How a Corporate Mentalist Can Help You Instantly Improve Your Negotiation Skills

MIND GAMES!

Negotiation isn’t just about numbers and logic—it’s a game of psychology. Whether you’re closing a deal, asking for a raise, or trying to win over a tough client, the real power lies in how well you read people, anticipate their reactions, and guide the conversation. The best negotiators don’t just talk; they influence. That’s where mentalism techniques come in, giving you an edge to stay one step ahead. Christopher Grace is a corporate mentalist with over 25 years experience and he'll guide you through some of the easiest ways for you to get better at negotiations!

If you’ve ever walked away from a negotiation feeling like you got the short end of the stick, you’re not alone. A lot of people feel awkward negotiating—so much so that 40% admit to taking the first offer just to avoid the discomfort. But what if you could flip the script? Mentalism isn’t just about performing tricks—it’s about understanding people on a deeper level. With the right techniques, you can walk into any negotiation with confidence, knowing exactly how to steer the conversation in your favor without being pushy or manipulative.

Credit: https://crankwheel.com/mirroring-and-psychology-in-sales-what-you-need-to-know-to-succeed/

1. Master the Power of Mirroring

Mirroring is the psychological technique of subtly mimicking the body language, speech patterns, or emotions of the person you’re negotiating with. It builds unconscious rapport, trust, and connection by making the other party feel understood and aligned with you. When done correctly, mirroring lowers defenses, increases likability, and makes people more willing to cooperate without them even realizing why.

People naturally trust those who seem familiar. That’s why mirroring—subtly copying your counterpart’s body language, speech patterns, and tone—builds instant rapport. Harvard research confirms that mirroring increases trust and cooperation in negotiations. The key? Be subtle. If they lean forward, wait a few seconds, then lean forward slightly. If they speak slowly, match their pace. This makes them feel comfortable without realizing why.

How to Use Mirroring in Business Negotiations

1. Match Their Body Language to Build Instant Rapport

If they lean forward, subtly lean forward. If they cross their hands, wait a few seconds and do the same naturally. This creates a subconscious sense of familiarity and comfort, making them feel more connected to you. Just make sure it’s subtle—obvious mirroring can feel forced and manipulative.

2. Reflect Their Speaking Pace and Tone for Better Engagement

If they speak slowly and methodically, adjust your speech pattern to be calm and measured. If they are more fast-paced and energetic, subtly increase your energy to match theirs. This makes conversations feel smoother and keeps them engaged, as people naturally feel more comfortable with those who communicate like they do.

3. Repeat Their Key Words and Phrases to Gain Agreement

When they say, “We’re looking for flexibility on this deal,” respond with, “I completely understand, flexibility is important in a partnership like this.” This reassures them that you’re listening and aligned with their needs, increasing the likelihood that they will be more open to your proposals.

4. Mirror Their Emotional State to Navigate Tough Conversations

If they seem frustrated, acknowledge it by mirroring their concern: “I can see why this part of the deal is frustrating. Let’s figure out how to make it work.” If they are enthusiastic, reflect that excitement: “I love that idea, I think it could be a game-changer for both of us.” This makes them feel understood and keeps the negotiation productive.

5. Use Strategic Mirroring to Guide the Outcome

Once you’ve built rapport through mirroring, gradually shift into the tone, pace, and confidence level you want them to adopt. If they are hesitant, start matching their tone, then slowly become more confident—they will often subconsciously follow. This lets you lead the negotiation while making them feel like they are in control.

2. The Pause That Forces Concessions

A well-timed pause is one of the most powerful tools in negotiation. Silence creates psychological discomfort, forcing the other party to fill the gap—often revealing valuable information or making unnecessary concessions. Pausing also signals confidence, control, and authority, making your words carry more weight. Used strategically, a pause can shift momentum, disarm resistance, and subtly influence the direction of the negotiation.

Most people are uncomfortable with silence. Use this to your advantage. When your counterpart makes an offer, don’t react immediately. Instead, pause, hold eye contact, and let the silence stretch. Nine times out of ten, they’ll rush to fill the gap—often by improving the offer or revealing more information. This technique is devastatingly effective in salary negotiations.

