How Savvy Negotiators Read Body Language

From Carol Kinsey Goman, writing for CommPro…

Because I’ve trained them to do so, I know that many negotiators have learned how to read body language and to use the resulting insights to their advantage. But I also know that other negotiators miss valuable opportunities simply because they don’t pay attention. They get so wrapped up in what’s being said or in the documents being presented, they neglect to look for these vital cues. Here are four strategies for reading body language when negotiating.

FIRST STRATEGY – IDENTIFY A BASELINE

To accurately read your counterpart’s body language, you first need to establish that person’s normal — or baseline — behavior. If you don’t take the time to do this, you are most likely going to misinterpret his or her signals. “Baselining” entails observing people when they are not stressed or pressured. It only takes a few minutes to get a feel for how someone acts in a relaxed or neutral setting, and the best time to do this is before the negotiation starts — for instance while having coffee and making “small talk.” While you are chatting informally, ask a few simple questions to which you know the answers (and for which there would be no reason to lie) and watch how your counterpart behaves when relaxed and candid.

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