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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.

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    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.

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    • 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.

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    • 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!

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    Last Updated on September 17, 2019

    10 Simple Ways To Always Think Positive Thoughts

    10 Simple Ways To Always Think Positive Thoughts

    Positive thinking can lead to a lot of positive change in your life. Developing an optimistic outlook can be good for both your physical and mental health.

    But sometimes, certain situations arise in life that makes it hard to keep a positive outlook. Take steps to make positive thinking become more like your second nature and you’ll reap the biggest benefits.

    Here are 10 ways to make thinking positive thoughts easy:

    1. Spend Time with Positive People

    If you surround yourself with constant complainers, their negativity is likely to rub off on you.

    Spend time with positive friends and family members to increase the likelihood that their positive thinking habits will become yours too. It’s hard to be negative when everyone around you is so positive.

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    2. Take Responsibility for Your Behavior

    When you encounter problems and difficulties in life, don’t play the role of the victim. Acknowledge your role in the situation and take responsibility for your behavior.

    Accepting responsibility can help you learn from mistakes and prevent you from blaming others unfairly.

    3. Contribute to the Community

    One of the best ways to feel good about what you have, is to focus on what you have to give.

    Volunteer in some manner and give back to the community. Helping others can give you a new outlook on the world and can assist you with positive thinking.

    4. Read Positive and Inspirational Materials

    Spend time each day reading something that encourages positive thinking. Read the Bible, spiritual material, or inspirational quotes to help you focus on what’s important to you in life. It can be a great way to start and end your day.

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    Some recommendations for you:

    5. Recognize and Replace Negative Thoughts

    You won’t be successful at positive thinking if you’re still plagued by frequent negative thoughts. Learn to recognize and replace thoughts that are overly negative. Often, thoughts that include words like “always” and “never” signal that they aren’t true.

    If you find yourself thinking something such as, “I always mess everything up,” replace it with something more realistic such as, “Sometimes I make mistakes but I learn from them.”

    There’s no need to make your thoughts unrealistically positive, but instead, make them more realistic.

    6. Establish and Work Toward Goals

    It’s easier to be positive about problems and setbacks when you have goals that you’re working toward. Goals will give you motivation to overcome those obstacles when you encounter problems along the way. Without clear goals, it’s harder to make decisions and gauge your progress.

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    Learn to set SMART goals to help you achieve more.

    7. Consider the Consequences of Negativity

    Spend some time thinking about the consequences of negative thinking. Often, it can become a self-fulfilling prophecy.

    For example, a person who thinks, “I probably won’t get this job interview,” may put less effort into the interview. As a result, he may decrease his chances of getting the job.

    Create a list of all the ways negative thinking impacts your life. It likely influences your behavior, your relationships, and your feelings. Then, create a list of the ways in which positive thinking could be beneficial.

    8. Offer Compliments to Others

    Look for reasons to compliment others. Be genuine in your praise and compliments, but offer it frequently. This will help you look for the good in other people.

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    9. Create a Daily Gratitude List

    If you start keeping a daily gratitude list, you’ll start noticing exactly how much you have to be thankful for. This can help you focus on the positive in your life instead of thinking about all the bad things that have happened in the day.

    Getting in the habit of showing an attitude of gratitude makes positive thinking more of a habit. Here’re 40 Simple Ways To Practice Gratitude.

    10. Practice Self-Care

    Take good care of yourself and you’ll be more equipped to think positively.

    Get plenty of rest and exercise and practice managing your stress well. Taking care of your physical and mental health will provide you with more energy to focus on positive thinking.

    Learn about these 30 Self-Care Habits for a Strong and Healthy Mind, Body and Spirit.

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    Featured photo credit: DESIGNECOLOGIST via unsplash.com

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