How to Use a Pause in Business Negotiations

1. Pause After Making an Offer to Increase Pressure

After stating your price or proposal, say nothing. Most people feel uncomfortable with silence and will instinctively respond—sometimes by negotiating against themselves. If you rush to justify your offer, you weaken your position. Let the other party react first and see what they reveal.

2. Pause Before Responding to Unexpected Counteroffers

If the other party presents a counteroffer you weren’t expecting, resist the urge to respond immediately. A brief silence makes them wonder if they overplayed their hand, often leading them to adjust their offer before you even respond. It also gives you time to think instead of reacting emotionally.

3. Use a Pause to Undermine a Hard Stance

If someone insists, “This is our final offer, take it or leave it,” instead of responding right away, pause. The silence creates uncertainty and forces them to reconsider whether they truly want to risk losing the deal. Often, they will start backtracking or adding flexibility just to break the tension.

4. Pause Before Answering a Question to Appear More Strategic

A brief silence before answering a question makes you seem thoughtful and deliberate, rather than rushed or desperate. Even if you already know your response, pausing signals that you are carefully considering your words, making your answer carry more authority.

5. Use a Pause to Shift Emotional Energy in the Room

If a negotiation gets tense or emotional, a long, intentional pause can reset the energy and force both parties to step out of reactive mode. By staying silent, you give space for emotions to settle, allowing for a more rational and constructive discussion to continue.

3. Read Micro-expressions for Hidden Truths

Micro-expressions are involuntary facial expressions that occur in less than a second, revealing true emotions before a person has time to control them. Since they happen automatically, they are one of the most reliable indicators of what someone is really thinking, making them a powerful tool in negotiations. By recognizing these fleeting signals, you can detect hidden resistance, uncover deception, and adjust your strategy in real-time.

When people hear an offer or a key point, their subconscious reactions flash across their face for a fraction of a second. A quick eyebrow raise? Interest. A micro-frown? Doubt. A tightened jaw? Discomfort. Learning to spot these fleeting reactions helps you gauge their real thoughts—beyond the words they’re saying.

How to Use Micro-Expressions in Business Negotiations

1. Watch for a Flash of Disgust When Presenting an Offer

Disgust is often displayed as a brief wrinkling of the nose, a slight upper lip raise, or a quick sneer. If you notice this when discussing pricing or contract terms, it’s a strong sign the other party finds the offer unacceptable. Instead of pushing forward, pause and ask a clarifying question to uncover the real objection before it turns into outright rejection.

2. Catch Hidden Anxiety Before It Becomes a Problem

Fear or anxiety appears as raised eyebrows, widened eyes, or a quick tightening of the lips. If you see this right after proposing a deal, they may feel uncertain or pressured. A well-placed reassurance, a break in the discussion, or offering a less risky option can help them feel more comfortable and avoid unnecessary objections.

3. Identify When They’re Holding Something Back

A quick one-sided shoulder shrug, a smirk, or an asymmetrical expression often signals uncertainty or deception. If you catch this right after they say, “We can’t go any lower on price,” they might not be telling the full truth. Instead of challenging them directly, test their reaction by saying, “I understand. But just out of curiosity, what would it take to make this more flexible?” and watch for more micro-expressions that confirm or deny their true position.

4. Recognize Genuine Excitement Versus Fake Agreement

A real smile involves both the mouth and the eyes, while a fake or forced smile only involves the lips. If their smile appears brief and doesn’t reach their eyes, they might be pretending to agree while actually feeling resistant. If you see this when closing a deal, you may need to dig deeper to ensure they are actually on board and won’t back out later.

5. Detect Microexpressions of Contempt and Reframe the Conversation

A quick smirk, an asymmetrical smile, or a slight tightening of the corner of the mouth can indicate contempt—meaning they feel superior, dismissive, or frustrated. This often appears when someone thinks they have the upper hand. Instead of reacting emotionally, redirect the discussion with a confident, open-ended question like, “It seems like you have a strong perspective on this—what’s your ideal outcome?” This shifts the focus and gives you a chance to regain control of the negotiation.

4. The Illusion of Choice

The illusion of choice is a persuasion technique where you give the other party multiple options, but all options ultimately lead to a favorable outcome for you. It creates the perception of control, making the other party feel empowered while subtly guiding them toward the decision you want. This tactic works because people are more likely to agree when they feel like they are making a voluntary choice rather than being pressured.

