Jack Neel breaks down how to project power in negotiations through body language and voice. Keep your shoulders relaxed and take up space with your arms. Speak from your lowest natural pitch on the exhale with volume, avoiding higher tones that signal nervousness.
Staying in your power is really important, so not letting it rattle you. So where does power come from? Power comes from, first, nonverbal. What is the amount of space that I'm taking up in the room? Am I maximizing the distance between my ears and my shoulder? I'm not going to shrink down and shrink in. That's what people typically do is when they're challenged in a negotiation is, uh, and they shrink. All of a sudden you see no distance between their ear and their shoulder. So one is staying, claiming your power, maximizing this distance. It's a cue of winning body language. Second, keeping space between your torso and your arm. Another thing people do is they'll tight to their sides and, um, um, they'll start blocking. Physically keep my space claim to show like I'm still claiming my space. Vocal is the next way we have power. So when people get nervous, they tend to go a little higher in their voice tone. What are you talking about? I don't do that. When I do that, I have given up all my power. Staying in my maximum resonance point, which is the lowest end of your natural tone, staying nice and low, like not going up in here. Second is not holding my breath. I don't like that. I would make sure that I'm breathing and I'm speaking on the out-breath. As I'm speaking, I'm sharing that with lots of volume. I have nice relaxed vocal cords because what else could happen is vocal fry.
