Welcome to Empathy at the Table, where today we’re honoured to sit down with Greg Williams, recognised as The Master Negotiator and one of the world’s top body language experts. With over 30 years of experience in corporate and government negotiations, Greg has worked with everyone from high-powered CEOs and Hollywood executives to politicians and multi-national corporations. His mission is simple: to help us all become better communicators and negotiators by reading people’s cues and leveraging emotional intelligence.
In this episode, host I dive into an eye-opening conversation with Greg, exploring strategies and actionable insights for anyone looking to improve their negotiation skills. Greg unpacks the skills that have defined his success and dives deep into how he balances tactical intelligence with empathy.
Key Highlights:
Greg’s Journey and Motivation: Greg shares how his background and early observations of his family negotiating in everyday life shaped his passion for negotiation. He provides insight into his path from early influences to becoming a sought-after speaker, trainer, and thought leader.
Why Body Language Matters in Negotiation: Greg reveals why body language is often the “silent truth” in any conversation. From minor gestures to subconscious facial expressions, he explains how reading these signals can provide invaluable information—even revealing deception.
The Power of Assumptive Questions: Learn how to use assumptive questioning as a tool to guide conversations in your favour, whether you’re closing a deal, interviewing, or even during a tough conversation with a friend or family member. Greg demonstrates how these questions shift the psychological landscape of a negotiation and help you gain insights faster.
Techniques for Negotiating with Bullies: Greg outlines his approach to handling “bully” negotiators by staying assertive yet empathetic. Through examples and key strategies, he shares how to keep your cool and even use empathy to neutralise aggression, allowing you to control the tone of a negotiation without sacrificing your position.
How to Plan for the Unexpected: Greg believes preparation is everything in negotiation and shares his framework for anticipating obstacles, developing contingency plans, and tracking milestones during complex negotiations. He explains how this approach prevents unwanted concessions and keeps you focused even when negotiations get tough.
The Role of Emotional Intelligence: Greg discusses how emotional awareness—of both yourself and your counterpart—can transform the way you negotiate. He emphasizes the need for “flexibility within structure” to adapt to the moment while staying true to your goals.
Special Insights:
Greg shares examples from real negotiations, including his experiences with international governments, Fortune 500 companies, and high-stakes corporate clients. He also touches on the importance of managing stress in the moment, knowing when to step back, and being “respectfully assertive” to maintain control over your time and energy.
Key Takeaways:
Negotiation isn’t just about tactics—it’s about managing relationships, understanding context, and sometimes, gracefully walking away.
Body language cues can make or break a negotiation, often revealing what words don’t.
Real success in negotiation comes when you strike a balance between firm strategy and genuine empathy.
Join the Conversation:
Share your thoughts in the comments: What resonated with you most from Greg’s approach? Do you believe empathy is an essential tool, or does it make you vulnerable? Let us know, and don’t forget to subscribe for more insightful conversations.
Connect with Greg Williams:
Website: The Master Negotiator: https://www.themasternegotiator.com/
LinkedIn: Greg Williams https://www.linkedin.com/in/themasternegotiator/
Enjoy this deep dive and get ready to approach your next negotiation with confidence, clarity, and maybe even a touch of humour.
