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Dr. Gabriel and Nili Raam: Masters of Body LanguageSample:Your mother probably taught you that it’s rude to stare. But when you negotiate abusiness deal, close observation of your opponent makes sense.By inspecting your opponent’s every physical move, you can often determinewhether he or she is holding something back or not telling the truth.The key is not to stare so much that you make your opponent uncomfortable, but tobe aware of his or her movements through casual glances and friendly eye contact.It will almost certainly give you an edge.What should you look for? Experts who study body language suggest a two-stepprocess. First, identify a subject’s mannerisms during the initial, friendly stages of adiscussion. As the negotiation unfolds, see whether your opponent suddenly adoptsdifferent behavior. “You have to watch people a long time to establish what theirbaseline mode is,” said David Hayano, author of “Poker Faces.” “Once you knowhow they normally behave, you may be able to tell when they start to put on an act.”Hayano is a retired professor of anthropology at California State University atNorthridge, who has analyzed the body language of poker players, and he’s foundthat the rapport-building stage is a valuable time to study your opponent. Why?Because that’s when you get to know someone’s “natural” behavior. “If you aredealing with a very talkative executive who all of a sudden gets meek during theheat of the negotiation, then something strange is going on,” he said. It may be aclue that your opponent is hiding something; other clues are exaggeratedmovements or excessive enthusiasm.xx Blackout