Signs, Signals and Poker Faces The Role of Body … Event...• TRAINING CONSULTANCY COACHING...

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Signs,SignalsandPokerFaces

TheRoleofBodyLanguageinNegoLaLon

PresentedbyJennyRadcliffe

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RADCLIFFETRAININGASSOCIATESALWAYSPURSUEINFRINGEMENTOFOURIPRRIGOROUSLYTHROUGHTHEAPPROPRIATELEGALCHANNELS.

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•  NegoIaIonisapressurisedsituaIon•  NegoIaIonisaImedrivensituaIon

•  NegoIaIoncanbecomeconfrontaIonal•  Whichmakesusuncomfortable…

•  …andourbodylanguagecangiveawayhowwereallyfeel

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InBusinessBodyLanguagetellsus

•  Isaperson…– Confident– Comfortable– Calm– Truthful– Trustworthy– EngagedorBored

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98.5%DNAMatch

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ITSHARDWIREDIN…

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Six“C”Model

•  Calibrate•  Change•  Context•  Cluster•  Congruence•  CUE….

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Freeze

•  WhyshouldyouNEVERrunfromalion?

•  FirstlineofDefence•  PlayingDEAD–movementsa_ract

a_enIon•  Copiedbyothers‐icecreamresponse•  Timetoreassess•  Hidesyouintheopen(turtleeffect–

shoplibers)•  Usedbyliarsastheyfeelthreatened

andmovementsbecomerestricted•  Hostages,soldiers,SWATteams

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Flight

•  Usedwhenthreatiscloser

•  Nolongerrunbutuse“distancing”and“blocking”behaviours

–  Rubbingeyes–  Coveringface,handtoface/headgestures–  Leaningaway–  Objectsheldinfront–  Buildingofbarriers–  FidgeIng,doodling,preening–  Lookingforexit

•  Generallynotusedforlyingbutdoesindicatediscomfort

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Fight

•  Innaturealastresort•  Wehaveevolvedandingeneral…

•  ..causeaverbalfightfirst

–  Eyes–  Balance–  Puffingoutofchest

–  Territorialsplaying(Proxemics)

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PacifyingBehaviours

•  Followinga“limbic”reacIontostress–thebrainenliststhehands

•  Self‐comforters–calminggesturesnotnecessarilyalie–  Catlicking–  Thumbsucking–  Chewinggum/pencils–  Smokemore–  Tieadjusts–  Suprasternalnotch–  Yawning–  Head,knee,hair,face–  SelfHugs

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•  ComfortResponses

–  LowStress–  HighConfidence–  NoBlockers–  OpenLanguage–  Isopraxism–  No“weight”oncogniIveload

–  Detailswillbesketchy

•  DiscomfortResponses

–  HighStress–  LowConfidence–  Quickenedheartrate–  Hairsonend–  Sweatmore–  Breathefaster–  Blockers–  Fidget

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Handshake&Hands

•  Overzealous?•  Dominanceestablishing

•  PoliIcians•  Limp

•  Handholding•  Fingerpoints•  Steepling•  Thumbs(status)

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Arms

•  AutomaIcallyriseupindefence•  Gravitydefyingifhappy,confident,excited,relaxed–  (oppositealsoapplies)

•  Armfreeze(undera_ack,fearfulandrestrainingself)

•  Armsbehindback(highstatus)•  Territoryclaimers(plane)•  Akimboandthumbs–dominance•  VISIBLE

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Real&FakeSmiles

•  RealSmile

–  ZygomaIcusMajor

–  Obicularisoculi

–  Givescrowsfeet

•  FalseSmile

–  Riserius(pullssidewaysbutnotup)

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6UniversalExpressions

•  Happiness•  Sadness•  Surprise•  Fear•  Disgust•  Anger

•  Micro‐Expressions

•  www.paulekman.com

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•  Theywillavoideyecontact...

•  ...orholdittoolong.

Liars:Basics

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Liars:Basics

•  PhysicalmovementbecomeslimitedandsIff..

•  ..liarstakeuplessspace

•  Theyturntheirbodyaway

•  Theyerectbarriers

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Liars

•  Distancethemselves

•  Comfortthemselves

•  Moveless

•  ArelesstacIle•  Showflashfreezes

•  Incongruent

•  Swallowhard

•  Eithercha_er

•  Orstopchalng

•  Havedelayedemphasis

•  Speakbehindhands

•  Pensivedisplays•  Turtleeffect

•  Shouldershrugs

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Jenny@radcliffetrainingassociates.co.uk

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