Negotiation is a valuable tool for any professional, from corporate executives to small business owners. How one presents themselves and communicates is essential for success. Good body language can be a powerful tool in any negotiation and with a few simple guidelines, you can learn how to effectively utilize non-verbal cues to gain an edge in the negotiation room.
1. All About Negotiation: Body Language Matters
Negotiation has many aspects to it and body language plays a crucial role in it. Whether you are negotiating with a client, business partner, customer, or someone else, focusing on body language can help you seal a deal. Here are some aspects to consider when it comes to negotiating and body language:
- Relax your body – Being too stiff or tense in a negotiation can come across as aggressive or confrontational. Make sure to relax your body, take deep breaths, and be focused on being open and receptive.
- Show respect – Remember to use appropriate gestures when dealing with the other party. Such as avoiding eye contact, crossing your legs or arms, or having a poor posture when negotiating.
- Eye contact – Making eye contact with the person you are negotiating with helps to build trust and establishes a stronger connection. Keep your eyes on the other party so they know you are listening and to show your sincerity.
The way you present yourself in a negotiation can make all the difference when it comes to the outcome. Paying attention to how your body language affects the other party and the conversation as a whole is key. Take time to go over the other party’s body language and consider how you can adjust yours. Making these kind of adjustments can ensure that the negotiation ends in your favour.
2. What Is Body Language?
Body language is the way you communicate with your body, often without realizing it. The gestures you make, the movements you make, and the expressions you use can be surprisingly powerful. Even though we often think of body language as something that happens unconsciously, it’s an important way for us to communicate with each other.
In many situations, body language is actually more influential than verbal communication. It often conveys feelings and emotions that are missed in others. This means that how you use your body language can be an important part of any conversation or interaction.
Readers should be mindful of how they communicate through body language. It is important to pay attention to the body language of others, as it can give insight into how they are feeling. As a general rule, good body language will be open and relaxed, with arms uncrossed and hands open and relaxed. On the other hand, defensive body language can be seen as arms crossed, legs crossed, and lack of eye contact.
- Arms uncrossed and hands open is generally a sign of openness and relaxation.
- Defensive body language often includes arms crossed, legs crossed, and a lack of eye contact.
- Pay attention to gestures, posture, and facial expressions as well.
3. The Power of Non-Verbal Cues
In a conversation, the messages you communicate are not just based on the words you use. Our body speaks for us too. In any encounter where different people communicate, there’s an exchange of non-verbal cues that provide clues to the underlying feelings and thoughts each person has. Non-verbal cues can be helpful in understanding people, and as a way to make conversation more comfortable and successful.
Non-verbal cues such as eye contact, facial expressions, and intentional hand and body movements are very powerful tools. Paying attention to another’s non-verbal language can help you understand their true feelings, and can even tell you when it’s time to end a conversation. Learning to carefully observe non-verbal cues is a valuable skill to have in any situation, from the office to the home, and will help you better connect with those around you.
Non-Verbal Cues for Successful Communication:
- Make eye contact: It can be uncomfortable to maintain eye contact — too much or too long can make someone feel awkward. But making sure to show you’re listening and engaged by making occasional eye contact is essential for successful communication.
- Mirror body language: Not too mirroring — after all, you don’t want to come across as a copycat. But small steps like nodding your head in agreement or folding your arms if someone else is, help maintain connection and agreement.
- Pay attention to tone: Even if it’s on the phone, pay attention to the tone of voice they’re using. Is it low and calm or sharp and confrontational? Intonation can tell a lot about how a person is feeling, which can help you assess the situation.
4. How Knowing Your Own Body Language Helps
Gesture to Connect
Understanding your own body language can be transformative. It can influence how you interact with others and can even shape the relationships you have. By being aware and mindful of your body language, you are able to present yourself in the best light and give off positive signals to those around you. An important and nonverbal way to connect with people, using body language in the right way can help you get what you want.
Body language defines your social persona. Your actions, facial expressions and the way you carry yourself all have a big impact on how people interact with you. As such, it is essential to understand how to leverage it to build meaningful connections. By reading subtle clues, you are able to engage in thoughtful conversations while also being able to pick up on the other person’s body language, allowing you to better understand their true intentions and feelings.
Moreover, making use of positive body language can be a powerful tool to help you achieve your goals. Whether it comes to making a strong statement or making a good impression during job interviews, being aware of how you communicate nonverbally can boost your chances of being successful. Here are some tips on how to make the best use of your body language:
- Be open and engaging: Smile, use direct eye contact and make gestures with your hands.
- Watch your posture: Sit or stand up straight and keep your arms and legs uncrossed.
- Be mindful of personal space: Too close might be intimidating, but a pleasant distance with enough room makes for a comfortable setting.
- Stay attentive and keep it positive: Nod your head to show you’re listening and use other forms of encouragement, like raising your eyebrows.
- Trust the power of the pause: Both in conversations and for a moment before you start speaking.
At the end of the day, understanding your own body language is essential to communicate effectively and make a strong impression. It can help steer the course of interactions and turn them into gaining professional and personal astuteness that can open doors to your success.
5. Being Intentional: Tools to Manage Your Body Language in the Negotiation Room
Negotiations can be tough, and that’s why it helps to be intentional about your body language. Being conscious about your posture and gestures can help you project power, confidence, and engage in better communication with the other party. Here are a few tools to help you manage your body language in the negotiation room:
- Use Power Poses: Whenever feeling unsure or low in confidence, use postures that don’t close you off and make you look small. These power poses help you take up SPACE in the room and send a strong message to the other person. Examples of a power pose include standing tall, spreading your legs slightly apart, and keeping your arms at your sides with your palms facing up.
