Silent Negotiations: Listen with Your Eyes

Abstract

More than 60% of all communications is non‐verbal. The impact of body language during negotiations can be either positive or negative, depending oil your awareness of gestures. You can determine the impact of your presentation by observing the non‐verbal communication of your opponent. Through the observation of body language you can determine whether your opponent feels superior or concerned, or is holding back, doubting your integrity, accepting your presentation, thinking negatively but talking positively, respecting you, wanting to make all the decisions, domineering, seeking reassurance, or making a decision. The illustrated business gestures will give you insight to the motivation and attitudes of others, and will provide you with skills to make negotiating easier and more successful.