These 5 Simple Body-Language Tricks Will Make You a More Persuasive Negotiator
Mastering non-verbal communications could be just what you need to take your success to the next level.
By Carol SankarFounder, The Confidence Factor
From developing a more creative mindset to eliminating distractions, there are many things entrepreneurs can do to ensure success for their careers and their business. However, you cannot overlook the value of improving your communication and negotiation skills.
Being tough and firm instead of warm and nice and taking time to listen can go a long way in helping you achieve desired negotiating results.
But negotiations are about much more than what you say …
Body language and facial expressions will also impact your negotiations. Mastering non-verbal communications could be just what you need to take things to the next level.
1. Have a genuine smile.
People can tell when you’re faking a smile — and it can have a negative impact on your negotiations. Fake smiles are given away by a lack of muscle movement around the eyes. When you offer a real smile, you will have crow’s feet near the eyes, or your eyes will partially close.
Genuine smiles influence first impressions and perceived trust levels. In an interview with The Guardian, researcher Danielle Shore of Bangor University explained that genuine smiles add perceived value to a person or the conversation itself, which influences how the person is viewed and can even affect the decisions of others.
In the university’s study, students were pitted against a computerized avatar that would offer either a genuine or polite smile, with the type of smile indicating the probability of winning. Even in simulations when the polite smile gave a better chance of winning, students preferred a genuine smile.
2. Replace tension cues with engagement actions.
Subtle actions reveal whether we’re actively engaged in a conversation, or if we are uncomfortable with the negotiations. While leaning back can indicate disinterest and touching one’s face can indicate discomfort, leaning forward or nodding your head illustrate that you agree with what is being said.
For me, the importance of learning to control these actions became abundantly clear during a recent coaching call with James Bell, a lawyer, real-estate investor and negotiation expert, who has spent over 15 years helping clients improve their communication skills.
He explained that the world’s most persuasive negotiators practice replacing negative cues with engagement actions to appear more agreeable. They also use this knowledge to evaluate others’ body language to understand how negotiations are going and adapt on the fly.
For example, if I’m in negotiations and notice that the person I’m speaking with is crossing their arms or leaning away from me, it means they’re no longer engaged with what I’m saying. I need to change my approach to get them back into the conversation, partly using body language that shows I’m fully invested in the conversation.
3. Mirror the behavior of others.
Mirroring or mimicking the behavior of others may sound childish, but it is actually a powerful sign that two individuals involved in negotiations are mentally in sync.
In fact, according to the Harvard Law Schools’ Program on Negotiation, mimicry is a sign that both parties are attempting to connect and build rapport by finding common ground. When someone mimics our movements, we believe them to be more honest and persuasive.
Even simple gestures can build this rapport, such as sitting in the same position or using similar hand gestures. In authentic mimicry, even heart rates and breathing patterns will gradually line up over the course of the conversation.
4. Improve your posture.
Having good posture does much more than help you avoid backaches — it can also play a direct role in helping you become an effective negotiator. Your posture sends subtle cues regarding your level of interest in a conversation, as well as your openness and confidence.
For better negotiating results, maintain an open posture. Avoid crossing your arms or leaning away from the other person. Instead, sit up straight, and lean forward when others are speaking to demonstrate your interest.
5. Maintain the right level of eye contact.
Maintaining eye contact can go a long way in fostering connections with others during negotiations, but it is important that you find the right balance. Too little eye contact makes you seem untrustworthy, while too much could creep someone out or make you seem judgmental.
According to Scientific American, a University College London study found that on average, most people are comfortable with 3.2 seconds of continuous eye contact. Generally speaking, test subjects were only comfortable with longer durations if they thought the actor speaking to them looked trustworthy.
The right level of eye contact indicates genuine interest in the person you are negotiating with, and will make it easier to determine how they are responding to you. It can also help you feel more confident and remain focused on the end goal of your negotiations.
Improving your non-verbal cues takes practice, but it is well worth the effort. As you improve your body language and facial expressions, you will become more likable, trustworthy and confident.
PUBLISHED ON: NOV 25, 2019The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.
This article was taken from inc.com. Please check the article here.
We handpick interesting, engaging and informative content that we think you will enjoy!
25 Replies to “These 5 Simple Body-Language Tricks Will Make You a More Persuasive Negotiator”
“Having read this I believed it was really informative. I appreciate you finding the time and effort to put this information together. I once again find myself personally spending a significant amount of time both reading and posting comments. But so what, it was still worthwhile!”
Thank you very much
Thank you very much
very informative article
WOW just what I was searching for. Came here by searching for keyword|
very informative article
Great goods from you, man. I have keep in mind your stuff previous to and you are simply extremely excellent. I actually like what you have obtained right here, really like what you are saying and the way in which through which you are saying it. You’re making it enjoyable and you continue to take care of to stay it smart. I can’t wait to learn far more from you. This is actually a tremendous web site.|
I am sure this paragraph has touched all the internet users, its really really pleasant piece of writing on building up new weblog.|
Good day! I know this is kinda off topic but I was wondering which blog platform are you using for this website? I’m getting sick and tired of WordPress because I’ve had issues with hackers and I’m looking at options for another platform. I would be awesome if you could point me in the direction of a good platform.|
We use WordPress as well.
It’s the best time to make some plans for the future and it is time to be happy. I have read this post and if I could I wish to suggest you few interesting things or advice. Perhaps you could write next articles referring to this article. I wish to read more things about it!|
Sure we would love to hear from you.
Now I am going away to do my breakfast, afterward having my
breakfast coming again to read other news.
It’s hard to find experienced people about this topic, however, you sound like you know what you’re talking about! Thanks|
I just like the valuable info you supply in your articles. I’ll bookmark your blog and check again here frequently. I am reasonably certain I will learn lots of new stuff right here! Good luck for the next!|
We absolutely love your blog and find most of your post’s to be just what I’m looking
for. Does one offer guest writers to write content for yourself?
I wouldn’t mind composing a post or elaborating
on some of the subjects you write with regards to here.
Again, awesome web log!
We would love to have guest bloggers contribute to our blog. More perspectives, more conversations and more useful tips for our readers.
Thank you for your encouragement
Heya i’m for the first time here. I found this board and I find It truly useful & it helped me out much. I hope to give something back and aid others like you helped me.|
Way cool! Some extremely valid points! I appreciate you writing this write-up and the rest of the site is extremely good.|
Pretty nice post. I just stumbled upon your blog and wanted to say that I’ve truly enjoyed browsing your blog posts. After all I’ll be subscribing to your feed and I hope you write again very soon!|
Glad to hear that! Thank you for your encouragement 🙂 We hope you enjoy the subsequent posts as much.
Thanks on your marvelous posting! I genuinely enjoyed reading it,
you can be a great author.I will be sure to bookmark your blog and will eventually
come back from now on. I want to encourage you
continue your great posts, have a nice day!
Thank you very much for your encouragement and feedback ! We will definitely write more interesting posts and would love your opinions on them.
Have a wonderful day !
Great content! Super high-quality! Keep it up! 🙂
Thank you so much!
The English Cube