248 - Negotiating and Body Language is his game: Tom interviews Greg Williams - Screw The Commute

248 – Negotiating and Body Language is his game: Tom interviews Greg Williams

With the richness of 30 years of negotiating and reading body language experience, Greg Williams is an accomplished author, speaker, trainer and recognized worldwide thought leader. He's appeared on all the U.S. major TV networks. Greg has written seven books about negotiations and reading body language, and he's currently writing number 8.

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Screw The Commute Podcast Show Notes Episode 248

How To Automate Your Businesshttps://screwthecommute.com/automatefree/

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Internet Marketing Training Centerhttps://imtcva.org/

Higher Education Webinar – https://screwthecommute.com/webinars

[04:13] Tom's introduction to Greg Williams

[10:18] Practicing a lie until it becomes your “truth”

[13:00] What's working and not working in politics

[17:27] The body doesn't lie

[22:53] Negotiating techniques

[28:16] Sponsor message

[30:01] “Regurgitation” technique

[33:06] Negotiating in a “I win/You lose” situation

Entrepreneurial Resources Mentioned in This Podcast

Higher Education Webinarhttps://screwthecommute.com/webinars

Screw The Commutehttps://screwthecommute.com/

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Screw The Commute Podcast Apphttps://screwthecommute.com/app/

College Ripoff Quizhttps://imtcva.org/quiz

Know a young person for our Youth Episode Series? Send an email to Tom! – orders@antion.com

Have a Roku box? Find Tom's Public Speaking Channel there!https://channelstore.roku.com/details/267358/the-public-speaking-channel

How To Automate Your Businesshttps://screwthecommute.com/automatefree/

Internet Marketing Retreat and Joint Venture Programhttps://greatinternetmarketingtraining.com/

Scam Brigadehttps://scambrigade.com/

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College Ripoff Quizhttps://imtcva.org/quiz

Greg's websitehttps://www.themasternegotiator.com/

Greg on LinkedInhttps://www.linkedin.com/in/themasternegotiator/

Greg's bookshttps://www.themasternegotiator.com/training-products/

Internet Marketing Training Centerhttps://imtcva.org/

Related Episodes

Greg Williams – https://screwthecommute.com/54/

How to do a Live Event – https://screwthecommute.com/247/

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Episode 248 – Greg Williams
[00:00:09] Welcome to Screw the Commute. The entrepreneurial podcast dedicated to getting you out of the car and into the money, with your host, lifelong entrepreneur and multimillionaire, Tom Antion.

[00:00:24] Hey, everybody it's Tom here with episode 248 of Screw the Commute podcast. I'm here with my good buddy Greg Williams, the master negotiator. He's going to have some great negotiation tips and body language tips and all kinds of good stuff. And remember, you're always negotiating. So make sure you hang in there for his introduction here shortly. Now, episode 247, How to Do a Live Event in this episode, I gave you a lot of tips and things to think about if you're going to do a local small live event. This isn't big arena thing. Sorry, that's a whole different ball game, but you can make a lot of money with local small events. So I mean, I've done hundreds of them and there a lot of things that could ruin your event if you don't think about them in advance. So that's episode 247. Make sure you grab a copy of our free automation e-book. We usually sell this for 27 bucks on the website, but it sure is free for listening to Screw the Commute podcast. And just one of the tips in this book has saved me over seven and a half million keystrokes. And I'm not exaggerating. Somebody thought I was just making that up. No, actually, two years ago. So it's probably more than that now. We actually estimated and figured it out how this one program saved me that many keystrokes and probably carpal tunnel syndrome. So grab that at screwthecommute.com/automatefree. And of course, everything we do in court, including all Greg's stuff, will be in the show notes this is episode 248. So to get to the show notes, you go screwthecommute.com slash 248 and you can click on these links. You won't have to memorize more or write them down while you're over there. Grab a copy of our podcast app. This is a thing you can put on your cell phone or tablet to take us with you on the road. And you know how you get an app and they don't show you how to use it. Well, we've got complete screen captures and very soon, maybe in the next couple days, we will have a video up there to to show you how to use all the screens and and do all the fancy features that it will do. screwthecommute.com/app. Our sponsor is the Internet Marketing Training Center of Virginia. It's a distance learning school. And now we're starting in-house classes mid this year and where we're up to being able to take the G.I. Bill, where people will be able to come in-house and study with us. So and we do need some help. We need a recommendation if anybody knows an actual CPA that does audits. We have to do a special audit and we want somebody that's military friendly to help us with that and maybe give us a discount because we're early discounting heavily for our military veterans and to help us get that underway so that we can get our application in to take the G.I. Bill. So we're looking for help on that. All right. Let's see. And also want you to take the quiz at IMTCVA.org/quiz, if you have any. If you know anybody or if you yourself have kids or nephews or nieces that are thinking about going to college, take this quiz and be prepared to be mad because it shows seven ways colleges and universities are ripping off families and students and causing all this massive debt and giving lousy education. But there's specific things that they're doing that I consider fraudulent. And I'm you know, I'm a consumer advocate. I got a show in development in Hollywood called Scam Brigade. And if it was anything but a college or university, they'd probably be in jail for doing some of this stuff. So check that out at IMTCVA.org/quiz.

