Do you actually know what your partners in Tokyo think of you, or are you just reading the version of them that makes your assistant’s life easier?
It is a question that most executives find offensive. To suggest that they are not in control of their own relationships is to suggest a fundamental failure of leadership. But for anyone who has stood on the other side of the glass, the reality is obvious. There is a specific kind of silence that occurs on a long-distance call when a cultural gap opens up-a silence that the person in the middle has to fill.
The Expert’s Blind Spot
I spent years as a body language coach, training CEOs to project authority and read the “micro-expressions” of their peers across the table. I once told a technology director that if he mastered the art of the steeple-hand gesture and watched for the slight crinkle of the eyes during a negotiation, he would have total command of the room.
I was wrong. I was teaching him how to read a map that had been deliberately simplified so he wouldn’t get lost. I was looking at the wrong set of muscles. I should have been looking at the hands of