It reveals whether a person believes in what he utters It also reveals how he may feel at the moment

Verbal language can hide the truth. Body language cannotunless you are

Masking

Non-verbal signals in Negotiations

Are four times more effective than verbal ones Are grasped instinctively and directly Emitted unconsciously, they always tell the truth Identify areas of discussion that causes discomfort Adds to your verbal communication Create environment of instant rapport by adopting bodily postures that subtly conveys openness, trustworthiness, confidence and credibility

Listen with the eyes

Eye Contact 60% of the time 80% of the time 100% of the time Very interested Convinced Aggression/ resistance

Frequent avoidance Hiding something / Subordination / Lack of confidence

Dilated pupils Rapid blinking Great interest Resistance

Listen with the head

Head Tilted towards you
Tilted away at an angle -> glancing out of the corner of the eye Supported on hand(s) Nodding Keeps looking around

Interested
Suspicion, mistrust, disbelief

Boredom Interest and agreement Let me go

The hand holds telling stories...

Hand(s) Open, palms up Tucked in pocket Clenched Covering/ scratching mouth or nose, tugging at ear Truthfulness, openness Hiding something, holding back Tension, discomfort or anger Concealing a lie / Insecurity / Puzzled

Gripping other hand, wrist or Desire to quell rising anxiety elbow Behind head Fending anxiety, desire or discomfort

The closed hand reveals all...

Hand(s)
Stroking the chin Steepled Flat on the table Ongoing evaluation Power, confidence, means business Readiness to agree

Clenched behind back

On hips

Control and power

Defiant, commanding demeanour

And the body

Arms Torso Legs Crossed across chest Leaning away (towards) Pointing at you (away) Crossed Tucked under haunches Foot Insistent tapping Resistance Disinterest (Interest) Interest (Done with you) Ideas not accepted Likes you Let me speak or I am bored or Whats next

Neck
Eyebrows Breathing

Abrupt movement, jerking, fidgeting

Lowered, squinting Fast

Bored, disinterested
Suspicion, disbelief Lying

Mirroring

How is the negotiation going .

Resistance to your ideas Leans away from you, faces you obliquely, arms (Modify your tact to bring or legs are crossed, glances from corner of the eye, minimal eye contact, taps finger/ foot, feet ease) pointing away, closed posture

Openness to your ideas (Persuade, move in carefully)

Readiness to agree / cooperate

Considerable eye contact. Frequently strokes his chin, hands steepled, feet points towards you, nods
Eye contact 70% of the time, leans and tilts head towards you, faces directly, nods frequently, hands flat on table, palms open, arms and legs uncrossed, feet facing you, sits on edge of the chair, smiling Hand in pocket, closed posture, body and feet orientation oblique to yours, looks from corner of eye, arms crossed, covers / scratches nose, mouth, minimal eye contact, squinting

Suspicion / Disbelief (Hard to convince, stop & change)

Watch out for these (Strict No-Nos)

Lip biting, gulping, clearing throat Breathing rapidly Looking down at papers instead of being observant Mopping brow with handkerchief, Fidgeting Sit too close to the client Touch Mouth open when listening Rush

Read the language