- Maintain Eye Contact: Eye contact is a powerful tool and can effectively make or break a negotiation. Keeping eye contact demonstrates to the other party that you are actively listening and you are comfortable with being in control. At the same time, excessive eye contact can make the other person feel uncomfortable, so don’t overdo it.
- Be Conscious of Your Movement: Be mindful of your movements when negotiating, as these can change the power dynamic and result in a different outcome. Avoid making aggressive movements like pointing your finger, or clasping your hands too tightly. Allow yourself to move naturally, and in a relaxed manner if possible.
Consciously managing your body language can have a huge impact on the success of a negotiation. So next time you’re gearing up for a negotiation, try these strategies to help you appear confident, in control, and create a situation in which both parties feel comfortable.
6. Establishing Rapport: Utilizing Your Physical Space
Establishing a rapport with another person is essential for a successful communication. And utilizing your physical space is a great way to take the first step towards building a strong rapport.
One of the easiest ways is to be physically present in the same room as the person you’re communicating with. This presence helps to build a mutual understanding, even before you engage in actual conversations.
If you’re open to the idea, you can use physical contact as a form of communication. Some examples of physical contact can be:
- A light touch on the arm to reaffirm your point.
- A hug to welcome someone.
- A hand on the shoulder to offer support.
If physical contact is not your thing, then you can use props. For example, a shared cup of coffee, a shared magazine, or even a piece of candy. It’s a good way to start a conversation while creating a feeling of camaraderie with your partner. A simple object can also break the ice and open up communication.
If you’re unable to be physically present, you can still establish a positive rapport. Here, using language would be your best bet. Find common ground, and use humour and stories to create a bond. By simply being mindful of the words you use, you can build a great camaraderie with someone without even meeting them.
7. Making First Impressions Count: Optimizing Your Facial Expressions
Smile and Raise Your Eyebrows
There are some facial expressions that carry more weight than others when it comes to making a first impression. The most commonly used facial expressions in making a good impression is the smile. Studies have demonstrated that a genuine, warm smile can make the other person feel welcome and at ease.
Along with the smile, raising your eyebrows can also make a good impression. Raising your eyebrows slightly is a sign of interest in whoever you’re meeting. It is the signal of openness and respect. You don’t have to overdo it, but a natural small raise of the brows can indicate a friendly environment.
Studies have also proven that facial expressions can influence the other person’s reactions to you. Pay attention to not so much what you say, but how your face looks while you say it. Here are some facial expressions to update your impression making skills:
- Raise your eyebrows slightly
- Smile softly while listening
- Tilt your head slightly when you talk
- Nod occasionally to show agreement
- Use appropriate amount of eye contact when talking to somebody
These facial expressions not only make a strong first impression, but they also ensure the conversation is comfortable and friendly. Practice these strategies and you will be able to make a lasting impression with just your facial expressions!
8. Leaders of the Room: How Tone and Posture Signal Authority
When it comes to leading the room, how someone positions themselves physically is just as telling as they say. Body language has the power to communicate authority, so it pays to use it in your favor.
- Start by standing taller. A straight spine signals confidence and makes it easier to project your voice.
- Move with intention. Make sure your gestures have direction and purpose, and avoid any unnecessary motions.
- Be careful with your face. Not all expressions send the right message; try to look open and alert.
Firmly establishing yourself as an authority figure goes beyond what you say and do. You also need to be aware of the symbols of respect that denote power. For instance, sitting at the head of the table or being addressed as a leader. Simple cues like these can inspire those around you to take action and show appreciation for your presence.
9. Creating an Atmosphere of Trust with Eye Contact
The most basic, yet underrated, way to build trust with another person is simply through eye contact. People use their eyes to communicate many things, and it is an important part of bonding and building relationships.
- Be direct and honest: When you make eye contact, be genuine and direct. Don’t stare too long or the other person might think you’re invading their space and feeling uncomfortable. Avoiding eye contact communicates dishonesty and sullenness, so don’t be afraid to look the other person in the eye.
- Be engaged: When you are looking into the other person’s eyes, make sure you are present and engaged with the conversation. Don’t let your mind wander or it will come off as disinterest. Eye contact is essential to keeping a conversation going, and will make the other person feel comfortable and appreciated.
- Smile: Smiling can be the easiest way to make eye contact, as it communicates warmth and friendliness. People who smile often give off a sense of positivity and trustworthiness, so be sure to smile often when making eye contact.
Whether it is during a conversation or just when walking by someone, eye contact can be a powerful tool for creating trust. People respond positively to those who make eye contact openly and honestly. Beyond the psychology, eye contact is also simply polite, and is a sign of respect and admiration that speaks louder than words.
10. Closing the Deal: Summing Up with Effective Body Language
When you’re working to make an important sale, one of the most overlooked aspects of your communication is body language. Your nonverbal communication has the power to make or break the deal. Here are the top tips for piquing the interest of potential customers and closing the deal with effective body language.
- Smile – A genuine, open-mouthed smile shows enthusiasm and a positive attitude. This can be the invitation that potential buyers need to hear what you have to say.
- Positive Posture – Sitting up straight and maintaining an open stance indicates an interest in the conversation. This body language will show potential buyers you have something interesting to say and they will be engaged.
- Natural Gestures – A few subtle hand movements can add emphasis to important points. Keep them small and natural, though; exaggerated movements will be distracting.
Using effective body language can help make the difference when you’re working to close a deal. Keep your posture open and inviting, and use your facial expressions, eye contact, and gestures to emphasize important points. With these tips, you’ll have potential buyers leaning in and ready to sign on the dotted line.
By understanding body language you can frame your negotiations to make the most of each opportunity. With practice and attentiveness, the application of strategic body language can unlock success in even the most daunting of negotiations. It’s time to start sitting up straighter, and speaking your way to success.