How to Read a Person Like a Book by Gerard I. Nierenberg

By Gerard I. Nierenberg

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He conducts negotiation signals with his pipe like the maestro conducted the NBC Symphony. Our associate, an inveterate pipe-smoker, has devised an intricate series of pipe signals. They communicate such instructions to his team asshut up, listen more closely, the offer stinks, andlet’s go . It is of great assistance in a team negotiation to have signals by which you can communicate nonverbally, with or without a pipe. html One can often observe the deliberate motions the pipe-smoker goes through when he is fighting or maneuvering for time to think or reconsider.

It is similar to a boxer or fencer getting ready to square off withhis opponent. Try to help an old lady who would rather cross the street by herself and you will discover exactly what the expression means — a forty-five-degree turn of the body away from you. ” 28. ” Feet and/or Entire Body Pointing toward the Exit (see Figure 24). In many situations you will notice that suddenly someone has shifted his body and is sitting so that his feet are pointing toward a door. This gesture is a clear sign that the person wishes to end the meeting, conversation, or whatever is going on.

Gestures with Glasses. An evaluating gesture that causes a negative emotional reaction in others is the one of dropping eyeglasses onto the lower bridge of the nose and peering over them (Figure 25). The recipient of the stare feels that he is being closely scrutinized and looked down upon. Many executives who wear “granny” glasses for reading purposes are especially likely to elicit this reaction inadvertently from subordinates. We urge that if this happens to be one of your traits, be aware of the negative aspects.

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