Negotiation Secret # 705: Two Signals No Candidate Wants to Project

Herman Cain is projecting two Body Language signals no candidate should ever exhibit in this photo. His hands are oriented in what is know as a "Steeple". If displayed for short time periods, in the proper contexts, this can project confidence. However, in most settings, particularly when used for all but brief displays, it is often perceived as arrogance and projects (no doubt unbeknown to Mr. Cain) condescending attitudes. The higher the steeple, the stronger this emotional signal is transmitted and received. 

Herman also is displaying an "Inward Lip-Roll" (ILR). Positioning your lips in this fashion is a nonverbal indication of anger-related-anxiety and when it is displayed the person is calling upon inward reserves - for patience. When you see the ILR, patience is wearing thin - tread softly. 

The Republican Presidential hopeful was recently questioned about old accusations of inappropriate behavior towards two female employees of the National Restaurant Association while he led that organization in the early 1990's. Prior to this event being brought to light by Politico, the public had not been aware of these accusations.

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Negotiation Secret # 234: Their Lips Tell the Story

Terry Francona, the very recent former Boston Red Sox Manager (left) and Executive Vice President & General Manager, Theo Epstein (right) are pictured here during a recent game. Their lips, while not the only nonverbal signals here, let us read their emotions. Francona's Lips are pursed, mild to moderately, which is a signal of disagreement (Navarro) in the context of confidence (Brown). It's a strong indication that he has an idea/alternative which he believes is superior to what is being said/displayed. When you see lip pursing you very often WON'T hear the person voice their disagreement, so be prepared for stealth, lest you find out their intentions too late.

Theo Epstein is displaying an example of an "Inward Lip Roll" (albeit out-of-focus here). He is feeling anxiety with a component of anger. When you see this sign, it's an indication that their fuse is growing shorter. You may very well want to temporarily steer clear. It is very instructive to think of this Body Language Beckon as the psyche calling on its inner reserves - in an effort not lose patience (Brown).

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