Maintain Eye Contact

Eye contact is crucial in negotiations. It shows confidence, trustworthiness, and sincerity. Lack of eye contact, on the other hand, can convey disinterest or deception. Try to maintain eye contact about 60-70% of the time during the conversation. This balance prevents appearing too intense or too indifferent.

Watch Your Posture

Your posture speaks volumes about your confidence and engagement in the negotiation. Standing or sitting up straight with shoulders back displays confidence and attentiveness. Avoid slouching, which can indicate laziness or lack of interest. In high-stakes negotiations, your posture can be the deciding factor in how seriously you are taken.

Use Hand Gestures Purposefully

Gesticulating can help convey your message more clearly. Purposeful hand gestures can emphasize key points and make your arguments more convincing. However, excessive or erratic hand movements can be distracting. Aim to use open and controlled gestures that reinforce what you’re saying.

Be Mindful of Your Facial Expressions

Your facial expressions can reveal your true thoughts and feelings. Maintaining a neutral or positive expression helps keep the negotiation atmosphere amicable. Avoid frowning, glaring, or showing signs of frustration, as these can escalate tensions.

Control Your Breathing

Deep, calm breaths can help keep you relaxed and focused. Rapid or shallow breathing may indicate nervousness or anxiety, which can undermine your position. A calm demeanor communicates that you are in control of yourself and the situation.

Avoid Crossing Your Arms

Crossing your arms can be seen as a defensive or closed-off gesture. It may create a barrier between you and the other party, making them feel unwelcome or untrusting. Instead, keep your arms in a more open and relaxed position to foster a collaborative atmosphere.

Understand Mirroring

Mirroring involves subtly imitating the other party’s body language. This can build rapport and make them feel more comfortable. For instance, if they lean forward, you might also lean slightly forward. Be subtle to avoid appearing mocking or insincere.

Observe the Other Party’s Body Language

Pay attention to the body language of the people you are negotiating with. Identifying their signals can provide insights into their thoughts and feelings. For example, if they start leaning back and crossing their arms, they may be becoming defensive or resistant.

Smile When Appropriate

A genuine smile can help set a positive tone and convey friendliness. Smiling can make you appear more approachable and likable, which can facilitate smoother negotiations. However, ensure the timing is right to avoid appearing insincere or out of place.

Use Nods to Encourage

Subtle nodding while the other person is speaking shows that you are actively listening and engaged. It can encourage them to continue sharing and make them feel heard. Avoid overdoing it, as it could come off as agreeing to everything they say.

How Body Language Can Make or Break Your Negotiation: 10 Key Signals

• Maintain Eye Contact: Aim for 60-70% of the time.
• Watch Your Posture: Stand or sit up straight with shoulders back.
• Use Hand Gestures Purposefully: Open and controlled gestures.
• Be Mindful of Your Facial Expressions: Keep a neutral or positive expression.
• Control Your Breathing: Deep, calm breaths.
• Avoid Crossing Your Arms: Keep arms open and relaxed.
• Understand Mirroring: Subtly imitate the other party’s body language.
• Observe the Other Party’s Body Language: Identify their signals.
• Smile When Appropriate: Set a positive tone with genuine smiles.
• Use Nods to Encourage: Show active listening with subtle nods.