Joe Navarro

And so I would appreciate if you would begin to value me, and I do that by doing certain things in the manner that I walk in. Who walks in first? Where do I sit? What gestures do I use to point, right? So you never use your finger. You always use the full hand in the vertical position. You take command of the situation and it looks aesthetically pleasing. Oh, isn't it nice?

And so I would appreciate if you would begin to value me, and I do that by doing certain things in the manner that I walk in. Who walks in first? Where do I sit? What gestures do I use to point, right? So you never use your finger. You always use the full hand in the vertical position. You take command of the situation and it looks aesthetically pleasing. Oh, isn't it nice?

He's offering me something to drink. Or the assistant or someone says, would you like some tea? How would you like it? And so forth. And what we're actually witnessing is the transformation of you have now accepted become the dominant person by becoming the archetypal, the father or mother figure. Because you're offering something.

He's offering me something to drink. Or the assistant or someone says, would you like some tea? How would you like it? And so forth. And what we're actually witnessing is the transformation of you have now accepted become the dominant person by becoming the archetypal, the father or mother figure. Because you're offering something.

Because you're offering it, and you're in control of the food and the brain. People often wonder, well, why was it in Stockholm, Sweden back in the 70s that the Stockholm syndrome took hold so fast with those bank robbers? where they had such an effect on their victims that within hours, the victims were defending the bank robbers. It was very simple.

Because you're offering it, and you're in control of the food and the brain. People often wonder, well, why was it in Stockholm, Sweden back in the 70s that the Stockholm syndrome took hold so fast with those bank robbers? where they had such an effect on their victims that within hours, the victims were defending the bank robbers. It was very simple.

They became the father figure and the hostages became the children. So I actually don't know that story. What happened was there was a bank robbery in Stockholm. And the bank robbers went in, held the victims hostage. Eventually, they were rescued. But what they found was that in a matter of hours, the victims were rising to the defense of the criminals.

They became the father figure and the hostages became the children. So I actually don't know that story. What happened was there was a bank robbery in Stockholm. And the bank robbers went in, held the victims hostage. Eventually, they were rescued. But what they found was that in a matter of hours, the victims were rising to the defense of the criminals.

And it became known as the Stockholm Syndrome. And what it showed us was the robbers became the archetype of the parent and the hostages became the children. And in an instant, they became subservient.

And it became known as the Stockholm Syndrome. And what it showed us was the robbers became the archetype of the parent and the hostages became the children. And in an instant, they became subservient.

Yes. You nailed it. You nailed it beautifully. You're the first person to get that right away. And that's why you often see this in domestic abuse cases. And you say, how can she just got beat up? How can she defend him? usually the case. And you realize, oh my God, we have like a Stockholm syndrome where he's the provider. He's the only one working or this or that.

Yes. You nailed it. You nailed it beautifully. You're the first person to get that right away. And that's why you often see this in domestic abuse cases. And you say, how can she just got beat up? How can she defend him? usually the case. And you realize, oh my God, we have like a Stockholm syndrome where he's the provider. He's the only one working or this or that.

But getting back to negotiations, I think it's one of those things that I insist that if you go into negotiations, that you be treated at least as an equal. And that the minute people start to look down on you, it makes for a very difficult conversation.

But getting back to negotiations, I think it's one of those things that I insist that if you go into negotiations, that you be treated at least as an equal. And that the minute people start to look down on you, it makes for a very difficult conversation.

Right. So one of the things that I always insisted is I would walk into the room first. So they would already be in there? No, no, no. We would walk to the room. Oh, with them. With them. And then I would just make them wait there a minute. I'd open it. I'd take a look. And I'd say, oh, just want to make sure the room is safe and there's nobody in here. You know, I've walked into people before.

Right. So one of the things that I always insisted is I would walk into the room first. So they would already be in there? No, no, no. We would walk to the room. Oh, with them. With them. And then I would just make them wait there a minute. I'd open it. I'd take a look. And I'd say, oh, just want to make sure the room is safe and there's nobody in here. You know, I've walked into people before.

That begins to establish my dominance. And then I would say, why don't you take a seat right there? You know, people ask me, well, why are you being so nice to these criminals? Well, first of all, I go back to what that old timer said. I want face time. I don't care what it takes to get face time. But I also want to be in charge.

That begins to establish my dominance. And then I would say, why don't you take a seat right there? You know, people ask me, well, why are you being so nice to these criminals? Well, first of all, I go back to what that old timer said. I want face time. I don't care what it takes to get face time. But I also want to be in charge.

And if by being nice to him and pointing to the nice chair there achieves that, than so much for me. And then I always try to sit in a way that I sit higher. Now, in the case of Ramsay, we'd literally get the room ahead of time and we would change the furniture so that I always sat about an inch to two inches higher than he did. He never noticed that.

And if by being nice to him and pointing to the nice chair there achieves that, than so much for me. And then I always try to sit in a way that I sit higher. Now, in the case of Ramsay, we'd literally get the room ahead of time and we would change the furniture so that I always sat about an inch to two inches higher than he did. He never noticed that.