Edited by: PON_Staff, filed in: Business Negotiations, Daily, Family Relationships, Financial Negotiations,International Negotiation, Negotiation, Personal Negotiations
 |
Adapted from “How Body Language Affects Negotiation,” first published in theNegotiation newsletter.
In a real-life example of the power of image, Christian Karl Gerhartsreiter, a German, successfully passed himself off as a member of the Rockefeller family for many years while living in the United States. Armed with little more than an aloof personality and a preppy wardrobe, Gerhartsreiter conned his way into marriages and high-level jobs in investment firms, writes the Boston Globe, despite an obvious lack of experience and credentials, before being convicted in 2009 for kidnapping his daughter.
Research shows that most of us tend to automatically trust those we meet—and adjust our perceptions only in the face of overwhelming evidence. The story of Gerhartsreiter is just one vivid example of the power of visual cues in guiding our behavior.
See more at: http://www.pon.harvard.edu/daily/business-negotiations/smoking-out-liars/?mqsc=E06/15/10+7:30+AM
No comments:
Post a Comment