Instead of asking, “Do you want to move forward?” give them two options that both work in your favor. Example: “Would you rather start with Plan A or Plan B?” This removes ‘no’ from their mental framework, making agreement feel like the natural next step.

How to Use the Illusion of Choice in Business Negotiations

1. Offer Two or More Favorable Options

Instead of presenting a single offer, provide two or more alternatives that all work in your favor. For example, instead of asking, “Would you like to sign the deal?” say, “Would you prefer the standard contract or the premium package?”The other party now focuses on choosing between the options rather than questioning the deal itself.

2. Frame Concessions as a Choice

If you need to make a concession, structure it as a choice between two trade-offs rather than a simple giveaway. For example, instead of just lowering your price, say, “I can reduce the price slightly if we extend the contract term, or we can keep the original rate with added flexibility. Which works better for you?” This makes them feel like they’re gaining control while still meeting your strategic goals.

3. Use the “Now or Later” Technique to Close Faster

When closing a deal, instead of asking if they want to move forward, ask when. Say, “Would you prefer to start the contract this month or next month?” This assumes agreement while giving them a sense of autonomy in deciding the timing.

4. Create a False Sense of Exclusivity

Make the other party feel like they are choosing between a limited-time deal and a longer-term standard. For example, “I can lock in this lower rate today, or you can decide later, but the terms may change.” This pushes them toward making a decision quickly while feeling like they’re in control of when they act.

5. Use Controlled Open-Ended Questions

Instead of asking broad yes/no questions, phrase your negotiations in a way that forces a choice within your set boundaries. For example, instead of saying, “Do you want to renegotiate the contract?” say, “Would you rather adjust the pricing structure or extend the contract length?” This keeps the negotiation within your preferred terms while making them feel like they have a say.

5. The Commitment Principle

The commitment principle is a psychological concept stating that people are more likely to follow through on actions that are consistent with their past statements, behaviors, or commitments. Once someone takes a small step in a certain direction, they feel an internal pressure to remain consistent with that decision. This principle is powerful in business negotiations because it helps guide the other party toward agreeing to bigger terms by first securing small, low-risk commitments.

Before making a big request, get your counterpart to say yes to smaller, obvious questions first. “Would you agree that efficiency is important?” (Yes.) “Do you think this solution saves time?” (Yes.) These small affirmations create momentum toward agreement on the larger request.

How to Use the Commitment Principle in Business Negotiations

1. Get Them to Agree to Something Small First

Before discussing major deal terms, start with a minor point they’re likely to agree with, such as, “We both want to make this a long-term success, right?” Once they say yes, they are more inclined to remain consistent and agree to additional points later in the discussion.

2. Use Written or Public Commitments to Lock in Agreements

People are more likely to honor a deal if they have written it down or stated it publicly. Instead of just verbally agreeing to a term, have them confirm it in an email or repeat it in front of their team. This small act makes them psychologically invested in following through.

3. Frame Your Offer as an Extension of Their Past Decisions

Tie your proposal to something they’ve already committed to. If they previously agreed that quality is their top priority, say, “Since quality is the most important factor for you, this package makes the most sense.” This makes it harder for them to reject your offer without contradicting themselves.

4. Use a Progressive Agreement Strategy to Build Momentum

Break your negotiation into small agreements rather than asking for everything at once. Start with, “Can we agree that this timeline makes sense?” then, “Would you be open to discussing pricing options next?” Each small yes makes it harder for them to suddenly say no when it comes to the final deal.

5. Make It Feel Like Their Idea for Stronger Buy-In

Guide them toward a commitment by asking leading questions that make them articulate the value of your offer themselves. Instead of saying, “This partnership is a great fit,” ask, “Based on what we’ve discussed, does this partnership align with your goals?” When they affirm, they psychologically commit, making them more likely to follow through.

6. Control the Frame

Negotiations aren’t just about numbers—they’re about who controls the frame. If you let the other side dictate the terms, you’re playing by their rules. Instead, reframe the conversation in your favor. Example: If someone says, “That’s too expensive,” don’t defend the price—reframe it. “I understand budget concerns, but wouldn’t you agree that quality and long-term results matter more than just cost?”

7. The Confidence Anchor

A confidence anchor is a psychological or physical trigger that instantly puts you in a state of power, certainty, and self-assurance. It’s based on anchoring, a concept in neuro-linguistic programming (NLP) where you associate a specific gesture, word, or object with a peak emotional state. Over time, this trigger automatically recalls that state, helping you stay composed and assertive in high-pressure negotiations.

