Body language secrets to win more negotiations

Author Name: Greg Williams and Pat Eyre

You look around you as you play a card game. You have the cards in your hand that will win you the game—two jacks and a pair of sevens. The other three players have all given guesses equal to yours. Should you raise your guess again? To your left, Jose, the youngest player, wears sunglasses to hide his eyes, tapping the table with his left thumb. In front of you, Georgia is absentmindedly stirring in her cup. To your right, Jamal, the elderly man, is noisily sucking on his pill and rubbing his nose. You decide to go all-in, pushing a whole pile of playing cards to the center of the table. Jose and Jamal both fold, and Georgia confidently places her two cards on the table. You're smiling now because you know you're the winner. You won because you were able to skillfully read your opponents' facial expressions. It's those obvious—and sometimes not-so-obvious—cues that unwittingly reveal people's thoughts and feelings. Negotiation experts do the same thing: they "read between the lines" to uncover body language cues that will help them read their opponents' minds. Naturally, they carefully control their facial expressions and body language. This book reveals surprising insights into the ways in which body language, microexpressions, and emotional intelligence influence the outcome of negotiations. Throughout these pages, you'll learn not only how to interpret nonverbal messages, but also many practical tools for turning those silent signals to your advantage at the negotiating table. What can you expect to gain from this book? It will help you discover the meanings behind what other negotiators are saying through their body language and microexpressions, and it will guide you on how to control your own expressions and body language. The way you respond—or don't respond—can make a significant difference in a deal, and this book will help you at the negotiating table by helping you become more adept at making the most of your knowledge of emotional intelligence, negotiation tricks, and emotionally charged events, while enhancing your ability to do all of the above by reading body language.