Sunday, November 7, 2010

Negotiation Secret #22: Critical Evaluation Cluster

When a right-handed person is speaking and their eyes momentarily look down and to their right during the conversation - there is a high probability ( >90% ) that they are processing an emotional issue. With left-handed individuals, this is often reversed (down and to the left).

Tiger's hands are clenched and raised while blocking his mouth in this photo. It is clear that he does not like what he is hearing and his subsequent thoughts are unpleasant. This is a  clear signal of non-engagement and a hesitantly to speak. It's particularly true when the fingers are interlaced, ala' Mr. Woods at this Shanghai news conference. Notice how his thumbs are supporting his chin - this is also a classical critical evaluation sign.