Your brain links emotions to repeated actions—just like a song can bring back memories, a confidence anchor can instantly restore your strongest, most unshakable mindset. When used correctly, this makes you appear calm, in control, and persuasive, even when negotiations become tense.

Before walking into a negotiation, spend two minutes in a high-power pose—feet apart, hands on hips, shoulders back. Research by Amy Cuddy at Harvard shows that this simple act boosts confidence and reduces stress hormones, giving you a mental edge before the first word is spoken.

How to Use the Confidence Anchor in Business Negotiations

1. Create a Physical Anchor That Triggers Power

Before entering a negotiation, repeatedly associate a small, discreet action with moments of high confidence. This could be pressing your thumb and index finger together, adjusting your cuff, or tapping your pen a certain way. Do this every time you feel strong, decisive, and successful. Over time, this simple movement will instantly trigger a confident mindset when you need it most.

2. Use a Power Phrase to Reinforce Certainty

Develop a short phrase that you say internally or under your breath before making an important point. It could be something like “I control the pace”, “I bring the value”, or “They need me more than I need them.” Repeating this phrase before speaking trains your brain to associate it with certainty, making your words sound more authoritative and compelling.

3. Anchor Confidence with a Physical Object

Keep a specific object—a high-quality pen, a watch, or a certain ring—that you only wear or touch during important business moments. By consistently linking that object to moments of power and success, it becomes a confidence anchor. When you enter a negotiation and see or touch it, your brain immediately recalls previous wins and self-assured moments, putting you in peak form.

4. Mirror a Past Success to Activate a Winning State

Before a tough negotiation, visualize a past moment when you dominated a deal or made a powerful decision. Feel what you felt in that moment—your posture, tone, and body language. Now recreate that exact posture and breathing pattern during the negotiation. Your brain will associate this positioning with previous wins, naturally restoring confidence and certainty in your approach.

5. Trigger the Anchor Before Delivering a Key Point

When you’re about to make a critical proposal or counteroffer, trigger your confidence anchor (by using your power phrase, adjusting your cuff, or taking a deliberate breath). This forces a pause in the conversation, making you appear more in control while allowing you to reset into a confident state before speaking. The result? Your proposal lands with more weight, conviction, and authority—making it harder for the other side to reject.

8. The Anchoring Bias

The anchoring bias is a cognitive bias where people rely too heavily on the first piece of information they receive (the “anchor”) when making decisions. In negotiations, the first number or term introduced often sets the psychological benchmark, influencing all subsequent discussions. By strategically placing the right anchor, you can shape expectations, control the conversation, and steer the deal in your favor.

The first number in a negotiation often sets the psychological benchmark. If you’re negotiating salary, pricing, or budget, don’t wait for them to throw out a number. Instead, set an anchor. If they expect to pay $5,000, but you start by mentioning $8,000, you’ve already framed their expectations higher.

How to Use the Anchoring Bias in Business Negotiations

1. Be the First to Set the Anchor for Maximum Control

Always try to be the first to propose a price, timeline, or contract terms. If you’re selling, start with a higher price than your target so any counteroffer still lands in your preferred range. If you’re buying, set a lower anchor to pull the conversation in your favor. The first number stated will shape the entire negotiation.

2. Use a High Anchor to Make Your Actual Offer Seem More Reasonable

If you want to sell something for $10,000, start by referencing $15,000 before revealing your actual price. This makes $10,000 feel like a reasonable or even a discounted deal. High anchors shift expectations so your real offer appears more attractive by comparison.

3. Frame Counteroffers Against an Unrealistic Anchor

If the other party sets an unfavorable anchor, counter with an extreme opposite anchor before presenting your actual counteroffer. If they offer $5,000 and you were aiming for $10,000, first say, “We were thinking more in the $15,000 range.” This resets expectations and makes your real target appear moderate.

4. Use Non-Monetary Anchors to Influence Perception

Anchors don’t have to be just numbers. You can reference industry standards, competitor pricing, past deals, or expected timelines to shape expectations. Saying, “Our clients typically commit to three-year contracts,” makes a two-year agreement feel like a compromise rather than a demand.

