How does nonverbal communication make or break a negotiation? How do you appear more trustworthy? What skills can you utilize to improve your nonverbal communication? In this episode of Negotiations Ninja, Abbie Moreno—who has a Ph.D. in Human Behavior—talks about the science behind nonverbal communication and how it drives trustworthiness.
Outline of This Episode
- [2:22] Learn all about Dr. Abbie Maroño, Ph.D.
- [3:26] Why can nonverbal communication make or break a negotiation?
- [5:16] Have we become worse at recognizing nonverbal cues?
- [7:53] The most outrageous claim that we’ve been taught to believe
- [9:40] Do personality traits correlate with nonverbal behavior?
- [14:55] How to appear more trustworthy to shortcut the process
- [21:22] The importance of emotional expressiveness
- [26:25] Does feigning disappointment work as a negotiation tactic?
- [29:13] Why trustworthiness signals need to become second-nature
- [32:30] How to get someone to want to reveal information
- [36:04] How to know if someone is skeptical of you
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