Joe Navarro

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.

And then in negotiations, when you're talking to the team and saying, look, when we're going in there... I don't want anybody to just sit there. I want expressions. And when someone is speaking, you're looking at them in the same way that the other side would do. But you have to plan.

And then in negotiations, when you're talking to the team and saying, look, when we're going in there... I don't want anybody to just sit there. I want expressions. And when someone is speaking, you're looking at them in the same way that the other side would do. But you have to plan.

Now, the other thing I find with negotiators, one thing I did in the FBI is I always planned my interviews in exquisite detail. Who would enter the room first? Who would say what? Where I would sit? Who gets offered water and when? Because I need to be in control. Who's going to say what? These are things people don't think about.

Now, the other thing I find with negotiators, one thing I did in the FBI is I always planned my interviews in exquisite detail. Who would enter the room first? Who would say what? Where I would sit? Who gets offered water and when? Because I need to be in control. Who's going to say what? These are things people don't think about.

But at the levels with the people that I deal with, you have to have a certain amount of advantage. You have to have a certain amount of psychological leverage to say, look, you may be the world's largest manufacturer of this, and I'm just starting out, but I am not down here.

But at the levels with the people that I deal with, you have to have a certain amount of advantage. You have to have a certain amount of psychological leverage to say, look, you may be the world's largest manufacturer of this, and I'm just starting out, but I am not down here.

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.