Joe Navarro

You know, earlier we talked about we were surrounded by predators and And one of the behaviors we did was to cover our mouths or hold still when we hear a noise. The third behavior is to cover the neck. To cover the neck because large felines always go for the neck. And so the brain doesn't have a closet full of ties. It has about four choices. And those four behaviors... are exquisite.

You know, earlier we talked about we were surrounded by predators and And one of the behaviors we did was to cover our mouths or hold still when we hear a noise. The third behavior is to cover the neck. To cover the neck because large felines always go for the neck. And so the brain doesn't have a closet full of ties. It has about four choices. And those four behaviors... are exquisite.

It's proven over time that if we cover our mouth, cover the neck, don't move, they work pretty well. So we don't have to choose a lot of colors. And the other thing sometimes you'll see people do is when you see this here in Florida, and we certainly saw it in November, after the hurricane, people come to see their house and they cover their head, hands are up here. Oh, my God. Why do we do that?

It's proven over time that if we cover our mouth, cover the neck, don't move, they work pretty well. So we don't have to choose a lot of colors. And the other thing sometimes you'll see people do is when you see this here in Florida, and we certainly saw it in November, after the hurricane, people come to see their house and they cover their head, hands are up here. Oh, my God. Why do we do that?

Again, large felines. These are shortcuts. This is heuristics that have prevailed and say, oh, no, right? And you say, well, we're no longer surrounded by them. Well, go to India. There were 238 attacks last year. It is in our DNA. It is performed out of necessity to keep us alive. So we have these reactions. So certainly I look at the lips and the neck as good places for information.

Again, large felines. These are shortcuts. This is heuristics that have prevailed and say, oh, no, right? And you say, well, we're no longer surrounded by them. Well, go to India. There were 238 attacks last year. It is in our DNA. It is performed out of necessity to keep us alive. So we have these reactions. So certainly I look at the lips and the neck as good places for information.

So if you see a building falling down in an earthquake, you immediately... The other day, it was an old car, and it was parked on a road that was at an angle, and they forgot to set the brake. And I'm watching it slowly slide. I'm like... And I found myself, I teach this stuff with my hands up here. And unfortunately, it was across the street and I couldn't get to it fast enough.

So if you see a building falling down in an earthquake, you immediately... The other day, it was an old car, and it was parked on a road that was at an angle, and they forgot to set the brake. And I'm watching it slowly slide. I'm like... And I found myself, I teach this stuff with my hands up here. And unfortunately, it was across the street and I couldn't get to it fast enough.

And it didn't do any damage. But you realize these shortcuts are with us for a purpose.

And it didn't do any damage. But you realize these shortcuts are with us for a purpose.

Well, they warned me. You ask profound questions. And you're right. In the FBI, I mean, when you're trying to convince someone to tell us the truth and put themselves in jeopardy, that is nothing but negotiations. You may look at it as interviewing, but like you said, even a conversation. I look at negotiations in the same way that I look at interviewing.

Well, they warned me. You ask profound questions. And you're right. In the FBI, I mean, when you're trying to convince someone to tell us the truth and put themselves in jeopardy, that is nothing but negotiations. You may look at it as interviewing, but like you said, even a conversation. I look at negotiations in the same way that I look at interviewing.

In the simplest form, it's effective communication with a purpose. So you say, well, that's highly simplistic. I've never heard that. Well, think of it. Well, what is the purpose? OK, well, we'll get to that in a minute. Either you have something I need or want or that. But there has to be communication and there has to be an understanding of what I mean and what I intend and so forth.

In the simplest form, it's effective communication with a purpose. So you say, well, that's highly simplistic. I've never heard that. Well, think of it. Well, what is the purpose? OK, well, we'll get to that in a minute. Either you have something I need or want or that. But there has to be communication and there has to be an understanding of what I mean and what I intend and so forth.

So for me, it's a reminder of when I first came into the FBI office. An old timer said to me, interviewing isn't about the confession. And I looked at him like, what? Excuse me? What do you mean not about the confession? He says, you'll get the confession. Interviewing is about FaceTime. If you can get people to talk to you for two hours, three hours, four hours.

So for me, it's a reminder of when I first came into the FBI office. An old timer said to me, interviewing isn't about the confession. And I looked at him like, what? Excuse me? What do you mean not about the confession? He says, you'll get the confession. Interviewing is about FaceTime. If you can get people to talk to you for two hours, three hours, four hours.

In one case, I interviewed an individual for 12 hours. They'll tell you everything you need to know, but you got to keep them in the room. And so I always view negotiations of number one is how do I communicate with you in a way that you'll want to talk to me? for however long it takes to get to that purpose, which is the transaction.

In one case, I interviewed an individual for 12 hours. They'll tell you everything you need to know, but you got to keep them in the room. And so I always view negotiations of number one is how do I communicate with you in a way that you'll want to talk to me? for however long it takes to get to that purpose, which is the transaction.

Now, if I'm evaluating you for your services, or if I'm negotiating for prices, I want to hear what you have to say. And I want to lay out What I'm interested in achieving and then reconciling or working around whatever discrepancies or issues that there may be.

Now, if I'm evaluating you for your services, or if I'm negotiating for prices, I want to hear what you have to say. And I want to lay out What I'm interested in achieving and then reconciling or working around whatever discrepancies or issues that there may be.