Advertising
Advertising

Essential Body Language for Negotiation

Essential Body Language for Negotiation

    In a consumer-driven society, human interaction is essential to sustaining economic success. How we communicate with each other determines how we live our lives and build relationships. Negotiation and communication are necessary skills in any relationship. Learning to control the signals you are sending with your body is a great way to ensure you will always get your point across clearly and without confusion. Regardless of what medium people use to interact and connect on (i.e. social media, email, text messaging, or face-to-face conversation), body language is used in every form of communication.

    Advertising

    Reading Body Language

    When it comes to personal happiness and success, it’s important to recognize how body language influences our interactions. Therefore, it doesn’t matter how prepared you are to engage in negotiations if you don’t understand what the other person’s posture is telling you. Here are some cues to help you decipher your partner’s, or opponent’s, body language.

    Advertising

    • Identify a Baseline: Baselining involves observing people when they’re not under pressure. While interaction and discussing topics informally, ask several questions to which you are already familiar with the answers. Observe your partner’s behavior and body language as they answer the questions in a calm, honest, and relaxed state of being. Identifying a baseline aids in correctly interpreting body language during negotiations.
    • Hunt for “Gesture Clusters”: Gesture clusters are nonverbal cues disguised in a set of movements, actions, or even postures that emphasize a certain point of view. During negotiations, be aware of the three key nonverbal signals: engagement actions, disagreement actions, and tension cues.
      • Engagement Actions: (head nods, forward leans, eye contact) These represent and point out interest and agreement.
      • Disagreement Actions: (leaning back, frowning, looking away) Indicate disinterest, annoyance, suspicion, and possibly boredom.
      • Tension Cues: (face-touching, firmly crossed ankles, high vocal-tone) Define clear signs of discomfort and show that your partner isn’t satisfied with how things are being handled or dealt with.

    Controlling Your Body Language

    In order to find a compromise during negotiations, it’s essential for you to have power over your own body language. If your end goal is to find a reasonable agreement, incorporate these nonverbal gestures to ensure that you are sending the right signals.

    Advertising

    • Nod Your Head: Even when you’re in the middle of a disagreement or being harshly criticized, nod your head and maintain eye contact. This nonverbal cue defuses tension and leads to alignment, especially during contentious conversations.
    • Make Eye Contact: During a negotiation, look someone in the eye as much as possible, especially if they are speaking, because it shows that you’re listening. Individuals who feel that their concerns have been validated and addressed are more likely to be open to negotiating. Moreover, looking someone in the eye is also the best way to let them know that you are confident in their convictions and mean what you say.
    • Smile Like You Mean It: Smiling is always a good sign during negotiations. Staying positive is essential to smiling because it aids in clear and effective thinking. The party you’re negotiating with will be more receptive toward what you’re saying, while simultaneously indicating that you’re open to their ideas too.
    • Keep Yourself Open: Keep yourself pleasant and appealing. Lean in, be engaged in the conversation, and keep an open stance. Be prepared by setting more boundaries than you actually have to give yourself more room to give and take. Set three times as many expectations as you think you need to show you’re not stubborn or desperate to strike a deal.
    • Mimic the Other Party: People respond better psychologically to those they feel are similar to them in certain manners. Building short term trust with someone – a necessity for successful negotiations – requires mirroring your opponent’s behavior. Take note of their body language when they speak and respond to them with the same enthusiasm.
    • Control Your Hands: When you’re negotiating, make sure your hands project confidence and poise. Shaky or awkward hand gestures indicate nervousness and stress, allowing your counterpart to take advantage of the situation. To remain in control, don’t clasp your hands together or fidget. Instead, place your hands just below your chest and put your fingers together when you want to make a point confidently.
    • Relax Your Body: Any gestures that indicate you’re anxious or worried will demonstrate to your opponent that something is wrong. Plant your feet firmly on the ground to show your resolve and remain confident. Your counterpart has to see that you’re calm and self-assured. You have to adopt a relaxed body position in order to reduce the tension. To lead your partner toward relaxation, combine your body’s posture with soft-spoken, non-aggressive remarks. Be patient explaining things in negotiations because topics that are obvious to you may be foreign to them. By doing this, you’ll gain your counterpart’s trust, ensuring a better result.
    • Keep A Poker Face: It’s a common misconception that being a good negotiator involves a smart mouth and a quick tongue. A good poker face, however, is essential to being successful in negotiations. The best negotiators do their homework and support their needs with strong data and facts, but never show their hand.

    Negotiating successfully is about more than just saying the right thing. Reading and controlling body language in a negotiation is critical if you want to get a good deal. You can always use body language to your advantage as you observe your counterpart. Now that you know what mixed signals to look for, expose their weakness. Take advantage of the situation and settle on an excellent bargain to gain the upper hand. It’s all about reading between the lines, right? Good luck!

