egotiations are an unavoidable part of our lives. From wrangling with your fave open-air market sales woman, to asking for a richly deserved raise from the boss, we negotiate regularly in our everyday life. And do you know that nearly all facets of the process of negotiation involves body gestures?
Body language certainly is a critical aspect of business negotiations. Interpreting body motions of counterparts and producing the appropriate movements may make a world of difference between a striking a deal and failing to close one in negotiations.
Early Signals
The primary step in employing body movements in negotiations starts the instance you go into the room where negotiations are on. Pay close attention to studying their body gestures by concentrating on the entire body - the arms, hands, head, tummy, chest, feet, and legs.
If you can do this, you’ll be in a better position to take note of what is being discussed. Moreover, you’ll be more discerning in studying their body gestures.
Negotiations & Personal Area
Every person marks out his personal area or territorial dominion at the negotiating table. According to the business code of conduct, the higher up the ladder you are (e.g. company president) the greater the personal area you command, and others involved in the negotiation automatically grant you this.
For instance, who sits at the top of the table in the most influential chair is the clear power center. If such a person sits in the influential chair, a shrewd negotiator can thwart this by calculated seating placement of partners at the table. You may be seated in a manner that you encircle that person, or occupy seats in a way where you may gain an upper hand without difficulty.
First Impressions Count
When negotiating, your first move is of extreme importance. Akin to a chess game, if you start with the white, you have an early advantage as you strike first, and the adversary’s subsequent move and tactics hinge on that all-important first move.
Hence, formulate a strong, solid, and measured move. Commence with an affirmative body language. Let your keenness show through. For instance, during a meeting, catch the other’s eyes with a frank gaze. Your eyes mirror your soul. Now, if you are unable to keep eye contact, then it would appear as though you’re withholding something or you aren’t being truthful.
Grip the other’s hand firmly when shaking hands. Clasp the hand in a firm hold but don't compress it. A common erroneous belief is that we must squeeze the hand when shaking hands. This is definitely not the recommended thing.
While maintaining eye contact, press the other’s hand briefly once.
When you press your counterpart’s hand one or two times, it may signify interest or animation, but repeating it several times can cause the other person to be clearly ill at ease.
Practice Your Body Language Wisdom
In the course of negotiations, take note of their body movements. In the earlier section, you were instructed how to spot whether people are showing interest in what you’re talking about, whether they have misgivings about you, whether they are more amenable to agree to your proposition, and even whether they are being insincere.
