Saturday, January 15, 2011

Negotiation Secret # 25: The Exaggerated Pout


















Silvio Berlusconi, Italy's Prime Minister displays an "Exaggerated Pout" during a news conference. A subtle or  moderate pout can be a signal of sadness - but when you see an exaggerated pout as Mr. Berlusconi shows us - this is a signal of uncertainty. It is often seen in conjunction with the gesture cluster of a shoulder shrug and a palms-up display. Silvio's shoulders are elevated here and his palms-up gesture completes the triad. Many confuse the exaggerated pout for a sign of sincere consideration. Don't make this mistake.

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