Monday, October 11, 2010

Negotiation Secret # 67: Incredulous Cluster

Here, Aleksandar Djorovic displays a great example of an Incredulity Cluster.  In the field of body language, a cluster is two or more signals displayed at once or in a short period of time. The entire width and breadth of his forehead is raised while his head and eyes are pointed down.  He issues a strained false smile with mild disgust (Note Aleksandar's mid-face tightening and his raised lower lip).  He is also squinting. His scratching the top of his head is a great example of a manipulator aka adaptor which signifies discomfort and anxiety about what he just saw or heard.  These are seven signals - all of which support the emotional display of incredulity.

As you learn more about nonverbal communication, seek to observe clusters of signals - not just a single sign in isolation.  Clusters are the "sentences" of Body Language.