The Only Negotiation Book You'll Ever Need by Angelique Pinet

Author:Angelique Pinet [ Pinet, Angelique; Sander, Peter]
Language: eng
Format: epub
ISBN: 978-1-4405-6073-6
Publisher: F+W Media
Published: 2013-02-28T16:00:00+00:00

Reading and Sending Appropriate Signals

As you can see, body language isn’t quick and easy. You really need to look at the whole picture to get a true read on someone. And there’s always the possibility that you misunderstand something. Reading body language is all guesswork; no one can ever be 100 percent sure about what another person’s intentions are. Nevertheless, there are a few techniques that can help you recognize patterns and inconsistencies in the other party as well as within yourself.

The Body Language Litmus Test

At the beginning of a negotiation, you and your counterpart will exchange friendly, chatty rapport as a way of getting to know each other. During this process, get to know his nonverbal personality as well. Look for breathing patterns, nuances, and idiosyncrasies; notice if he smiles a lot, grins, or smirks; try to assess his attitude by listening for tone and watching how often he makes eye contact. Once you’ve committed these impressions to memory, use them as a reference point once negotiations begin.

Be Happy!

Get your counterpart to talk about something he’s happy about—like his significant other, children, pets, or cars. Since he’s not pretending to be happy about his favorite things, you can make accurate notes about his body language while he’s talking about Scruffy, and look for those cues again later.

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