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Body Language Secrets

Effective negotiators can interpret body language to understand their counterpart's thoughts and emotions. The document discusses how to detect microexpressions, understand different personality types and negotiation styles, and use tactics like social proof, scarcity, and urgency. It also emphasizes preparing yourself and the situation, observing triggers and hot buttons, and trusting body language over conflicting words.

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Sonia Nikzad
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125 views31 pages

Body Language Secrets

Effective negotiators can interpret body language to understand their counterpart's thoughts and emotions. The document discusses how to detect microexpressions, understand different personality types and negotiation styles, and use tactics like social proof, scarcity, and urgency. It also emphasizes preparing yourself and the situation, observing triggers and hot buttons, and trusting body language over conflicting words.

Uploaded by

Sonia Nikzad
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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K-Space Forum

SONIA NIKZAD
8 JULY 2020
How mastering the art of reading
body language can make you a
more effective negotiator

How to detect and interpret


What We Learn “micro-expressions”

What personality types and


operating styles to look for in
negotiators

How various negotiating tactics


work
Nonverbal
Communication

 If a person’s words  By interpreting the  Can help you show


contradict his or her nonverbal cues of other confidence when talking
body language, coworkers, you can gain a with supervisors or express
“believe” the body better understanding of sympathy to a coworker.
language, because “the their feelings, emotions
body does not lie.” and attitudes.
Eye
Movement
 Coworkers will often feel valued
if they know they’re being
heard. You can help them feel
this way by showing eye
contact while they’re speaking.
 Keeping your eyes on the
person you’re speaking with
rather than on your computer
or cell phone lets them you’re
listening to their input.
 Shake Hands Firmly And Fully
Feet Gesture

Feet pointed straight at you mean that


your counterpart feels on “even ground.”
Position yourself so your feet align with
your counterpart. If he or she follows
your foot patterns, you’re in alignment.
And if not, you are not.
Microexpressions

 A microexpression is a very brief, spontaneous facial expression humans make when


experiencing an emotion. They usually last 0.5–4.0 seconds and cannot be faked.
 Offer quick pulses of the body’s ultimate truth
 Can be a form of protection
Surprise

The 7 Universal Facial


Microexpression
Fear
Disgust
Anger
Happy
Sadness
Contempt
Priming
“preparing for the emotional game” of negotiations

preparing yourself, your opponent, the physical environment


Priming

• your motivations o What triggers will irritate or calm your


opponent?
Yourself • Strengths or weaknesses
• current mood o How can you use body language to
emphasize or soften your words?
Your • Do a research on your opponent
o How can you use pressure to bring your
Opponent characteristics negotiator down or up?

Physical o Will you project a “nice guy” or “harsh”


• Make the setting well-appointed
Environment image?
Brain Games
 Know your emotional state and psychological
blocks such as fear, anger or surprise affect
negotiations and prepare to work around
them.

 Surprise, contempt and sadness can inhibit


negotiations

 Pride and paranoia are major pitfalls.

 If you’re stressed, postpone negotiations.

 Lack of sleep before a negotiation makes you


prone to mistakes.
Personality Types, “Triggers” and “Hot Buttons”

Coordinators: are calm and fun loving. They are very organized,
creative and highly motivated

Investigator: rely on knowledge and perceptions over intuition. They


can be secretive and cautious before trusting someone

Trendsetters: are outgoing, social and energetic. They enjoy


networking, adapt to situations and easily influence others

Relaters: are honest, self motivated and detail-oriented. They’re


good problem solvers, and they honor integrity.
Effective negotiators shift between personality types depending
on the situation

 Observe your counterparts’ body


language and assess their emotional
“triggers” and “hot buttons” to see
which personality type dominates.

 Triggers and hot buttons work


differently with different types of
negotiators.
Nodes
Nodes are personality
types.
There are four types:
hard, easy, closed, and
open
 Identify your opponent’s node by observing his or her
body language.

 Build rapport by mimicking your opponent’s body


language.

 Effective negotiators vary their nodes during negotiation


to adapt to the situation at hand.
Techniques
Worthy negotiators challenge their
counterparts to think differently.

Persuasion and subsequent influence generally


happen when you are: 1) teaching a new way of
thinking, 2) challenging existing thinking, or 3)
modeling behavior that leads to success.

If you negotiate with a group, watch each


negotiator’s body language to determine
who is the leader.
Techniques: Creating a Successful Negotiation
Statistics that you use with
social proof can bolster your
credibility and can help clear a
roadblock.
 Social proofs
Optics refer to your visual
 Optics presentation, such as how you
dress, the car you drive, your
 Scarcity/Urgency projected behavior.

Scarcity encourages
customers to “buy now.”
Where urgency is like “The offer
expires at midnight.”
Takeaways
• Effective negotiators interpret their opponents’ body language, which provides clues to their thoughts and
emotions.
• When words and body language conflict, trust body language.
• “Microexpressions” are brief glimpses of emotion lasting no more than one second.
• Learn to read “seven universal microexpressions”: “fear, anger, disgust, surprise, contempt, sadness and
happiness.”
• Preparing for a negotiation is “priming.” Prime yourself, your adversary, those involved but not present, and the
physical environment.
• Negotiators work from a basis of four different personality types: “coordinator, investigator, trendsetter and
relater.”
• They operate in four different negotiation styles: “hard, easy, closed and open.”
• Negotiation tactics include the use of “persuasion, influence, social proof, optics, scarcity and urgency.”
• Great negotiators manipulate “triggers” and “hot buttons.”
• Use statistics to clear a roadblock or to wrap up toward the end of a negotiation.
Thank You

Questions & Comments are welcome

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