You may think I agree with you, but that’s not what I’m really thinking.
Have you read the other negotiator’s body language at the outset of a negotiation and made instant assumptions about him? During a negotiation, a great deal of nonverbal signals are cast. You can gain insights into the other negotiator’s mindset by observing why and when such body language signals occur.
The following are insights per what you should observe and how to alter his perspective, based on his intent and how you project your body language.
What to look for in the other negotiator:
To gain ‘real’ unfiltered displays of emotions from the opposing negotiator observe his micro expressions. Micro expressions occur in no more than 1 second. As such they’re fleeting but deliver a plethora of insight and information.
- Observe micro expressions:
The 7 universal micro expressions are …
- Listen for temperament:
Someone’s temperament, the combination of their mental, physical, and emotional traits can be glimpsed to assess their attitude. During a negotiation observe the phrases used to represent a thought along with the tonality projected, to gain insight indicating a shift in perspective. If you’re astute, you’ll be able to use such insight as guidance indicating when to shift your strategies and tactics in the negotiation.
Ways you can enhance your persona through body language:
- Observe the shadow you cast:
Everyone casts an image of who they are, as perceived by the receiver. Attempt to project the image that gives you the proper status. There in will lay how you’ll create a positive persona in the negotiation.
- Speak with energy:
Speaking with energy is meant to convey your conviction per the points you make. If energy is not conveyed in your sentiments, the perception can be that the points don’t have the level of influence you proclaim them to possess.
- Make a point by pointing in rhythm:
There’s a degree of symphonically being attuned when pointing at the appropriate time in a negotiation. It’s akin to melodically leading someone’s mental thoughts to an unheard cadence. You can gain subliminal influence by emphasizing a point as you jab the air in an upward or downward motion. To the degree you do so aligned with the words you speak, you appear to be more convincing and believable.
- Challenge while displaying confidence:
There will be times when you have to challenge the other negotiator by bluffing. It may come in the form of something you don’t know, but want to convince him that you do. When doing so, state your points and questions with confidence. Don’t allow your body language to belie the fact that you’re bluffing by half-heartedly making your point or challenge.
Above are some of the ways you can enhance the negotiation process by using the ability to read, accurately interpret, and cast the appropriate body language signals. If you adopt these insights, you’ll discover how to see the unseen. You’ll improve your chances of having a successful negotiation … and everything will be right with the world.
Remember, you’re always negotiating!