Reading the body language of another person is not a trick to gain advantage. It’s a tool to improve communication. People who are exhibiting incongruous body language are frequently unaware of the fact that their spoken words and their true feelings, as revealed by their body language, are not consistent. By drawing out those differences and reconciling them, you have done a great service for your side and for the person with whom you are negotiating. If you pick up an incongruity between what a person’s body is saying and what that person’s mouth is saying, you can assume that something is going on. You want to take a reality check and start asking the person questions about what he or she is thinking and feeling. It’s usually one of the following:
- The person is unaware of his or her effect on others.
- The person’s body language is expressing a hidden agenda.
- The person is too tired or is confused.
I remember sitting in a theater watching the film Basic Instinct for the first time. In the film, Michael Douglas plays a San Francisco cop who is fatally attracted to a key suspect in an ice-pick murder. The suspect is played by Sharon Stone, in a star-making performance. Audiences gasped during the now infamous interrogation scene. I gasped too. Watching the film again recently, I was reminded that the interrogation scene is a good example of how body language can cause conflicting messages. In the scene, Douglas and his fellow cops interrogate Stone. She twists and manipulates her words, shamelessly toying with the cops’ libidos. Instead of nailing his suspect, Douglas is entranced by his femme fatale and eventually falls for her scheming ways. Stone is calm and collected during the entire scene, using her body language in a risqué fashion to successfully manipulate the situation.
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