September 2016
Intermediate to advanced
224 pages
4h 37m
English
Content preview from Body Language Secrets to Win More NegotiationsBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 4Colors: Controlling the Emotional Palette
Adam, the Los Angeles–based man sitting next to me on the plane to Newark, New Jersey, was clearly nervous. He said, “As soon as we land, I am headed into an important meeting in Manhattan that will affect the future of my business. I am negotiating at a bank for a loan.” In a glance, I spotted a problem. He wore a shirt with huge bright pink flowers and no suit jacket. “Adam, I suggest you make a stop at a menswear store before that meeting.”
Colors can provide insight into a person’s status. Consider this situation: I was the vice president of a company. I had on a freshly ironed white shirt, a red tie, and navy blue suit. The president was casually dressed in a yellow shirt and a pair of slacks. ...
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