[00:04:16] All right. Let's get to the main event. With the richness of 30 years of negotiating and reading body language experience, Greg Williams is an accomplished author, speaker, trainer and recognized worldwide thought leader. He's appeared on all the U.S. major TV networks. And I'm afraid to say this because now we're all going to go to jail because he did Russian TV. So he must be colluding with the Russians is all I can figure out. And now now I'm in trouble now, too. Probably so. So anyway, we'll hear that story. Nyet. Nyet. Stop it. Stop it. Be quiet. Greg has written seven books about negotiations and reading body language, and he's currently writing number 8. Greg, are you ready to screw? The commute? And don't say nyet.

[00:05:16] I'll telling you. You have me cracking up over here for sure. Just so everyone is aware, I have not and do not collude with Russia.

[00:05:25] Everybody says that. Then how are we supposed to believe you? We need to investigate. That's a did. You're always negotiating. We're always investigating. At they ready? More appropriate for sure. So. Oh, boy.

[00:05:41] We go way back and we had you on in a previous episode. Maybe about a year ago. And you got to listen to that episode to folks. That was hysterical stories on here from Greg's past. But but a lot has transpired since then. And and I'd love to hear about this body language, because we're we're all watching so much TV and all these candidates that are trying to become president, including our president. What have you been watching any of this stuff and seeing how they're they're reacting and how they, you know, they come across with their body language?

[00:06:17] Yes.

[00:06:22] The next subject now?

[00:06:27] No. And I did that intentionally. Well, at least you at least you didn't say the. Yeah, exactly.

[00:06:34] The Earth and I did that intentionally because a lot of times we speak more with our body than we use words to convey our real sentiments.

[00:06:46] I could see that. I can see that right through this microphone. Yeah. There you go. Well, I'll tell you what. Now you just set me down another path.

[00:06:55] Because even when you can't literally see someone, but you can hear what they're saying. You can pick up on the non-verbal cues. Bill says, as I just did, that will also give you insight into possibly some of the thoughts that they are having.

[00:07:10] Isn't that where they tell salespeople to smile and stuff, whether they're making sales calls and things?

[00:07:16] Well, yes, they do that. And well, depending upon the Obama picture in. So let's say hypothetically, you're selling your product for a thousand dollars that you would just offer a hundred dollars for it in return. The smile could be somewhat disconcerting. Number one could convey that sentiment or you could laugh out loud.

[00:07:35] There you go.

[00:07:36] And Tom, that ties right into watching, observing how someone's body language is synchronized with the words the movement out. And that gives you more insight into even how truthful they believe their words to be.

[00:07:52] Right. So you should believe the body language over the words, right or not?

[00:07:57] Definitely. So the body never lies. What that means is. Well, let me back off of that statement slightly. The body always attempts to stay in a state of comfort. And when we lie or tell things that we don't know or think to be the truth, we give a reaction to those feelings that we're experiencing internally. And it shows through the body language gestures that we emit.

[00:08:24] So, for example, you gave me a three way map of where. Example. I'm not sure I believe this because my body lies to me all the time.

