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According to Nordquist (2019) nonverbal communication is the process of sending and receiving messages without using words either spoken or written. Negotiations are a process that is used for individuals when it comes to solving conflict, this allows them to compromise and come to an agreement that all parties involved will benefit from. To become successful in negotiations one must understand the process of communication that is involved with negotiation.
To have a successful outcome in negotiations one must think about what is said, and also rely on the nonverbal aspect of communication, Studies have shown that when it comes to nonverbal communication that 90 percent of the communication between person to person that are face to face is nonverbal. Nonverbal communication has a greater outcome in obtaining success in negotiations.
Importance and Impact in Negotiation When Using Nonverbal Communication
When communicating with others we use nonverbal signals to get a message across that verbal communication cannot. Nonverbal communication can be referred to as body language. Nonverbal signals are used to show thoughts, emotions, attitudes, and traits. They are also used to support verbal communications by allowing us to express agreement or disagreement, acceptance or rejection. When coming in contact for the first-time nonverbal communication is important, studies show that 60 percent of an impression is formed by nonverbal communication.
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Verbal words that are used in communication can often be deceiving, misleading and can cause mistrust especially if they are not perceived in the desired way. Negotiators need to have a good balance of verbal and nonverbal communication to be able to have a positive outcome. Nonverbal communication can be seen in body language, gestures, facial expressions, and touch. Nonverbal communication can be interpreted more than verbal communication, it can be used to help interpret verbal communication to find if it is true and authentic. “According to a researcher Wertheim, non-verbal communication plays different roles in communication. It can play one of these five roles: reinforcement, substitution, contradiction, accentuation and regulation”.
A study was done by Albert Mehrabian in 1960 regarding verbal and nonverbal communication, to determine what type of communication is used most. This study showed that nonverbal communication is more important than verbal communication. He states that 55% of a message’s meaning is generated by the face and body. Another 38% is based on the way someone speaks by using tone, volume, etc., and 7 % is from words said. In understanding the language of nonverbal communication, you need to be aware of what meaning you are trying to get across and be aware of how the other person is conveying that message.
Nonverbal Communication Skills
A single gesture in nonverbal communication is hard to understand, but when used in clusters the meaning of what you are trying to get across becomes more clearer. When negotiating there are many nonverbal behaviors that you need to look for, these are stress, engagement and disengagement. Stress factors include legs crossing and uncrossing several times, hand wringing, and touching of the face. Engagement factors include eye contact, head nodding and showing signs of interest. Disengagement factors include loss of eye contact, agitation, and frowning. Stark also suggest when looking for gesture clusters in negotiations is to divide the body into five categories. These categories are face and head, body, arms, hands, and legs.
Face and Head
The face and head can be considered as a window to observe gestures from your counterpart, looks for these different signs. If they are avoiding eye contact, they may be hiding something. If they are bored, they may gaze past you or gaze around the room. If they are angry, they may continue to give you an eye-piercing stare. If interested in what you are saying they turn the head a little to one side as if trying to hear you better or nod their head in agreement with you. Smiling will create a positive action that can help negotiations run smoother. When nodding your head, it shows that you are listening, and you accept what they are saying. Maintaining eye contact will build and strong bond with the other person.
Body
According to Jennings, K was able to understand what the body language of your opponent means you need to identify a baseline by observing them when they are not under pressure. You can start asking questions that you already know what the answers are, observe their behavior and body language when they give an honest answer in a relaxed state of mind. Establishing a baseline helps you correct your own body language in negotiations and look for gestures clusters that include engagement, disagreement actions, and tension cues. The way the body is positioned can show how much confidence you have in negotiations. When a person is constantly crossing their legs or folding their arms, it can mean that they have the need to defend themselves. If someone is fidgeting or continually clearing their throat could mean that they are angry or skeptical about what you are saying. If someone is interested in what you have to say they will lean forward in their chair, if in disagreement with you they will turn their body away from you and will lean back in their seat. Those that feel insecure or in doubt will move side to side, shifting their weight. If you want to have a positive outcome in your negotiations always position your body toward the other person. When observing the body language of others and their reaction to you can help you modify your own body language to achieve a positive outcome for your negotiations.
Arms
When sitting at a table and the other person has their arms on the table and they are in an opened position, this usually means that they are receptive to the negotiations. As you start the negotiations be aware if they take their arms off the table and cross them over their chest this could be a sign that the information does not agree with them. In a situation like this you should clarify your words and ask what concern they have about this matter.
Hands
We use our hands a lot in normal everyday conversation with others all the time. In negotiations, hand gestures can be used to convince your opponent to listen more carefully to you. You need to always be aware that certain hand gestures can mean something different to other cultures. Opening your palms shows that you have peaceful intentions, and it makes you easier to be trusted. If your hands are opened while sitting at a table when negotiating shows that you have no barriers. Using a vertical firm handshake shows acceptance of the other person. If your hands are shaky and you use awkward hand movements, it will show your opponent that you are nervousness and stressed. Placing hands on nose and face can make the other person think that you are not confident in what you are saying.
Legs
If you want the other person to see that you are confident and trustworthy, you need to sit with your legs uncrossed and your feet flat on the floor and your body tilted towards them ding this sends them a positive message.
Once you master your own body language cues and what they mean, you can than begin to be able to recognize the other person’s body language. This can help you to be able to dominate and control the negotiations so there will be a positive outcome (Jennings. K, 2018). Everyone that is involved in negotiations want to be heard and respected so before you counterpart what your opponent has to say, take the time to listen to what they are saying. Take your rushing into a rebuttal can cause frustration and can make you look foolish.
Conclusion
In conclusion, a successful negotiator will learn how to read and interpret the unspoken body cues not only of themselves but also of the other party they are negotiating with. Sometimes we can miss out on the different cues if you don’t pay close attention to the other person. Only 10% of oral information that is provided will be remembered and 20% of nonverbal information will be remembered. However 80% of information that is oral and visual will be remembered, this shows that body language is just as important as vocal language.
References
- Bajracharya, S,”Verbal versus Non-verbal Communication,” in Businesstopia, anuary 7, 2018, retrieved from
https://www.businesstopia.net/communication/verbal-vs-non-verbal-communication. - Jennings, K (2018) Essential Body Language for Negotiation. Retrieved from
https://www.lifehack.org/articles/communication/essential-body-language-for-negotiation.htmlMaksimovic, - M., Simeonovic, N., & Dimiskovska, B. (2013). Negotiation skills and nonverbal communication. Economics Management Information Technology, 2(1), 33-40.
- Nordquist, Richard. (2020, January 29). What Is Nonverbal Communication? Retrieved from https://www.thoughtco.com/what-is-nonverbal-communication-1691351
- Stark, P. (2010, May, 5) Nonverbal Negotiation Skills (Blog Post) retrieved from https://peterstark.com/nonverbal-negotiation-skills/print/Wezowski, K., & Wezowski, P. (2019). Without Saying a Word. Without Saying a Word, 1–6. Retrieved from https://search.ebscohost.com/login.aspx?direct=true&AuthType=shib&db=qbh&AN=136702461&site=ehost-live&scope=s
- Zhou, H., & Zhang, T. (2008). Body language in business negotiation. International Journal of Business and Management, 3(2), 90-96.
