It is known to all that in interpersonal communication processes 55% of information is transmitted through body language. Negotiation is a process of interpersonal communication in which knowing how to use body language correctly facilitates understanding, captures the attention of the other party, at the same time that its correct use can help us to condition and predispose towards a future agreement. Therefore, it is convenient to know the meaning of this language to act knowingly in a negotiation.
In this attempt to achieve our goal, we must take care of both what we say and the correct use of that language. And this, from the beginning of the negotiation until the agreement is reached.
With practice you find out more and more what the other party thinks through that language, but to start with just knowing 15 or 20% more is enough. It is good to observe the behaviors discussed below and detect them in the people around you.
Negotiators should not only be judged by what they say, but also by how they say it, their image (type of clothing and accessories) and behavior (posture, looks, facial expression…). Keep in mind that most non-verbal language is communicated through body language. If we develop our ability to observe, concentrating on our interlocutor and correctly interpreting that language, we will obtain additional valuable information to adapt to the situation according to our interests.
Below are the general behaviors of a negotiator in two typical situations: competitive negotiations and collaborative negotiations. These reflections serve to take them into account, however, we must not forget that every good negotiator, if he wants to pretend, does so through both verbal and non-verbal language. On the other hand, body language can have various meanings and be interpreted in various ways, so other elements must be taken into account in its interpretation (state of mind, possible personal circumstances of the interlocutors, etc.).
The body language of the competitive negotiator
In competitive negotiations, the aim is to achieve one's own objectives while the other party does not achieve his. They are usually tough negotiations that are based on haggling. In these types of negotiations, if there is equality of power, there is a very important intimidation component. For this, negotiators generally behave in the following way:
- They start with a slight or no handshake, they greet with an ironic smile and, if they shake hands, they do so palm down. When they let you speak they shun the gaze, avoiding direct crossing with the eyes so that you cannot condition them. with your way of expressing yourself. If they are the ones who have the floor, they intertwine their fingers to show authority. When the other party starts to speak and they want to show us that they are not listening to us, or if they really are, they look down. Before starting to speak, they hold their heads from behind, demonstrating their superiority to the other party. While they remain seated, they avoid that their knees are directed towards the person who is speaking. If at any time they feel insecure with their decisions, they usually give a slight pulling of the ear or touching the lobe.They show insecurity in their presentation by touching their hair. If the topics discussed in the negotiation seem boring to them, they look down at the ground while resting their heads on both hands. From time to time they cross their legs and lightly swing one of their feet. When speaking, they rest their back on its backrest and cross their arms at chest level to create a defensive barrier. If they respond briefly, they rise from the chair or They move about it, show indifference about the subject matter. When they hide something and are not sincere with what they say, they usually cover their mouths while they speak. If they comment on something not very credible, trying to deceive the other party, they blink, they stop looking at face and change body posture on the chair or shift body weight from foot to foot.If they are impatient for something or are not interested in the subject, they usually look at the clock, give laconic answers, accompanied by a gloomy tone of voice, frequently looking away and clenching their fists, it means rejection of what is proposed They present their arguments while driving something in their hands, a sign that they are anxious to close the deal.
The body language of the collaborative negotiator
In collaborative negotiations, the aim is to satisfy one's own needs while the other party also achieves it. They are sincere negotiations that are based on the joint solution of their respective needs. This usually begins by creating a climate of trust.
- The first thing they do is give a firm handshake. When they introduce themselves and speak, they direct their gaze into each other's eyes. As they enter the room they walk upright to show security and self-confidence. Also, to show confidence in themselves they sit down. clutching their head slightly from behind If they want to show they are impatient to start the negotiation they lightly rub their hands or tap their fingers At the beginning of the conversation, if the other party is speaking, they tilt their head slightly forward to show interest in what the other party is saying. When speaking, they accompany their presentation by gesturing with open hands, showing sincerity and frankness. When they nod frequently while the other party presents their argument, their eyes light up,They lean forward and when they intervene, they do so with an active and animated voice, it is because they are very interested in the subject.When making decisions, they caress their jaw, slightly tilting their head forward, exposing possible agreements by gesturing, teaching the palms of the hands. If they walk around the room, when they stand they put their hands on their hips, it means a predisposition to reach an agreement.
It is convenient that at the same time that a negotiator prepares everything he is going to say, he also prepares the body language that he is going to use at all times. All this also detecting the body language of the other party and acting accordingly.
Now it is worth asking if,… can this be learned? Like all knowledge and ability it is clear that yes. It is learned by knowing the virtues and possible improvements of each negotiator, using adequate tools for the correct preparation of both verbal and non-verbal language and making recordings and simulation games that reflect reality, in order to prepare the future negotiation correctly and detect the body language of the other party depending on their predisposition to compete or collaborate.
