Understanding Body Language: Secret Weapon in Negotiation

Say what you mean and what you stand for — without opening your mouth…

Business professionals are constantly looking for ways to outmanoeuvre their rivals. For closing a deal, securing a promotion, or developing customer connections, you already have a superpower — if you know how to use it.

Many people concentrate on improving their verbal communication skills or learning the technical parts of their field, but understanding and exploiting body language can be more effective.

A complex system of indicators — posture, gestures, facial emotions, and eye contact — is essential for communication. Studies show that over 90 percent of communication is non-verbal. What you say is only a portion of the message you transmit.

The ability to properly read and respond to body language can provide insights into other people’s thoughts and feelings, allowing you to modify your approach accordingly.

The Science of Body Language

This universal mode of communication even overcomes language barriers. It is ingrained in our biology and evolved as a survival technique long before humans learned to speak. Our ancestors used bodily cues to communicate intentions, emotions, and threats — as we still do.

Mirror neurones in the brain play an important part in all this. They fire when we execute an activity and when we see another person do so. This “mirroring effect” helps us empathise and connect. Your body language elicits similar emotions and behaviours in others, making it an effective way of influencing and persuading people.

Reading Between the Lines

Posture and Stance

Open posture, such as uncrossed arms and legs, demonstrates confidence and readiness to engage. The reverse may indicate defensiveness, discomfort, or resistance. In a negotiation, detecting a movement from open to closed posture, or vice-versa, can tell you how your point is being received.

Facial Expressions

Micro-expressions are fleeting but convey real feelings. Even though they last only a fraction of a second, they can provide you with real-time feedback. A genuine grin (also known as a Duchenne Smile) conveys warmth and friendliness. A fake smile may indicate insincerity or discomfort.

Gestures

Open-hand motions, particularly with the palms visible, convey honesty and openness. Conversely, pointing or closed fist movements might be seen as overly dominant.

Influence and Persuasion

Perfecting your own body language is essential for gaining a competitive advantage. The way you portray yourself has a huge impact on how people perceive you, helping to persuade or project authority.

Building Trust and Rapport

Subtly copying the other person’s body language — known as mirroring — can help you build trust. It makes the other person feel understood and connected to you.

Projecting Confidence

Adopting power poses, like standing with feet shoulder-width apart and hands on hips, or sitting with arms stretched out, can boost your confidence and authority — and make others recognise it.

Practical Uses

Understanding and mastering body language has practical applications in commercial settings. Whether negotiating a transaction, leading a team, or networking, it can improve your performance and outcomes.

Negotiations

Adopting confident and open body language is vital in negotiations. Standing or sitting tall, keeping eye contact, and using authoritative gestures can make you appear less likely to back down.

Team Management

By exuding confidence and transparency, you can instil trust and respect in your team members. Paying attention to your team members’ unspoken signs will help you recognise reasons for concern early on.

Sales and Customer Relations

First impressions are especially important in sales. A solid handshake, a sincere smile, and confident posture can establish a positive tone with potential clients.

Cultural Nuances

In certain cultures, direct eye contact may be considered unfriendly — or confrontational. Gestures that are positive in one culture can mean something else entirely in another. Understanding cultural differences is critical in today’s globalised business world.

Drive Business Success

Learning to read non-verbal clues will provide you with deeper insights and allow you to respond intelligently. As you hone this talent, you’ll discover that it improves your communication skills, allowing you to negotiate the complicated dynamics of the corporate world with comfort and confidence.