their own way when thinking about negotiation and life.
Mark has consulted with the Gap Partnership , a very large negotiation consultancy in the U.K., and is now striking it out on his own to teach people how to develop a better performance based mindset.
Mr. Michael Wheeler, professor at Harvard Business School and author of the Art of Negotiation, is on the show.
Mike's book dives into a topic that most people don't talk about and that's the role of improvisation in negotiations. We get into how to improvise and what you need to do to ensure you're light on your feet so you can react when you need to.
Mike and I also get into a discussion about AAR's or After Action Reviews and doing deep dives into your negotiation after the fact to see what you did well, what didn't go well and what can be improved for next time. Mike's even developed a cool little app called the Negotiation 360 app (available on Google Play and the App Store) that allows you to rank and rate your negotiation and take notes on it so you can track your progress on skill set from one negotiation to the next.
How do gender and identity affect negotiations? It's an important question. And sometimes we ignore these types of questions because because they have the potential to be controversial and inflammatory.
But we shouldn't ignore these questions just because they're complicated, or controversial, or inflammatory. Only by asking these questions can we begin to understand each other better. Therefore we MUST ask these questions.
Dr. Shira Mor explains gender stereotyping in negotiations and talks about how those roles limit and enhance some negotiations.
This is the 7th of 7 interviews that I did live in the speaker's room at WIN Summit.
Michael Cadieux was the Americas Chief Procurement Officer of one of the largest communication firms in the world. But he left safe and stable employment to strike it out on his own.
Why? I aim to find out.
Mike and I get into the trends that are emerging in the procurement world, the opportunities he sees to reduce cost and improve productivity, and we get into two massive areas of potential savings in tailspend and tax. Tax totally caught me off guard when we started talking about the scale associated to some of the savings.
Mike's experience and knowledge are immense, and having him on the show to talk about some industry trends was great.
The amazing and incredible Sandra Gault (www.truegault.com) is on the show.
To call Sandra a disrupter would be an understatement. She's literally turned the women's shoe industry on it's head.
We get into an amazing conversation about raising capital, developing credibility, and negotiating with shoe manufacturers.
This is the sixth of seven interviews that I did at the WIN Summit
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