Body Language for Negotiations

February 2012
by Carol Kinsey Goman

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In any business encounter (from high-stakes negotiation to everyday bargaining situations), you are communicating over two channels—verbal and nonverbal—so that two distinct conversations are going on at the same time. While a well-designed bargaining strategy is obviously important, it doesn’t determine the most important message you send.

Communication research shows that in a 30-minute negotiation, two people can send more than 800 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.

Here are five body-language guidelines to help you hold your own when you negotiate….IBPA Members – Click here to view the full article (login required).

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