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 10Strategies: Putting It All Together
As the other negotiators entered the room, Mike Kim observed their body language. “Jose Mendez looks nervous. He won’t make eye contact, and he keeps clicking the top of his pen,” he thought. “Gary Porter radiates confidence. He is smiling broadly and looking around the room.” Mike took charge of the meeting by outlining the value of the business he wanted to sell. Jose made notes and asked questions from the list he prepared ahead of time. Gary wrote no notes, but he glanced at Jose’s notes when asking questions. Mike watched their facial expressions. When he saw puzzlement, he clarified his presentation. When he sensed he was presenting too much information, he backed off and slowed down. At the ...
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