Use Micro Expressions Strategically To Accurately Detect Disgust In Negotiations


Listen to Hear to Detect Disgust

When negotiating, do you accurately detect disgust in the other negotiator? Do you know how to do so by using micro expressions? Such emotions have a direct influence on the negotiation.

Smart negotiators know how to manipulate a negotiation by utilizing different emotions. In order to protect yourself from such ploys, you need to know the micro expressed signs that denote genuine disgust.

What does disgust look like in a negotiation?

In a negotiation, disgust can be seen in the body language of the other negotiator, through the use of sighing, constantly looking away from the person speaking, checking the time via glances at his watch or a clock on the wall, and the fiddling of objects. Disgust can also be displayed by the use of strong hand gestures (pounding table, stabbing/poking the air with a finger, etc.).

What to observe to detect real disgust in a negotiation:

To detect the genuineness of disgust, examine the other negotiator’s face for a wrinkling in his nose and his upper lip raised. This expression will only last for 1/25 of a second to 1 second. Thus, while the emotion will be fleeting, you can glimpse the sincerity of the other negotiator’s emotional state of mind, if you capture this signal.

How to combat disgust during a negotiation:

Regardless of whether the display of disgust is genuine, if it converges at a precipice in the negotiation, weigh the option of discussing your perception to seek validity of the display. If such displays are made during noncritical points in the negotiation, consider ignoring them. Only speak about them if you wish to convey that you’re cognizant that something’s askew. Be careful not to fall prey to a position that’s not beneficial to your negotiation efforts.

Ways to alter false disgust displayed during a negotiation:

Depending upon the person with whom you’re negotiating and their demeanor, you may consider ignoring the signs of disgust they display. In some cases, like a child, the more you inquire as to what is wrong with the person with whom you’re negotiating, as displayed by their behavior, the more you’ll be drawn into their realm of control.

To be better equipped to defend against emotions displayed during a negotiation, observe the characteristics of disgust, as conveyed through micro expressions. Once you become adept at identifying genuine emotions, versus those that are presented for the purpose of diversion, you’ll compete at a higher level and be more successful when negotiating … and everything will be right with the world. Remember, you’re always negotiating.

The Negotiation Tips Are

  • To assess the genuineness of disgust in your negotiation, note what has led to the display of the emotion and observe the signs that highlight the genuine emotion displayed through disgust.
  • To control the flow of a negotiation, only address emotions that are bona fide to the negotiation.
  • Mirror disgust to stake out a position indicating you’re as repulsed as the other negotiator. Do so with caution, so as not to get into a one-upmanship with the other negotiator.
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