Analyze body language in negotiation is a considerable asset foradapt your communication depending on your interlocutor …
Body language is part of thenon-verbal communication, A type of communication that we sometimes tend to overlook wrongly.
Indeed, gestures, looks, expressions or the manipulation of objects sometimes say more about your interlocutor than his words.
A person may very well say something to you and not mean it to lead you off.
To avoid this,decode body language on a date is imperative. It is a communication tool that can help you strengthen your negotiating power.
Have you ever wanted to decipher the unspoken words of the person in front of you? Its hidden objectives or its manipulation techniques?
Find out how, by studying your client’s body language, you may be able to match your communication skills and reactions during your negotiation.
Read facial expressions and micro expressions to analyze body language in interviews
Eyes and gaze
The first thing you will automatically look at in your client during a negotiation is their face.
Indeed, it is easier to” get in touch with your interlocutor looking him in the face, rather than looking at his feet.
Obviously, you have to know how to gauge so as not to make your interlocutor uncomfortable. However, it remains a way of connecting, and it goes even further.
A client who looks at you for the duration of your meeting is probably very interested in your discussions.
If you continually look each other in the eye, the risk of tension is reduced, even in a situation of disagreement.
A shifty and hesitant look can betray you and cause you to miss your negotiation. This may reflect discomfort, shyness or even lack of self-confidence.
In such a situation, you lose your chances of gaining the upper hand in the negotiation, and perhaps even discredit yourself.
Allfacial movements are also to be studied. Indeed, facial expressions also calledmicro expressions (smirk, frown, pout, etc.) convey many feelings. Here is a non-exhaustive list :
- The discomfort, lack of self-confidence or stress: the eyes are fleeting, the head often lowered, and for some people, the cheeks turn pink;
- The anger/nervousness : the gaze is black, your interlocutor may be biting his lips discreetly and adopting impatient gestures;
- The disinterest : the gaze is fixed on a place in the room because the person is lost in his thoughts. The gaze can also be dispelled, look around or at other people than the one speaking;
- Interest : Leaning in your direction, the person in front of you looks at you attentively with open eyes. She may also nod with a nod;
- The fear : the eyes are wide and the gaze piercing and attentive. In such situations, your client will normally be very focused so as not to miss anything in your pitch;
- The feeling of superiority : the chin is high, accompanied by a disdainful look;
- The disagreement : this feeling is difficult to detect with micro facial expressions. Apart from a repeated nod of the head from right to left, we notice it especially with the barrier gestures that we will see below;
- The doubt : the eyes are open, but the eyes are animated. Your interlocutor listens to you but questions himself at the same time;
- The surprise : this feeling is one of the easiest to detect. The other person’s eyes are wide open, perhaps their mouths as well, and their eyebrows are raised.
Analyze body language in interviews by studying body movements
The position of the arms and legs
One of the other important aspects ofnon-verbal communication is the study of movements and positions of his interlocutor.
Depending on the position of the arms, for example, you can guess the state of mind of the person in front of you.
When someone wants to cut a conversation short or disagree (voluntarily or not), they tend to make barrier gestures.
This isthe very meaning of folded arms which demonstrate an opposition, a refusal.
Body orientation can also put the tip in your ear. A person standing in front of you is in the best possible position to listen to you.
Conversely, a person who is slightly turned and crossed their legs may be disinterested or closed. If your client is leaning in your direction, you can be sure that they are paying attention to your speech.
A reluctant person will tend to pull back and put some distance between you.
Mimicry or the mirror effect
The technique of mimicry is interesting to detect or apply. It is about adopting behavior, gestures, expressions or even a vocabulary similar to the customer who is in front of you. That way, you’ll make him feel like he’s on the same page as him.
Obviously, this technique should be used sparingly.
Indeed, if your mimetic behavior is not subtle enough, you could make the other person uncomfortable, or make him think that you are laughing at him.
In customer negotiations or salary negotiations, for example, interviews are based on a principle of opposition.
Each party seeks the best solution for them, but both must come to a compromise.
In order to conclude a contract as friendly as possible,analyze the body language of your interlocutor can be crucial.
By guessing the will of your interlocutor by his gestures, you will be able to guess what he expects, and thus gain the upper hand over the negotiation. This is how you can analyze body language in negotiation!