One of the most common examples of body language not matching the situation is the nervous laugh. A laugh that is not a reaction to anything humorous signals nervousness or discomfort. In fact, it’s a dead giveaway. If you hear a nervous laugh, let a few beats go by and then turn directly to the source of the laughter and encourage that person to verbalize his or her feelings. Depending on the situation, you may say: “Ben, how do you feel about the pricing structure?” or “Ben, how do you feel about adding Leslie to this team?” Often, the person won’t admit to having any concerns. You know better. Keep probing. You may have to return to the subject a few times, rephrasing your request until the truth comes out.
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