The process of non-verbal communication - body language - plays an important role in any social sphere, much more so in the business world where a bad gesture can ruin good business.
Human communication is a continuous process of relationship that encompasses, in most cases, a set of forms of behavior, sometimes independent of our will. It is not necessary that all transmission of information be conscious, voluntary and deliberate, in fact, any behavior in the presence of another person constitutes a vehicle of communication.
Good manners and good manners are very important in a negotiation, but sometimes our gestures can express the opposite. Through non-verbal communication, with which we say a lot about us and we can learn from our interlocutors, we can indicate something different from what we say, so we must be aware that we must be "coordinated" when speaking and gesturing.
It is very important that we know and observe body language, to take advantage of a business, since it will make our message more understandable and will capture the attention of the other party. In addition, you have to pay close attention to the body language of the other, since it will tell us a lot about that person and what type of negotiator you are dealing with.
Non-verbal communication as a negotiating force
- If we have a collaborative negotiator in front of us, he will shake hands when greeting us, quite the opposite of a competitive negotiator. When starting the dialogue, if we are the ones who have the floor, the collaborative negotiator will lean his head forward showing us his interest Another thing that a collaborative negotiator usually does is that when walking, he places his hands on his hips, which means a predisposition to reach an agreement.When going to a business meeting, it is of utmost importance that as well as we prepare our speech we also prepare the body language of which it will be accompanied, always having open ears to act as receivers of the verbal message of others and observing the non-verbal communication of the interlocutors,Only then will you have complete information to be able to respond.The confidence of our interlocutors can be diminished or increased by our gestures. It can be a person with ease of speech but with serious and unfriendly gestures. On the other hand, he may be less expressive verbally, but a smile and a nice character can "win" him many more followers. Moderation. Just as we speak of "verbal incontinence," one must be restrained in language, in gestures as well. It cannot be gestured in an exaggerated way, believing that this attitude gives more dynamism to our exhibition. Look at the eyes. We must try to be firm and avoid avoiding the gaze of our interlocutors (the gaze is shared among all those present, does not pay attention to any of them in particular, unless we want to place a certain emphasis on a certain manager or executive); This can give the sensation of lack of honesty, of deceit, of not exposing something true. The look speaks and many times gives us away. The look tells us the interest of our listeners in the subject, the parts that interest them most in our exhibition, etc. Looks should always be made to the upper third of the body. You should not look below the shoulders, much less from the top down or vice versa. You have to communicate with your gaze, not analyze yourself with your gaze.The smile predisposes our interlocutors in our favor. It improves communication, makes us seem closer and more affordable. A serious gesture makes us seem more distant. Smiling is not a lack of seriousness. It's one thing to smile and another to be a funny guy who laughs out loud. Says a very Castilian saying "You get more with a drop of honey than with a barrel of gall." You have to light up your face with a smile. The legs, when we are sitting, say many things about us.
Wide open, apart from being a shabby posture, it is intolerable on any occasion.
Slightly crossed at the ankles, they show some impatience.
One leg above the calf of another, means that we are on the defensive, with some expectation.
The legs together, without crossing, give a feeling of distrust and false humility.
Slightly detached, it is one of the recommended positions because they give a tone of affability, of feeling comfortable and of a certain confidence. Clothing, even if it is not a gesture, can also denote the character of our interlocutors (we say, in many cases, large companies are those that compel or "recommend" the clothing of their workers).
Clothing depends on the sector. There are companies like banks, finance companies, etc. They are usually quite classic in their clothing. And more "modern" companies that opt for informal clothing, and even in some cases, too sporty clothing, such as some software companies, advertising agencies, etc. When in doubt, we opted for a "neutral" wardrobe neither classic nor modern, between formal and sport. You can choose a fashionable garment combined with something more classic to soften the contrast. Example: a modern blazer in cut and color, with a more classic shirt that harmonizes the ensemble.
The accessories, few and of quality, both in men and women.
Everything we carry around talks about us. Who has not commented on another person because he wears a thick gold chain, because he wears the watch in a certain way, because he wears a certain type of shoe. Everything we wear reflects, to some extent, our personality.
Through bodily rites, appearance, interpersonal distance and gestures, a hidden dimension of communication is developed that is as important as or more important than the word. In the absence of a more suitable name, it is called nonverbal communication. Her study demands the attention of psychologists, anthropologists, communication scholars, sociologists, etc., and its importance is such that it has come to revolutionize established knowledge about communication.
Negative signs of body language:
- Shrugged shoulders Disinterested and bored look Tight lips Looking in various directions Repeatedly tapping the foot on the floor Swaying in the chair Sighing Make noise on the table with the fingers Keep back in the chair, in a very relaxed position Move the head (in signal of "no") when the another is talking
Positive signs of body language:
- Keep your arms and hands in a neutral position (not crossed) Keep your head and shoulders raised Look directly at the interlocutor Move your head (in a "yes" signal) when the other is speaking Keep your eyes wide open Avoid many movements (which distract the interlocutor)
How to evaluate your body language?
Ask people you trust (an employee who won't have the courage to criticize you constructively) to assess your posture and gestures by jotting down everything they observe while talking and listening. It is likely that unconsciously you are adopting several negative signals in your non-verbal communication, identifying them will already be an advantage, then you must work to avoid them and turn them into positive signals that are consistent with the message you want to convey.
How is communication analyzed in percentage levels?
- Eye contact and body communication represent 55% Voice tone 38% Word content only 7%
Other statistics on how we communicate (based on conservative figures and levels may be higher):
- Less than 50% of the human population can communicate 70% of what is thought. Only 5% of the human population reaches a level of 90% between what is thought and reported. More than 70% of the human population "aberra" or change the content between what is thought and what is communicated. More than 95% of the human population refrains from communicating everything that is thought.
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