June 03, 2026

Greg Williams: The Hidden Signals That Influence Negotiations

45 minutes

For Your Leadership Toolkit

leadership begins with self-awareness

read the room before you try to lead the room

your body language speaks before your words do

people believe what they see more than what they hear

silence can be one of a leader's most powerful communication tools

influence starts with understanding what others need and value

leadership is about creating alignment, not winning every interaction

bullies only have as much power in negotiation as others allow them to have

pay attention to emotional triggers before they control your behavior

trust is built through consistency between words and actions

presence, posture, and demeanor affect how others perceive your leadership

every interaction shapes your future relationships and influence

the most effective leaders are intentional about how they show up

Sound bites

"You're always negotiating. What you do today impacts what occurs tomorrow."

"The body always wants to tell the truth."

"When verbal language and body language conflict, follow the body language."

"The bully will push you around to the degree that you allow them to."

"Leadership changes based on what we do, how we do it, when we do it, and with whom we do it."

"Influence begins by understanding the value you bring."

"The fact that you recognize that you're always negotiating means you can prepare better."

"You stand up erect. You place your chest out and your shoulders back. That says, 'I'm here.'"

"People notice your presence before they hear your words."

Chapters

04:11 Understanding Negotiation as a Daily Practice

07:18 The Importance of Body Language in Leadership

10:07 Emotional Intelligence vs. Technical Skills

13:13 Projecting Confidence and Authority

16:16 Reading the Room: Observing Body Language

19:16 Engagement Signals in Meetings

22:53 Maintaining Attention in Meetings

23:33 Using Humor to Engage

24:31 Identifying Confident Body Language

25:51 Understanding Body Language Signals

27:31 The Truth Behind Body Language

28:49 Micro-Expressions Explained

31:23 Negotiating with Influence

33:05 Handling Intimidating Personalities

36:37 Essential Negotiation Skills for Leaders

38:18 Quickfire Questions and Insights

Resources

Greg’s website: https://themasternegotiator.com

Greg’s complimentary resources: https://themasternegotiator.com/wna

Greg on LinkedIn : https://www.linkedin.com/in/the-master-negotiator/

Connect with Merv at www.PeopleFirstProjectManagement.com

Facebook: https://www.facebook.com/merv.jersak/

LinkedIn: https://www.linkedin.com/in/mervjersak/

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By Merv Jersak