Disappointment Tell

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Identification

We have many specific cues that communicate disappointment to the other party. Some studies indicate we offer more concessions if we detect physical disappointment in the other party, such as through a downward look or frown.[ii]

Example

Making oneself “small”, arms crossed, head down, legs crossed, or shoulders slumped.

Solution

Disregard this non-verbal cue and focus on the objective data. Or, communicate your own disappointment and see if they pick it up and sweeten the offer.

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