PL

Asia / Europe / North America


Actionlab - Creative Alchemy. Turning Corporate Minds into Organizational Gold.
             
    The story   Why?   How?

           
    Business Lies      
           


When I see the corner of my client’s mouth moving upwards and the wrinkles appearing around his eyes, I know that he liked what I said. This wouldn’t necessarily mean such a strong emotion in case of anybody else, but during earlier meetings I had the chance to observe his low-key behavior. This certainly is a subtle smile, the inconspicuous sign of joy. I wouldn’t attribute great importance to this with anyone else, but this situation is different. I don’t have to carry on, I don’t have to push: I’m sitting pretty. We talk just a little more, he asks, I answer. I describe the advantages of the service, and we talk about the possible ordering process.

Then something strange happens. He leans back, becomes tense and his gestures diminish. He starts to talk slowly and articulately, describing the current market position of his company. He talks about his team, and their future options. I don’t understand. I am searching for a telltale sign, but there is nothing. I focus simultaneously on what he says and how he says it. His body language, his face, his voice and the way he phrases his words.

And in that moment he tells me that he would like to buy our services, but unfortunately his budget doesn’t allow this. Just like that. I’ve heard this excuse a thousand times before, and it never ended well. After a sentence like that, you try for a few more weeks, than you give up and cross out the name in your CRM. It all started out so well.
- It would be very exciting to work together, but unfortunately we cannot afford this now” - I hear the director’s words, and I try to focus a little more, hoping that I can catch something.

And then something important happens. The inner parts of both of his eyebrows move up simultaneously. I can clearly see the emotion on his face for a split second: sadness! This means that he is honestly sad, but he doesn’t want me to know. After all, he is the director of a huge multi-national company, he cannot just become emotional just because it would be nice to buy a service but the budget cannot take it!

He ends the conversation asking to get back to the topic next year. How many times have I heard this before, and yet it is so different now. There was this facial expression that told me everything. There won’t be follow-up emails, phone calls urging for a next meeting, or crossing out in the CRM. Only one phone call exactly one year from now. And we will strike the deal. 


Why?

Have you ever thought about what would you done differently, if you knew about the real intentions and motivations of your negotiating partner?
The salesperson, who doesn’t know when to give a discount or doesn’t recognize when he put his finger on the issue that is most important for the client.

The HR colleague, who doesn’t recognize whether the job applicant has the adequate motivations. The procurement co-worker, who doesn’t know how far he can go with the supplier about negotiating the price or the deadline. The reason is simple: they were never taught how to interpret the hidden signs indicating others’ real thoughts and emotions.

The Business Lies training introduces behavior analysis to business life, through the exciting world of lies and truths.
During various meetings verbal and non-verbal signs can be very important as they shed light on the real intentions and motivations of our negotiating partners. They aid in determining how the other party feels about us, or about the topic, when are they telling the truth and when are they trying to deceive us intentionally or instinctively.

Clearing up misbeliefs about altering emotions. Analyzing non-verbal signs. Recognizing others’ emotional state and the underlying motivations.

We help applying behavior analysis to meetings. We show what (or who) lies beneath. Interpreting emotions and sensations is a skill that gives a largely unknown, serious value-added source of information to an existing skillset. Based on which we might have made a completely different decision in important situations earlier.

We at Actionlab were always interested in what is going on behind the words, and by the end of the program we would like our participants to be the one:
who is able to prescind from the content of the conversation
who senses others’ hidden emotional states, and is able to react to it
who sees the effect he has on others
who understands the nature of his own emotions as well as those of others
about whom others have the feeling that he can read minds.


How?

Emotions in business life
Usually we are ambiguous about emotions. If others’ emotions support our goals, we like them. If they are against us, we would like to eradicate them from people. The first step towards knowing what to do with a situation is to sense the presence of certain emotions, and understand the reason for their appearance. In the following steps we will also be able to predict the possible emotional outcome of certain events, and start preparing the optimal reaction in time. This is the approach which can greatly increase the efficiency of sales and procurement meetings, inner meetings, or job interviews.

Business Lies training
Although truth is important for all of us, uncovering lies is much more exciting. This is why we chose lie-detection as a support tool for mastering behavioral analysis. As a result of the training, the participants will be able to utilize a focused negotiation method and a conscious approach that allows them to identify what their meeting partners think or know beneath the surface. They will learn the meaning and signs of different emotions and their efficient use thereof. We will analyze audio materials, real and enacted video footages and challenge the participants to test their new skills in roleplaying situations with real actors.

 
Marcell Kardos +36 30 626 6181 | Péter Vitézy +36 70 621 3396 | 1390 Budapest Pf. 153. | actionlab.hu | Honlap: MT