Is Body Language Really That Important in Negotiations?

The old adage that your actions speak louder than words is significant to your negotiation practices. Your body language is scrutinized from the start of a conversation with a supervisor, a peer or a customer. Learning how to adjust your gestures, facial expressions and nonverbal utterances can improve the outcome of your negotiations.

Mimic Body Movements

Put the professionals you are negotiating with at ease by adjusting your body language to match their movements. Avoid making these movements overtly, which can create an awkward scenario. Instead, to create a subconscious connection during a discussion, watch the other person's stance, wait a few moments and then subtly adjust your own stance to match in the opposite direction. By matching their movements, you help make the individual feel more comfortable, according to a Duke University study, increasing your chances of a successful negotiation in your favor.

Put Your Best Angle Forward

The way you stand and address people during negotiation practices affects whether or not an agreement is likely to occur. For example, if your feet are far apart and your arms are crossed, your body language is indicating that you are in a defensive mode. Relax a bit to create a more cohesive and cooperative environment. When facing people during a heated or passionate discussion, change your body position to a 45-degree angle or greater to eliminate a confrontational stance. Avoid facing a person straight ahead to reduce the risk of creating a first impression that is too aggressive. Opening your shoulders to the person uses your body language to send the message that you are open to discussion.

Pay Close Attention to the Speed of Speech

Even though your thoughts may be running wild as you are trying to persuade a supervisor, customer or coworker that your ideas are solid, speaking too quickly can deter people from your message. Instead of rapidly throwing your justification into the conversation, take a moment to assess the speed of speech of the other speakers. Match your pace and body language to become an active participant in the conversation without overpowering others. Individuals are more likely to listen to you and digest your ideas when your pace is similar to their own. Tone is also a key factor in negotiating; using a biting tone can lead others to perceive you as arrogant or unwilling to cooperate. Keep your voice calm and steady, and avoid using fillers or pat phrases to fill the dead air when negotiations are at a standstill.

Create a connection with others during negotiation by communicating effectively through body language. Observing the habits of those you are negotiating with allows you to subtly mimic their gestures, posture and stance, helping you form a cohesive and cooperative agreement without confrontation.

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