Small reactions that leak satisfaction or discomfort during bargaining.
On hearing a price one party suppresses a quick smile before resuming a neutral face. The flash of pleasure escapes for an instant before control returns, revealing more than the words admit.
Watch for reactions at the moment a number or term is named, when control is hardest. The instant a figure lands is when genuine feeling is most likely to slip out.
Experienced negotiators mask their tells, so a calm face may be deliberate. A practised dealmaker can show nothing on purpose, so absence of reaction proves little.
Clusters of nervous behaviour that commonly appear under the pressure of being assessed.
ExploreGroups of cues that may accompany dishonesty, such as inconsistency and pacifying behaviour.
ExploreThe handshake, bow, embrace or wave that opens an encounter and sets its tone.
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