Joe Navarro

Churchill, Martin Luther King.

Churchill, Martin Luther King.

Powerful. Can you imagine if he stood up there and said, I have one dream that one day might... It's like, who would listen to that? But he was a preacher and he knew how to command an audience. And when Churchill said, we will fight them in the air, we will fight them on the beaches.

Powerful. Can you imagine if he stood up there and said, I have one dream that one day might... It's like, who would listen to that? But he was a preacher and he knew how to command an audience. And when Churchill said, we will fight them in the air, we will fight them on the beaches.

The cadence is not just seductive, it is powerful. And a lot of executives don't know how to use it. They just, I've been to presentations where people just let go. They're not even listening to what's being said. And yet somebody begins to talk to them in cadence and says, this is our offer. It is not final. But for the moment, it is our best offer. Now, you're paying attention.

The cadence is not just seductive, it is powerful. And a lot of executives don't know how to use it. They just, I've been to presentations where people just let go. They're not even listening to what's being said. And yet somebody begins to talk to them in cadence and says, this is our offer. It is not final. But for the moment, it is our best offer. Now, you're paying attention.

You're paying attention not just to what I said, but the emotion behind it. That's a lot better to say, well, this is not our last offer, but, you know.

You're paying attention not just to what I said, but the emotion behind it. That's a lot better to say, well, this is not our last offer, but, you know.

Which goes back to what I said, who controls time, controls life. You're establishing control over the theater of the negotiations. They don't teach that. Your hand gestures as well.

Which goes back to what I said, who controls time, controls life. You're establishing control over the theater of the negotiations. They don't teach that. Your hand gestures as well.

And my fingers are spread out. Establishing how much we care about something. When we fear, our fingers come together. When we fear a lot, our thumbs tuck in. I've seen people in negotiations give up a lot of information because all of a sudden they tuck their thumbs in. I say, okay, they're scared. Because dogs tuck their ears in. Humans tuck their...

And my fingers are spread out. Establishing how much we care about something. When we fear, our fingers come together. When we fear a lot, our thumbs tuck in. I've seen people in negotiations give up a lot of information because all of a sudden they tuck their thumbs in. I say, okay, they're scared. Because dogs tuck their ears in. Humans tuck their...

The hands, no matter how dark you are, your hands, the palm of the hands are very visible. That evolved with us because they're expressive. So even in low light, we can use our hands to communicate. The more confident we are, the further our fingers are. I care. Imagine if I said, I care about you versus I care about you. It's a big difference.

The hands, no matter how dark you are, your hands, the palm of the hands are very visible. That evolved with us because they're expressive. So even in low light, we can use our hands to communicate. The more confident we are, the further our fingers are. I care. Imagine if I said, I care about you versus I care about you. It's a big difference.

I care about this. And so they potentiate the message. And the human brain evolved also to look for the hands because the hands, number one, can be used as a weapon. But number two, they are also emblematic of the emotions that we feel.

I care about this. And so they potentiate the message. And the human brain evolved also to look for the hands because the hands, number one, can be used as a weapon. But number two, they are also emblematic of the emotions that we feel.

Eye contact in some ways is, I mean, we could spend about 40 minutes on it because, and as a teacher, I can tell you, because you want to have good eye contact. For instance, if you're dealing with a woman, you don't want it to go, you know, normal eye contact is here. You don't want it going down to here to the breasts, right? OK, so you want to stay looking at the face, right?

Eye contact in some ways is, I mean, we could spend about 40 minutes on it because, and as a teacher, I can tell you, because you want to have good eye contact. For instance, if you're dealing with a woman, you don't want it to go, you know, normal eye contact is here. You don't want it going down to here to the breasts, right? OK, so you want to stay looking at the face, right?

So you want to keep it in the face. But you also don't want to intimidate unless you want to intimidate. So you have to employ things like eye gaze behavior. You have to employ things such as looking away. Now, you and I both look away as we're thinking about examples and different things. You can use eye contact for emphasizing

So you want to keep it in the face. But you also don't want to intimidate unless you want to intimidate. So you have to employ things like eye gaze behavior. You have to employ things such as looking away. Now, you and I both look away as we're thinking about examples and different things. You can use eye contact for emphasizing