Reading microexpressions is the very deepest of listening skills.

Microexpressions are the subconscious, “leakage” of emotion that make the “unspoken” feelings visible. They are universal to our species and not dependent on culture. 

In a negotiation, reading microexpressions allows us to gain insight into the other person’s position that is invisible to most people. This ability to identify the subtle changes in mood of the person we are talking to allows us to observe how a conversation is going – as it is happening – so that we can instantly adjust our own behavior and improve the outcome of the negotiation.

Reading and responding well to another person’s needs and wants greatly influences their desire to close a deal on both a conscious and subconscious level.