Do you accurately detect negativity 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 expressions of genuine negativity. The negativity may be driven by disgust, impatience, boredom, or dislike. Collectively, this can be characterized as negativity to the negotiation process.
What does disgust look like in a negotiation?
In a negotiation, negativity 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 fiddling with objects. Disgust in the form of negativity 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 the form of negativity 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 micro 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 negativity during a negotiation
Regardless of whether the display of negativity is genuine, if it emerges at a crucial part of the negotiation, weigh the option of discussing your perception to seek validation of the emotion. “I sense you are negative about my proposal. Is that correct?”
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 aware 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 negativity displayed during a negotiation
Depending upon the person with whom you’re negotiating and her demeanor, you may consider ignoring the micro expressions she displays. 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 her behavior, the more you’ll be drawn into her control.
Observe micro expressions to be better equipped to defend against emotions displayed during a negotiation
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.
Greg Williams is the author of this post. He is known as The Master Negotiator. Sharpen your negotiation skills and ability to read body language by watching a replay of Greg Williams’ webinar: Superpower Your Ability to Negotiate: How to Read Body Language. Sign up here.