THREE Nonverbal Tips for Negotiation

[et_pb_section fb_built=”1″ _builder_version=”4.7.7″ _module_preset=”default” da_disable_devices=”off|off|off” da_is_popup=”off” da_exit_intent=”off” da_has_close=”on” da_alt_close=”off” da_dark_close=”off” da_not_modal=”on” da_is_singular=”off” da_with_loader=”off” da_has_shadow=”on”][et_pb_row _builder_version=”4.7.7″ _module_preset=”default”][et_pb_column type=”4_4″ _builder_version=”4.7.7″ _module_preset=”default”][et_pb_text _builder_version=”4.9.3″ _module_preset=”default” hover_enabled=”0″ header_3_line_height=”1.6em” sticky_enabled=”0″]

Negotiation is a concept that is steeped in adversarial attitudes.  No matter how we attempt to be collaborative, the fact that we are in a situation where there is likely to be some difference of interests, can lead to a quick escalation in tension.

Many negotiators tend to focus on the words that are being said, and how to phrase something to persuade or influence the other party, and fail to recognise the power of combining words with a deep understanding of nonverbal cues.

Pay particular attention to what people say, how they say it, and what their body is saying as they are delivering that information.  This can lead to a greater depth of understanding of your negotiating opponent.  Here are 3 tips to help you harness the power of these nonverbal cues.

1. Look for changes in behaviour

The first step is to create a baseline for your negotiating opponent.  People are all different, so you need to ascertain what this person’s baseline is like in a negotiation situation.  This can be done through small talk and some questions designed to orient them to the reason for the meeting.

Once you have established a baseline what we are most interested in are changes in that baseline.  Perhaps previously they made a lot of gestures as they spoke.  Then all of a sudden the gestures stopped.  This is something interesting to note, particularly as to which topic you were discussing when this happened.  It doesn’t tell you what something is thinking, but it does give you an area to circle back on and ask further questions.

2. Notice emblematic slips

Emblems are gestures that can be used in place of words.  These nonverbal gestures have specific symbolic meanings within given cultures, such as a head nod meaning yes in most Western cultures.  Sometimes when people attempt to conceal something they are thinking, emblematic slips occur.  The example which I have witnessed the most in my negotiations is the emblematic slip of the micro head shake when they were saying yes, or the head nod when they were saying no.

These usually occurred after I had asked a question and they had begun to answer.  Their emblematic slip gave away what they were trying to conceal.  I cannot stress enough how important it is to ask a question and then pay attention as they speak, rather than looking down, writing notes, and potentially missing a rich source of data that the other person is conveying nonverbally.

3. A smile or a smirk

One perhaps obvious thing to look for is a subtle sign of joy when you are making your offer, suggesting it is within their range of acceptable outcomes.  For this, you would look for a small smile, but there is another reason a slight smile or smirk may appear on the face during negotiations, and that is called duping delight.  When a person is attempting to lie to us, they may feel a range of emotions about telling the lie (or concealing a lie).  This can range from fear to guilt to delight.  Duping delight was coined by the psychologist and body language expert Dr Paul Ekman and is where the person concealing or lying feels a sense of delight that they are being believed.

A duping delight smirk is usually not appropriate to the circumstances and could be quickly masked.  Pay attention in a negotiation if you see any of these signs, as it could indicate that deception is occurring.

We hope you have found this article useful! For more information on Paul Ekman’s work, we are delighting to offer two of his training courses, details can be found here.

 

[/et_pb_text][/et_pb_column][/et_pb_row][/et_pb_section]

Level 3 Diamond Timetable

Exam Series Module No. of sessions Dates
November 2023
M1
3
2nd Oct, 16th Oct, 30th Oct
March 2024
M2 & M3
6
15th Jan, 29th Jan, 5th Feb, 19th Feb, 26th Feb, 4th Mar
May 2024
M4
3
15th Apr, 22nd Apr, 29th Apr
July 2024
M5
3
3rd June, 10th June, 24th June

Level 6 Diamond Timetable

Exam Series Module No. of sessions Dates
November 2023
M1
3
5th Oct, 19th Oct, 9th November
March 2024
M2 & M5
5
25th Jan, 1st Feb, 8th Feb, 22nd Feb, 29th Feb
May 2024
M4 & M7
4
18th April, 25th April, 2nd May, 9th May
July 2024
M3 & M8
5
30th May, 13th June,20th June, 27th June, 4th July

Level 5 Diamond Timetable

Exam Series Module No. of sessions Dates
November 2023
M1 & M2
4
4th Oct, 11th Oct, 18th Oct, 25th Oct, 1st Nov, 8th Nov
March 2024
M5, M15 & M9
4
31st Jan, 7th Feb, 21st Feb, 28th Feb, 6th March
May 2024
M3 & M8
4
10th April, 17th April, 24th April, 1st May
July 2024
M4
3
5th June, 12th June, 26th June

Level 4 Diamond Timetable

Exam Series Module No. of sessions Dates
November 2023
M1 & M2
5
3rd Oct, 10th Oct, 17th Oct, 24th Oct, 7th Nov
March 2024
M3, M5, M7
6
23rd Jan, 30th Jan, 6th Feb, 20th Feb, 27th Feb, 5th March
May 2024
M4 & M6
4
9th April, 16th April, 23rd April, 30th April
July 2024
M8
3
4th June, 18th June, 2nd July