Negotiate Anything Your Body Speaks First—Make It Count
11 snips
Jun 11, 2025 
Dr. David Matsumoto, a renowned psychologist and expert in nonverbal behavior, shares his insights on how body language shapes communication, especially in negotiations. He emphasizes that observation is a crucial yet underutilized skill and explains the difference between nonverbal behavior and communication. Listeners learn how to project authentic confidence and the importance of adapting body language to foster trust. Drawing from his judo experience, Matsumoto illustrates how actions and micro-expressions can reveal intentions, making this knowledge invaluable in high-pressure situations.
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Four Buckets of Nonverbal Communication
- Nonverbal communication includes the environment, physical appearance, behavioral traces, and behaviors.
- Nonverbal behavior is a dynamic subset that reveals mental states and social hierarchies in interactions.
Begin With Active Observation
- Start by actively observing details like shoes, watches, and the environment to gather more data.
- Use this additional information as a platform to build rapport and better understand your counterpart.
Judo as Nonverbal Communication
- In judo, gripping your opponent transmits nonverbal cues that reveal their skill and mental state.
- Coaches use observations to advise athletes on overcoming opponents and their own reactions.
