“How To Read Body Language Right And Negotiate Better” – Negotiation Tip of the Week

 

“In part, the way you interpret someone is determined by their body language. The more you’re aware of how someone uses their body, the more aware you’ll be of who they are and what’s important to them.” -Greg Williams, The Master Negotiator & Body Language Expert

 

How To Read Body Language Right And Negotiate Better

 

“How To Read Body Language Right And Negotiate Better”

 

 

When you consider how to read body language during a negotiation, what do you consider? When negotiating in person, do you focus on the other negotiator’s eyes, hands, feet, mouth? Or, are there other aspects to which you apply your attention? When negotiating on the phone and/or in social media, what do you look/listen for to gain hidden meanings to spoken/unspoken – written/unwritten words?

Being able to decipher undisclosed words and hidden meanings in a negotiation can give you great insight per what you should do to ensure you negotiate better.

Observe the following body language and nonverbal signals in your interactions with others to enhance your negotiation efforts and outcomes.

 

  1. Face-to-Face Negotiations:
    1. When negotiating in person, note when the other negotiator faces you straight-on with his whole body (i.e. head, feet) versus when he turns slightly away. At the point when he faces you straight-on his body language is indicating that the two of you are more aligned with what’s being discussed. Note when he turns away (i.e. head or feet). That gesture indicates that the alignment has been broken. Take special note of when that occurs in the negotiation process to heighten your mindfulness as to what was said/done to make him turn away.
    2. Eyes – Observe when the other negotiator averts his eyes from yours. You should be mindful of such even if it occurs for a moment. It may be a momentary sign of discomfort. If it occurred as the result of something he or you said, it may be a sign that he doesn’t believe what he’s saying (lying) or what he’s hearing. It could also mean, he has something in his eye. Pose a question to verify what you’ve seen if you think it will impact the negotiation.

 

  1. Email & Phone Negotiations:
    1. Be very observant as to when someone alters the pace of which they speak or write. In writing, such can be denoted by the variance seen in shorter or longer sentences. When speaking, such is denoted in the pace of speech. In either case, an alteration of either can indicate a shift in the negotiation.
    2. Be mindful of the tonality of your voice and that of the person with whom you’re negotiating. You can convey a more serious demeanor with a lower tonality. Such should be used when appropriate, and a softer tonality should be used when attempting to be airier and less serious. Also, be mindful of a changed tonality, that conveys the same tune. There may be deeper implications in that action.

 

Regardless of the environment in which you negotiate, take note of when people alter their demeanor as to why they may have done so. In order to make such a distinction, you should observe how they purport themselves in what is a ‘normal’ environment for them; doing so will give you a foundation from which to note changes. If you’re observant to such occurrences, you’ll be quicker to realize when a correction strategy may need to be employed. Such recognition will also allow you to negotiate better, which will lead to more winning negotiation outcomes … and everything will be right with the world.

 

Remember, you’re always negotiating!

 

 

 

 

Leave a Reply

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Scroll to Top
%d bloggers like this: