“Shoulder Shrugs Can Expose Scary Secrets In A Negotiation” – Negotiation Tip of the Week

 “Shoulder shrugs expose secret information. Notice them to detect their secrets.” -Greg Williams, The Master Negotiator & Body Language Expert

 

 

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“Shoulder Shrugs Can Expose Scary Secrets In A Negotiation”

 

Have you heard the cliché, “what you don’t know can’t hurt you”? If you have, do you subscribe to it? If you do, you shouldn’t. Because, a lack of knowledge can expose you to scary secrets in a negotiation – secrets that can bite you at the most unsuspecting points in the negotiation. But, there’s one way you can protect yourself. How – by accurately interpreting the meaning of shoulder shrugs when you negotiate.

Shoulder shrugs convey secret information. They expose hidden thoughts of the person that’s attempting to hide those thoughts.

Observe the following shoulder shrug examples. You’ll obtain hidden information that those shrugs attempt to conceal.

 

When a person displays a shoulder shrug, it can represent a multitude of hidden meanings. It can be a sign of reluctance (i.e. what more do you expect of me) – a sign of protection (i.e. I’m not going to stick my neck out) – it can also be a sign of exasperation (i.e. I’m getting tired of this). Regardless of the hidden meaning, it gives additional insight into the thoughts of that person.

 

Single Shrug: A single shrug can denote a lack of full commitment in response to a question or statement made.

Leaning Preference

 

Double Shrug: A double shrug (both shoulders elevated) can connote more commitment to a reply or statement. As an example, if one elevated both shoulders while stating, “I didn’t do it”, she’d be displaying more commitment to the statement then if she displayed a single shrug – note: to discern the probability of the truth you should still probe deeper. The act of the shrug is that person’s commitment to her pronouncement at that moment – it can change with further probing.

Leaning Preference

 

Additional Shrug Meanings:

Hands: The movement of someone’s hands lends insights into their thoughts. To gather additional awareness per the meaning of a shrug, take note of …

 

Head Tuck: To observe how threatened someone might feel when they shrug, note the degree they protect their head when …

Of course, the additional shrug meanings can conceal someone’s real intent. That’s because good negotiators can affect this maneuver to add perceived emotional credibility to their effect.

 

Shrug Time:

Always note the length of time a shrug lasts and the number of times they occur. The length and number of times will indicate a person’s ever-changing degree of angst or determination to get you to back off. In all cases, they’ll be signaling information that you can use to enhance the negotiation.

 

Action Item:

Start noticing when, under what circumstances, and how frequently people shrug their shoulders. Doing that will increase your attentiveness and skills about this behavior. That will allow you to become a better negotiator … and everything will be right with the world.

 

Remember, you’re always negotiating!

 

 Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

 

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here https://www.themasternegotiator.com/greg-williams/

 

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Posted by Greg Williams in Body Language and Physiognomics, Strategies for Successful Negotiations, Negotiation Tips, Difficult Negotiations & Conflict Resolution, Social Media and Negoiating, Emotional Intelligence, Negotiation Psychology and tagged , , , , , , , , , , , , , , , , , , , , , , , , .

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