Negotiation is a process of communication. Verbal communication, i.e. words, are only part of the whole picture.

Non-verbal communication plays a key role in negotiations. Body language reinforces the words you say. Sometimes it also shows the discrepancy between what we say and what we think.

In negotiations, by consciously using non-verbal messages, we can influence the attitudes and decisions of the other party.

Chris Voss in the article “How to Use Body Language as a Negotiation Tactic” suggests how to maximize the impact of body language on the outcome of the negotiation process.

Body language can be both a reinforcer and an indicator.

As an amplifier:

• Head nodding as a visible sign of attention, focus on the other party’s words, and understanding/agreement.
• Shaking your head as a sign of disagreement. In this case, it is appropriate to explain to the other party what exactly and why we disagree.
• Fingers tapping on the countertop, i.e. signaling impatience.
• Looking at the watch as a „I’m running out of time” message.

As an indicator:

Sometimes conversation participants unconsciously react to certain words or issues. Sometimes an uncomfortable topic is not verbally commented on, but some behaviors of the participants of the conversation indicate that they feel uncomfortable just when the issue is mentioned. Symptoms of discomfort may include coughing, head/chin scratching, lip biting. These are automatic behaviors over which humans have no control. When they are repeated in a particular situation, they give us clues.

Observation of process participants can bring a lot of information.

so-called stone face, i.e. a stone face showing only the lack of reaction is a highly learned behavior. According to the old school, this is what a negotiator should look like. Show the face of a poker player and do not reveal any emotions.

The modern school is already talking about the benefits of revealing feelings during the negotiation process. With one reservation, however, namely that the negotiator consciously reveals emotions, consciously sends signals, has full control over his feelings, gestures, facial expressions and makes them a tool in negotiations.

Source: https://blog.blackswanltd.com/the-edge/how-to-use-body-language-as-a-negotiation-tactic?utm_campaign=Negotiating%20Contracts%20Ebook&utm_content=119670234&utm_medium=social&utm_source=linkedin&hss_channel=lis-i6P2SEqsO1

Source: https://poradniknegocjatora.pl/sygnaly-niewerbalne/

Supported by Norway through Norway Grants 2014-2021, in the frame of the Programme “Social Dialogue – Decent Work”.