Saturday, February 26, 2011
Barack Obama 2012: Diplomatic Tricks. 2. Mikhail Kryzhanovsky, KGB
Diplomatic Double Talk
We are disappointed. We got nothing.
Situation disturbs us. It’s unacceptable no matter what.
There are still differences between There are huge differences.
our approaches to the problem .
We can’t accept this deal. This means trouble.
We reserve the right to use any means
to prevent further worsening of the situation. This means war.
Discussion helped us to understand each
other better. We’ve wasted our time.
We don’t understand your attitude. Stop it immediately.
I’m trying to understand your position. Understand me too, idiot!
If I’ve understood you correctly, you don’t agree. Do you have any other option?
We both will pay a very high price if we don’t
reach agreement. Yes, that’s a threat!
It’s very good to have someone in your team who is attuned to, and can read, body language and help you to “crack” your opponent. Here are some signals (codes) and their meanings:
Partner is sitting upright with hands loosely crossed in front of him. He is ready to accept proposal and finish negotiation.
Partner is smiling unnecessarily and is speaking fast. He’s nervous.
Partner looks and turns his lower body toward the exit. He wants to leave.
Open palm gesture. I’m open and I’m telling the truth.
He’s leaning his body forward. He’s ready to assist you to get out of the situation.
Wide open eyes and a smile. He wants to be persuaded.
Raised eyebrows. Negative surprise.
Chin rests on knuckles. eady to listen (with interest).
Neutral facial expression. Unformed opinion.
Gesturing a hand. Adding emphasis.
Indirect gaze. Uncertainty.
Crossing arms or legs. Disapproval.
Leaning back on a chair. Boredom.
Leaning forward. Agreement.
His team’s members exchange glances. They are sure they’ve won.