Body Language Secrets to Win More Negotiations

INTRODUCTION

You look around the poker table. You’re holding a strong hand—a ir of jacks and two sevens. The other three players have matched your last raise. Should you raise again?

To your left, Jose, the youngest player, who is wearing sunglasses to ide his eyes, taps his left thumb on the table. Across from you, Georgia absentmindedly stirs her gin and tonic. Then there’s Jamal, the old fellow sitting to your right, noisily sucking on a lozenge and scratching his nose.

You go all in, pushing your whole pile of chips to the middle of the table. When Jose and Jamal fold and Georgia confidently turns over her two aces, you smile as you rake in the pot.

You won because you skillfully read your opponents’ “tells,” those subtle and not-so-subtle ...