Joe Navarro

I'm looking and I'm noticing that when people are nervous, they immediately cover their neck. They touch their neck. In the literature, you hear about, oh, she clutched her pearls, right? Rubbing that men tend to do it more robustly because of testosterone, women tend to more directly touch the suprasternal notch.

And what I found is when there's a lack of confidence, insecurities, fear, apprehensions, or concerns that people will go, Right. Oh, it's gone. It's back. And, you know, why is it all directed at this little area of the neck?

And what I found is when there's a lack of confidence, insecurities, fear, apprehensions, or concerns that people will go, Right. Oh, it's gone. It's back. And, you know, why is it all directed at this little area of the neck?

And why do men clutch their necks and massage their necks when they're the worst thing you can do in negotiations, by the way, is touch your neck because what you're transmitting is weakness. Somebody whose confidence never touches the neck. You just don't. You don't go anywhere near the neck. And you don't ventilate because what you're saying is you're getting to me, ventilating behaviors.

And why do men clutch their necks and massage their necks when they're the worst thing you can do in negotiations, by the way, is touch your neck because what you're transmitting is weakness. Somebody whose confidence never touches the neck. You just don't. You don't go anywhere near the neck. And you don't ventilate because what you're saying is you're getting to me, ventilating behaviors.

Yeah. So to ventilating behaviors are behaviors of weakness because your body temperature has changed at 1 to 50th of a second. And what you're revealing is something negative is getting to you. So you don't do that. But here's the behavior, the neck touching, neck covering, covering of the suprasternal notch. And there's another behavior.

Yeah. So to ventilating behaviors are behaviors of weakness because your body temperature has changed at 1 to 50th of a second. And what you're revealing is something negative is getting to you. So you don't do that. But here's the behavior, the neck touching, neck covering, covering of the suprasternal notch. And there's another behavior.

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.