BODY LANGUAGE FOR NEGOTIATORS

In any business encounter (from high stakes negotiation to everyday bargaining situations) you are communicating over two channels – verbal and nonverbal – resulting in two distinct conversations going on at the same time. While a well-designed bargaining strategy is obviously important, it’s not the most important message you send. Communication research shows that in a thirty-minute negotiation, two people can send over eight hundred different nonverbal signals. If you focus on the verbal exchange alone and ignore the nonverbal element, you stand a high chance of coming away from that negotiation wondering why in the world your brilliantly constructed bargaining plan didn’t work out the way it was supposed to.

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© 2011 Carol Kinsey Goman

Labels: body language  carol kinsey goman