What could Goldfarb have done differently to more accurately size up his vice president? She ended up meeting the target without a problem, and Goldfarb realized that he wasted his and her precious time by scheduling the follow-up meeting and by dragging out the first one with repetitive questions. So he scheduled a follow-up meeting with her to dig deeper. He repeatedly asked her during the meeting if she thought she could meet the budget, and even though she consistently answered yes, Goldfarb didn't believe her. He also noticed her eyes and thought they expressed worry over the budget target. He thought this mannerism was an indication of her discomfort with the financial target he was proposing. During a budget meeting with a direct report while working for Global Knowledge, Goldfarb noticed that his vice president kept toying with her necklace. He also knows how difficult those nonverbal cues can be to interpret. Eric Goldfarb knows that tuning into body language and facial expressions can indicate the thoughts and feelings that remain unspoken.
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