Body language augments rather than replaces the spoken word. The meanings of certain actions or gestures can vary depending on the circumstances and the individual. Consider these examples:
Sitting erect may indicate a stiff bargaining position, or it may indicate a stiff back. Stay alert to the body language, but combine your observations with the spoken words to determine the correct meaning.
Gestures of anger are used when a person is genuinely angry; however, these actions can also be employed for effect. Some executives (especially in the entertainment industry) are notorious for using such gestures. But keep in mind that some people are just blustery by nature. Evaluate body language cautiously, just as you do all the other information that comes to you during a negotiation.
Different strokes for different folks
No matter how much you know about body language in general, don’t grow overconfident when applying your knowledge to a specific person — especially someone you don’t know very well. Each individual has unique body language. A child can tell when a parent is really angry, even if the body language that parent uses to indicate serious trouble is the opposite of what the general public uses. For example, although silence usually indicates that a person is calm, some parents clam up when they’re angry. In such families, the children soon learn that silence means real trouble is looming.
Consider the context
As you become more sensitive to body language, you become more conscious of the differences in the meanings of gestures. A clenched fist usually represents anger. Held firmly above the head, it can be a symbol of quiet rage. Pumped up and down, especially if the person is also jumping and squealing, a clenched fist can be an expression of extreme joy.
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