How does nonverbal communication make or break a negotiation? How do you appear more trustworthy? What skills can you utilize to improve your nonverbal communication? In this episode of Negotiations Ninja, Abbie Moreno—who has a Ph.D. in Human Behavior—talks about the science behind nonverbal communication and how it drives trustworthiness.

Outline of This Episode

• [2:22] Learn all about Dr. Abbie Maroño, Ph.D.
• [3:26] Why can nonverbal communication make or break a negotiation?
• [5:16] Have we become worse at recognizing nonverbal cues?
• [7:53] The most outrageous claim that we've been taught to believe
• [9:40] Do personality traits correlate with nonverbal behavior?
• [14:55] How to appear more trustworthy to shortcut the process
• [21:22] The importance of emotional expressiveness
• [26:25] Does feigning disappointment work as a negotiation tactic?
• [29:13] Why trustworthiness signals need to become second-nature
• [32:30] How to get someone to want to reveal information
• [36:04] How to know if someone is skeptical of you

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• Dr. Abbie Maroño's Website

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