by Melinda Marcus | | Influence Advisors
Think about a situation where someone answered a direct question with a question. That’s an avoidance nonverbal behavior. There are different motivations for it, but often answering a direct question with a question signals an issue. For example: “DID YOU TAKE THE...
by Melinda Marcus | | Influence Advisors
In my consulting work with executives, I’ve observed there are three ingrained habits that can cause you to miss out on what’s really happening at the meeting: Being preoccupied with what you want to say Missing their nonverbal signals because you are paying attention...
by Melinda Marcus | | Influence Advisors
It depends… People respond differently to put-downs. Muhammad Ali once wrote about the high school teacher who told him he wouldn’t amount to anything. On his return home from winning the Olympic gold medal, he stormed into her classroom with the medal, and told her,...
by Melinda Marcus | | Influence Advisors
This week, U.S. tennis player Coco Gauff changed her strategy to defeat Jelena Ostapenko at the U.S. Open. After losing to her at the Australian Open in January, Gauff’s coaches advised her to stop hitting hard, fast balls (which she loves)...
by Melinda Marcus | | Influence Advisors
Yes! It’s counter-intuitive, but when you make a concession during a negotiation, you have a huge opportunity to gain influence. Dr. Robert Cialdini identified this strategy in his Reciprocation Principle. Why does this work? WHEN SOMEONE RECEIVES A GIFT, IT TRIGGERS...
by Melinda Marcus | | Influence Advisors
On a recent flight, I noticed how many passengers immediately put on their headsets or ear buds and then turn their focus to an electronic device. Often there is no greeting or even eye contact with the people sitting next to them. The clear message is, “I do not want...