5. Reinforce Your Anchor by Repeating It

Once you set an anchor, repeat it in different ways throughout the conversation to solidify it in the other party’s mind. If you’re negotiating a salary and set the anchor at $120,000, casually reference “this six-figure position” multiple times. The more they hear it, the more natural it becomes, making them more likely to accept terms in that range.

9. Pattern Interrupt

A pattern interrupt is a psychological technique that disrupts someone’s automatic thought process or behavioral pattern, forcing them to pause, rethink, and become more receptive to new input. This concept is rooted in neuro-linguistic programming (NLP) and is widely used in sales, marketing, leadership, and negotiations to break habitual resistance and shift control in conversations.

When people engage in negotiations, they often fall into predictable mental loops, such as:

• Reflexively saying “no” to an initial offer

• Expecting aggressive back-and-forth bargaining

• Holding a rigid position without considering alternatives

A pattern interrupt works by breaking these automatic responses, shocking or surprising the other party into a more open and flexible state. Once their mental pattern is disrupted, you gain an opportunity to steer the conversation in your favor.

When negotiations start to feel routine, disrupt the pattern. If they keep pushing back with the same excuse, don’t argue—change the subject abruptly. “You keep mentioning budget—let’s put that aside for a second. What’s the real outcome you’re looking for?” This forces them to stop, rethink, and engage differently.

How to Use Pattern Interrupts in Business Negotiations

1. Change the Expected Flow of Conversation

Most negotiations follow a predictable script where each side expects a standard sequence of offers, counteroffers, and justifications. If you break that script, you force the other party to stop, think, and engage differently.

💡 Example: Instead of opening with a standard proposal, start with a bold or unexpected statement:

• Instead of: “We’re asking for $50,000 for this deal.”

• Try: “Before we discuss numbers, let’s make sure this deal is actually the right fit for both of us. If it’s not, we won’t waste each other’s time.”

This unexpected approach makes the other party more engaged and disarms immediate pushback.

2. Disrupt Default Price Negotiation Responses

If the other party automatically rejects your price or demands a discount, use a pattern interrupt to reset the discussion.

💡 Example: When they say, “That’s too expensive,” instead of defending your price, interrupt their pattern with a surprising response:

• Instead of: “We can discuss adjusting the price.”

• Try: “I completely understand. In fact, some of our best clients said the same thing before they saw the actual impact on their revenue. Let me ask—what exactly are you comparing this to?”

By agreeing with them unexpectedly and flipping the focus, you break their reflexive rejection and shift the conversation toward value.

3. Use Humor to Break Tension

Negotiations can become rigid and tense, especially when discussing money, contract terms, or deadlines. A well-placed humorous remark can act as a pattern interrupt, resetting the emotional state of the discussion.

💡 Example:

• Instead of: “We need better payment terms.”

• Try: “Look, I’d love to be in a position where I could say money doesn’t matter, but my accountant keeps sending me angry emails.”

A quick, unexpected joke lightens the mood, lowers defenses, and makes the other party more willing to listen.

4. Use Silence Where It’s Not Expected

People expect quick responses in negotiations. When you pause for an unusually long time, you disrupt the natural rhythm and create pressure for the other person to fill the silence—often with a concession.

💡 Example:

• After making an offer, don’t immediately justify it. Instead, say your number and then go silent.

• If the other party expects you to counter their offer, simply wait without responding.

Silence forces them to reconsider and often leads to them negotiating against themselves.

5. Reverse the Power Dynamic with a Bold Statement

Many negotiations have a built-in power imbalance, with one side feeling like they must “sell” themselves. A pattern interrupt can flip the script and put you in control.

💡 Example:

• Instead of: “We’d love to work with you and can adjust our offer.”

• Try: “We’re selective about who we work with because we need to make sure this is a great long-term fit for both sides. Let’s see if this makes sense before talking about price.”

This unexpected reversal forces the other party to justify why you should work with them rather than the other way around.

6. Change the Setting or Medium of the Discussion

If a negotiation is stalling, breaking the physical or digital pattern can reset the dynamic.

💡 Examples:

• If a contract discussion is dragging, suggest a walking meeting instead of sitting across a desk.

• If email negotiations feel cold and impersonal, suggest a quick video call instead.

• If a call is getting tense, suddenly shift the conversation to a lighthearted topic before returning to business.

