Body Language Secrets to Win More Negotiations

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. ...