Joe Navarro

Look how often we use eye contact or our eyes to communicate opinions. Maybe with your partner, you said, what do you think? And immediately they'll look, he or she may look at your partner, not yours specifically, but somebody you live with, and they go, hmm. So with our eyes, we often give our opinions immediately. So in negotiations, it's an important area.

Look how often we use eye contact or our eyes to communicate opinions. Maybe with your partner, you said, what do you think? And immediately they'll look, he or she may look at your partner, not yours specifically, but somebody you live with, and they go, hmm. So with our eyes, we often give our opinions immediately. So in negotiations, it's an important area.

First of all, you were waiting for me with arms akimbo, which is I'm in charge. I'm the big guy. And so your arms were here. Yeah, I got it.

First of all, you were waiting for me with arms akimbo, which is I'm in charge. I'm the big guy. And so your arms were here. Yeah, I got it.

No, no, no. But but but it's fine. This is your domain. I expect this from you in your domain. But one of the things you immediately did was you immediately went around the table and you went forward to shake my hand, right? So one of the things that I say is how much people matter to us is determined by how fast we act.

No, no, no. But but but it's fine. This is your domain. I expect this from you in your domain. But one of the things you immediately did was you immediately went around the table and you went forward to shake my hand, right? So one of the things that I say is how much people matter to us is determined by how fast we act.

So the fact that you actually went from there to here and you did it immediately, it demonstrates that you care. As early as 11 months, a baby will recognize... individuals or even inanimate objects that care just based on how quickly they move. Towards them? Towards them to do something for them. It's called a pro-social act. And babies as young as 11 months recognize that.

So the fact that you actually went from there to here and you did it immediately, it demonstrates that you care. As early as 11 months, a baby will recognize... individuals or even inanimate objects that care just based on how quickly they move. Towards them? Towards them to do something for them. It's called a pro-social act. And babies as young as 11 months recognize that.

So this is something that it doesn't surprise me because you've been successful. Success for me is measured on how well people get along with others.

So this is something that it doesn't surprise me because you've been successful. Success for me is measured on how well people get along with others.

It's the FBI uniform. This is the... Well, will I be mic'd or it's just this? Just that one. Just that one. Perfect. Okay. You said something charming about how I was dressed, which I appreciated. This is always a good reminder to me of how old I look now. And the only note that I would add is I would have remained standing a little longer. Okay. Okay.

It's the FBI uniform. This is the... Well, will I be mic'd or it's just this? Just that one. Just that one. Perfect. Okay. You said something charming about how I was dressed, which I appreciated. This is always a good reminder to me of how old I look now. And the only note that I would add is I would have remained standing a little longer. Okay. Okay.

And then make sure that, you know, as I'm sitting, then you sit at the same time.

And then make sure that, you know, as I'm sitting, then you sit at the same time.

At the same time, rather than allow me to all now, if you can see in that instance, I'm actually still over you while you're already seated. That is, in negotiations, that would be, as we say, contraindicated. What does that mean? It is. It's a no-no. It's a big word. It's a big word for Steve. Don't do that.

At the same time, rather than allow me to all now, if you can see in that instance, I'm actually still over you while you're already seated. That is, in negotiations, that would be, as we say, contraindicated. What does that mean? It is. It's a no-no. It's a big word. It's a big word for Steve. Don't do that.

Well, what I would say to you is what I would tell the therapist. One of the biggest mistakes therapists have started making is they sit there and because a lot of them are earning a lot less money and they don't have a secretarial pool like they used to, they now type. their observations as they're talking to their client. I think that's a big mistake.

Well, what I would say to you is what I would tell the therapist. One of the biggest mistakes therapists have started making is they sit there and because a lot of them are earning a lot less money and they don't have a secretarial pool like they used to, they now type. their observations as they're talking to their client. I think that's a big mistake.

And from the studies that my company did in surveying not the therapists, but their clients, the ones that were willing to talk, it's terrible. What I tried to emphasize is have material in front of you And if there's a particular note, write a little something. Or if you have somebody with you that's going to be the note taker. I don't want to miss anything.

And from the studies that my company did in surveying not the therapists, but their clients, the ones that were willing to talk, it's terrible. What I tried to emphasize is have material in front of you And if there's a particular note, write a little something. Or if you have somebody with you that's going to be the note taker. I don't want to miss anything.