“Using Body Language Right Will Make You A Better Negotiator”
Using your body language right will definitely make you a better negotiator. In our negotiations, we must be aware of what our body language is saying. If it’s out of sync with our words, it’s our body language that will be believed more than what our words convey.
To maximize our communications in a negotiation, we must not only be aware of what our body language displays on a conscious level, but we should also be aware as to what it’s saying to the subconscious mind to those to whom we’re speaking.
“What the hell do you have to lose”, was the questioned posed. He was right per the question posed, but very wrong per the delivery of his message. His body language belied the fact that his words were spoken to gain favor for the moment. Thus, his words rang hollow to those he wished to believe him.
When you’re communicating, what does your body language say about you?
Observe the following body language insights to gain a better perspective of how using your body language right will make you a better negotiator.
- Pointing: Emphasize a point by pointing in the right direction. That’s done by pointing up when suggesting someone should do something to increase/enhance their environment. Point down when you’re making a point empathically; that’s akin to ‘bringing a point home’. Point left or right when referring to the future or present; be consistent with the direction in which you point in the negotiation to emphasize the direction in which you’d like the other negotiator to subliminally refer to while you’re speaking.
- Tonality: When delivering your message, do so in the tone that implies how you wish the message received. As an example, don’t deliver a message that appears to be scolding the opposing negotiator if you’re soliciting her assistance. The delivery will be out of sync with the request your words are making.
- Smiling: Smiles are usually associated with happier occurrences versus those that might be more serious. When proposing offers and making requests for concessions from the other negotiator, understand the force that a smile has in delivering your message. Also, understand how the absence of it can convey more seriousness if that’s your intent.
- Optics: Consider this, you’re speaking at a funeral about the parting of a good friend. People have tears in their eyes. Someone walks in and wonders if they’re at the right location. They do so because people are laughing so hard that they’re crying. Your friend, along with yourself, were clowns in a circus. You’re recounting those times in a clown suit. The person just entering is confused because a man in a clown suit is out of place for a funeral. When it comes to optics, pairing your attire to your presentation is another way to make the delivery of your presentation more believable. Optics are a part of nonverbal communication, which is what body language also consist of.
In your future negotiations, understand and assess the source of potential body language miscues you might make. While doing so, also consider how you can enhance the delivery of your message by being more succinct with your words and body language gestures. There are inherent benefits for doing so.
Ill-timed body language gestures may cause a deterioration in a negotiation, but they don’t have to. If you’re aware of them and address them sufficiently prior to entering a negotiation, you’ll be better suited mentally to engage in the negotiation … and everything will be right with the world.
Remember, you’re always negotiating!