body language communication

body language communication

In almost every point in your life, you unconsciously do the art of
negotiations. From haggling with your favorite flea market sales lady, to
lobbying for a well-deserved increase from your boss, negotiations are being
made daily in your life. And would you believe almost all aspects of the
negotiation process involves body language?

In terms of the actual negotiation in business, body language is a very
important aspect. Reading body movements of your counterparts and making the
right gestures may spell the difference between success and failure in the
negotiation process.

Early Signs
The first step in using body language in a negotiation begins the moment you
walk into the negotiation room. Be keen in observing their body language by
focusing on the whole body - the head, arms, hands, chest, tummy, legs and feet.
If you achieve this, you will be able to listen better. You will also be more
perceptive in reading their body language.

Personal Space in Negotiations
In the negotiating table, each person creates his own personal space, his own
territory. By business practice, people of higher status (e.g. president of a
company) command more personal space, and are usually conferred by other people
in the negotiating table.
For example, the authority over the most dominant chair (usually the head of the
table) is the apparent symbol of power. If this person occupies the dominant
chair, a good negotiator can repel this by strategic seating arrangement of
teams or allies in the negotiating table. You may sit in a way that you surround
that person, or any seating arrangement where you may comfortably get leverage.

 

First Impressions Last
In the negotiating table, the first move is the most crucial. Just like in the
game of chess, if you play the white piece, you get the built-in advantage
because you draw first blood, and the opponent’s next move and game plan for
that matter is dependent on that crucial first move.
So make a good, firm, and calculated move. Begin with a
positive body language.
Radiate your enthusiasm. In a meeting for example, look in the other person's
eyes with sincerity. Your eyes are the windows to your soul. If you can’t
maintain eye contact, they might think you’re hiding something or you’re not
sincere.
Give a solid handshake. Hold the hand firmly but don't squeeze it. A common
fallacy is that we should squeeze the hand during this monumental time of the
handshake. This is certainly not advisable. Press the hand one time while looking the person straight in the eye. Pressing
the hand once or twice may indicate excitement or vitality, but anything more
than that can make the other person uneasy.

Put Your Body Language Know-how to Use

During the negotiation process, observe their gestures. In the first chapter,
you were taught how to recognize if people are interested in what you are
saying, if they are casting doubts on you, if they are more open to accept your
proposal, and even when they are lying.
Be alert in recognizing these
signals. Moreover, also be aware of your own actions. You might be exhibiting
signs of nervousness without you knowing it, and your counterparts (who might
also know body language) might take advantage of the circumstances

how to read body language

how to read body language

Studies in Psychology tell us that the effect you have on others depends on what
you say from the mouth (7%), the manner in which you say it (38%), and by your
body language (55%). In addition, how you sound also imparts a message, so 93%
of emotion is also conveyed without saying the actual words.
This is also true in selling. In the real world, we sell tangible items and also
ideas. A concise way on how we can sell effectively is by simply using that old
but very powerful arsenal known as body language.

When you sell, you can use postures, facial expressions, gestures, mannerisms,
and your physical appearance to close the sale successfully. Most customers tend
to buy when triggered by their senses. The key here is to do everything you can
to positively affect their senses.
Most people believed the image projected by Saint Mother Theresa is a positive
image. She used her personality to convey a constant image of holiness and
sincerity. We bought the idea of her image.

 

Non-verbal communication also connotes that a man of few words is a man of
credibility. It's often not what you say that influences others; it's what you
don't say. The signals that you impart using body movements suggest
comprehension, disposition, morality, and compassion.
In selling, the instant you meet a target client, he is already examining you
based on your image and perception in a span of ten seconds or less. This is a
crucial moment in selling, as his first impression of you will definitely make a
permanent mark.

Whether you make or break a sale can literally depend on the non-verbal
signals that you send during this crucial first contact. It’s a must for readers
of this book to understand the facets of body language especially in selling.
Americans, for example, are somewhat categorized as one of the best in reading
body language, because they espouse thousands of

non-verbal signs. This ability makes them formidable negotiators.
In
addition, women are generally considered to be more adept to body language than
men because of their natural built-in instincts. Now you know the secret why
some women are more successful than men in the business or professional field.

As a rule of thumb, body language is being used most of the time all over the
world. The most common example is a nodding head (meaning “yes”).
But it is
not necessarily the case every time. For example, shaking legs might connote
that a person is nervous, while it may just be a person’s natural behavior. A
person’s eyes could evade you because he’s hiding something, or it could also
mean that he’s extremely shy.

Given these intricacies, what’s important is to analyze what the message
really is. You can do it by looking at patterns. Look out for groups of signals
that may have the same meaning in relation to the verbal expressions, and also
in cognizance to the circumstances. Once you have traced the patterns, it is
easier to understand body language. It will therefore help you make a sale.

In sales, here are signs that you are open for negotiations and are willing
to compromise. Unbuttoning your jacket means you are ready to talk and to listen
to a counter offer. Removing your jacket or rolling your sleeves up is a very
good sign for the client, as this means you are ready to decide or to give in to
the final price.
You, as the seller, may also use body language as a tool to
recognize and counteract any potential objections by the client. The usual
scenarios include the following:
If the client’s arms are crossed, it means
he is disinterested. Use counter measures like positive movements to cause them
to uncross their arms, and for you to begin the sales approach. When his arms
and legs are uncrossed, and his hands are open, this is the best scenario, as
they are open to your ideas…and a sale is more likely to happen.

Always be alert to the signs the client is exhibiting. If the client shows
interest through his body movements, give the final sales blow and close the
sale. The client's body language may change from positive to suspecting. In this
case, take it easy, gather your wits, read your client’s moods, and try to win
him back. Always exhibit openness and sincerity. When the client crosses his
legs and arms, this is a warning signal. Use mirroring techniques (discussed in
the previous chapter). You must make every effort to earn the trust of the
client, so that you ultimately can close the deal.