Tactic 84 of 99
The Flicker
Emotions can leak for a split second before the mask goes on.
What it is
Psychologist Paul Ekman described “micro-expressions”: very brief flashes of emotion on the face that can appear before someone controls their expression. A flash of disgust, fear or anger, then a smile. A word of caution: how well these can be spotted, and how much they reveal, is debated. Treat a flicker as a hint to ask about, never as proof.
Spot it
Someone watching your face very closely as you hear a price, a proposal or a piece of news. They might be reading your first reaction.
Counter it
In negotiations, keep your face neutral when you hear numbers. Look at a piece of paper rather than at them.