How-To-Negotiate
Gesture
Clusters
Many skeptics argue that it is difficult determining what
someone is thinking by singling out one gesture—and they
are right. A single gesture is like a single word; its true
meaning is vague out of context. But, when gestures come in
clusters, their meaning becomes clearer. For example, while
a person’s fidgeting may not mean much by itself, if
that person is avoiding eye contact, holding his hands around
his mouth, touching his face and fidgeting, there’s a
good chance he is not being completely honest.
As you study nonverbal behavior, you will begin
comprehending the clustering process. When scanning a counterpart
for clusters of gestures, a good formula - View the body in
five categories:
- Face
and head. The face and head truly provide a window into
your counterpart’s soul.
- Body.
The body also plays an important role in nonverbal communication.
- Arms.
In general, an open arm position suggests that someone is
receptive in the negotiation process. Watch especially for
changes in arm position. If your counterpart’s arms
are lying open on the table where you are both sitting as
you start the negotiation., and he takes his arms off the
table and crosses them over his chest when you mention that
your company has a standard deposit of 50 percent on all
first-time orders, that’s a good indication that this
information was not received well. You may restate and clarify
your words or, better yet, ask your counterpart whether
he has a concern about the deposit
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-
Hands. People’s true feelings are commonly revealed
through hand movements. For example how, how one opens their
palms generally conveys a positive message. This hails from
medieval days, when people showed their open palms, proving
they were not carrying any weapons.
Involuntary hand movements can be particularly telling.
People often touch their nose, chin, ear, arm or clothing
when they are nervous or lack confidence in what they are
saying.
-
Legs.
When asked why they cross their legs, most people say
they do so for comfort. Although they are being truthful,
they are only partially correct. If you have ever crossed
your legs for a long period of time, you know that this
position can become painfully uncomfortable.
Crossing your legs can have a devastating effect on a
negotiation. In a study described in How to Read a Person
Like a Book, Gerard I. Nierenberg and Henry H. Calero
found after videotaping 2,000 transactions that no sales
were made by people who had their legs crossed.
If you want your counterpart perceiving you as cooperative
and trustworthy, sit with your legs uncrossed, feet flat
on the floor and body tilted slightly in the other parties
direction. This posture will give you a better chance
of sending a positive signal.
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Peter Barron Stark
& Associates, Inc: Strengthening Your Business by Developing
Your People
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