Body Language (3)

Chapter 3

Body Language in Negotiations

In almost every point in your life, you unconsciously do the art of

negotiations. From haggling with your favorite flea market sales lady, to lobbying

for a well-deserved increase from your boss, negotiations are being made daily in

your life. And would you believe almost all aspects of the negotiation process

involves body language?

In terms of the actual negotiation in business, body language is a very

important aspect. Reading body movements of your counterparts and making the

right gestures may spell the difference between success and failure in the

negotiation process.

Early Signs

The first step in using body language in a negotiation begins the moment

you walk into the negotiation room. Be keen in observing their body language by

focusing on the whole body - the head, arms, hands, chest, tummy, legs and

feet. If you achieve this, you will be able to listen better. You will also be more

perceptive in reading their body language.

Personal Space in Negotiations

In the negotiating table, each person creates his own personal space, his

own territory. By business practice, people of higher status (e.g. president of a

company) command more personal space, and are usually conferred by other

people in the negotiating table.

For example, the authority over the most dominant chair (usually the head

of the table) is the apparent symbol of power. If this person occupies the

dominant chair, a good negotiator can repel this by strategic seating arrangement

of teams or allies in the negotiating table. You may sit in a way that you surround

that person, or any seating arrangement where you may comfortably get

leverage.

First Impressions Last

In the negotiating table, the first move is the most crucial. Just like in the

game of chess, if you play the white piece, you get the built-in advantage

because you draw first blood, and the opponent’s next move and game plan for

that matter is dependent on that crucial first move.

So make a good, firm, and calculated move. Begin with a positive body

language. Radiate your enthusiasm. In a meeting for example, look in the other

person's eyes with sincerity. Your eyes are the windows to your soul. If you can’t

maintain eye contact, they might think you’re hiding something or you’re not

sincere.

Give a solid handshake. Hold the hand firmly but don't squeeze it. A

common fallacy is that we should squeeze the hand during this monumental time

of the handshake. This is certainly not advisable.

Press the hand one time while looking the person straight in the eye.

Pressing the hand once or twice may indicate excitement or vitality, but anything

more than that can make the other person uneasy.

Put Your Body Language Know-how to Use

During the negotiation process, observe their gestures. In the first chapter,

you were taught how to recognize if people are interested in what you are saying,

if they are casting doubts on you, if they are more open to accept your proposal,

and even when they are lying.

Be alert in recognizing these signals. Moreover, also be aware of your

own actions. You might be exhibiting signs of nervousness without you knowing

it, and your counterparts (who might also know body language) might take

advantage of the circumstances.