[00:08:33] It says it says, Tom, you're an international playboy. And then I go down to the bar and the girls call in security. I mean, you know, it's like the V.

[00:08:45] Like I said, the degree of it. So when believe that they are telling it like it will accept it. Exactly. Exactly. Now, you made me forget the exact science. Good.

[00:08:59] There were probably had to do with me being an international playboy, bro.

[00:09:02] No, no. Well, no. But but. But seriously, though. So.

[00:09:06] So let's say as an example that you know that you are lying and you are question as to the validity of the statements you're making. You may all of a sudden start to rub your eye, which is a sign indicating, well, I may not necessarily want to see what I'm saying. I notice I'd say, see what I'm saying? You may touch your ear. Well, I don't need necessarily want somebody to know that what I'm saying, as they might hear, is not truthful.

[00:09:36] So the body will give some form of action to the statement that you're making if you know that it's false. In addition in addition, when you know that something is false, your body goes outside of your state of comfort. And that's why you met those signals in an attempt to bring yourself back in to a state of comfort. A baby cries even when it's young, when it's soiled, because it's out of that state of comfort.

[00:10:03] And like I do, too, I do the same thing when I'm old.

[00:10:08] Well, we'll have to see what same reason. Do we'll see. Well, that depends. OK, I get it. I get it.

[00:10:17] Ok.

[00:10:20] So now the CIA guys, can they train people to to lie without giving these tales?

[00:10:27] Well, to a degree, you can't. For example, if you practice a lie long enough, it becomes your truth. And just remember what I said. To the degree that you think the truth is the truth. Your body will not exhibit those. Same tells that I just spoke a moment ago. So yes, one can be trained in it and you can go over and over and over and over the same type of statements that you'll make. Until you do believe that. What one of the things that the CIA actually does and the FBI and police authorities around the country is to ask you questions from the middle part of your story to see the consistency or lack of or feel real range facts. For example, I may say last night I happened to be driving a blue car and I stopped at the light when I saw the man running past in a hurry. And the agent may say so. Last night you were driving a green car when you saw a man running by. And I may say yes. I mean, no. Well, OK. So it's all of a sudden now they may not come back to that until later. But what they will do is, Mark, the fact that you said a blue car one time, a green car another time, and they will retest you by asking a similar question to that to see exactly what you say. And that's how people get tripped up. It's always easier to tell the truth, Tom, because you don't have to remember exactly right.

[00:11:58] Quick. And they beat lie detectors. Can can the internals of your body be tricked? The. Believes the.

[00:12:04] Well, yes is the answer to that, which is why in some cases, such results are not admissible in a court of law. Because if I believe I'm telling the truth, I'm not going to give a reaction to being a lie. And thus you can ask me all day long, is your name Greg Williams and are you the master negotiator, body language expert? I'll say yes. I'll say yes. I'll say yes. And then someone says, Are you the master negotiator? No, that's David Williams. And I'll say, yes, no.

[00:12:34] But if I'm just to say it.

[00:12:35] Yes, to that end, I'm going to just fall right in line with my beliefs.

[00:12:39] So I'm asking all this because my big court case coming up. I'm not really Tom Antion. I'm Greg Williams with Screw The Commute podcast.

[00:12:52] Well, thank you for the upgrade.

[00:12:56] Well, you won't say, though, they take you away in handcuffs or so. So tell us about some of the politics going on.

[00:13:07] What are you seeing without naming names and and what kind of things are you seeing that are working? Well, working not not working so well.

[00:13:16] I definitely observe how uncomfortable some of the candidates are when talking about their prior record or talking about their record in general, because some are hot topics with certain constituencies that they are attempting to woo again in order to advance become closer on the Democratic side to being selected to represent the party and the president right in election and and in observing some of that. You can see how easy they feel about things that they've done in the past. Now, some of the insights that could be gleaned from that will tell you to what degree someone may be truthful about how he or she would act when he or she got into the White House. Now, I'm a go back to 2016 just for a moment.

