Fraud becomes more pronounced in economically challenging times — and the current business environment can be difficult for meeting professionals. As we negotiate for events in the new year and beyond, body language can reveal possible deception, giving the astute party an advantage. Renowned body-language expert Traci Brown offers the following advice for reading and reacting to untruths or omissions.
1. Watch for microexpressions
"Microexpressions are windows to honesty," says Brown. The term refers to facial expressions that appear for a fraction of a second, involuntarily exposing a person's true emotions. When someone says "yes" to a direct question, but you notice a fleeting frown, that glimmer of discomfort might indicate hidden concerns.
2. Look for inconsistencies in verbal and non-verbal cues
It's surprisingly common for a liar to say "yes" while subtly shaking their head "no" (or vice versa). It might not be that obvious; if verbal assurances coincide with nervous body language, investigate further.
3. Detect anomalies in baseline behavior
If someone who's typically calm seems somewhat agitated during negotiations, call them out on it. You might ask, "Are you uncomfortable with anything we have discussed?" If eye contact is inconsistent when discussing crucial topics, probe deeper. Defensive body language — tightly crossed arms or tense posture — also can indicate concealed information. Ask, "Is there anything else I should know?" These and other movements, when timed with important points of negotiation, can indicate a departure from baseline behavior.
4. Adopt a collaborative approach
If you suspect untruths or omissions, frame questions in a positive and team-oriented manner, Brown suggests. For example, ask: "What can I do to ensure we have no surprises?" Collaboration promotes transparency in negotiations and positions all parties for success.
Traci Brown is a featured speaker at Northstar's upcoming Destination Southwest hosted-buyer event, Nov. 29-Dec. 1 in South Padre Island, Texas. Details and registration are available here.
