Psychology (Body Language in Negotiations)

Body Language in Negotiations

In almost every point in your life, you unconsciously do the art of negotiations.
From haggling with your favorite flea market sales lady, to lobbying for a well-deserved
increase from your boss, negotiations are being made daily in your life. And would you
believe almost all aspects of the negotiation process involves body language?
In terms of the actual negotiation in business, body language is a very important
aspect. Reading body movements of your counterparts and making the right gestures
may spell the difference between success and failure in the negotiation process.

Early Signs

The first step in using body language in a negotiation begins the moment you
walk into the negotiation room. Be keen in observing their body language by focusing on
the whole body - the head, arms, hands, chest, tummy, legs and feet. If you achieve
this, you will be able to listen better. You will also be more perceptive in reading their
body language.

Personal Space in Negotiations

In the negotiating table, each person creates his own personal space, his own
territory. By business practice, people of higher status (e.g. president of a company)
command more personal space, and are usually conferred by other people in the
negotiating table.
For example, the authority over the most dominant chair (usually the head of the
table) is the apparent symbol of power. If this person occupies the dominant chair, a
good negotiator can repel this by strategic seating arrangement of teams or allies in the
negotiating table. You may sit in a way that you surround that person, or any seating
arrangement where you may comfortably get leverage.

First Impressions Last

In the negotiating table, the first move is the most crucial. Just like in the game of
chess, if you play the white piece, you get the built-in advantage because you draw first
blood, and the opponent’s next move and game plan for that matter is dependent on
that crucial first move.
So make a good, firm, and calculated move. Begin with a positive body
language. Radiate your enthusiasm. In a meeting for example, look in the other person's
eyes with sincerity. Your eyes are the windows to your soul. If you can’t maintain eye
contact, they might think you’re hiding something or you’re not sincere.




Give a solid handshake. Hold the hand firmly but don't squeeze it. A common
fallacy is that we should squeeze the hand during this monumental time of the
handshake. This is certainly not advisable.
Press the hand one time while looking the person straight in the eye. Pressing
the hand once or twice may indicate excitement or vitality, but anything more than that
can make the other person uneasy.

Put Your Body Language Know-how to Use

During the negotiation process, observe their gestures. In the first chapter, you
were taught how to recognize if people are interested in what you are saying, if they are
casting doubts on you, if they are more open to accept your proposal, and even when
they are lying.
Be alert in recognizing these signals. Moreover, also be aware of your own
actions. You might be exhibiting signs of nervousness without you knowing it, and your
counterparts (who might also know body language) might take advantage of the
circumstances...




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