[00:14:13] You may recall that there were all kinds of statements made by a particular candidate. And one thing he would do right away is to say, no, it's not true. It was misinterpreted. Yada, yada, yada. That's a tactic from a negotiation perspective that negotiators will use from time to time. No, you did not hear me say I did not like her. What I said was she is not likable all the time. And what they're doing, it's mostly from a negotiation perspective, is just mixing in enough potential confusion such that they can have you shift your paradigm. And once you shift your paradigm to the way they want you to perceive a situation, whatever they are trying to do, make themselves more favorable to you or make another candidate less favorable, you become more susceptible to doing just that. It's an old negotiation. I'm just rearranging someone's words such that you create just a nuance of confusion and that's all you need to go down a different path.

[00:15:16] Well, there's plenty of confusion out there.

[00:15:18] They must be, you know, a students that this to say in order to be a politician, you almost you know, I always I always thought that, you know, I've never been in the politics.

[00:15:28] And then for me to win at the highest levels, you have to be two faced because you just can't get enough votes unless you please enough enough of the people on both sides to vote for you.

[00:15:41] And. And I'm sure there's plenty of that.

[00:15:45] Would you open this section up with of being uncomfortable talking about what you've done and said in the past?

[00:15:52] Well, and you're absolutely right, because unfortunately or fortunately dependent upon whose side you're viewing this particular argument from. There's too much money in politics. And in order to politically advance, you need the money from certain constituents to do so, which means you then become beholding to those constituents simply because they've supported you. They did so for a reason. And the reason is to get you into a position where you could support their efforts. So it becomes an incestuous one hand washing, the other type of situation. And who's left in the mixed public that the politicians are supposed to be serving, which, you know, now you're getting me down to?

[00:16:40] I think you should run. I think you said drones are. Tom, I ran for public office once. Yeah. I was in the state of New Jersey up there. That's all I'll say. A political point.

[00:16:52] But I've been asked if I might possibly consider running for a U.S. congressional seat one day. And I thought, well, you know, if the climate was right, because I love to help people. But Tom, in this current little. Environment.

[00:17:05] I would not stop my toe and say one, there you go. People are protesting. Yeah. Not lot. Not only that, if you said one wrong word thirty years ago. Exactly. I'll bring that up, Mike. You know, Tom here. Antion. Oh, sure. Boy. Exactly. Now, sure, you get me more, but I don't know about that.

[00:17:28] So. So. Okay. So a body language is your body doesn't lie. And and people will touch their nose in their their ears and their eyes. All three of those if they might be uncomfortable. Well, there might be one part of the hotel.

[00:17:49] Yes, it might be one part of it. But let me let me tell you something else that I just discerned from that momentarily poor momentary pause that you had there. I sensed you may have been getting ready to go someplace else with a joke or something of that nature, or you were just being reflective upon what it was that you were truly thinking. Now, before I go deeper to answering your question, tell me to what degree I picked up on something in there. Pause.

[00:18:16] Yeah. It wasn't the joke. It was the thinking. The reflex.

[00:18:19] Ok. OK. And see. Those are the type of things that one should observe. Even when you're speaking to someone on the phone and you can't see the real gesture, but you can pick up something that has occurred in that moment. That person went into almost. Now, back to your question. Those are some signs that some people may exhibit in certain situations. And you may recall from past interviews that we've engaged them. I always say when you ask a question of, well, it depends. Sometimes I'll say it depends. Right. And and the case that you just cited, touching the nose, the ears, the mouth, whatever, it's. It also depends it depends on the environment that the person is in. It depends on the culture that the person may have come from.

[00:19:04] It may also depend on the degree that the person feels uncomfortable. And I say all that to say. Thus you have to establish a baseline before you can accurately decipher someone's body language signals such that you, by establishing that baseline, understand how that person acts in a normal environment when they are not in a state of stress. When you can discern that the person is usually telling the truth. So you establish that baseline. And then when you get into a more intense situation with them, that's when you have something to compare their current actions to based on how they acted prior. And thus somebody may touch their eye when they feel uncomfortable or make a statement related to sight. It also gives you insight her how the person uses their body if they speak of audit, if they speak auditory and yet they're touching, they arrive because that's a mixed message. I say something, but I'm touched my eye, meaning I'm using a visual perspective to complete my message as opposed to one that is more synchronized with auditory. And again, you can delve deeper into that person's personality type, just those actions, because to a degree, that's a mixed metaphor metaphor at that particular time. If you say, oh, I see what you mean and you're touching your ear again, you get the gist of it. Yeah. Together. Yeah.