    Advertising

    More by this author

    10 Adorable Characteristics Happy People Have 7 Simple Exercises Busy People Can Do Anywhere, Anytime 6 Ways To Raise Your Emotional Intelligence (EQ) 7 Free Ways to Make Yourself More Attractive Essential Body Language for Negotiation

    Trending in Communication

    1 10 Success Principles for Living Your Dream Life 2 How to Survive a Quarter Life Crisis (The Complete Guide) 3 What Makes a Good Leader: 9 Critical Leadership Qualities 4 Think Positive Mantras Help a Lot? Try Value Affirmation Instead 5 How to Survive a Midlife Crisis (The Definitive Guide for Men)

    Read Next

    Advertising
    Advertising
    Advertising

    Last Updated on May 28, 2020

    10 Success Principles for Living Your Dream Life

    10 Success Principles for Living Your Dream Life

    Are you stressed out and overwhelmed, wishing you had more time to do the things that really matter? Are you ready to do something better, something special in your life or your career?

    You were born with a gift that no one else in the world can express like you. When you dance to your own music, you naturally develop your innate abilities and excel in work and life. You are a total rock star. But when you live someone else’s idea of who you should be, it throws off your groove.

    Many people—maybe you—stopped following their dreams way too early in life because their talents were ignored, minimized, or shamed. They didn’t have the chops to win an American Idol competition or nab an Olympic gold medal, so they stopped expressing their inborn gifts altogether.

    You don’t need to be an award winner to rock your life. Living your dream life is about discovering your superpowers and feeling vibrant and joyful when you use them. It’s about owning what makes you unique and finding like-minded people to support you.

    Here are 10 success principles to help you live a rich and rewarding life on your terms that have worked with thousands of people in my workshops and will work for you, too.

    1. Get a Hobby to Move Closer to Your Dreams

    If you never became a professional dancer or a world-renowned author, it does NOT mean you should stop dancing or writing! These activities make you come alive, even if you “only” do them as favorite pastimes.

    Engaging in a hobby is one of the most important success principles you can follow to move closer to your dreams.

    When you try something creative for the first time or in a long while, you begin to see opportunities at work and in life that you were unaware of before. You also feel happier and more energized, according to a recent study from New Zealand.[1]

    Some of my most burned-out executive clients reinvigorated their careers by discovering a creative outlet that refueled them after the workday ended. Research at San Francisco State University shows that having a hobby lowers stress and helps you succeed at work.[2]

    So, give yourself permission to try new things and revisit old passions you gave up long ago. Setting aside just one hour a week for personal exploration can significantly change your life.

    Who knows? Your creative outlet could transform into a thriving business or lead to a new profession down the road.

    Advertising

    2. Focus on Your Strengths, Not Your Weaknesses

    Did you know that you are more likely to succeed when you develop your natural strengths rather than work on your weaknesses? The problem is that you probably don’t know where your true talents lie.

    Here are a few options to help you discover your unique strengths. You can:

    • Take the VIA Character Strengths Survey[3]
    • Try Gallup’s CliftonStrengths Assessment[4]
    • Answer a few Superpower Questions

    Once you understand what makes you tick, you can use these skills at work and your personal life to get more done in less time. If you boost your unique abilities through practice and study, you can accelerate your career and become a leader in a field that matters to you. It’s worth investing in yourself this way.

    3. Jumping off a Cliff is NOT Required

    Here’s the deal: most people are too afraid to change. When participants first come to my workshops, they tell me they have mouths to feed, bills to pay, and fear that if they follow their dreams, someone will get hurt.

    The old saying “leap and the net shall appear” does not comfort them. Because they are hesitant to plunge into the unknown, they believe their only option is to stay put where they are in life. Can you relate?

    You do not have to sacrifice the life you have now to start a new one. I was a psychology professor by day and singer by night for years before I transitioned into a full-time music career.

    Just take a little time out each week to do what enlivens you through a hobby, volunteer work, etc. Get a feel for it.

    Is it what you really want? If so, increase the time you spend doing it and make the transition when the time feels right.

    4. Give Your Inner Critic Some Love

    The main culprit that keeps you from stepping outside your comfort zone and getting the life of your dreams is KCRP or K-CRAP – the radio station that plays 24/7 in your head. The moment you try to do something interesting with your life it slaps you down with such chart-topping killer hooks as “Who do you think you are?” and “You’ll never be good enough!”.

    Have you ever noticed that KCRP’s mean-spirited DJ sounds like your parents, teachers, bosses, and other authority figures who shut you down creatively? These folks don’t need to stifle you any longer (although they often still do) because your inner critic does it for them. That keeps you stuck in a rut.

    To break free, try thinking of this DJ as a gruff old grandfather who gives you crap to keep you safe. Remember, this grumpy grandpa is woefully out of touch with the times. So, his stern opinions don’t really matter much, do they? Give him a pat on the back for his good intentions, and put your focus back on what makes you come alive.

    Advertising

    This success principle will give you the courage to venture into the unknown where you can dance to the beat of your own drummer.

