Ante up: Negotiating “tells” to watch for

Playing poker is lot like negotiating business deals. The best “players” know how to read their opponents. In both worlds, savvy opponents try to act weak or appear uninterested, says Gregory Stebbins, author of PeopleSavvy for Sales Professionals.

These behaviors will tell you a lot about the person sitting across the negotiating table:

• The Stare-down: Often the tactic of the person in the weakest position. He or she tries to appear strong and confident.
• The Uninterested: If they’re still at the table, then they’re still interested. The uninterested tactic is usually a sign of strength.
• The Shakes: Don’t misinterpret trembling, shaking hands as fear. More than likely the person is excited about the way the deal is going and is in a position of strength.
• The Sigh (or Shrug): Another attempt to hide a position of strength.
• The Chatterer: If the person across the table is normally quiet, but is now chatting up a storm, more than likely they’re nervous and in a weak position.
• The Quiet Type: Top negotiators avoid unnecessary conversation. Important information often slips out during those asides.