[00:20:34] So that although that baseline you're talking about, is that why maybe if they have a suspect in an interrogation room they they do a bunch of simple, easy questions.

[00:20:45] There's no reason to lie.

[00:20:47] That's exactly why they do. And Tom doing that case or just doing that situation as you are experiencing what should be a natural environment. You may be a little stressed out simply because you're being tested by a lie detector. So that becomes your baseline, which is then measured as opposed to, hey, he's out with friends and things of that nature and he's displaying a different type of baseline that may have a lower stress associated with your actions.

[00:21:21] Hey, I got it. It's the baseline I got. I got it. Now, next time I get arrested, I'm just going to lie the whole time.

[00:21:32] Then that's really gonna mess him up, right? Yeah. There you go.

[00:21:40] Paddy wagon. Wow. Did he think he got restless at all?

[00:21:49] Who are you? So so are you. So let's switch gears. That's some really cool stuff on the body language stuff. You have books on this, right?

[00:21:56] Oh, definitely. So. You got guts. Well, I might. My latest one. Upside the one I wrote. 2016. It's titled Body Language Secrets to Win More Negotiations. The latest book that was written in twenty eighteen is Negotiation Secrets to Win More Negotiation. Oh, gosh. Top. Can you believe it?

[00:22:17] I can't remember it. You write so much, you care. Remember them all?

[00:22:20] Yeah, exactly. It's actually titled Negotiating with a Bully. Take charge.

[00:22:26] Turn the tables on. People tried to push you around. And that's the book that has literally just been translated into Chinese. So I had to practice my tiny.

[00:22:36] You read it. Can you read some stories in Chinese? You saw book reading.

[00:22:42] Don't do it all. Ha ha. No. I'll see you. You have to give me the trouble. I know. 10 years later. So he was mocking the Chinese identity.

[00:22:54] So I thought, let's switch in and give people some negotiating techniques, because that's me. You're doing all day long, every day. And especially in business. It could mean make it or break it, right?

[00:23:06] Oh, definitely so. One of the techniques that I love and I'll do it by example is what's called an assumptive question and Tom here. You know what a sort of questions. All right.

[00:23:16] Or you're assuming that. I know that.

[00:23:19] Exactly. Well.

[00:23:23] Here's the thing about a subject of question. Assumptive questions will gain more insight from the person you're negotiating with her, the type of question you ask. As an example, I'll go back to that thousand-dollar example that I cited earlier. So hypothetically, you and I are negotiating for something of value at a thousand dollars and I'm the purchaser in this case. You're the seller and I say something along to you. Of all time, you look at your price in the past. Right now that's an assumptive question.

[00:24:00] And the give me a chance to answer.

[00:24:04] I said yes. I say, yeah, for people I like. Well, and here's the point, Tom here.

[00:24:11] No matter what response you get, you'll gain insight that will then tell you what you should do next. So. Okay. And the example that you just replied when I would say something along the lines of. So, Tom, what is it that you'd like about me? Now the assumption is you like me. Yeah. You can tell me.

[00:24:31] Well, go ahead. What is the assumption? I would have said no. I'm thinking all the bad things I would say. Well, not much. I mean, you know, it's kind of smell it through the microphone. Yeah. And I don't see any I don't see the envelopes. A cash slide under the table here either. So that would make me like you a top.

[00:24:52] And you know what?

[00:24:54] Just for example. Even even if you said you smell, I could say something like, oh, wow, I'm glad that you like my. Right.

[00:25:07] So here's here's me to hold my nose. Now, I can't throw that. I'd say something along the lines of your body language, just as has never advocated before. So in other words, I can't win against you. Well, no.

[00:25:25] Well, the point is you will gather information. Usually the sort of questions that you might as might not have gathered are not gathered.