    5. Embrace Your Inner Weirdo

    Many of us don’t go after our dreams because we’re afraid folks will find out how odd or strange we are. But our little eccentricities often turn out to be our greatest strengths. Yes, it’s good to be quirky.

    Odds are, you lost track of your true passions and talents before you were even old enough to know you were getting off-track. You became slowly “adulterated” by learning to:

    • Take on family roles that don’t match who you really are.
    • Spit back what teachers taught you in school rather than risk getting bad grades for being original.
    • Hide parts of yourself that don’t seem acceptable to certain social groups.

    The price for fitting in is that you may wind up leading a life that doesn’t fit you all that well. Your true calling becomes clear when you embrace what makes you different from others and allow yourself to stand out from the crowd, even if it feels awkward.

    Often, the very qualities you view as your flaws are your greatest gifts.

    6. See the Bigger Picture to Find Your True Calling

    I cannot stress the importance of this success principle enough. Your true calling is right in front of you. But you may miss it because you’re looking for it in the wrong place.

    To “see” it clearly, try widening your point of view.

    Case in point: Maria felt she needed to retire early from being a police detective, so she could travel abroad. I encouraged Maria to think of ways that she could continue to serve as a law enforcer (a career she loved) and travel overseas at the same time.

    A few months later, Maria landed a job with the United Nations in Bosnia training the local police force to understand and embrace human rights procedures.

    Like Maria, you are an everyday rock star capable of accomplishing greater things than you can imagine. Is what you’re looking for right in front of you, too? Do you have an inkling of what it may be?

    Look beyond your day-to-day activities, your current job, and even the town you live in. View your life from an eagle’s perspective and be open to new possibilities.

    Advertising

    7. Try a Little Wish-List Magic

    Pretend I’m your fairy godmother and I give you permission right now to be your most magnificent self. What kind of life would be music to your ears? It doesn’t matter whether it seems unattainable or even downright crazy. Write it down on a wish list.

    Get quiet. Be honest. Think big.

    What would you like your career, your relationships, your health, your finances, and your spiritual life to be like? Jot down enough details so that your wishes seem tangible to you. Then, look at this list every morning before you start your day and every night before you go to sleep.

    Sounds silly? It’s not. It works! Permitting yourself to daydream about a rich and fulfilling life is the first step to manifesting it.

    8. Take Breaks to Get Clues About Your Ideal Future

    Did you know that working straight through to a deadline leads to diminishing returns? Research shows that taking a break for 15 minutes every 75 to 90 minutes can help you recharge, refresh your focus, and get more done in less time.[5]

    Wait, it gets better! A Stanford study shows that walking increases your creative output increases by 60 percent. Doing repetitive activities such as walking, running, riding your bike, swimming, and sweeping allow solutions to problems to pop into your mind out of nowhere.[6]

    What does this success principle have to do with creating your dream life?

    These mini-breaks allow you to get vital clues for what to do next to attain your ideal future. Plus, you won’t waste precious time and energy getting lost in other people’s agendas.

    9. Take Action on Your Inspired Ideas

    Once an inspired thought pops into your mind, take action.

    This is one of the most powerful success principles for turning your dreams into reality; the sooner the better. Whatever it is—from calling an old friend to taking a new route home—be sure to do it!

    Pay attention to your oddball hunches. You need to go after what you want, not just dream about it. As comedian Jim Carrey warns,

    Advertising

    “You can’t just visualize and go eat a sandwich.”

    10. Count Your Rockstar Moments

    Still not sure you have what it takes to get your dream life? This final success principle is guaranteed to help.

    Make a list of everything you’ve ever accomplished. As you read back through it, put a star next to each item, and let it sink in.

    You’ll be pleasantly surprised by how good you’ll feel about yourself afterward. You’ll also see how effective you’ve been in the past at getting what you want. You’ve succeeded before, you can succeed again.

    You already rock. You just need to own it. Trust me, you’ve got this!

    Final Thoughts

    Eleanor Roosevelt said,

    “The future belongs to those who believe in the beauty of their dreams.”

    Following these success principles will help you find the time and energy to do the things that really matter and live with clear intention.

    By spending just one hour a week doing something you love, focusing on your strengths and achievements, embracing what makes you different, and acting on inspired ideas, you can create a life that is a perfect fit for you, step-by-step.

    If you don’t have a clue about what your dream life could look like yet, don’t worry. Your heart knows. It has been “talking” to you for a long time. It’s just being muffled by KCRP, buried under a lot of “shoulds” and fear.

    This article can also help you figure out the life you truly want to live: How to Get Motivated and Be Happy Every Day When You Wake Up.

    Stand still, get quiet, and listen. It’s constantly telling you what you need to do to realize your own rockstar potential. It may be just a whisper now, but the more you pay attention to it, the louder it will get, and the easier it will be to follow.

    More About Success in Life

    Featured photo credit: Rahul Dey via unsplash.com

    Reference

    Read Next