"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)

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

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

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.

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.

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

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.

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 - 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.

Yeah - I think this would help greatly

Very inforative Keith - I think I will use this.