“Where body language is concerned, what often is unsaid speaks loudest.” -Dr. Greg Williams, The Master Negotiator & Body Language Expert
“Body Language This is How to Easily See
More Negotiation Truth Better”
Understanding body language is your ultimate advantage. Whether you are closing negotiation deals, leading teams, or simply navigating daily conversations, there is an aspect of body language that shapes your perspective of what someone says.
Get ready to expose your mind to new insights as you discover how to decode what is unsaid by reading body language better, going deeper by understanding the 93% principle, and negotiating with sharper intuition in every interaction.
The Quiet Messenger: How Body Language Reveals Our Thoughts
In the critical realm of human interaction, words represent only the surface of communication. Beneath this surface is an intricate nonverbal signal system that frequently reveals the hidden narrative.
As a negotiation strategist with decades of experience in boardrooms and at bargaining tables, I have observed numerous instances where a person’s body language contradicted what they desperately tried to hide with their words.
The 93% Principle
Research shows that about 93% of our messages are nonverbal, 55% through body language, and 38% via vocal tone. This leaves only 7% for our chosen words. While these percentages are debatable, the main idea remains – nonverbal communication significantly impacts interactions.
The Paradox of Confidence
Imagine a familiar situation: A negotiator reclines in their chair, arms crossed defensively, eyes wandering to the ceiling or floor, confidently stating, “I’m fully confident in this offer.” While their verbal assurance exudes certainty, their body language reveals doubt.
True confidence is physically displayed through an open posture, arms relaxed and visible, palms shown occasionally, consistent eye contact, and a poised, slightly forward-leaning stance. A genuinely confident negotiator easily occupies space and moves purposefully without nervousness.
When you spot this contradiction, you have uncovered valuable intelligence. The negotiator likely lacks faith in their position and may be more flexible than they verbally indicate. Depending on your strategic objectives, this is the signal to probe further or hold firm.
Time’s Illusion
“I’m in no hurry to close the deal,” says the negotiator, checking their watch every few minutes, shifting weight from foot to foot, and breathing in quick, shallow patterns. They may imply they have time, but their autonomic nervous system screams urgency.
Time pressure is one of the strongest influences in negotiation. When a person’s nonverbal cues suggest urgency, but their words contradict it, that showcases an effort to manage perceptions; they are attempting to conceal their perceived pressure.
A skilled negotiator notices the signs of urgency – constant checking of the time, heightened movement, faster speech rates, and the characteristic shallow breathing that indicates stress. Upon witnessing this combination of behaviors, consider slowing the negotiation. The party experiencing pressure over time often makes considerable concessions as time progresses.
The Ultimate Tell: Deviation From Baseline
The best way to interpret body language is to observe deviations from a person’s usual behavior rather than searching for universal signs. This involves careful observation before starting negotiations.
Master the Art of Negotiation with Proven Strategies!
Discover how Behavioral Sink Theory can transform your negotiation skills. Book your 30-minutes consultation just in $99 now and start winning more deals today!”
Observe how negotiators sit, gesture, and position themselves during casual conversations. Note their usual eye contact habits, eye blink rate, breathing patterns, and default postures. As negotiations intensify, monitor deviations from their established baseline behaviors.
A negotiator who typically engages in expansive gestures but abruptly becomes still has likely experienced a psychological trigger. Conversely, one who generally remains motionless but suddenly initiates tapping or fidgeting is signaling discomfort with the topic of discussion.
Body Language: Clusters Versus Isolation
Interpreting isolated gestures can lead to mistakes. Crossed arms alone might indicate disagreement or mean the person is cold. Savvy body language practitioners look for clusters of congruent signals to gain insight into unspoken words.
When a negotiator states, “That price works for me,” yet shows signs of disagreement, like shaking their head (even slightly), turning their body away, having a rising pitch, or pressing their lips together, they are displaying internal struggles with the offer. Note that – you may not have the deal you think, or one at all.
Strategic Applications
Enhancing your ability to read body language requires practice. Before applying these skills to high-stakes negotiations, observe others’ gestures in everyday environments. While doing so, note that others will be reading you, too.
When you notice discrepancies between someone’s words and their body language, keep these potential actions in mind:
1. Broach the contradiction subtly: “You appear hesitant. What’s wrong?”
2. Create a moment for reflection: “Let’s not rush. Let’s be sure this is best for everyone.”
3. Modify your strategy according to someone’s nonverbal signs instead of their expressed position.
Reflection
Words can be carefully crafted, but the body’s signals are often involuntary. Enhancing your ability to read and interpret body language gives you a competitive edge in negotiations, leadership, and everyday interactions.
The next time you hear someone make a definitive statement, observe their body language. That will tell the real truth. And everything will be right with the world.
Remember, “You’re always negotiating!”
Listen to Greg’s podcast at https://megaphone.link/CSN6318246585
After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
To receive Greg’s free “Negotiation Tip of the Week” click here https://www.themasternegotiator.com/negotiation-speaker/ and sign up at the bottom of the page