[00:25:34] Give them an actual definition of an assumptive question.

[00:25:38] It's given the assumption that you know more about what you've asked then may be the case, which will put the other negotiate into a state of query like me. Does he know that? How does he know that? When did I do that? Did I do that? And you're either if you're talking on the phone, you're listening for cues such as what I pointed out a moment ago when there was that momentary pause that indicated you were in what mode? Or they literally come right out and they give you the insight that says, well, yeah, I did. But here's why I did that. In either case, like I said, you've got to learn some patience. Yeah, exactly. And here's the other thing, too, about negotiations. The person asking the question is the person controlling the negotiation at the point the person is asking the question and getting a response. Which is why you'll see some negotiators answer a question with a question.

[00:26:40] Yeah, because I would have said the you've you've dropped your price in the past. And I might say, well, let me ask you why. Why would you ask such a thing? Are you or are you on a tight budget or what?

[00:26:52] Well, I'll assume that's a yes.

[00:26:53] Correct.

[00:26:58] So you see, like I say here, V2.

[00:27:02] But but that that's how you literally turn it right back around to gain control, anything, because that could be a comedy sketch where each person, you know, never keeps coming back with a quite different question.

[00:27:14] Well, I think, you know, Tom, when I make presentations literally around the world, there are times when I will bring someone up on stage and I'll go through an example live with an individual. One particular point in time, a lady said. Greg, you're not answering my questions. All you're doing is continuously asking me more questions. I said, And does that bother you? I was about to say the audience did exactly what you did. She did not catch that first.

[00:27:48] And then she started laughing. But that's the point sometimes. Others, the people that you're negotiating with and it's a different mindset with negotiating with versus against that we can talk about that. The moment will not catch what you're doing. And the more that they fall under your spell and you can use your voice also to induce someone into a trance. Right. Right. When you negotiate with them. But the more you do that, the more you gather information and not give out information.

[00:28:20] All right. So we've got to take a quick break. But when we come back, I want to ask you about my regurgitation technique and see what you think about it.

[00:28:30] Oh, so, folks, I really want you to go over to my school Web site and take that college rip off, quiz me. It only takes two minutes. And even if you aren't considering going to college or sending your kids to college, I'm virtually certain you know someone who is. Pass it on to them. I mean, it's a new era. And and I know it's hard to overcome a hundred years of brainwashing where everybody had to get a college degree. But, you know, it's not working nowadays for a lot of people. In fact, one college president said only 20 percent of his graduates get a job in the field they went to college for. And I have a webinar on showing how the amount of time the kids are going to actually go on to class. I mean, I wouldn't want to mortgage my house and and be in debt for the next 20 years for some of the stuff's coming out of here. So check it out at IMTCVA.org/quiz. Of course, I will be in the show notes with all Greg's great stuff. And really consider does you know you can have a great career on the internet or there's so many opportunities now. In fact, Google, Apple, IBM, Bank of America and hundreds of other big corporations have now gotten rid of their requirement to have a college degree to apply. They want people that can actually do stuff, not people that, you know, got an A in art history. So so check it out. And if we can help you, give us a call at at the school.

[00:30:05] All right. Let's get back to the main event. Greg Williams is here. He's the master negotiator and body language expert. And I'm thinking about throwing up. And that's my. I want to ask Greg about my regurgitation technique.

[00:30:20] So so in the past when I was negotiating and and talking to people about potentially having me speak, I would write down key words that they said and then I would use them back against the person either on my website, I go change my Web site to have the words that they use so that they might say, well, Tom, you know, we're having morale problems or on your side, write down morale. And he said, we've got to get some excitement here because our sales figures are lagging. So I'd say lag sales, lagging and excitement. And then I run over to a Web page and I said, well, send you a Web page, one of my programs, and I would change the text on it to say this program is great for excitement and mirror.

[00:31:06] And so what do you.

[00:31:08] Is that which which you're talking about or is that like an LP kind of stuff?

[00:31:13] Yes. No serious aspect.

[00:31:19] It is really it because what you are doing is actually mimicking exactly what words they've already given you. And good salespeople know that they should sell like the prospect to whom they're trying to convince to purchase their product, use their services, et cetera, et cetera. There's a cliche that says people like people that are like themselves. And my gosh, when someone hears the words that they uttered, literally coming back to them, psychologically speaking, it sounds familiar. Well, does it does help here because the words came from that person.

[00:31:56] Yeah. I mean, they would literally come back and say, man, that program is exactly what we were looking for.

[00:32:03] Exactly.

[00:32:05] And good negotiators, when they want to bond with someone, will literally do the exact same thing. We've all heard about murine mimicking other individuals that you're trying to bond with. The opposite is also true when you do not wish to bond with someone, so that they said, I see that this might be a good deal and you don't want to bond with the person. You would say something along the lines of, well, I don't know if what I'm hearing is believable, disconnected or intentionally to put distance between you and that person.

[00:32:39] And if they really need or what what you have more than you want to sell it at the price they're offering, you will make them almost literally lean in to you and your offer, which means if you know such body language gestures as dumb meant to you, they are getting more serious about attempting. If they are if they truly want to purchase what you have, they're getting closer to aligning themselves with you.

[00:33:09] I guess you take that too far. Like you said, you're a lion sack of crap. That might be more than I'm not sure. Hear what you're saying is believe.

[00:33:21] Well, that top of seriously speaking again. Okay.

[00:33:25] There are some individuals that take a hard line stance. The only way I can win is if I make you lose. Well, if you're negotiating with that type of individual. Yeah, you might literally want to come out and insult that person. See how that person responds. Because what you're saying is and I talk about this and negotiating with the bully. What you're saying to that person that you are not going to run over me, number one. Number two, you may think a lot about yourself and your model.

[00:33:53] They think a lot about that. Heck, if I do, you know. So you're a member. And then they cheer me up. There's a way to just describe it, because what you want to observe, truthfully speaking, is someone flexing their hands at that particular point in time, because if they start flexing their hands and all of a sudden it's it stops in the form of a fist.

[00:34:15] Seriously, watch out.

[00:34:16] Yeah, we do that in our ads. Brutal self-defense class. You know, we walk, watch their hands and where their feet are in the middle, clench in the jaw and all that stuff.

[00:34:28] Exactly. Exactly. Yeah. Very good. So. So you got books on this too, right? Is that the same one?

[00:34:34] Yes. Yeah. Negotiating with a bully. Body language. Secrets to win more negotiations. And I wrote my first book title back in 2007. Negotiate. Afraid. No more. And afraid. And it was know is spelled. K n o w afraid no more. Boy, oh boy. I must say my writing skills have increased dramatically since then. But nevertheless, I say that to say if someone just was in a beginning stage of wanting to know more about how to become a better negotiator. If you can painfully read through that, negotiate afraid no more book. Let that be a starting point and then just come up the ladder, as it were.

[00:35:14] What were they? Where do they find all these?

[00:35:16] Barnes & Noble's, Amazon. I always say where fine books are sold.

[00:35:24] Ok, so you can send this all the titles though, so we can put them in the show notes for all of them.

[00:35:29] Sure. I definitely will. Yeah. So we'll put him in there. So, man. Thanks so much. Being good. Catching up with your man.

[00:35:36] Tom, it's always a pleasure being in your bar because I know I've got to learn something and have fun.

[00:35:42] We definitely ifeoma and we're we're we're together. So by this has been the Gregg Williams, the Russian negotiator, and we know the master negotiator.

[00:35:56] And I'm I'm not sure I'll release this until I find a safe house. So he can't come get me for colluding, though. So anyway, check this Onoda. This is what the heck episode? This episode 248. And this is a skill. This guy is the bomb on this. And this is a skill that can make you literally millions of dollars and save you millions of dollars to in your business. So get his books in.

[00:36:28] Learn from Greg and and prosper from it. So thanks, Greg, for coming on.

[00:36:33] Remember, you're always negotiating. And hey, just for all of those listening abroad, the bomb means a good thing. It's not associated with terrorism or anything. And I just want to clarify that, because you're always negotiating.

[00:36:49] I actually meant terroristic threats out of that. But all right. Everybody will catch on the next episode. See ya later.

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