"Win - Win" Rules - Recognising Body Language

They say that, in a one-to-one situation, 70% of all communication is non-verbal so you must be aware of the body language of the person with whom you are negotiating. Body language is often referred to as the art of seeing what the other person is thinking.

Some of the simpler, easy-to-recognise, body language signals are:

Interested

Leaning forward
Voice inflection upward
Smile
Unbuttoned coat
Hands open
Palms up
Pyramiding of hands

(Confidence)
Chin stroking
Hand on face with index finger up
Head up or inclined to one side

Not Interested

Leaning back
Voice inflection downward
Scowl
Coat buttoned up
Hands closed or clenched
Head cupped in hands
Arms crossed
Playing with cuff or watch

(short of time)
Head down Fingers in corner of eye (I’m not seeing this)
Fingers to ear-lobe (I don’t like what I hear)
Rubbing the back of the neck (This is a pain in the neck)

-Snowboy

Accurately interpreting the other person's body language seems like it would be tough if you didn't know their individual habits. -Calvin

Good point Calvin, you are so correct in saying that accurately interpreting body language is difficult and it is alway good to keepin the back of your mind the persons habits. For instance alot can be told from a persons hand shake however if you live in a remote area were the population is low it is normal for a hand shake to given from a outter personal distance (1.5 - 2 meters) away. However in a heavily populated area this would be considered as the person trying to let you know they don't have enough time to stick around and needs to cut this conversation short. -Snowboy

Without good training trying to read body language will probably cause more harm than good. It reminds me of golf and trying to read a green. The rule of thumb is unless you really know what you're doing just putt straight for the hole. msnwnk; -Houston

I agree Houston, especially being a keen golfer. One book that I recommend to all of my staff and sales colleagues.

Allen Pease - Body Language (Appropriately Titled)

THanks for your input -Snowboy

Body Language - The art of reading this is a fine one - No one In my opinion can really ever know perfectly how to read someone. -SexSells

I would love to be able to read the clients body language enough to get their buying signals through it - Can you Snowboy?

Can anyone? -Jabber

Jabber - I find with myself - I have the ability to read what the person is telling me through body language - although not all the time it is effective. -Ray47

Yeah - I think this would help greatly -EmmaC

Very inforative Keith - I think I will use this. -dodobird

THanks for your comments Victoria -Snowboy

Hello Emma,
I find that 9 times out of 10 I can tell what the customer or client is feeling about the situation or pitch through their body language. There will always be exceptions to the rules. Like palying a game of poker with a first timer compared to a pro, the face doesn't change and like shaking hands with a new team member in comparison with a MD. -Snowboy

Raymond
Thanks for your comments. -Snowboy

Emma,
Let me know how you go with it. -Snowboy

Thanks for your comments William,
I believe that it works and all the best putting it into practice. -Snowboy

I dont' think I can do this yet - But I might look into it a bit further. -Wanderer

Body Language is important to me. -Indep Rep

I like it. -Auctioneer

Hello Gerry,
It takes a bit of time and at first there is a big learning curve for many. But if you keep at it you will discover the effects and prosper.

I recommend a book written by Allen Pease - Body Language

Cheers
Keith -Snowboy

Thanks for your comment Henry,
Keith -Snowboy

Thank you Auctioneer. -Snowboy