A physical pattern interrupt can be as powerful as a verbal one in changing the energy of the negotiation.

10. The Benjamin Franklin Effect

The Benjamin Franklin Effect is a psychological phenomenon where people grow to like someone more after doing them a favor. This runs counter to the common assumption that we do favors for people because we like them—instead, it suggests that we like people because we’ve done favors for them.

The idea originates from Benjamin Franklin himself, who once strategically won over a rival by asking to borrow a rare book from him. After the favor was granted and the book was returned with gratitude, the rival became much warmer toward Franklin. Franklin theorized that since the man had done something kind for him, he subconsciously justified the action by convincing himself that he must like Franklin.

Want to get someone on your side? Ask them for a small favor. The Benjamin Franklin Effect suggests that people are more likely to support those they’ve already helped. Ask for their advice—“How would you approach this?”—to subtly make them feel invested in your success.

How to Use the Benjamin Franklin Effect in Business Negotiations

The Benjamin Franklin Effect is a powerful tool in sales, leadership, and corporate deal-making. Here’s how you can apply it strategically:

1. Ask for Small Favors to Build Rapport

Instead of immediately offering something in a negotiation, flip the script and ask the other party for a small favor first. This could be:

• Requesting their insight or advice on a specific aspect of the deal

• Asking for a minor adjustment in a contract before discussing bigger terms

• Seeking a small introduction or connection before making your main pitch

Once they help you, their subconscious will start to see you as an ally rather than an adversary.

2. Strengthen Business Relationships with Strategic Requests

If you’re working on a long-term deal or partnership, small “asks” can create a foundation of goodwill.

Examples:

• Before a deal is finalized, ask the other side for a simple concession (“Would you mind sending over a rough draft before we proceed?”)

• During a partnership, request their expertise on something unrelated to the deal (“Could I get your advice on another project I’m working on?”)

• If you’re negotiating rates, start by asking for something easy to grant before tackling the big numbers

By granting these minor favors, the other party psychologically aligns themselves with your interests, making them more likely to agree to bigger requests later.

3. Disarm Difficult Opponents

If you’re dealing with a skeptical or hostile party, the Franklin Effect can be used to break resistance. Instead of confronting them aggressively, ask them to share knowledge, give their opinion, or help you understand their side.

Examples:

• “You’ve been in this industry longer than I have. How would you handle this challenge?”

• “I really respect your expertise—could you clarify something for me before we move forward?”

• “I’m trying to improve my approach to X—what’s your take on it?”

Even a tough negotiator will subconsciously begin to warm up to you because their brain starts rationalizing, “I helped this person—I must like them.”

4. Increase Customer Loyalty

Instead of just offering perks or incentives to your customers, ask them for a favor to increase their attachment to your brand.

• Requesting feedback on a product

• Asking them to test a beta feature

• Encouraging them to participate in a brand poll or survey

• Having them refer a friend (people who refer are more loyal customers because they’ve invested in you)

Customers who do small favors for your company will unconsciously justify their loyalty and become more committed to your brand.

5. Use It in Leadership and Team Dynamics

Managers and executives can apply this principle to build stronger teams and increase employee engagement.

• Instead of micromanaging, ask employees for help with small leadership decisions

• Seek input on a minor policy change before rolling it out

• Request a small favor from a disengaged employee to bring them back into the fold

People who invest time and effort in helping you will naturally feel more connected and loyal to you as a leader.

Real-World Example: "The $10,000 Pause"

A friend of mine once negotiated a five-figure contract. The moment the other side made their offer, he stayed silent, kept a neutral expression, and took a sip of coffee. Ten seconds passed—then twenty. The tension built. Finally, the other side cracked and said, “We can actually do $10,000 more.” All because he let the silence do the work.

Final Thoughts

Negotiation is not about aggression—it’s about control, perception, and influence. When you understand the psychological triggers that drive human behavior, you can steer conversations with confidence. Whether you’re closing deals, leading a team, or making high-stakes decisions, these mentalism techniques put you in control.

And if you want to see these principles in action, Christopher Grace brings them to life at corporate events, showing professionals how to use influence, psychology, and perception to win any negotiation. Want to learn more? Let’s talk.

www.christophergracelive.com

bookings@christophergracelive.com

Read this article on our LinkedIn Newsletter. Just click the icon below: