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“How To Spot Lies To Be A Better Negotiator” – Negotiation Tip of the Week

 

“To spot lies, observe body language. Body language will leak lies that words omit.” – Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

 

Click here to get the book!

“How To Spot Lies To Be A Better Negotiator”

 

“I wasn’t sure what I was sensing. But the story didn’t seem right. I didn’t know if it came from the man’s darting eyes, or his constant lip licking. He seemed nervous. And that increased my suspicion of his guilt.” Those were the words of a police officer recounting his thoughts to a supervisor. He’d just captured a criminal that had been on the lam for decades.

One researcher found most people lie in everyday conversation. They do so to appear approachable and skilled. As a negotiator, when you assess someone’s possible deceit, what signs do you look for in their body language? Are there other nonverbal signals that you spot that give clues to someone’s degree of truthfulness?

When a person lies, their body emits clues. That’s because our body attempts to stay in a constant state of comfort. And, when it’s out of that state, the body displays signals that account for that lack of wellbeing. The following guidelines will assist you in spotting lies in those that attempt to deceive you. Having this information will allow you to heighten your senses when someone is lying.

 

Reading Body Language

  • Facial Reading
    • Forehead – When someone’s forehead begins to sweat, take note of what preceded that action. While the person may be sweating due to the heat, observe to what degree the sweating continues based on questions posed in the conversation. When coupled with other signs, you’ll have better insight into the person’s deceit or truthfulness.
    • Eyes – In some situations, a lier will avoid eye contact, because they know a lack of eye contact may indicate someone’s lying. And others will maintain eye contact longer than usual. To decern when someone may be lying, observe what’s regular eye contact for that person in different situations. As an example, note their eye movement when they’re calm compared to when they feel threatened in an attempt not to disclose the truth. Even when you first meet someone, within moments of the encounter, you can gauge their altering of eye movement. Note what may have caused it to occur.
    • Mouth – When people lie, and they believe someone may be spotting it, the more they speak, the drier their mouth may become. They may begin to lick their lips to offset the dryness or start to swallow excessively. Pay special attention to this act. While nerves may have a role in their actions, guilt from telling lies may be the real source.
    • Ears – Someone fondling their ears may be indicating that they can’t hear what you’re saying. But constant fondling is usually a sign that they’re attempting to comfort themselves. While they may be nervous, note some of the other signals to assess if there’s more to their fondling.

 

  • Body Reading
    • Neck – Rubbing the neck more than usual is another sign of tension, which may be caused by someone lying. Once again, observe other signals mentioned to gain greater insight into what this clue me be giving you.
    • Hands – Some people cover their mouth with their hand when lying. They’re attempting to hold back their words. If someone makes large gestures with their hands and then begin to make smaller ones while displaying some of the other signals noted, that might be another clue that they’re attempting to shield the lie that they want you to believe is the truth.
    • Fists – Hands that become fists indicate potential hostile actions to follow. That gesture in a tense situation may mean the person is tired of your inquisition. He may be experiencing anxiety from thinking you’re aware of his deceitful pronouncements.
    • Feet – When someone suspects that you’re aware of his lying, he may shift his body and point his feet towards the nearest exit. That gesture indicates that he wants to get out of the current environment because he feels uncomfortable.

 

Conclusion 

As you watch someone’s body language, look for a cluster of actions. No action standing alone can definitively denote their truthfulness. Remember, when someone lies, their body emits signals. Those signals may be fleeting. But, if you’re astute at recognizing them, you’ll be better at catching the lies that people tell. That will allow you to maintain greater control in all of your environments … 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 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 , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

“Is Your logic Killing The Best of Your Argument” – Sunday Negotiation Insight

“To be successful, know when to use logic or illogic. Either can kill or enhance an argument.” – Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

 

Click here to get the book!

“Is Your logic Killing The Best of Your Argument”

How do you shape your logic before presenting an argument or rebuttal? And, would it be different if you were a whistleblower?

“The whistleblower doesn’t know what happened. He got his information from other sources.” Those were the words reportedly that came from officials at the White House. The words were stated to discredit the whistleblower. In reality, his account appears to be very accurate. And his report was laid out in a very logical format.

 

When presenting information, consider the following seven suggestions.

 

  1. Make your arguments easy to embrace and understand. The more comfortable someone is in adopting a rebuttal, the more likely it is to persuade them.

 

  1. Solicit empathy – When positioning a response to a question, attempt to place it as the other person would. That’ll allow that person to see herself in your response. It’ll also make it more difficult for her to refute it because she would have engaged in the same manner as you.

 

  1. Before exposing your logic, think of where it might lead and how you might defend your position.

 

  1. To make responses more potent, don’t defuse them. Adding unrelated or challenging to grasp information might defuse your position. Adding too many arguments can lead to a lack of understanding of your primary point. Thus, someone may become confused as the result of focusing on another aspect you’ve mentioned and giving that point more attention.

 

  1. Demeanor – The persona you cast is how people will perceive you. Thus, if you threw the image of someone that’s challenging to deal with, you shouldn’t be surprised when someone deals with you in that manner. Conversely, if you position yourself as someone amenable, they’ll tend to respond to you in that manner. There’s always value in positioning yourself to meet the outcome you seek. Know what that is before projecting your persona, and you’ll have a better chance of convincing others to view situations from your perspective.

 

  1. Don’t appear guilty when refuting a claim that’s logged against you. There are times when how you say something is more important than what you say. That’s because people will perceive your words through the body language gestures you emit while speaking. Therefore, if your words and body language are misaligned, and your nonverbal behavior sends signals of guilt, those will be the overriding indicators that are received. Thus, you’ll become viewed as being more guilty than innocent.

 

  1. Acting crazy – “Crazy is as crazy does.” That’s a cliché denoting how some can feign craziness and use it to advantage their position. They’ll be times when it’s appropriate to act crazy. Doing so will ward off some people that might attack you. And others will keep their distance because they’re not sure how you’ll behave or respond in situations. Thus, this can be a very potent tool to use in certain circumstances. Those environments might occur when you don’t want to appear predictable, or when you want your opponent to stay on guard. That diversion can keep his attention focused on other activities.

 

What does this have to do with negotiations?

 

Every negotiation follows a logical flow. Even when it appears to be illogical, there’s a flow that will become logical. Hence, the better your logic is for what you want to occur during a negotiation, taking into consideration of the other negotiator’s reactions, the greater control you’ll have in that process. That should allow you to control the talks, which in turn should lead to a higher negotiation outcome for you … 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 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/

 

 

#Argument #Whistleblower #Logic #BodyLanguage #Nonverbal #Negotiate #Business #SmallBusiness #Negotiation #Negotiator #NegotiatingWithABully #Power #Perception #emotionalcontrol #relationships #BodyLanguageExpert #HowToNegotiateBetter #CSuite #TheMasterNegotiator #ControlEmotions #GregWilliams #success #negotiation examples #Negotiation strategies #negotiation process #negotiation skills training #negotiation types #negotiation psychology #Howtowinmore #self-improvement #howtodealwithdifficultpeople #Self-development #Howtocontrolanegotiation #howtobesuccessful #HowToImproveyourself

 

 

 

 

 

 

 

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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, Sunday Message of Hope and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,