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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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Jedi|ˈjedˌī|:(alsoJediknightorJediwarrior)noun(pl.sameorJedis)
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