Using Your Knowledge of Body Language in Your Next Negotiation

From the moment you walk into a negotiation, you should observe the body language of everybody in the room. During the negotiation, keep observing your opponent’s body language. Focus on the four channels: face and head, arms and hands, legs and feet, and torso (see the “Everybody’s Bilingual” section, earlier in this chapter). When you are so focused on the total person who is talking to you, you will listen better. Your observations of body language will help you pick up unstated nuances such as what items are more important, and what items are less important to the other side. Complete shifts in body language during a negotiation can be more telling than isolated signals. These shifts reveal that an issue is vitally important or is causing stress to the other party. For most of the negotiation, your counterpart will stay in the same general position. Notice any shifts from that position. These movements may very well indicate that the person you are dealing with has changed in attitude in some way. Being aware of this body language can be particularly important if the other party _ Feels that you are talking about a sensitive issue.

• Is losing interest.
• Needs a break or a stretch.
• Is turning off to your arguments.

Watch that body language! It can be like a traffic signal. The shifts in body language can be yellow caution lights telling you to proceed slowly, look, and listen. In the extreme, they are red lights telling you to stop! Stop now! Don’t go further without taking a break. They can also be green lights telling you to go in for the close.
Don’t ignore nonverbal signals. You may even want to include your observations in your written notes just as you include spoken words. This record helps build familiarity with the other person’s unspoken vocabulary. Everybody uses body language differently.