Notes on Nonverbal Negotiation Techniques

Introduction

• Focus on how to approach negotiation at a nonverbal level.
• A skilled negotiator communicates and controls verbal and nonverbal signals.
• Body language constitutes over 50% of communication.

Guidelines for Nonverbal Communication in Negotiation

1. Set a Benchmark

   • Body language is somewhat universal but varies by individual.
   • Understand the person you are negotiating with.
   • Start with light conversation and ask questions whose answers you already know to observe their behavior under no pressure.

2. Learn the Basics

   • Conduct quick online research to learn the meanings of common gestures.
   • Key gestures:
     • Leaning Forward: Agreement
     • Leaning Backward: Disagreement
     • Nodding: Approval
     • Frowning Eyebrows: Suspicion
     • Looking Away: Disinterest
   • Understanding these gestures helps in interpreting responses and controlling your own.

3. Diffuse Tension

   • Tension can grow around conflicting arguments during negotiation.
   • Promote a positive mood to aid in reaching agreements.
   • Actions to diffuse tension:
     • Smile genuinely
     • Nod occasionally
     • Maintain friendly eye contact

4. Build Rapport

   • Feeling safe and secure is essential for effective communication.
   • Mirror the other person's gestures to create familiarity.
   • Change one gesture at a time until you are interacting similarly.

5. Relax Your Body

   • A relaxed body conveys confidence, positivity, and reliability.
   • Tension in your body can hinder communication.

Conclusion

• Learning body language is a continuous process.
• It requires reading people and understanding their uniqueness.
• Knowledge is key: the more you learn, the better you become at interpreting body language.
• Practice and good luck!