Negotiators Don't Talk Just With Their Mouths...
What does it take to be a skilled negotiator?
The trait that comes most readily to mind is skill in verbal give-and-take. In fact, much of negotiation is verbal. But in negotiation, understanding what isn't spoken can also make a vital difference. Negotiators talk not just with their mouths but with their entire body. If you can read the body language of those you negotiate with, you can thus gain a tactical edge over them.
Six Body Language Pointers!
Here are six pointers to help you decipher your opponent's body language and turn it into a negotiating advantage.
1. Scope out Your Opponent's Character Early
Negotiators are most likely to reveal their real character — as opposed to their negotiating character — during the first, and usually friendly, part of your meeting. This is when greetings and small talk are exchanged and before the actual negotiation starts. Observe your negotiating counterpart very carefully at this point. If their mannerisms suddenly change later in the discussion once the negotiating has started in earnest, it could mean they're putting on an act.
2. Be Alert for Posturing
Watch for exaggerated movements or extreme enthusiasm on the part of your negotiating opponent. Like poker players who hurl chips on the table or slam down cards, such behavior often suggests the person is holding a weak hand.
3. Watch for Breathing Patterns
Observing how a person is breathing can tell you a lot about how they're feeling. Pick up on your opponents' breathing patterns by watching their shoulders. Faster breathing high in the chest will make their shoulders rise and fall more than normal. Rapid breathing is a sign that a person is nervous or lying.
4. Keep Your Eyes on the Opponent
Don't take the bait when your opponent slides papers across the table and asks you to read them. Instead of breaking eye contact, say, "Tell me about it. What does it say?"
5. Know the Signs of Deception
Consider these as possible signs of deception when opponents use them while speaking: covering the mouth with the hands, rubbing the side of the nose, jerking the head quickly, and leaning away from you.
6. Know the Signs of Sincerity
Look for positive signs that show you can trust those you're negotiating with. The wider the gesture, the more you can trust them.
One more thing to keep in mind: Body language works both ways. If your opponent is an experienced negotiator, chances are good that he or she will be observing your posture, gestures, breathing patterns, etc. Be aware of this and try to use it to your advantage. By using your body to transmit the appropriate message to your negotiating opponent, you'll enhance the chances of securing the right deal and, just as importantly, keeping the negotiation amicable.
From India, Madras
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457What does it take to be a skilled negotiator?
The trait that comes most readily to mind is skill in verbal give-and-take. In fact, much of negotiation is verbal. But in negotiation, understanding what isn't spoken can also make a vital difference. Negotiators talk not just with their mouths but with their entire body. If you can read the body language of those you negotiate with, you can thus gain a tactical edge over them.
Six Body Language Pointers!
Here are six pointers to help you decipher your opponent's body language and turn it into a negotiating advantage.
1. Scope out Your Opponent's Character Early
Negotiators are most likely to reveal their real character — as opposed to their negotiating character — during the first, and usually friendly, part of your meeting. This is when greetings and small talk are exchanged and before the actual negotiation starts. Observe your negotiating counterpart very carefully at this point. If their mannerisms suddenly change later in the discussion once the negotiating has started in earnest, it could mean they're putting on an act.
2. Be Alert for Posturing
Watch for exaggerated movements or extreme enthusiasm on the part of your negotiating opponent. Like poker players who hurl chips on the table or slam down cards, such behavior often suggests the person is holding a weak hand.
3. Watch for Breathing Patterns
Observing how a person is breathing can tell you a lot about how they're feeling. Pick up on your opponents' breathing patterns by watching their shoulders. Faster breathing high in the chest will make their shoulders rise and fall more than normal. Rapid breathing is a sign that a person is nervous or lying.
4. Keep Your Eyes on the Opponent
Don't take the bait when your opponent slides papers across the table and asks you to read them. Instead of breaking eye contact, say, "Tell me about it. What does it say?"
5. Know the Signs of Deception
Consider these as possible signs of deception when opponents use them while speaking: covering the mouth with the hands, rubbing the side of the nose, jerking the head quickly, and leaning away from you.
6. Know the Signs of Sincerity
Look for positive signs that show you can trust those you're negotiating with. The wider the gesture, the more you can trust them.
One more thing to keep in mind: Body language works both ways. If your opponent is an experienced negotiator, chances are good that he or she will be observing your posture, gestures, breathing patterns, etc. Be aware of this and try to use it to your advantage. By using your body to transmit the appropriate message to your negotiating opponent, you'll enhance the chances of securing the right deal and, just as importantly, keeping the negotiation amicable.
From India, Madras
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Understanding body language in negotiations is crucial for becoming a skilled negotiator. By observing your opponent's body language cues, such as character traits, posturing, breathing patterns, eye contact, signs of deception, and signs of sincerity, you can gain a tactical advantage during negotiations. Here are some practical tips to enhance your negotiation skills through body language:
1. Observe Early Cues: Pay close attention to your opponent's behavior during the initial friendly interactions before the negotiation begins. Sudden changes in mannerisms can indicate a shift in approach.
2. Watch for Posturing: Look out for exaggerated movements or excessive enthusiasm, which may signal a weak position on their part.
3. Analyze Breathing Patterns: Monitor your opponent's breathing, especially the rise and fall of their shoulders. Rapid, high-chest breathing could indicate nervousness or dishonesty.
4. Maintain Eye Contact: Refrain from immediately reading documents your opponent presents. Instead, engage them verbally to gather more information while keeping eye contact.
5. Recognize Deceptive Signals: Be wary of gestures like covering the mouth, nose-rubbing, sudden head movements, or leaning away, as these could indicate deception.
6. Identify Sincerity: Look for genuine gestures that convey trustworthiness. Broad gestures often signify sincerity and openness.
Remember, effective communication involves not only verbal skills but also the ability to interpret non-verbal cues. By mastering the art of reading body language in negotiations, you can improve your chances of securing favorable deals and maintaining a positive rapport throughout the negotiation process.
From India, Gurugram
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1. Observe Early Cues: Pay close attention to your opponent's behavior during the initial friendly interactions before the negotiation begins. Sudden changes in mannerisms can indicate a shift in approach.
2. Watch for Posturing: Look out for exaggerated movements or excessive enthusiasm, which may signal a weak position on their part.
3. Analyze Breathing Patterns: Monitor your opponent's breathing, especially the rise and fall of their shoulders. Rapid, high-chest breathing could indicate nervousness or dishonesty.
4. Maintain Eye Contact: Refrain from immediately reading documents your opponent presents. Instead, engage them verbally to gather more information while keeping eye contact.
5. Recognize Deceptive Signals: Be wary of gestures like covering the mouth, nose-rubbing, sudden head movements, or leaning away, as these could indicate deception.
6. Identify Sincerity: Look for genuine gestures that convey trustworthiness. Broad gestures often signify sincerity and openness.
Remember, effective communication involves not only verbal skills but also the ability to interpret non-verbal cues. By mastering the art of reading body language in negotiations, you can improve your chances of securing favorable deals and maintaining a positive rapport throughout the negotiation process.
From India, Gurugram
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