Joe Navarro

He gives you headaches. You don't sleep well every time you go to this. I'm thinking of one client in particular. You come away with a nervous stomach. And, you know, how long are you willing to tolerate that? If you're willing to tolerate it, then, you know, he's not going to change his style forever. Then you come in and we change our exposure.

So we're not going to expose all of our staff to that kind of negativity. We send in our first person and say, look, here are the numbers, and we work with that. But there are ways to dealing with the very toxic stuff. But we don't allow them to get away with everything nor think that they're in charge. And we do it in subtle ways. And we sort of derail their agenda.

So we're not going to expose all of our staff to that kind of negativity. We send in our first person and say, look, here are the numbers, and we work with that. But there are ways to dealing with the very toxic stuff. But we don't allow them to get away with everything nor think that they're in charge. And we do it in subtle ways. And we sort of derail their agenda.

Maybe their agenda, based on past meetings, was to come in and just throw these things at us very quickly. Then we have to adjust to that. So there has to be rehearsed strategies for dealing with that.

Maybe their agenda, based on past meetings, was to come in and just throw these things at us very quickly. Then we have to adjust to that. So there has to be rehearsed strategies for dealing with that.

Yeah, you wouldn't be the first one to find yourself in a meeting negotiating, and all of a sudden, it's like, what are we actually negotiating for? And so that's why I like the simplicity of effective communication with a purpose as a form of negotiations, but to also understand what is my role, right? What is my role and what is my purpose in being there?

Yeah, you wouldn't be the first one to find yourself in a meeting negotiating, and all of a sudden, it's like, what are we actually negotiating for? And so that's why I like the simplicity of effective communication with a purpose as a form of negotiations, but to also understand what is my role, right? What is my role and what is my purpose in being there?

Because many times we go into negotiations and the chief financial officer is there. Sometimes we go in there and your first assistant is always there also, but you also have an office counsel that is in attendance. What's their role? And what is my role? You know, something so simple as, what are you going to do? Look straight ahead the whole time your attorney is speaking?

Because many times we go into negotiations and the chief financial officer is there. Sometimes we go in there and your first assistant is always there also, but you also have an office counsel that is in attendance. What's their role? And what is my role? You know, something so simple as, what are you going to do? Look straight ahead the whole time your attorney is speaking?

Or are you going to look at him? Well, we know from the research that by looking at the person who's actually talking on your side, actually potentiates the gravity of what he's saying that at the most emphatic points when that attorney makes, and you did this earlier, you want to steeple because steeple is the most powerful gesture that we have to convey confidence.

Or are you going to look at him? Well, we know from the research that by looking at the person who's actually talking on your side, actually potentiates the gravity of what he's saying that at the most emphatic points when that attorney makes, and you did this earlier, you want to steeple because steeple is the most powerful gesture that we have to convey confidence.

Is this. Former German Chancellor Angela Merkel did this a lot. You see Musk do this a lot. You see Steve Jobs used to. A lot of pictures of Steve Jobs doing that. But, you know, you reserve that for that point in time when you want to emphasize. And so the worst thing you can do is just to sit there dormant. And in fact, we have research done. And it's called the still face experiments.

Is this. Former German Chancellor Angela Merkel did this a lot. You see Musk do this a lot. You see Steve Jobs used to. A lot of pictures of Steve Jobs doing that. But, you know, you reserve that for that point in time when you want to emphasize. And so the worst thing you can do is just to sit there dormant. And in fact, we have research done. And it's called the still face experiments.

And that is that the worst thing you can do is sit at a meeting and hold a still face. You're perceived as a threat. You are perceived as less trustworthy. You're perceived as insignificant. Corner of your mouths are down. Eye roll to the right, Stephen. That's how you're perceived. And that's what happens.

And that is that the worst thing you can do is sit at a meeting and hold a still face. You're perceived as a threat. You are perceived as less trustworthy. You're perceived as insignificant. Corner of your mouths are down. Eye roll to the right, Stephen. That's how you're perceived. And that's what happens.

The experiments, which were done first with babies, found that if you take a baby, and it's called the still face experiments, if you take a baby and you look away and look back and smile, the baby's content. You can do that several times. But on the last one, you turn around and you hold very still face. The babies become uncontrollable. They have fits. They're really troubled by that.

The experiments, which were done first with babies, found that if you take a baby, and it's called the still face experiments, if you take a baby and you look away and look back and smile, the baby's content. You can do that several times. But on the last one, you turn around and you hold very still face. The babies become uncontrollable. They have fits. They're really troubled by that.

So the experimenters said, well, yeah, but at what age does that leave us? So they decided to do it with adults. Adults do the same thing. If you and I are talking and we're exchanging faces, the worst thing I can do is then sit there You find it disconcerting. And what the brain perceives is a threat. And you lose trustworthiness.

So the experimenters said, well, yeah, but at what age does that leave us? So they decided to do it with adults. Adults do the same thing. If you and I are talking and we're exchanging faces, the worst thing I can do is then sit there You find it disconcerting. And what the brain perceives is a threat. And you lose trustworthiness.

Well, that's one way to look at it. I'm not sure that anybody knows the precise reason for it. But what we do understand is that the still face, which if you're in a virtual call, you want to nod, you want to tilt your head, you want to make different gestures. But the worst thing you can do is hold still.