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…
This Is Your Brain On Negotiation
We often think of marketing as advertising – picturing Don Draper in his Madison Avenue office overlooking New York City, thinking up the cleverest way to talk about cigarettes. When thinking about the human brain, however, there are so many different ways to “market” your product or service through psychology. These marketing ideas can also be applied to negotiations and how you present your offer. On a recent episode of Negotiations Ninja podcast, I talked…
When a Team Member Goes Rogue
When someone on your negotiation team goes rogue in a negotiation and says or does things that they’re not meant to, it makes many experienced negotiators lose their minds! The immediate thought that enters the heads of the other members of the team is usually, “WTF is he doing!?!”, “He’s blowing it!”, “Did he actually say that!?!”. Many of us have been in situations where someone (usually the technical lead or the executive leader)…
Body Language Series – Head Tilting
In the second of our series on body language we learned posture and seating, while they may sound like ‘old school’ negotiation tactics, are important. Mastering your body language and non-verbals is a discipline you MUST pay attention to and that you MUST work on to improve your negotiations. This post is the third of 7 that will focus on the key body language skills you need to excel at negotiations. In this post, we…